Sitting In: Remarketer and Beyond

Hello, this is José Fernandez-Stoll. I'm responsible for Oracle's VAD Remarketer Program from a global perspective. Now that we've closed out another fiscal year I'd like to share with you some of the program highlights and plans for 2010.

Let's tackle the highlights first.

As of May 31st, 2009 the program had over 1700 Remarketers having closed over 2400 deals via a network of Remarketer Authorized Value Added Distributors (VADs) (since June 2007). This year alone over 1300 Remarketers closed 1800 deals - that's an increase of more than 250% over the programs first year. Not only did the number of Remarketers jump but so did the number of VADs participating in the program. We went from 28 VADs at the beginning of the year to over 50. That's a tremendous amount of work by a relatively small team (global and regional).

Congratulations on a job well done!

Cultivating Success from the Ground Up

We continue to leverage our VAD relationships to help identify, cultivate and grow new partners. This is absolutely true with respect to the Remarketer Program. The program will always be focused on making it EASY to start selling Oracle products but at the same time we will be working much closer with the regional teams to help take Remarketers to the next level. That next level could be product specialization, joining OPN, or simply working closer with their VAD to help uncover more profitable opportunities more often. It's that simple.

Positive Feedback

Our colleagues have been following the Remarketer Program closely. P.J. Jakovljevic, of TEC, has recently written a 2 part blog talking about "Partner-Friendly" Oracle. In part 2 he writes this about the program:

"The transparency and clarity about the prices, terms and conditions is commendable. Another side benefit of the program could come for Oracle from dispelling some competitors' rumors (or wishful thinking) about Oracle neglecting its acquired products. Namely, some of the abovementioned products are former Stellent and BEA Systems products. So much for letting acquired products languish, when they are even tuned up for seeding the entry-level customers."

Please read P.J. Jakovljevic's blog entries here - Part 1 & Part 2.

The positive feedback from VADs, analysts, and Remarketers alike continues to drive our team to greater heights. In 2010 the program will be more tightly integrated with our recruitment efforts at the VAD and regional team levels. We will also continue to develop and distribute sales and marketing information that resonates with our VADs and Remarketers.

I appreciate the time you've spent reading this entry. Please feel free to send our team your comments and suggestions, we value your feedback.

You can also learn more by listening to an OPN PartnerCast.

Thanks for your support and Good Selling!

José Fernandez-Stoll


Enjoyed studying this, very good stuff, appreciate it.

Posted by Barbar Presas on December 29, 2010 at 09:02 AM PST #

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