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Oracle getting partners to sell more of the stack

Simon Quicke

Oracle's attempts to get channel partners selling more of its products appear to be paying dividends following its moves to change compensation packages.

The vendor has acquired 60 plus vendors in the last five years and the knock on effect has been to dramatically widen its portfolio leaving some resellers selling single products and missing out on potential revenue.

To try and make sure partners have been selling more the vendor has changed compensation packages to favour solution sales and Dave Tweddle, head of UK alliance and channel at Oracle, said it had started to yield results.

He said that last year a review of reseller orders via distribution in 2011 revealed the vast majority were single product orders but it would be different if the same analysis was to be carried out at the end of this year.

"Resellers were leaving opportunities on the table and if they don't ask the question of the end user then the business could end up going to a different partner," he added "We want to maximise the acquisitions Oracle has made and get people to ask what technology they want to run the software on."

"With a holistic view and compensation plans we should align our strategy to that of the partner and it should be easy to engage," Tweddle added.

The other initiative that seems to be helping smaller resellers is to encourage them to work with larger partners so they can take advantage of skills and advice from the likes of Trustmarque, Softcat and Kelway.


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