Oracle beats channel drum

Oracle has gathered more than 250 partners from 25 countries across MEA to its PartnerNetwork event, taking place today in Dubai, to beat the drum (both metaphorically speaking and physically) about the massive channel opportunity in the region.

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By  Stuart Wilson Published  March 25, 2004

Oracle gathered more than 250 partners from 25 countries across MEA to its PartnerNetwork event in Dubai, to beat the drum (both metaphorically speaking and physically) about the massive channel opportunity in the region. The channel remains of vital importance to Oracle’s operations in the Middle East and Africa (MEA). Some 80% of Oracle’s business is through indirect sales in MEA compared to just 50% in the Europe, Middle East and Africa (EMEA) region as a whole. The vendor remains committed to building partnering as a core internal competence and working ever closer with its partners in the region. After kick-starting the event with a co-ordinated drumming session involving all delegates and Oracle staff — designed to highlight what could be achieved by working in unison — Husam Dajani, vice president Middle East at Oracle, explained the regional growth potential that still exists. “The MEA region covers 70 countries and from a business point-of-view this represents not only challenges but also huge opportunities,” said Dajani. “That means 70 separate finance ministries in the region. People say the telco industry is not yet deregulated in the region but with so many countries there are still 120 companies in this space. Partners open to the opportunities that exist will be able to sell the same solution many times to different customers.” Dajani added that Oracle already has in excess of 500 partners in the MEA region. The company also has 850 Oracle E-Business Suite customers with 750 of these implemented by partners. “On these installations the typical services to licence ratio is 1.5:1,” continued Dajani. “Our highest priority is working on the capabilities of partners and encouraging the development of Oracle skills with them.” Stein Surlien, vice president alliances and channels EMEA at Oracle, urged partners to invest in developing their Oracle skills and certification: “I encourage partners to move up and aim for certified advantage partner status with Oracle. We have marketing funds available to help promote your solutions as you get closer to Oracle.” In the MEA region, Oracle’s channel is of paramount importance in ensuring market reach and adequate penetration in what remains a highly fragmented and developing market. Given the growth potential of the region, there is no reason to suggest that Oracle’s split of indirect to direct sales will change in MEA for the foreseeable future.

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