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Oracle calls for more vertical focus

Microscope contributor

Oracle has kicked off its virtual partner conference with a call to arms from senior channel management keen to encourage the channel to engage with its demand generation teams.

European resellers were given the chance to log-on to read and hear the views of Loic Le Guisquet, who has just taken over the role of EMEA executive vice president at the vendor.

“Every year we put vast amounts of money into joint go-to-market and demand generation with all our partners. We need to approach the market together in a consistent and coordinated way,” he said.

He said that it was training its staff to improve the support for resellers “using a score card approach and compensation to drive the right behaviour”.

“I ask our partners, you, who are reselling our solutions, to please ensure that we have complete clarity on the joint go-to-market,” he said.

Le Guisquet added that it wanted the channel to focus on vertical markets and to promote its middleware solution.

“This provides our partners with the ability to do more for customers through integration, through re-architecting of their IT systems,” he said.

The virtual partner conference provides resellers with the chance to hear from a wide range of executives about the vendor’s strategy as well as sessions around specific products.


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