Oracle doubles down on ISVs for cloud growth

Ratan Sanjay, Head-ISV Business, Oracle India

For Oracle India, partners account for around 80 percent of all Oracle transactions in one way or another, especially in Asia Pacific. Given the rising demand from Independent Software Vendors (ISVs), The cloud provider is now further expanding focus on the ISV segment to help more and more end customers take advantage of its second generation cloud infrastructure. There’s a new dedicated team now to strengthen ISV relationships and collaborate even more closely with ISVs.

Speaking for the first time, exclusive to CRN India, the newly appointed Ratan Sanjay, Head-ISV Business, Oracle India shares Oracle’s ISV strategy that is helping partners architect, deploy and scale their commercial applications in the cloud. This is done through solution development within a vibrant ecosystem – an ecosystem that’s dynamic and bilateral with ISVs. Couple that with a scalable go-to-market strategy, and ISVs can get to market quickly, at scale, via the cloud. 

What are your views on the ISV market opportunity and trends in India?

Per an IDC forecast, by 2021, global spending on cloud services will surge past $276 billion. In the same timeframe, enterprise apps are likely to shift toward hyper-agile architectures, with 80 percent of application development on cloud platforms (PaaS) using micro-services and cloud functions, and over 95 percent of new micro-services deployed in containers.

In India, there’s rising cloud adoption, led by ISVs. As per another IDC study, 27 percent of Indian enterprises will adopt a public cloud strategy. The same study also highlights that over 56 percent of enterprises will significantly invest in cloud services in the next couple of years, with over 36 percent of enterprises planning to run their cloud-native applications in a public cloud environment. As organisations look to transform into digital-first businesses, ISVs will play a crucial role in helping them accelerate/enhance cloud adoption.

ISVs are planning to move to SaaS based offerings and are modernising their applications using cloud native, micro-services based, multitenant and resilient architectures. ISVs are also looking at providing an OPEX based ‘as a service’ model in the form of an end-to-end packaged offering to their customers.

How does Oracle plan to address this opportunity?

We have established a dedicated ISV ecosystem team that will closely collaborate with ISVs. With a 360 degree partnership, this team will be trusted advisors to ISVs, supporting their business expansion and growth. From technical enablement to business transformation assistance, flexible commercial models to go-to-market support, we’re committed to ensure the success of our ISV partners.

We’ll work with ISVs to enable the big shift to agile architectures by helping them build multi-tenant SaaS offerings and compelling business models. Leveraging our second generation cloud infrastructure, ISVs will be able to help their customers gain extreme performance, robust edge to core security as well as superior cloud economics. Our modernised Oracle PartnerNetwork (OPN) program provides enablers for ISVs to enhance their skills, competencies on Oracle Cloud.

Further, Oracle Cloud provides enterprise SLAs, autonomous data management capabilities, flexibility of cloud deployment – along with access to a vast global customer base and the ease of transacting, via our universal credits and Bring Your Own License (BYOL) models.

What kind of migration and solution architecture support does Oracle offer to ISVs?

Our unique pilot to production program provides a systematic approach and process for accelerating production deployments for ISVs. In order to increase the knowledge and skill levels, we are organising targeted workshops and hands-on labs on migration strategies, application modernisation and cloud development. We will also provide direct access to Oracle Cloud technical experts, product engineering resources as well as cloud architects. Further, as part of the modernised OPN program, we provide our ISV partners with an Oracle Cloud environment for them to experience and evaluate a broad range of services and capabilities, as well as for ongoing application design, development and testing.

Can you share the names of few key ISVs that Oracle works with in India?

We work with almost all major ISVs like Infosys, TCS, Wipro, Tech Mahindra etc. We also work with midsize ISVs like Comviva, Nucleus Software, IBS Software, Sterlite Technologies, 3i Infotech, L&T Infotech, IDBI Infotech, NIIT Technologies, amongst others. Most of these ISVs have their applications available on Oracle Cloud Infrastructure.

In addition, we also work with niche ISVs like Sarvatra Technologies, Maximus Info solutions, Mindgate and Jocata to name a few. In fact, Jocata is a very good example of how a midsize Indian ISV with specialised anti-money laundering and digital lending solutions, is using our second generation cloud infrastructure as the platform to deliver great business benefits to their end customers.

How are you helping ISVs to enable cloud transformation for their customers?

We help ISVs identify different stages of cloud adoption for their customers, given different customers prefer different deployment models based on their business needs. We support ISVs to cater to all possible customer cloud adoption scenarios, deployment models. To reiterate, as trusted advisors, we endeavour to support ISVs at every step in the customers’ journey to cloud.

What’s your strategy to help ISVs get their products certified on Oracle Cloud?

In the new OPN program, the Build Track is best suited for ISVs to develop commercially available software that are built on Oracle Cloud technologies. Various enablers are provided to ISVs to facilitate this development and identify and select solutions based on customers’ needs.

What are the advantages for ISVs to partner with Oracle Cloud?

We provide ISVs with all the tools and resources they need to achieve expertise and differentiate their business, so that they can acquire more customers, expand business with existing customers – and grow their revenues.

Key advantages an ISV partner gains by using Oracle Cloud:

  • Shortened time to deployment
  • Faster customer onboarding
  • Significant reduction in costs and time needed to maintain applications
  • Introduction of quick and easy POCs to the sales process
  • Enablement of advanced technologies like containerisation, blockchain, etc.



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