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The other new Oracle programs set to be announced Sunday address public cloud offerings, Oracle’s Althoff said. For starters, Oracle partners will now be able to register business they've referred to Oracle's public cloud services and receive a commission after the deal is closed. Althoff said that program would be ideal for partners that don't do all that much business with Oracle and are looking for a minimum-commitment way into OPN.
"The idea here is a crawl, walk, run strategy," he said. "After you've done it, maybe you'll take the material and move toward implementation services and full lifecycle. It's a strategy designed to help our entire partner ecosystem."
Next up is a program that will provide what Althoff called Rapid Start Cloud Specializations to integrator partners and VARs with significant services practices. Oracle will provide how-to-style "cookbooks," created by Oracle's consulting group, along with Oracle Development, to help partners put together cloud solutions with the idea of rapid deployment for customers using Oracle's frameworks and intellectual property.
A fourth new program combines the referral aspect and those Rapid Start cloud specializations -- partners that, according to Althoff, not only resell public cloud-based services to Oracle partners at several different levels but also own the customer relationship going forward.
"Today, if you're a Salesforce partner, it's a pretty linear approach. You give Salesforce the contract, and maybe do a little implementation work, and move on to the next one," Althoff said. But, Oracle wants to grow partners beyond merely reselling public cloud-based services, he said, to full lifecycle management with the ability to participate at every level with customers buying those services, he explained.
"Obviously, cloud is going to be a big splash at this show," said Howard Moore, president and CEO of Keste, a Plano, Texas-based Oracle Platinum partner that's all-in with Oracle's cloud computing direction and has had meetings with Althoff about the vendor's cloud offerings.
"We're the guys that can help companies implement a private cloud," Moore said, pointing to the expertise Keste has developed with Oracle's assistance and the solution provider's embrace of Oracle's "complete stack" of hardware and software offerings.
"When I think of cloud, I think of deployment options. And, our clients are asking for deployment options all the time," said Tim Robinson, general manager of the Oracle CRM practice at Perficient, a St. Louis-based Oracle partner.
Like Moore, Robinson sees cloud computing being the dominant theme of next week's Oracle OpenWorld show, including news around the vendor's Fusion applications that can be deployed in the cloud and the hardware "engineered systems" appliances to support them.
Robinson said that Perficient would "absolutely" be working with Oracle to get certified under the company's cloud specialization programs.