It is very common for business executives to talk about the partnerships their company has with customers, but few firms truly create real relationships with their customers. According to Keith Block, Oracle's executive vice president for North American sales and consulting, Oracle is different. It has a clear understanding that creating a long-term relationship with a customer is of the most critical things an executive can accomplish. In fact, Oracle's executive sponsorship programs are created to maximize close links that assist customers with achieving the maximum value from their relationship with Oracle. The feedback Oracle obtains is very valuable because it helps influence product development and service strategies.
Read how Oracle has established and nurtured long-term partnerships with aluminum and packaging manufacturer Alcoa and global manufacturing company Colcoron, as well as Boeing Integrated Defense Systems. All three firms have benefited immensely from Oracle's efforts to foster greater intimacy between customers and senior Oracle executives.
When business executives talk about the relationship their company has with its customers, the word partner is overused, according to Keith Block, Oracle's executive vice president for North American sales and consulting. Many companies claim to be their customers' partners, but few actually are.
That's not the case at Oracle, however, where creating a long-term relationship with a customer is one of the most important things an executive can do. Oracle's executive sponsorship programs are designed to facilitate the connections that help customers get the maximum value from their relationship with Oracle—as well as providing Oracle with valuable feedback that helps guide its product development and services strategies.
"Customers need to know that they have somebody they can reach out to, somebody who can be there with them, proactively working on projects, all the way through; otherwise you can't guarantee customer success," emphasizes Block. "Partnership on paper means nothing. You really have to commit and engage, and both sides have to be able to expect that."