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Inside the cloud-centric Oracle channel

Susan Searle | Oct. 3, 2017
More than 2,600 unique partners have joined the Oracle PartnerNetwork (OPN) Cloud Program within 18 months.


Oracle is placing partners at the heart of its cloud strategy going forward, as the tech giant leverages the channel to claw back ground against industry rivals.

Since launching in February 2016, more than 2,600 unique partners have joined the Oracle PartnerNetwork (OPN) Cloud Program, with cloud resell revenue from the channel increasing 105 per cent year over year.

Designed to accelerate the growth of Oracle Cloud business through technical and go-to-market support, the program allows partners to showcase platform expertise, vertical market offerings and success with customers through new tiers of recognition.

Specifically, program qualifications are based on critical cloud performance metrics to include the partners' cloud specialisations, applications on the Oracle Cloud Marketplace, Cloud Fixed Scope Offerings, successful go-live implementations, customer success stories, alongside dedicated resources and expertise.

"Oracle continues to deliver the programs and enablement resources that help our partners to grow and thrive in the cloud," Oracle cloud business group executive vice president Dave Donatelli said.

"Through Oracle PartnerNetwork, we work in tandem with partners to provide customers with the solutions and services needed to take advantage of Oracle's state-of-the-art cloud platform."

According to Donatelli, nearly half of all partners in the OPN program today implement, develop and sell in the cloud with Oracle.

Partner play

And as Oracle continues to expand its cloud reach through the cloud, Donatelli cited independent software vendors (ISVs) as central to future market success.

"ISVs and application developers must balance the requirements of their current businesses and implementations with the need to invest in innovative new architectures, modern cloud capabilities, and flexible deployment models," he said.

Through platform-as-a-service (PaaS) and infrastructure-as-a-service (IaaS) services, Donatelli said Oracle is delivering a portfolio of cloud services and capabilities for developers, alongside programs, resources and commercial models.

"From start-ups to enterprise application providers, hundreds of partners worldwide are realising the many benefits of migrating their applications and customers to Oracle Cloud Platform and Infrastructure," Donatelli added.

Furthermore, Donatelli said Oracle is investing in new services and capabilities with Docker and Kubernetes, with both "capturing the attention" of cloud application developers.

Through the Oracle Cloud Marketplace, partners can expand the visibility of applications to 425,000+ Oracle customers and partners.

"There is a breadth of opportunity for all partners-regardless of partner type-to expand your solution portfolios with Oracle Cloud," Oracle group vice president of worldwide channels and alliances Penny Philpot added.

"Our primary focus is working together with partners to transform our customers' businesses and support their growth in the cloud."

Revealed on the eve of Oracle OpenWorld in San Francisco, the tech giant also outlined its channel credentials through the launch of Oracle Cloud Excellence Implementer (CEI) program, recognising and rewarding partners that continually demonstrate expertise through software-as-a-service (SaaS) implementations.


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