Oracle delivered new services to the Oracle Cloud—including compute and storage services and a database-as-a-service offering—and made them available for channel partners to offer customers on a resale or referral basis.
The company used its Oracle OpenWorld conference to unveil 10 new cloud services as part of the Oracle Cloud, and said it is providing integrated services across applications, social, platform and infrastructure in the cloud.
The new Oracle Cloud services include providing Oracle database software and WebLogic Java server as services, as well as providing both storage and compute resources as a service.
Thomas Kurian, Executive Vice President, Product Development, Oracle called the Oracle Cloud and its new services the "single most important project" on which Oracle is working.
"These services will change the way you consume our software and use our software," he said.
Oracle also has begun looking at how its solution providers work with the cloud, including giving channel partners the ability to resell Oracle Cloud services or refer potential customers.
The company told solution providers that, while selling services from the Oracle Cloud will have a channel play, the technology is not available for others to build similar clouds.
Mark Hurd, President, Oracle, said at a channel partner meeting that the Oracle Cloud was not designed for partners to build using Oracle technology. "It's hard enough for Oracle to do it," he said. "We'd rather partners sell it."
Thomas LaRocca, Senior Vice President, North America Alliances and Channels, Oracle, told CRN that Oracle providing referral and resale opportunities to solution providers will be a boon to partners. "As I look at the market, I think we have the best go-to-channel opportunity of anyone."
Less than 50 percent of Oracle's channel partners have the competencies needed to resell the Oracle Cloud, but all the company's partners can refer customers to Oracle, LaRocca said. "They can see an opportunity, call their Oracle rep, and say, 'Here's Customer A, he has an opportunity, I can't resell it, but here they are."
For those with the ability to resell Oracle Cloud, Oracle will provide the training needed to gain the proper competencies, LaRocca said.
In fact, partners will be forced by their customers to get the training and competencies needed to work with the cloud, he said. "If not, they will lose account control," he said. "And if they lose control, they lose money. Partners will have to place their bets, not only on the right solution, but on who to partner with. Otherwise, in six to 12 months from now, they will lose account control."