Software vendor Oracle has announced a new go-to-market strategy with a specific focus on four key verticals – finance, telecommunications, manufacturing and government.
Managing director of Oracle Australia, Brian Mitchell, said the new industry-based focus had been driven in part by the changing business and economic landscape and a greater appreciation of the different challenges that each sector faced.
“It has been a tough year characterised by fewer opportunities, cost reductions, deferred decisions and industry consolidation,” Mitchell said. “Our customers are under enormous pressure to provide a greater return on technology investments and are demanding more relevancy from IT suppliers.”
The new focus has seen four industry directors appointed to grow business in specific markets: Ray Whitfield will concentrate on the banking and finance sector; Ian Lowles on telecommunications, media and utilities; Scott Dawes on manufacturing, retail and distribution; and Mike McLaren continuing to oversee government, education and health.
Mitchell said Oracle’s horizontal channel, which looks after small second tier companies based on a volume approach, would not be affected by the new go-to-market announcement.
Within the four areas specified within its new strategy, however, Oracle would be looking to appoint a number of industry-aligned channel partners.
“Those partners we would be looking at bringing aboard would have a value-add proposition in a particular sector,” Mitchell said.
“They might be an independent software vendor (ISV) with an industry-specific solution that needs to create value by adding Oracle technologies.
“Or it could be a consultancy or services company looking to grow a business based on products. Alternatively, it could be a development company adding technology to our existing platform.”