Oracle ramps up midmarket self-service business programs

Oracle says it wants to make buying software easier for small to midsize businesses (SMB), and its sales & marketing programs are part of a larger effort for the enterprise vendor to play catch-up with players like Microsoft that currently dominate SMB sales. One such effort is a new “one-click ordering” program that offers an alternative to Oracle's paper-based sales contracts.

10/01/2007


Oracle says it wants to make buying software easier for small to midsize businesses (SMB), and its sales & marketing programs are part of a larger effort for the enterprise vendor to play catch-up with players like Microsoft that currently dominate SMB sales.

One such effort is a new “one-click ordering” program that offers an alternative to Oracle's paper-based sales contracts. It allows authorized VARs to book product orders online, and for their customers to download Oracle software without having to sign the usual stacks of paper contracts that Oracle, until now, has required.

“This is a self-service model that will expose us to a new set of partners,” explains Judson Althoff, Oracle's VP of Global Platform & Distribution Sales, who also heads the SMB Program Office.

The new SMB online ordering program covers specific Oracle products aimed at that sector, including Oracle Database 10g Standard Edition and Standard Edition One; Oracle Application Server Java Edition, Standard Edition and Standard Edition One; and Oracle Business Intelligence Standard Edition and Standard Edition One.

Backing up the new online ordering channel, Oracle also launched a new VAR program that lowers barriers to entry. Until now, VARs had to formally sign up with the Oracle PartnerNetwork (OPN), which required payment of up-front fees. The new SMB VAR program eliminates the need to pay fees or sign contracts in advance. The only requirement is that they make arrangement with existing authorized Oracle distributors in order to book sales.

According to Althoff, these are just the first steps to boost Oracle's business with smaller customers. Like IBM , Oracle plans quarterly updates of its SMB partner programs, with future efforts focusing on product pricing and packaging, and new branding and messaging to publicize its SMB presence.





No comments
The Engineers' Choice Awards highlight some of the best new control, instrumentation and automation products as chosen by...
The System Integrator Giants program lists the top 100 system integrators among companies listed in CFE Media's Global System Integrator Database.
The Engineering Leaders Under 40 program identifies and gives recognition to young engineers who...
This eGuide illustrates solutions, applications and benefits of machine vision systems.
Learn how to increase device reliability in harsh environments and decrease unplanned system downtime.
This eGuide contains a series of articles and videos that considers theoretical and practical; immediate needs and a look into the future.
Robotic safety, collaboration, standards; DCS migration tips; IT/OT convergence; 2017 Control Engineering Salary and Career Survey
Integrated mobility; Artificial intelligence; Predictive motion control; Sensors and control system inputs; Asset Management; Cybersecurity
Big Data and IIoT value; Monitoring Big Data; Robotics safety standards and programming; Learning about PID
Featured articles highlight technologies that enable the Industrial Internet of Things, IIoT-related products and strategies to get data more easily to the user.
This article collection contains several articles on how automation and controls are helping human-machine interface (HMI) hardware and software advance.
This digital report will explore several aspects of how IIoT will transform manufacturing in the coming years.

Find and connect with the most suitable service provider for your unique application. Start searching the Global System Integrator Database Now!

Mobility as the means to offshore innovation; Preventing another Deepwater Horizon; ROVs as subsea robots; SCADA and the radio spectrum
Future of oil and gas projects; Reservoir models; The importance of SCADA to oil and gas
Big Data and bigger solutions; Tablet technologies; SCADA developments
Automation Engineer; Wood Group
System Integrator; Cross Integrated Systems Group
Jose S. Vasquez, Jr.
Fire & Life Safety Engineer; Technip USA Inc.
This course focuses on climate analysis, appropriateness of cooling system selection, and combining cooling systems.
This course will help identify and reveal electrical hazards and identify the solutions to implementing and maintaining a safe work environment.
This course explains how maintaining power and communication systems through emergency power-generation systems is critical.
click me