Avnet signs with Oracle for mid-market push

Avnet signs with Oracle for mid-market push

Avnet has signed an agreement to take Oracle database solutions to the mid-market.

The deal would allow the distributor to build solution stacks using applications from its integrators and vendor partners including HP, managing director, Colin McKenna, said.

"We have been building solutions stacks for the mid-market with HP for a year and the Oracle database technologies fit very well into that strategy," he said.

The agreement also suited Oracle's new mid-market strategy, which would include bundled solutions for a variety of platforms including Linux, general manager of technology and alliances, Fred King, said.

"Avnet's sweet spot is organisations that sell into 200- to 800-seat companies and it has a set of ISVs and tiered partners that focus on that space," he said. "That's a strong attraction to us."

Avnet planned to release several solution stacks including pre-configured systems with Oracle as well as stacks of customised applications for niche vertical markets, McKenna said.

It has traditionally taken a broad approach but strong verticals included distribution, manufacturing, finance and heath, he said.

Promotion of the solution stacks would include a direct mail campaign and seminars, McKenna said.

"We will be working with a select group of partners to promote them into the market," he said. "We'll be looking at our HP partners in particular to become Oracle resellers but we will also be recruiting."

Solution integrators and providers that already sold solution sets into the mid-market would be targeted across all states, McKenna said.

"Some may have software offerings that Oracle will complement," he said.

Reseller benefits of the Avnet program include lead generation, joint marketing, technology consultations and logistical support, McKenna said. Margins for the channel depended on the level of investment in a particular solution as well as anticipated volumes based on an agreed business plan.

In addition to the Oracle database Avnet has the IBM range that includes its DB2 database but McKenna does not see a conflict.

"We already have a very mature IBM business and we don't see this impacting it as we have separate sales and technical support," he said.

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