10 Channel Advocates: Charles Phillips, Oracle
“You’ve got to have someone strong enough to fight for it. And you’ve got to have someone at the top who’s bright enough and supports it. I think that’s what we have now,” D’Arcy said.
Advocate Accolade:
U.S. channel revenue was up almost 12 percent in the first nine months of 2004, accounting for 24 percent of total revenue
Although its channel efforts still generate plenty of controversy, Oracle stepped up to the plate last year. Among other things, the Redwood Shores, Calif.-based vendor created a special edition of its E-Business Suite, along with consulting services, available only from its partners.
That, solution providers say, can be attributed to the attention the channel is getting at the very top of the Oracle organization from both Phillips and Keith Block, executive vice president of North American sales and consulting.
Joel D’Arcy, president of Whitbread Technology Partners, a solution provider in Stoneham, Mass., that has represented Oracle for about five years, said he has seen a radical change in the company’s treatment of partners. And he believes that is attributable to both channel chief Rauline Ochs and Phillips’ support of her efforts.
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