Oracle strengthens indirect channel strategy

Oracle strengthens indirect channel strategy

Oracle is extending its indirect channel Alliance Program, aiming to make the company more accessible to business partners and customers alike. The changes are part of Oracle's plan to increase licence sales through channels to 50 per cent.

Under the new structure Oracle will operate four separate channel models, with each requiring different levels of commitment on revenue, training, support and development.

At the top of the heap will be Oracle Premier Partners, which managing director Phil Keily says will extend Oracle's reach into various untouched markets.

Keily said the new look channel organisation will seek to appoint partners that can add value across multiple market segments. "We want to continue to penetrate the broader market, and bring services to our customers that are relevant by using partners that understand the industry requirements, and in many cases better understand those customers than Oracle does," he said.

The new channel model follows a reorganisation of Oracle's own staff, which sees Nick Evered elevated to the position of regional channels man-ager, and former channels boss Mitchell Chapman taking the position of regional sales director.

In this new role Chapman will oversee the running of both Oracle's business partners and direct sales force. "Direct and indirect sales teams will work together to ensure that the correct focus and approach is given to our customers to meet their solution requirements," said Chapman.

"The new channel structure is designed to meet the different demands our customers have. Partners will be the lead organisations with their customers, but all customers will still retain direct access to Oracle personnel, either as a direct customer or within partnerships."


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