Oracle wants its partners to always pitch cloud services when selling data center infrastructure, to emphasize Oracle's public cloud credentials and diverse Software-as-a-Service portfolio, and to remind customers that Oracle's cloud seamlessly integrates with its on-premise hardware and software.
Steve Zivanic, vice president of Oracle's storage business group, repeated several times Sunday at an Oracle PartnerNetwork session for solution providers that if they're not adding cloud to deals, they're probably leaving money on the table.
The opening day of Oracle OpenWorld 2015 at the Moscone Center in San Francisco was about partners of all stripes; Oracle held separate sessions for ISVs, system integrators and VARs. Each focused on the transformation the cloud is bringing to enterprise IT and how it enables new business models.
In the solution provider session, Zivanic reflected on the industry as a whole, calling it an "industry in chaos." And, he said, solution providers need to make sure their customers understand that the cloud is responsible for the shakeup, he said.
Putting it bluntly, Zivanic told Oracle partners at the session: "Any infrastructure vendor you work with who does not have a successful public cloud will fail."
A great differentiator for Oracle, he said, is the unification of on-premise solutions under one vendor -- especially converged infrastructure -- with cloud solutions at every level of the stack, from SaaS, to PaaS to IaaS. The most successful Oracle solution providers will package everything they sell -- from engineered systems, to storage, to backup to database -- with complementary cloud services.
The 25,000 solution provider partners in the ecosystem need to hammer home this simple sales pitch, he said: "You can develop in the cloud on Oracle hardware and deploy on-premise on Oracle hardware. It's all seamless."
Only with Oracle, across data center and cloud, will you find common SLAs, support, management, billing and security, he said.
And Oracle's converged systems -- called Engineered Systems, according to Zivanic, because the software and hardware engineers actually sit next to each other in the same room -- focus on convergence from the application, to middleware, to database, all the way to the level of the chip.
Jeff Porter, director of Oracle's product channel sales, told partners attending the session that Oracle's expansive portfolio of SaaS applications addresses every business process, within just about every vertical.