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Since joining Oracle in 2003, Rauline Ochs has faced the challenge of turning the world's second-largest software vendor into a channel-friendly organization.
Perhaps the most groundbreaking move for Redwood Shores, Calif.-based Oracle has been the development of its All-Partner Territories strategy, under which most sales to new SMB customers in designated territories and markets are left to resellers. After a year-long pilot program, Ochs helped formally launch the APT program in August 2006, which was later expanded to Oracle's Siebel CRM software and other applications. This year, APTs were added for resellers of Oracle's flagship database software and middleware products, as well as for territories built around higher education and state and local government vertical markets.
On the product side, Oracle developed its Oracle Accelerate initiative that provides some 1,600 channel partners with industry-specific, preintegrated application bundles and rapid implementation tools targeting SMBs.
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