Oracle's UK channel chief has claimed the vendor's hardware VARs now all see the benefit of working with the software giant.
After the vendor closed its acquisition of Sun Microsystems, revelations that some big hardware accounts might go direct caused a degree of unrest among the hardware manufacturer's partners. But Alan Hartwell (pictured), UK vice president of technology solutions and channels at Oracle, told ChannelWeb his firm's channel is now presenting a united front.
"The opportunity with Oracle is larger than any problems [Sun partners may have]," he said. "I have yet to meet a partner who does not realise that the opportunity is greater. We are now operating in a different environment – the whole of the market is available. There is a lot of business there."
Oracle recently revamped its rebate and sales engagement model with the launch of the Open Market Model (OMM) deal registration programme. Under OMM, VARs can engage with the vendor as either a resale, referral or non-commission co-sale partner.
Hartwell claimed the rejig has allowed Oracle to provide rebates more expeditiously. He also brushed off the suggestion that the vendor has had any undue problems with lead times on hardware products.
The channel boss was also unconcerned by market-watchers suggesting in recent months that Oracle has lost ground in the server space. Hartwell pointed out that Oracle's combined hardware and software stack approach differs from all its rivals.
"Oracle has launched a lot of new products in this market space," he said. "Clearly [it is uncertain] whether those market spaces are described exactly as they were before."
Last week the vendor held its OpenWorld event in San Francisco and the launch of the Oracle Partner Network Specialisation Programme was among the channel-targeted initiatives launched. Top integrators specialising in a wide range of technologies can achieve Diamond status, while smaller players can get badged up in one or more of 75 different specialisations.
"The partner gets to differentiate, the customer gets the benefit that [the partner] is badged by Oracle, and we get the benefit of partners [that are highly skilled]," added Hartwell.
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