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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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What do channel partners need to know about the Tanium partnership?

The Tanium announcement is one of a small number of very strategic SaaS providers that we’ve recruited to OCI where we’ve established not just a support model to make certain they’re successful on OCI but also a true go-to-market where we’re selling together in the market.

We’ve got about 300 or so SaaS companies that now operate on OCI. But if you double click down and look at the ones that we actually joint-sell with it’s smaller, it’s less, it’s in that 10 to 20 range. And what we’ve done in this context is different from AWS and Azure.

AWS and Azure have ISV programs where they have a digital marketplace like Oracle. We do the same thing. So it’s assumed that the CSP has public listings that are made available to ISVs that operate on our platform.

What we’re doing with Tanium is much more than that. Our sales organization globally will be compensated as we are successful together. So as Tanium wins a new end-user customer on OCI, that benefits both the Tanium salesforce as well as the Oracle salesforce.

Oracle channel partners will care about this in the context of being aligned with the Oracle salesforce. If Tanium is going to partner with Oracle to win a deal at a large bank. The Tanium solution TaaS, running on OCI, the revenue flow goes through Tanium. Of course they pay us for the OCI usage. But the end user Oracle sales team is credited as if that usage occurred at the bank, their OCI tenancy. We’re trying to make it channel-neutral, channel-friendly, with a small number of strategic partners.

We can’t do that with everyone, of course, but for partners that are heavily committed to OCI strategically and also complement our ecosystem. We would never partner with Workday, for instance, or Salesforce.com, right, for obvious reasons. But Tanium is a complementary solution to the Oracle platform so it makes sense for us to drive win-wins.

 
 
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