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But Oracle built its very foundation on the relational database technology that powers virtually all businesses, and only newbies would be surprised by the high marks solution providers gave Oracle on technical merits. What raised some eyebrows, though, is how well the company, with its strong and often contentious direct sales force, did in channel program satisfaction. It edged ahead of channel stalwarts IBM by 1.3 points and Microsoft by 2.9 points. Even some Microsoft solution providers give Oracle a high five for becoming more partner-friendly. "Oracle responded very positively to some criticism, and this represents a noble and focused effort on their part to address some of those issues," said Frank Cullen, principal with Blackstone & Cullen, an Atlanta-based Microsoft partner. But where the Redwood Shores, Calif., vendor handily beat its rivals was on technical criteria, coming in 3.4 points ahead of runner-up IBM. Solution providers gave Oracle particularly high marks in the areas of scalability, quality and reliability, and exposed interfaces. "On the product side, part of the reason partners commit to Oracle the way they do is because of Oracle's investment in the technology—not because Oracle likes partners," said Ron Zapar, president of Oracle partner Re-Quest, Chicago. He said Oracle's commitment to support its older products longer is helping partners ease migration for customers and also gives ISVs a longer time to upgrade their products. Oracle dropped into second place on one technical criterion, price/performance, where solution providers rated Microsoft 1.4 points higher. But Oracle may be closing the gap here. Some solution providers suggested Oracle's stronger showing this year was because it cracked the code for competing with Microsoft in the SMB market with aggressive pricing on Oracle10g Standard Edition One. At $4,995 per processor, that product's pricing compares well with SQL Server. That Oracle plays well with Linux is also a plus. Whatever the reasons, the results were a turnaround from last year, when IBM and Microsoft tied for Champs honors. Solution providers this year gave Oracle the top overall satisfaction rating of 77.3, which was 2.1 points ahead of runner-up IBM and 3.2 points ahead of Microsoft.  |
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SMB Special: HP Unveils New Products For Small Businesses Hewlett-Packard rolls out new storage and networking hardware plus some small business-targeted collaboration tools to spice up its SMB portfolio. Here’s a quick look. |
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2010 Partner Programs Guide: 5-Star Programs I-N Which vendors have the best partner programs for your business? Our annual guide to vendor partner programs will help you figure it out. What follows is our third list of five-star partner program winners for 2010. |
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SMB Sales Still A Sore Spot In The Channel SMB sales struggled more than enterprise sales for many distributors and VARs in the second quarter, while public sector sales remained a rare bright spot. Here's a look at 10 channel companies' sales performance for the June quarter, ranked from the biggest decline to the smallest. |
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