Oracle promotes partner power at OPN day

Software behemoth Oracle has pulled together more than 700 delegates from 50 countries across the Middle East and Africa (MEA) for its PartnerNetwork event in Dubai.

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By  Stuart Wilson Published  April 20, 2005

Software behemoth Oracle has pulled together more than 700 delegates from 50 countries across the Middle East and Africa (MEA) for its PartnerNetwork event being held in Dubai today. The event — Oracle’s largest ever channel gathering in MEA — is focusing on enhanced profitability, vertical specialisation and new small and medium business (SMB) initiatives. “With more than 50% of our Europe, Middle East and Africa (EMEA) revenue coming through channel partners, it’s vital that Oracle’s regional partners have the tools and incentives they need to identify new opportunities quickly and increase market share,” said Stein Surlien, VP channels and alliances at Oracle EMEA. For MEA specifically the ratio of sales flowing through the channel is in excess of 60%. “Not only does this Oracle PartnerNetwork (OPN) day enable our global partners to engage with the regional channel community, it also provides clear strategic direction on the benefits that Oracle is delivering to its partners across the board,” Surlien added. Featuring keynote presentations from Surlien and Husam Dujani, Oracle VP for MEA, the event took channel partners through Oracle’s grid computing vision with input from vendor partners AMD and Sun Microsystems. The event also included 24 update sessions on a wide variety of topics including engagement for new partners through to sales and implementation techniques for specific products and vertical markets. “While OPN provides a key training and networking opportunity for our channel, it also affords Oracle the opportunity to brief partners about business opportunities,” said Dajani. “Because the Middle East and Africa region is so large and diverse, the channel acts as our eyes and ears across the market, and partners require a regular update about all of the resources that Oracle is offering to help them convert opportunities into sales.” Oracle also introduced the channel community to a streamlined OPN Access initiative that offers resellers the opportunity to enrol to the Oracle PartnerNetwork for just US$300. Aimed at partners targeting SMB customers with Oracle’s entry-level database and application server offerings. The streamlined scheme offers a selection of tools and resources to support partners. “We’re seeing an increasing number of smaller and mid-sized businesses in the Middle East and Africa that want the same level of performance and reliability as our largest enterprise customers,” added Surlien. “OPN Access provides a straightforward way for regional partners to capitalise on this emerging segment.” With a wealth of opportunities open to channel partners across MEA prepared to sell Oracle solutions, the vendor is investing heavily in promoting training and education, allowing resellers to develop the skills necessary for solution selling based on the business needs of the customer. To support its growth, Oracle will continue to flesh out its local presence across MEA putting feet on the street in more countries.

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