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What Partners Need To Know About Oracle's Channel Program Overhaul

Oracle is preparing to scrap the current Oracle PartnerNetwork program for a new one built from the ground-up to help partners meet rigorous and evolving customer demands.

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Modernizing OPN

Oracle recently revealed plans for its most ambitious and impactful channel makeover in years.

The Redwood Shores, Calif.-based technology giant is preparing to scrap the current Oracle PartnerNetwork program just about in its entirety for a new one built from the ground-up to help partners meet rigorous and evolving customer demands in the cloud era.

As Camillo Speroni, Oracle's vice president for worldwide strategic alliances, put it simply to CRN: "Everything about Oracle PartnerNetwork is all gone."

The new program, in the works for more than a year, will introduce a cloud-first approach to channel engagement that eschews the industry's traditional tiered structure, which Oracle believes is no longer relevant in the market.

"We identified we needed to provide a simplified, streamlined, consistent framework that would allow partners to pick what they're good at, and accelerate from there," Speroni said.

That program should go live on Dec. 1, and while Oracle encourages partners to jump aboard as soon as possible, it is giving them a year to transition to the new requirements.

Market intelligence firm IDC sees the move to "re-evaluate and re-engineer" Oracle's partner program as "a big step to deeper engagement with its partner ecosystem."

But IDC's Steve White, program vice president for the channels and alliances team, cautions, "as always, the proof will be in the pudding."

Revamping the program could boost Oracle's market share across its cloud portfolio. Success, however, hinges on Oracle's ability to execute the new strategy, according to the IDC researcher.

 
 
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