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Innovative Industry Insights to Help Accelerate Digital Transformation in a Communications-driven World

Empowering Partners to Build Out Specialized Expertise Is Key to Sales Success

Carl DCosta
Worldwide VP, Alliances & Channels Sales, Oracle Communications

We recognize that our partners realize greater margins and revenues if they offer more services to their customers than just product resale. Our experience says that approximately 70 percent of partner revenue comes from services delivered around products, and so it becomes mutually beneficial for Oracle and our partners to focus where the margins are higher.

To cultivate our partners’ ability to increase revenues and keep customers happy, we have developed one of the most comprehensive partner programs in the Communications industry, with a focus on developing partner expertise. We have invested in very clearly defined best-in-class Oracle Partner Network (OPN) enablement programs that elevate partners, making them implementation and managed-service “experts” in Oracle solutions. In fact, they get the same training as those offered to our internal sales, presales and consulting experts. That means customers can be confident when they buy and deploy with an Oracle specialized partner that they are getting the highest degree of competency and support.

Over the past seven years, partner training and expertise has grown significantly, with more than 1,000 certified partner specialists delivering implementations and managed services around Oracle Applications and Network products. Together with Level-1 and Level-2 specialists, Oracle Communications can boast more than 10,000 partner specialists across approximately 100 companies.

For partners, the benefits are substantial. They not only differentiate themselves from other partners in the market, but the specialization and training helps them optimize their business models and improve revenues and margins (see sidebar “What Oracle Partner Network Specialists Have to Say").

Our partners value Oracle Communications’ enablement training so highly that they make the significant investment to send their professionals to week-long trainings. The tangible and intangible benefits build over time through the enablement process.

For Oracle Sales teams – they are more confident recommending specialized partners to our customers to ensure customer and project success.

To learn more about partner enablement, attend Oracle OpenWorld, where Oracle Communications will host partner-specific sessions to help companies expand their contact lists and resources. Also feel free to contact us for more information about the Oracle Partner Network, here.

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