Oracle's UK channel boss has spoken of his desire to carve out an indirect channel for the vendor's converged systems products.
Speaking to CRN, Oracle's vice president of alliance and channels, Will O'Brien (pictured below), said the vendor is looking to add 50 UK resellers over the next 12 months.
New recruits are needed in the areas of SaaS, storage and engineered systems – Oracle's term for its converged infrastructure products that optimise its entire software and hardware stack.
"In the UK we have tended to have more of a direct model [with engineered systems]," he said.
"Over the past 12 months we have made that transition because we want more volume in this market, because it's great technology and customers love it. So the logic follows that we can't do it ourselves because we would have to hire too many people so we want more business through the channel, which is a great opportunity."
In January, Larry Ellison announced a new series of integrated appliances and a strategy of lowering prices on the engineered systems, and O'Brien said this represents a great opportunity for Oracle's partners to cash in on Oracle engineered systems and services around them.
"If you think about our hardware historical Sun partners, we are encouraging those guys to expand their expertise and get deeper into the Oracle hardware proposition and in particular expand," he said.
"If you look at engineered systems, there is a component of that which is Oracle technology that is a very services-rich opportunity. People can move from straight buying and selling, to buying, selling and deploying the products so it's a good opportunity to augment hardware margins with services margins as well."
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