| Say the name Oracle and images come to mind
of powerful, scalable, secure enterprise-class solutions, as well as VARs
focused more on larger customers than the "S" of the SMB market.
That is changing, however, thanks to a major outreach Oracle has made
to small businesses and the VARs that target them.
The world's no. 1 database company already has a broad range of SMB-tailored
products. Now, Oracle has introduced the QuickStart program, which lowers
the entry barrier to Oracle PartnerNetwork (OPN) program. Oracle is working
closely with broadline distributors such as Ingram Micro to ensure it
meets VARs' needs. And in June, Oracle will debut program enhancements
that will make it easier to do business with while driving VARs' profitability
and growth.
Though unable to provide program details as we go to press, Judson Althoff,
Vice President of worldwide platform and distribution alliances at Oracle,
says that VARs targeting smaller customers will especially benefit from
the program enhancements. "Historically, on transactions below $10,000,
we've been challenged by our competition which has set lower barriers
to entry for partners," Althoff says. "With the new program
enhancements, that will change."
Lowering the Barrier
The QuickStart program gives a hint of what's to come. VARs that have
joined like the fact that for a $300 membership fee, QuickStart allows
them to resell Oracle's SMB Technology Products while having access to
most of the benefits of a full OPN membership. Oracle's SMB Technology
Products include Standard Edition and Standard Edition One editions of
Oracle Database and Oracle Application Server -- all priced and packaged
for SMBs.
"With OPN QuickStart membership, partners can deliver enterprise-class
information-management solutions with SMBfriendly pricing and ease of
use," says Nick Kritikos, senior director of global SMB technology
sales, at Oracle. "What's more, Oracle solutions can be highly profitable
for partners, from associated product margins and from delivering Oraclebased
services."
| "Our programs will provide zero
barriers to entry. This is just the beginning of a beautiful story."
- Judson Althoff,
VP of Worldwide Platform and
Distribution Alliances, Oracle
|
Support from Ingram Micro
Oracle's relationship with broadline distributors such as Ingram Micro
has helped the company evolve its practices and processes to provide value
to VARs and end users in the SMB market -- an effort that is reflected
in the new program enhancements. To ensure that Ingram Micro's VARs receive
world-class support, Oracle has deployed a dedicated team of specialists
to provide 24 / 7 technical support and guidance from the inception of
the sale to well after its close.
Such efforts are already paying dividends for VARs working with Oracle
and Ingram Micro. "Oracle has proven to be a consistent leader in
the marketplace with world-class solutions to solve our SMB customers'
ever-growing business needs," says Jim Torney, president of Essex
Technology Group (Essextec). "The combined resources of Ingram Micro
and Oracle enable Essextec to enhance industry-leading servers with industryleading
database technologies."
Looking ahead to June announcements, this picture should get even brighter.
"Our programs will provide zero barriers to entry," Althoff
says. "This is just the beginning of a beautiful story."
For More Information
Including details on Oracle's June announcements, call Ingram Micro's
dedicated Oracle team at (800) 456-6783, ext 76769. |
