skip to main content
Close Icon We use cookies to improve your website experience.  To learn about our use of cookies and how you can manage your cookie settings, please see our Cookie Policy.  By continuing to use the website, you consent to our use of cookies.
Global Search Configuration

Ovum view

Summary

At Oracle's recent CloudWorld event, Oracle's CEO Mark Hurd and Senior Vice President Shawn Price both made references to coming changes (scheduled to be announced on February 1) in Oracle's partner program as it relates to cloud, including its highest-level Diamond partners.

Expectations on partner certifications, skills, cloud revenue will be changing

Oracle executives did not offer too many specifics, but there are definite changes coming for partners looking to sell Oracle Cloud to their customers. At this point, it looks like the changes will include new or enhanced requirements on Oracle Cloud certifications and skills, new partner metrics related to the amount of Oracle Cloud revenue generated, and vertical-specific cloud offerings. It is unclear whether there will be new partner program branding or new partner tiers associated with these coming changes.

It is tough to judge the full impact on partners, particularly for its IT services and SI partners, until more details of any changes are announced. However, it is not altogether surprising that Oracle would make significant changes because the company is now moving full throttle down its path to cloud services. As Oracle Cloud offerings continue to expand, particularly into enterprise resource planning (ERP), where the vendor says it has roughly 1,600 customers so far, it needs to ensure that its partners are fully aligned with its cloud agenda. In reality, its global Diamond SI partners are already aligned, and report active Oracle Cloud pipelines across the board. Depending on what changes are coming (if any) in terms of how much Oracle Cloud revenue these partners will be expected to generate, it may be relatively easier for the global partners to adjust to any program changes than other partner types.

We are curious to see exactly what is announced next month. Overall, Oracle has made great strides in improving its partner interactions and programs in the past several years. The trick for Oracle is to ensure that any necessary alterations, based on its all-cloud strategy, does not mean going backward in its partner relations.

Appendix

Further reading

Managing and Scaling Digital Practices to Transform the Enterprise, IT0019-003524 (January 2016)

"Digital? Cloud? Automation? Why you should talk to your SI about legacy," IT0019-003483 (August 2015)

Author

John Madden, Practice Leader, IT Services

john.madden@ovum.com

Recommended Articles

  • Internet of Things

    IoT Viewpoints 2018

    IoT Viewpoints explore the IoT opportunity in 2018 and beyond. Download our latest e-book to get our newest collection of thought leadership articles on the emerging IoT trends, technologies and opportunities.

    Topics IoT

  • Consumer & Entertainment Services

    US pay TV: Is it facing an existential threat?

    By Adam Thomas 28 Mar 2018

    With US pay TV having endured the worst year in its history, thoughts have inevitably turned to the future. The likelihood remains that the immediate future will remain highly uncomfortable for everyone except the scaled multinational digital platforms.

  • Enterprise Services

    5G: Another technology in search of enterprise use cases

    By Evan Kirchheimer 26 Apr 2018

    Service provider interest in justifying 5G investment through its potential to open new revenue streams from the enterprise segment is growing ever greater.

;

Have any questions? Speak to a Specialist

Europe, Middle East & Africa team - +44 (0) 207 017 7700


Asia-Pacific team - +61 (0)3 960 16700

US team - +1 646 957 8878

Email us at ClientServices@ovum.com

You can also contact your named/allocated Client Services Executive using their direct dial.
PR enquiries - Call us at +44 788 597 5160 or email us at pr@ovum.com

Contact marketing - 
marketingdepartment@ovum.com

Already an Ovum client? Login to the Knowledge Center now