3. Oracle Learns How To Play Nice With Partners
Oracle over the years has not been known for partnering with other vendors, preferring instead to crush them in the competitive arena with its legendarily aggressive sales force. That started changing this year, though, as Oracle inked landmark partnerships with Microsoft, a longtime enterprise rival, and Salesforce.com, a newer adversary with which it had been increasingly butting heads.
Oracle also made a number of key channel hires, bringing in Rich Geraffo from HP to be channel chief, and tapping Mitch Breen (pictured), a 20-year EMC who was a key player in building its channel program, as senior vice president of North America sales.
Sources told CRN that Breen could be a central part of reducing channel conflict at Oracle. "The word is that Breen knows how to exploit channel support better than his predecessors," one Oracle partner told CRN in October.