Sun and Oracle team up for SMB push

Sun Microsystems and Oracle plan to push Oracle’s E-Business Suite running on Sun hardware to the Middle East’s SMB customer base in conjunction with ten joint regional partners.

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By  Stuart Wilson Published  March 24, 2004

Sun Microsystems is linking with Oracle Middle East to target the needs of small and mid-sized businesses (SMBs) in the region. The two vendors will work with an initial network of ten joint regional partners to offer a comprehensive software, hardware and services offering to organisations with between 10 and 100 staff. The bundled solution will see Oracle’s E-Business Suite pre-installed and pre-configured on a Sun Linux server. “Mid-market players in the Middle East are most concerned about the time it takes to implement back-office business solutions software and the existence of specific industry sector functionality, as well as overall cost-effectiveness when it comes to enterprise resource planning (ERP) projects,” said Pras Abey, Alliance Manager, Sun Microsystems Middle East and North Africa. “All three of these issues are addressed by this joint solution, including Sun hardware running the Oracle E-Business Suite Special Edition, which combines the region’s most widely-used business software with end-user’s most trusted platform – Sun -- as well as industry-specific functionality and services provided by key partnerships,” said Abey. “The mid-market is responsible for almost 40 percent of Oracle’s business in the region and this figure is set to increase further as demand rises for the joint Special Edition solution,” said Ayman Abouseif, marketing director, Oracle Middle East. “A number of regional attendees of the Oracle Partner Network Day conference are expected to seek distribution opportunities in the Middle East once they see the solution in action and realize just how well-suited it is for this market,” added Abouseif. This type of bundling deal can remove some customer frustrations through ease of delivery. But it also needs to be sold in a way that articulates a cost benefit and assures customers that the combination of Oracle software on Sun hardware is the best available in the market.

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