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By Sharmee Roy
This year Oracle has a clear agenda of enhancing and expanding the partner initiatives it has undertaken over the past 12 months to ensure partner profitability. To this end the company has come out with two strategies: to provide partners with more leads to work, and to focus on specific verticals.
Said Niraj Kaushik, Senior Director, Technology Channel Sales, Oracle India, “Taking into consideration the current economic situation, we will increase our lead generation activities so that our partners have more leads to work on.
For this we are frequently calling prospective customers, organizing events, and also offering online options where some customers send their queries.” The company will also focus on enhancing the skill-sets of its partners on the services side to help them acquire new customers.
The second part of the strategy would be to focus on three key verticals: telecom, government and finance. The vendor would like to build the expertise of its partners to target these verticals.
“We believe that these verticals are our growth opportunities. We are trying to use Oracle’s presence in each of these verticals to build a more comprehensive solutions stack.
We are already in the process of talking to partners who are focused around these verticals or who would like to build competencies in these verticals to create a complete solutions story for the customer,” Kaushik stated.
In addition, Oracle is working with partners to build more business opportunities through customer financing. This facility is expected to be introduced soon in the Indian market.
Currently with 500-plus partners in the country, Oracle will be looking at partnering with more channels this year, but hasn’t set any specific numbers on that.
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