Oracle's sales portal is welcomed by resellers

Vendor claims SME network will enable end-users to source technology to suit their needs

Oracle’s resellers have welcomed the official roll-out of an SME ISV sales portal, following its three month trial period.

The vendor said its SME Network portal enables end-users to source technology by searching for ISV software solutions based on the Oracle platforms.

End-users cannot use the portal to place orders directly with resellers, as the vendor passes on “qualified leads” once end-users express an interest in a particular solution.

A portal pilot ran in France, Germany and the UK over the past three months and the official roll-out will now include 14 European countries over the course of this month, as well as Russia in October.

Tim Payne, vice-president of technology marketing at Oracle EMEA, said 40 per cent of total sales for Oracle are from the SME market.

“SME Network is designed to highlight ISV Oracle solutions for the SME market. Customers express an interest in a solution which we then pass onto the relevant reseller as a qualified lead,” he said.

However, Payne resisted claims that end-users’ inability to purchase directly from resellers through the portal could result in missed sales opportunities. “It’s the customers decision where to buy, whether from the ISV or the reseller,” he said.

Anna Morgan, marketing manager at VAR Compelsysao, said: “Resellers have traditionally viewed sales leads fed back to Oracle with suspicion, because of the risk of it going direct, but this has been improved over the last year.”

Phil Anthony, Oracle solutions manager at Repton, said: “Oracle is trying to break into the SME market with this portal. All our sales have been generated solely by us and we have so far not had any qualified leads from Oracle. But the portal would be positive and enable the channel to make more sales into the SME space.”