Wednesday Mar 07, 2012

Issue 13: Dermot's Outlook


  DERMOT'S OUTLOOK

ORACLE EMEA ALLIANCES & CHANNELS:
UPDATE

Dermot OKelly


Dermot O'Kelly
Senior Vice President, Alliances and Channels,
Oracle EMEA


Welcome to this edition of Partner Insight, which we have specifically dedicated to the Oracle Database Appliance. This new Oracle product is tailored to the channel and gives you an unprecedented opportunity to really extend your reach in the broad market. Targeting midsize companies and departmental systems, it is a single, easy-to-deploy and manage system incorporating a complete package of software, server, storage, and network that is engineered for simplicity. Luigi Freguia, our senior vice president of systems, gives us his personal viewpoints and recommendations on ODA, and you'll also find some testimonials from partners and VADs who have sold ODA already. I strongly urge every partner to join them and make plans to make this product an essential part of your portfolio.

Since joining Oracle EMEA Alliances & Channels, Oracle OpenWorld 2011 and our packed schedule of EMEA OPN Days has enabled me to meet a huge number of partners and hear about your priorities. I recorded this video after Oracle OpenWorld to explain the major opportunities for partners that came out of the event, and in Paul Thompson's article here you'll find a comprehensive review of the product announcements from the event that we believe are going to make a real difference to your business.

Recently we have clarified our channel strategy regarding the Broad Market and Top accounts. Oracle direct sales teams are actively seeking to engage with our largest specialized ISVs and SIs on transformational projects within the top customer accounts, while the rest of the entire market is open for channel partner business. This represents a huge opportunity and our approach here is to organise this space and deliver a commercial model that enables the best placed partners to offer integrated hardware and software solutions. Make sure you engage, specialize and let us see your strengths so we know how you can play in the space.

Finally, I firmly believe that Oracle's Open Market Model is an essential tool that enables partners to reap all the benefit from our strategy. By registering your deals as soon as possible, you qualify for exclusive rebates, secure your business and also raise your visibility within Oracle.Read the OMM policies on the OPN Portal or ask your channel rep if you are unclear about how to make the most of this model.

Best regards

Dermot


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