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Oracle ISV Alliances Help Channel Partners Succeed: SVP Dave Profozich

‘The more successful channel partners will embrace these co-sell friends like Tanium to help get on the beach, if you will, for OCI,’ Oracle Senior Vice President of ISV Ecosystem Dave Profozich tells CRN.

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Oracle’s investment in more marketing and co-selling alliances with independent software vendors (ISVs) will help channel partners sell products and services on Oracle Cloud Infrastructure (OCI) to end users, company Senior Vice President Dave Profozich told CRN in an interview.

Profozich, in charge of Oracle’s ISV ecosystem, used Oracle’s relationship with endpoint management and security provider Tanium as an example of the tech giant’s investment in more co-selling partnerships.

“Tanium and many of the other co-sell partners become first-mover beachhead sort of wins for us on OCI,” Profozich said. “The more successful channel partners will embrace these co-sell friends like Tanium to help get on the beach, if you will, for OCI.”

He continued: “It becomes a strategy for the channel partner as well as our own direct sales force to build out an ecosystem narrative for the CIO or for the CTO of, insert the enterprise customer. The more that channel partners are familiar with the best in category partners that have landed or that are landing on OCI, I think the more effective they’ll be with the end user clients who are purchasing OCI.”

Dan McDougal, president of Austin, Texas-based Oracle partner Performance Tuning Corp., said that more ISV alliances could help Oracle make up lost ground to vendors like VMware and Microsoft that have long supported ISV programs. He praised Oracle’s effort, however, as a way to attract attention to its products and services from smaller companies with high growth potential, not just the largest enterprises already familiar with Oracle.

“Over time, the marketing, the messaging has still been focused on that top 5,000 company size, and the small guys don’t even know Oracle exists,” McDougal said. “I think what they’re doing is great. And they’re getting a decent amount of adoption.”

Oracle entered a contract with Tanium in August 2020, but the relationship has evolved to where Tanium is also part of the Oracle PartnerNetwork (OPN) for marketing, programming and co-selling benefits. Oracle has achieved a similar relationship with Zoom, Xactly and other ISVs.

Oracle publicly announced the Tanium alliance -- part of Tanium’s multi-cloud approach to its flagship software-as-a-service (SaaS) platform Tanium-as-a-Service (TaaS) -- in April.

Here’s what you need to know.

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