Oracle is offering tasty new rebates to partners that mix and match either its hardware and software or its server and storage wares on single deals.
The new two per cent "Oracle-on-Oracle" rebate is one of several new initiatives unveiled by the goliath vendor during its annual global Partner Kickoff event last night.
Its introduction means partners can now earn up to a 10 per cent rebate on deals if they combine the Oracle-on-Oracle rebate with the two rebates Oracle already offers through its Oracle Partner Network incentive programme, which launched two years ago.
Partners could already earn a three per cent “registration rebate” on registered deals and a further five per cent “strategic hardware rebate” on products on its strategic hardware list (SHL).
Jeff Barteld, senior director of global channel sales at Oracle, claimed OPN led the industry in the rebates it offers even before it introduced the Oracle-on-Oracle rebate.
“Three, plus five, plus two, adds up to 10 per cent potential rebate on a given deal, so I hope you agree that this is an unprecedented opportunity for our partners to maximise their returns while delivering more value to our joint customers,” Barteld told the 4,000 partners who tuned into the virtual event, which coincides with the start of Oracle’s fiscal 2014.
Oracle has had to tweak its strategic product list (SPL) to accommodate the Oracle-on-Oracle rebate, adding a new category for software which will include Oracle Database options for Enterprise Edition, database enterprise management and a “vast array” of Fusion middleware.
The SHL features the same products as Oracle’s last fiscal year but has now been divided into strategic servers and strategic storage products.
Strategic server products include Oracle Database Appliance and Xsigo, as well as the new M and T Series SPARC servers on which the vendor is pinning its hopes to revive flatlining hardware sales.
Strategic storage products include its Axiom SAN wares, flash storage, tape storage and its 2FS products.
Partners will net the Oracle-on-Oracle rebate if they sell either strategic hardware and strategic software products or strategic server and strategic storage products to the same customer in the same Oracle quarter. The deal does not have to be registered to earn the extra two per cent rebate, the vendor stressed.
Oracle also used last night’s event to unveil a new Oracle Cloud Resale programme, which – unlike its existing cloud referral programme – will offer partners recurring revenue from the Oracle cloud services they punt.
Jeff Porter, director of go-to-market, worldwide alliances and channel at Oracle, stressed that this model sees the partner owning the customer relationship and enjoying control over add-ons, upgrades and renewals.
“We will invoice you, the partner, at a discount off the list price of the subscription and you in turn will pay us,” he explained. “You have your own financial relationship with your own client on your own terms. We will ask you to convey the Oracle Cloud Services Agreement for signature by your client."
The programme is open to any of the 25,000 members of OPN, although partners must first become specialised in the cloud service or services they wish to sell and be capable of delivering consulting services, Parker said.
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