Not well known for its business partner strategy, Oracle Systems has begun actively promoting its alliance program in a move that may eventually see its partners selling Oracle's core financials and database applications.
While indirect sales of Oracle's workgroup and developer tools accounted for more than 17 per cent of licence revenue last year, it aims to boost that number to 50 per cent by the end of 1998. To do so it has launched a new information delivery service for its existing business alliance partners called Oracle Value Service, and is wooing new partners to the fold.
Oracle's visiting director of worldwide business alliances, Christopher Dittmer, said the new program is designed to make it easier for partners to work with Oracle, with the aim of growing business through channel sales.
Dittmer said that as part of the program Oracle will encourage suitable partners to sell the database and financial products to a certain level. "We're trying to create market space below a certain line with partners, and really focus our direct sales force above that line." He said that opportunities may also arrive in existing Oracle accounts, where a business partner may be able to fulfil a component of the work.
Oracle's director of business alliances for Australasia, Mitchell Chapman, agreed that this represents a shift away from Oracle's previous business methods. "We're now positioning ourselves as a solutions enabler, and we have a very strong customer focus. Clearly the market is changing - customers want vertical solutions and they want total solutions. And by definition that means leveraging off the types of partners that provide those solutions in the marketplace."
Chapman said while Oracle already has some well known software companies as partners, it is now looking to attract resellers at a consumer level. "We have selected two value-added distributors, i. t. conneXions and OGen Pacific.