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Oracle: Vendors focusing on single vertical sector

Middle East-based IT firms are becoming increasingly focused on a single sector rather than targeting multiple industries, an industry expert has revealed.

Oracle: Vendors focusing on single vertical sector
Hisham Esaadi, Director for Alliances and Channels at Oracle.

Middle East-based IT firms are becoming increasingly focused on a single sector rather than targeting multiple industries, an industry expert has revealed.

“I think if you look at the market in general, you can see more and more companies are getting more vertically aligned and more and more of them are focusing on particular sectors and services,” says Hisham Esaadi, Director for Alliances and Channels for the Middle East at Oracle.

“I truly believe the days of companies that work across several sectors are gone. In many ways the market has forced companies to pick an area and specialise in it.”

Oracle is currently exhibiting at GITEX Technology Week, along with a number of its partners. Esaadi believes these partners make up a crucial part of the firm.

“Partners are extremely important in every aspect. You have to realise that most of our leads in the Middle East and Africa come from our partners. Over 95% of all deployment of professional services are delivered by Oracle partners not by Oracle itself, and I would say close to 55% of our revenue in this region does come from partners,” states Esaadi.

“So it is no longer a nice thing to have in our ecosystem, we exist because of it. We look at it like they are an extension of our sales staff. They are an integral part of our organisation,” he adds.

However, having a large number of partners also presents challenges to the firm. Esaadi explains that these include building up the skills base of partners to be on a par with the rest of the company.

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