Software, Hardware, High-Speed Sailing: 20 Scenes From Oracle OpenWorld

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The Channel And The Oracle Cloud

Thomas LaRocca, senior vice president of North America alliances and channels at Oracle, told CRN that the Oracle Cloud will be a boon to partners.

"As I look at the market, I think we have the best go-to-channel opportunity of anyone," LaRocca said.

While less than half of Oracle's channel partners have the competencies needed to resell the Oracle Cloud, any partner can refer customers to Oracle, LaRocca said.

"They can see an opportunity, call their Oracle rep, and say, 'Here's Customer A, he has an opportunity, I can't resell it, but here they are,'" he said.

Partners will be forced by customers to get the training and competencies needed for the cloud. "If they lose [account] control, they lose money," he said. "Partners will have to place their bets, not only on the right solution, but on who to partner with. Otherwise, in six to 12 months from now, they will lose account control."


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