Oracle wants to be as Apple

Oracle, having faced drop in sales of "iron", actively uses discounts and encouragement of the partner channel for a raising of joint sales of the equipment and software. It in addition reduced the prices within the affiliate program of "Exastack" to stimulate partners in the new markets, declared Stein Surlien, the vice president for a partner network and alliances Oracle EMEA.

By Oracle Exastack Program it is aimed at the help to partners in start of their own solutions based on Oracle Exadata Database Machine and Oracle Exalogic Elastic Cloud - the integrated systems in which software and technical equipment are designed to work jointly.

The program is universal so the percent of discount will be identical to all regions, including EMEA, he said to the IT Europa edition. "We try to play on the strengths. We are strongest in the industrial market. How to us to expand these achievements? Partners can sell everything that it is necessary for them, but we look at the market in wider borders and we try to inspire them for promotion out of borders of the developed areas", - Surlayn added.

At the moment in EMEA 600 areas where Oracle will conduct direct sales, mastering of the others – ahead are defined. According to the top manager of corporation, the task also consists in assisting channel managers in the conclusion of partnership in the new markets. It means that they will not receive compensation for sales in the developed industry areas. "It is an aggressive margin and very large market", - he added.

Besides, Oracle stakes on development of independent software suppliers and though 2011 financial year for is closed, in corporation claim that this direction was "very strong". Suleyn says that literally Oracle changes rules of the game for independent suppliers and the partner channel. The corporation wants that iron and software were on sale together. In the world more than 1000 such "sets" are already sold.

In fact, it is identical to model of sales of Apple. "The equipment and the software are unseparable. It is what Apple uses, and it works. Partners can receive a lot of things from such approach in comparison with sales separately of the middleware, storage systems and so on", - the representative of Oracle considers.

In Europe, for example, Exa sales actively go among the multi-national global companies. "It gives us fine references, especially in the vertical markets, such as telecom, banks and insurance: everywhere, where the level of transactions is high. Even in the public sector. Partners play a huge role in this process: 50% of sales are the share of the canal", - told Surlayn Matte.

Also he noted that investments into partner sales of Exastack and own sales of Oracle will be "big". He considers that Oracle on hands has all trumps. Not so much technology how many allowing to change management level, influencing IT departments. The corporation is not going to grow for 100%, and will enter changes gradually.

Future Oracle is in changing games as Apple governed, he told. "Not resemble, offer something unique as it was with relational bases in 1990e. We have 1500 partners in EMEA region, and we will closely work with them and with their business plans to create demand", - the manager concluded. Oracle intends to increase specialization of partners and to receive more partners of "diamond" level. It was already received by Capgemini, Infosys Technologies and some other integrators.