Database software vendor Oracle revealed last week its plans to emulate IBM's partner model as it moved to give its UK sales reps commission based on leads they passed on to its channel.
Phillip Crawford, MD of Oracle UK, said the scheme had already started. 'We're doing this now and telling them where we want to play,' he said. 'The salespeople are learning and we've maintained incentives. Territory managers don't get paid unless they use the channel.'
Crawford said Oracle UK had succeeded in its aim to move two thirds of its business indirect. 'Our channel business in the UK has grown to 60 per cent, or very close to it,' he said.
After nearly a year as managing director of Oracle UK, Crawford said the company had dispelled the impression that it wasn't interested in indirect sales. 'We need to grow the direct side as well, and we are. Criticisms of Oracle weren't unfounded, and when you are spending time turning things round, the indirect channel provides leverage.'
The UK operation had also achieved better sales, said Crawford. 'We've had a couple of good ideas and we're looking at a strong Q4. I didn't come because everything here was a bed of roses,' he said.
'I was successful at Bull and grew its system integration business by 50 per cent so that by the time I handed it over it was doing close to u100 million.'
But if the UK is turning its fortunes round, the EMEA group generally may not be doing so well. Last week Loek van den Boog left his position as head of the EMEA group, with Ray Lane, executive VP of worldwide operations, blaming him for not being good at sales.
The EMEA group has now been restructured. No general manager will be appointed and Oracle will manage Europe directly from the US.
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