Oracle ISV Alliances Help Channel Partners Succeed: SVP Dave Profozich
Wade Tyler Millward
‘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.
How is adoption among customers?
As an ISV, when we sell ERP (enterprise resource planning), we’re rolling it out on OCI. To some extent, the customer doesn’t even really think about it. It’s just running on infrastructure. We used to have 80 data centers all over the world that we were running on. When we replatformed to OCI that was transparent to the customer that they didn’t have to deal with that. So they’ve embraced it very well. The customer would say, I haven’t either haven’t known a difference or we’ve got faster, and they probably don’t know, they don’t even know that it was OCI. We inherit the benefit of the platform.
How do you see competition for OCI in the cloud space?
What we tried to do with OCI in 2014, we tried to build the best public cloud for the enterprise. Amazon and others, they’ve been phenomenally successful -- 98 percent of Amazon revenue comes from 2 percent of their customers. If you launch your Apple TV, a lot of the apps on the Apple TV run on Amazon -- Netflix, Hulu, HBO. Perfect timing for that movement in the consumer space. Our focus is enterprise. It’s health care, it’s the doctor has an iPad in her pocket in the emergency room. It’s got to be mission critical, secure. Boom, that’s Oracle. Not watching a video on YouTube. We just have a different use case focus.
There’s a high tide that’s lifting all the ships. The market in aggregate, the pie is growing because the whole idea of building data centers is so last gen. So the pie is going to grow, so the question is market share. And I think back to that identity. Will IBM long term invest heavily or sort of embrace the services strategy? I think that remains to be seen. Each of us sort of has our sweet spot. Oracle is enterprise. We have 425,000 enterprise customers. We should do a decent job of getting our fair share of infrastructure in that install base.