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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 future OCI ISV alliance announcements as they come out?

We’ve done a lot of work to make sure -- that as we launch each one of these SaaS partners on OCI -- where the co-sell model exists.

We’ve done a very thorough job of building education -- microsites, sales enablement -- for the sales organization at Oracle, and that would be very appropriate content to be consumed by the channel partner.

The channel partner for OCI, we wouldn’t expect the channel partner to be an expert in HR (human resources), security, CX (customer experience), ERP (enterprise resource planning). But we would encourage the channel partner to become familiar with top level messaging. And remember this is co-sell, not resell. So we’re collaboratively selling with Tanium. We’re collaboratively selling with Altair, with 8x8, I’m just giving some examples of the co-sell partners we go to market with.

And the education that we’ve provided to our OCI sellers is single click education, so top level understanding of the partners value proposition on OCI. And it becomes a strategy for the channel partner as well as our own direct salesforce 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. So it becomes a win-win for us. We see Tanium and others as, really, catalyst partners for OCI.

It might be in some cases that with these end user customers, AWS is their preferred cloud service platform. They were to market earlier than us. Tanium and many of the other co-sell partners become first-mover beachhead sort of wins for us on OCI. The more successful channel partners will embrace these co-sell friends like Tanium to help get on the beach, if you will, for OCI.

And then once we’re accepted as an alternative -- may sound a little funny for Oracle to want to become the secondary provider but that’s how we won Zoom. We were an underdog, and they needed some capacity, and they selected us, and we earned their confidence such that with a lower TCO (total cost of ownership) profile that they were able to scale and save a lot, relative to the incumbent.

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