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Oracle Looks to Widen Scope With New Cloud Partner Program

By Lorna Garey and Edward Gately
February 16, 2016 - Article

Lorna GareyEdward Gately**Editor's Note: Click here for a list of January’s important channel-program changes you should know.**

Oracle has unveiled its new PartnerNetwork Cloud Program aimed at helping partners accelerate the growth of their Oracle Cloud business through technical and go-to-market support.

Partners will be able to showcase their Oracle Cloud expertise, vertical-market offerings and success with customers through new tiers of recognition and progressive benefits. Qualifications will be based on cloud performance metrics including the partners' cloud specializations, applications on the Oracle Cloud Marketplace, cloud fixed-scope offerings, successful go-live cloud implementations, cloud success stories, cloud-focused resources and expertise, according to the company.

Oracle's Penny PhilpotThe program includes four tiers: Cloud Standard, Cloud Select, Cloud Premier and Cloud Elite. Cloud Standard helps partners begin to differentiate themselves in the market, while Cloud Select is for partners that have achieved a cloud specialization and/or are developing and selling Oracle Cloud technologies or services with proven success.

Cloud Premier reflects partners that have transformed their business to focus specifically on driving their Oracle Cloud offerings with successful and repeatable customer use cases. Benefits include enablement, go-to-market and engagement resources within their regions.

Cloud Elite partners have demonstrated full investment in the “depth and breadth of Oracle Cloud solutions," and dedication to delivering them to joint customers, Oracle said. They will be priority go-to-market partners that will benefit from the “highest engagement and commitment from Oracle for joint-focused cloud business growth," it said.

In a Q&A with Channel Partners, Penny Philpot, Oracle’s group vice president of worldwide alliances and channels, talks about the new cloud program and the opportunities it presents for numerous types of partners.

Channel Partners: There is a lot of interest in Oracle. Can you introduce yourself and talk about why they should come and talk to you?

Penny Philpot: We are very much looking for the program to attract new types of organizations. Especially with some of the smaller partners who Oracle wasn't able to meet their needs. This program very much is doing that today, especially with the Cloud Register and with our cloud program, they're very much reaching to that wider audience. So if an organization is selling Office 365 and has a need for Oracle's entry-point solution, then yes, our program is developed to accommodate and develop, and reach out to work with those companies.

CP: Are you working with any of the distributors, the Ingram Micros or Synnexes?

PP: Yes, we do. ... we work with those firms. These organizations very much act as an extension to what we're doing ... and we rely on them to introduce us to new partners and organizations, and vice versa. Getting the word out and getting them in the program, but most of all supporting those smaller partners; we don't have the bandwidth to cover and ...

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