Oracle Launches Program for National VARs

The plan provides dedicated resources and a single point-of-contact to key channel partners in an effort to drive sales across Oracle's entire product line. A national VAR council is also planned.

Hoping to drive revenue for large, national resellers and for itself, Oracle (NASDAQ: ORCL) has unveiled a national VAR program that plugs an existing strategic hole in its otherwise solid channel strategy.

“We’ve always had a strong regional channel throughout the country, but we were missing a specialized program for large VARs with national footprints,” said John Gray, group vice president, North America technology channels, Oracle.

Gray said the program will deliver dedicated resources and a single point-of-contact to about 20 key channel partners, helping them to streamline time and resources, while enabling them to better align their go-to-market strategy and specialized solutions with Oracle’s offerings.

Currently, those partners have to interact with several different Oracle channel managers and regional managers.

“By streamlining their contact with Oracle, we aim to help them and us drive revenue across the spectrum of Oracle technologies, not just our core database products,” he said. “Our shared vision with the VARs is to create more opportunities, more margins – and we think we can best achieve that through this program.”

Many of the new opportunities may come from Oracle Fusion Middleware, said Gray. Fusion is a portfolio of products that spans developer tools, integration services, business intelligence, collaboration, and content management.

Gray said the VARs will be able to gain fast access to Oracle server technology experts from across the nation, and will receive access to a dedicated telesales team to assist in lead generation initiatives and phone sales support.

Other benefits will include access to pre-sales technical support, marketing materials, and proof-of-concept support for select customer engagements.

Eventually, Oracle will create a national VAR council for these partners, allowing them to share strategic insights and best practices.

The program is only available to existing VAR members of the Oracle PartnerNetwork (OPN), a global network of more than 20,000 companies.

“Similar to OPN, this new program is available to all kinds of VARs,” said Gray.

The OPN’s main purpose is to simplify and consolidate offerings from multiple Oracle product groups, delivering a best-of-breed program based on the VAR’s level of investment and commitment to Oracle. Membership costs $1,995 annually.

TAGS: Oracle,middleware,services,marketing,VARs

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