5 for 15: Patricia Nance, Oracle vice-president, alliances and channels

5 for 15: Patricia Nance, Oracle vice-president, alliances and channels

The keys to 2015 from industry leaders

1. Key channel plays for 2015?

SaaS computing is a priority of Oracle’s for 2015. It’s clear that our customers are looking at Cloud offerings, and don’t want to spend a great deal of effort deploying hardware and software, they just want to focus on business success. Our Cloud applications support all areas of the business: Sales, marketing, HR, finance and operations and are intrinsically flexible, offering customers a choice of Cloud platforms - public, private and hybrid - to suit their specific business challenges. Our Partners are playing a major role with us in these areas and are bringing net new business into Oracle, particularly where they have deep relationships and domain expertise. They are also offering an as-a-service by packaging up a mix of solutions including those that are currently not available in the Cloud by using our Platform Builder Program to provide a consumption model back to customers.

2. Key technology for 2015?

We see Engineered Systems as a key area of focus. What we are hearing from our customers is that they want to focus on their core business and their customers. They want to shift more of the day to day to the Cloud, and what they consider essential and want to run themselves, they want to make simpler. Taking advantage of the Cloud is easy, but what about the bit they want to run themselves? This is where Engineered Systems can assist. Oracle Engineered Systems are in-a-box datacentre solutions, which provide hardware, software, firmware, cables, and so on - architected, integrated, tested, and optimised to work together before they ever reach a customer’s premises. They enable users to more easily and cost effectively set up their own clouds from their data centers. We currently have 20+ Partners in A/NZ that are specialised in our Engineered Systems and who are actively advising, reselling and implementing with us.

3. Key message to the channel for 2015?

We recently ran our first ANZ Executive Partner Forum that was attended by more than 70 Partner organisations representing our key Global SI’s, value-added distributors, resellers and local SIs in the region. This was an extremely interactive forum and the main messages focused around Cloud and the importance and desire to be more involved in the business of advisory, resale and implementation of Oracle Public Cloud solutions (SaaS, PaaS, IaaS). Ways our partners can lead the way in these areas with us was also a key area of focus. There is also a huge portion of installed base clients being managed by our partners that are always looking for new or different ways to provide a competitive edge in the marketplace, or to manage uptake of new technologies and applications in a faster and more cost effective manner. Our partners are well positioned to take this forward. We have also seen our partners form consortiums to enable them to offer innovative and hybrid solutions based on a whole range of Oracle offerings to clients that are not able for various reasons to go to a Public Cloud. The key message is to be involved and work early in gaining knowledge, specialisations and to collaborate early with Oracle, other partners and our clients to create the advantage you can have as our Partner.

4. Key warning to the channel for 2015?

The main message to our partners is to collaborate, understand what we have to offer, specialise and focus on your areas of expertise and become known for that with Oracle and our clients.

5. Key to Oracle for 2015?

Cloud services as a whole is where much attention is being focused. As cloud computing becomes more widely adopted and mature, and the number of cloud solutions grows - the service becomes commoditised, with lower costs for base services. But that doesn’t mean one size fits all. Oracle provides three layers of technology which customers can adopt depending on their specific requirements. Software-as-a-Service (SaaS) provides suites of applications that organisations can use to drive business functions such as human resources, customer experience, and ERP systems, including finance.

Platform as a service (PaaS) puts advanced middleware tools and databases into the hands of developers so they can tailor their IT systems applications to their specific needs, integrating other software resources into configurations that give each enterprise a business advantage. The underlying hardware is supplied as infrastructure as a service (IaaS). This consists of servers and storage (including in-memory, disk, and tape), operating system, networking, and associated functionality such as load balancing, and backup and recovery.

We are working with our Partners to drive these services out into the market and are running ongoing enablement sessions and bootcamps to ensure we have our partners specialised to meet the market demand. We are actively supporting Oracle Partners to thrive in this market and want them to be successful with us.

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