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Oracle in channel boost

Oracle in channel boost

Oracle is seeking channel staff as it puts greater emphasis on the indirect sales model to sell its new mid-market e-business suite.

The software vendor is recruiting two channel managers, plus two other manager roles, to boost its channel team by 50 per cent, from eight to 12.

"We are putting more, renewed emphasis on the channel. Channel partners give us more coverage. By utilising the channel more effectively, it's a much more cost-effective model," Oracle channel manager Norman Weaver told ARN.

The company would maintain its direct staff coverage, as it seeks growth.

"We are not shifting revenue from direct to channel. We are looking for incremental growth," Weaver said.

Oracle presently uses a direct sales model for larger tier-one accounts and both direct and indirect sales at the mid-market level. However, as the company introduces a new version of its e-business suite range of software, the US-based giant plans to serve its mid-market customers increasingly through the channel.

"The mid-market will be delivered through our channel partners," Weaver continued.

Currently, Oracle has three distributors: Alstom IT, Attain and IGATech.

It also has application resellers Red Rock Consulting, Assist and Oakton, plus technology partner resellers Dell and Data 3.

Weaver said the company is seeking extra channel partners, though he has no set target.

Oracle has two main product suites: its database and application servers, plus its e-business suite of software.

At present, the e-business suite is sold direct to large corporate users, but a new special edition has been launched aimed at the mid-market. It promises special pricing, pre-configuration and easier installation and is expected within a few weeks. The special edition product will be sold 100 per cent through the channel.

Oracle expects any new partners to offer more than shift boxes, but also to train users and implement systems.


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