Oracle will turn a back to partners: course towards direct sales

Oracle announced intention to be engaged independently in sales of solutions in a segment of large business. Oracle hopes that the new course will lift the profit of the company on sales in this segment of the market.

Before merger of SUN Microsystems of sale in partner channel Oracle made up to 40%, the indicator was stable and changed absolutely slightly of a quarter by a quarter. After the transaction they grew to 65%.

The president of the united company Charles Phillips commented on the new policy of corporation for business partners as follows: "We will adhere to the strategy of direct sales only concerning large customers. We believe that they are interested in building up the relationship with Oracle directly. It is the best of methods to support the level of service at that level at which we aim. Therefore gradually, since this quarter, we will become closer to such customers".

"We want that partners occupied the niche, and our interests were not crossed. To them client requests arrive, and we intend to orient them on expansion of presence in the market. Thus, at the expense of a partner network we want to close those areas where we are not rather well provided", - he added.

According to him, now Oracle will increase the staff of sellers to achieve direct service of 1000 biggest customers in the near future and to give them service support independently. Besides, the scheme of payments of partner remuneration which was applied by Sun is reviewed.

"The state of affairs will change very quickly. Partners it is aware, we discussed it with them. New strategy is provided to them, and they know that we will begin to realize it this quarter", - told Philips to analysts.