Oracle has kicked off its virtual partner conference with acall to arms from senior channel management keen to encourage the channel toengage with its demand generation teams.
European resellers were given the chance to log-on to readand hear the views of Loic Le Guisquet, who has just taken over the role of EMEAexecutive vice president at the vendor.
“Every year we put vast amounts of money into jointgo-to-market and demand generation with all our partners. We need to approachthe market together in a consistent and coordinated way,” he said.
He said that it was training its staff to improve thesupport for resellers “using a score card approach and compensation to drivethe 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,” hesaid.
Le Guisquet added that it wanted the channel to focus onvertical markets and to promote its middleware solution.
“This provides our partners with the ability to do more for customersthrough integration, through re-architecting of their IT systems,” he said.
The virtual partner conference provides resellers with thechance to hear from a wide range of executives about the vendor’s strategy aswell as sessions around specific products.