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Oracle Doubles Down on Partner EcoSystem To help Customers through their Digital Transformation Journey


When it comes to driving positive results and outstanding customer satisfaction, excellent and effective partner coverage in the market is key. Lalit Malik, Vice President, Alliances & Channels, APAC, discussed the importance of technology and service partners to Oracle in JAPAC as it relates to Modern Oracle PartnerNetwork (OPN) program. Modern OPN is a new framework designed for partners to collaborate with Oracle and achieve Expertise to deliver superior customer outcomes for today’s cloud-first world.

Q: Why should IT organizations in JAPAC choose to work with Oracle and how important are they to Oracle?

A: Oracle has the most complete suite of Cloud offerings plus enterprise-grade software, reliable hardware and other latest technology solutions. Oracle’s comprehensive array of Infrastructure as a Service (IaaS), Platform as a Service (PaaS) and Software as a Service (SaaS) can be deployed on-premise, or on private-public- or hybrid-cloud, all depending on customers’ needs.

For a partner, this impressive array of offerings broadens the breadth and depth of their market reach and provides great opportunities to drive customer success at competitive price-points. Customers perceive partners that achieve and maintain Oracle Expertise as elite Oracle solution providers.

Partners are very good at integrating their unique skills and solutions with Oracle technology. Partners are excellent at building and maintaining great relationships with our mutual customers. They provide great value-add and promote customer success – a core tenet of Oracle

Q: What is the impact of cloud technology on your partner ecosystem globally and in APAC?

A: Cloud is a great disruptor that allows companies, big and small, to innovate and transform at speed and scale. The best value that our partners can provide to our customers is to achieve Expertise in OPN and become technically competent and capable to deliver outstanding service. OPN Partners that have achieved Expertise possess all the necessary know-how, tools and resources to help our mutual customers transform their business using cloud as the platform of choice.

In APAC, in particular, we place high value on partners that have proven success in having used our cloud solutions themselves so they can in turn bring their first-hand knowledge and experience to our customers.

Q: What has changed with the modernization of Oracle PartnerNetwork?

A: We spent a lot of time working with our customers to understand what they need from Oracle and what they need from our partners to ensure success in this evolving cloud market. The message from the customers was loud and clear: it’s all about the acceleration of a cloud-first strategy.

Acceleration of a cloud-first strategy means our partners must achieve Expertise to drive results and successful customer outcomes. As you can see, we designed Expertise with “customer success” at the core. Expertise is a new element of Modern OPN, and the new currency of partner differentiation. The ultimate goal of Expertise is to help customers clearly and easily identify partners with the right skills and experience for their needs.

Modern OPN empowers our partners to help customers leverage cloud to develop innovative new market opportunities and to optimise their legacy IT infrastructure. Once partners have chosen the relevant Track/s on OPN that align with their business plan and go-to-market strategies, they can ramp up their capabilities to earn and prove their Expertise. Partners can then publish their Expertise in the Oracle Partner Finder that is accessible by customers and all potential customers.

Oracle customers have a choice to select the right partners with the demonstrated Expertise to help them with their IT projects.

Q. Please explain a bit more about these new Tracks and how they benefit the organizations who choose to become OPN Members?

There are three Cloud tracks: (i) Build Track, (ii) Sell Track, and (iii) Service Track; and one Licence & Hardware Track in Modern OPN.

The Build Track is designed for partners who provide commercially available products and services built on or integrated with Oracle Cloud software and infrastructure. The Sell Track is designed for partners who resell Oracle Cloud Technologies. The Service Track is for partners who implement, deploy, and manage Oracle Cloud Services.

Separately, the License & Hardware Track is for partners that continue to invest and serve their customers’ on-premise needs. This includes building on, reselling, or providing services for Oracle software licenses or hardware products.

Each has a very clear focus, role and set of capabilities around which a partner will develop their Expertise. In addition, Modern OPN is very targeted in terms of the type of support and enablement. By joining a track, a partner gets a set of targeted Enablers that help them accelerate their growth – based on their business plan and how the go-to-market is. Some of the key Enablers include test demo environments, unlimited cloud learning subscriptions, technical assistance, skills transfer, and more.

Q: What is the Oracle Key Partner Initiative and what is the advantage the Key Partners get from Oracle?

A: The Key Partner Initiative aims to build long-term partnerships with Global Software Integrators and regional Software Integrators to drive strategic and innovative customer solutions that leverages the entire Oracle portfolio, with a special focus on our cloud technology. With designated executive sponsors from Oracle and our key partners, a dedicated Key Partner Director and Solution Architects from Oracle, we will jointly identify target industry segments and customer accounts based on technology expertise and opportunities. The goal behind this is to ensure that our key partners get all the support and enablement they need when executing on our agreed joint account or industry plans.


To learn more and get Started visit, Oracle PartnerNetwork