Oracle's channel is moving towards 'fewer and better' cloud partners - EMEA boss

Vendor claims it will be leaning more on distribution to get partners up to speed with cloud

The switch to cloud-based services will eventually result in "fewer and better" partners specialising in Oracle's cloud services, according to Javier Torres, VP of EMEA channels.

Speaking to press at the Oracle OpenWorld event in London, Torres said that although this may look like a threat to partners' current business models, they should view it as an opening to win more business.

"This is a disruption for the business model of the partners - their core business model is at risk," he admitted.

"But it is also an opportunity for partners to capture more market share.

"We are acknowledging two things: one is that the model will go into fewer and better partners, focusing on the ones that are really making a difference.

"But on the other side we are also supporting partners to bridge that gap. We have a couple of programmes to support them in doing that."

Torres added that the Cloud Acceleration programme is one such example that provides support to partners as they move to cloud specialisation.

The channel boss stated that 200 partners across EMEA are currently taking part in the Cloud Acceleration programme.

He also explained that other sources of support comes from VADs which work with the vendor to provide training to smaller partners.

These distributor partners create cloud centres of excellence to support Oracle's smaller partners as they move to cloud services.

"We have thousands of partners in cloud and great geographical reach, so we are asking VADs to help us cover the market and to work with smaller partners," Torres said.

"We are also investing in support for the wider partner base to transform their business model in moving to the cloud."