Oracle has shunned the channel with a service that offers subsidiary sales applications for its E-Business Suite 11i as a free online service.
Traditionally these sales applications came on a CD, which had to be purchased through an Oracle reseller or the vendor direct. The sales applications will be offered via an ASP model over the public Internet as the business applications vendor positions its sales delivery around the Web. Functionally, the free applications offer enterprises a taste for sales-force automation, income planning and lead sharing designed largely for a mobile sales team.
Brett Kennedy, Oracle's regional director of CRM Applications, Australia/New Zealand, said the offering, dubbed OracleSalesOnline.com, is designed to drive direct sales into new market segments as the company looks to move further down the food chain than the high-end enterprise space.
"[OracleSalesOnline.com] enhances direct sales but it does open new markets to resellers that have not really been touched by Oracle," claimed Kennedy.
Oracle also intends to offer additional features of the E-Business Suite 11i as a pay-as-you-go service over the Web including sales compensation, forecasting, expense and travel management.
By offering one of the least-critical applications from whole E-Business Suite 11i as a free online service, Oracle is hoping new customers will experience the intended productivity enhancements of the software and opt for the additional applications. "There is a revenue model behind this," affirmed Kennedy.