Since Oracle has a full stack of cloud solutions, full hybrid options, IaaS, PaaS, SaaS, and large enterprise customers. The company believes that the addressable market for its partners is huge. As part of the Modern OPN program, Cloud Partners are no longer grouped into tiers based on fees and revenues. Instead, new certifications allow them to demonstrate relevant expertise to customers as well as a superior cloud economy. Lalit Malik, Group Vice President – Alliances and Channels, APAC, Oracle discusses modern OPN and channel directions for its partners
- How did partners contribute to growing Oracle’s cloud business in FY21?
We work with over 3,000 partners in APAC, and they represent nearly 80% of all Oracle transactions in the region. In FY21, partners led 70% of successful implementations for our SaaS clients. On average, a partner was involved in almost 2/3 of all SaaS transactions. And for Oracle Cloud Infrastructure (OCI), cloud consumption for customer partner-led projects increased 91% year-over-year, accounting for over 50% of our cloud infrastructure consumption in the region. We remain focused on growing our cloud business in fiscal 22. We will continue to work with engaged and knowledgeable partners to achieve better results for customers on their journey to the cloud.
- What are the main differences that Oracle partners enjoy compared to their competitors?
Oracle is the only large-scale cloud provider with a complete stack of cloud solutions: from complete hybrid options, IaaS, PaaS, to SaaS. Given Oracle’s large corporate customer base in APAC, the addressable market for our partners is huge. Traditionally, Oracle has focused on driving industry specific solutions: from banking to telecommunications, hospitality to healthcare. We are starting to see customers deploying these industry specific solutions on our cloud platform.
We make it very easy for customers and partners to do business with Oracle. Our unique universal credits for OCI services allow partners and customers to use many different cloud services seamlessly throughout their project lifecycle or deployment seasonality – from server to storage to l one of our industry-leading PaaS solutions as needed – and only pay for what they really use.
The Oracle Support Rewards program is a new initiative to help customers accelerate their cloud adoption while simultaneously reducing their software support expenses. All Oracle Technology License Support customers will be able to earn at least 25 cents in Support Rewards for every dollar of OCI Universal Credits they purchase and consume. Additionally, a ULA customer with an Oracle technology license support bill of $ 500,000 could eliminate that bill entirely, migrating $ 1.5M in workloads to OCI.
Last but not the least, we also offer a very differentiated set of partner incentives and innovative rewards to help customers migrate to our cloud and improve their IT operations while reducing costs.
- How can partners make your cloud business (and theirs) more profitable and predictable?
The Modern Oracle PartnerNetwork (OPN) program helps our partners quickly reach published expertise. Criteria for partners include a good history of successful customer releases and explicit customer approval of their satisfaction. With more competent partners, the success of the implementation is better assured and the profitability of the partners is preserved.
Partners can take advantage of our unique range of stand-alone database solutions – which automatically take care of all routine (but essential) tasks such as patching, upgrading and tuning software – to enable their staff to focus on services and assistance with higher added value. generate more business value for our customers. This will help the partners to improve their margins. In addition, the built-in AI / ML and advanced automation capabilities in our stand-alone database solutions help partners detect exceptions and issues that arise faster, and eliminate human errors that could arise due to unwanted or inappropriate upgrades, fixes or adjustments.
- How does Oracle choose its partners for its cloud business?
An ecosystem of highly skilled and proven partners is very important in helping our customers make a successful transition to the cloud. Customers typically look for partners with quality talent, expertise and good implementation knowledge. These partners must have:
- Previous experience in delivering similar programs successfully in the region.
- Bandwidth required and certified resources available locally to complete projects on time. By choosing the right partners with published expertise, our clients can better achieve their transition to the cloud.
- What’s new in the modern OPN program?
The Modern OPN program is designed to help customers achieve faster and more value using cloud services. Through this program, we empower partners to help customers protect and leverage their existing IT investments and design a path to the cloud. We made the program very simple, with three Cloud tracks: Build Track, Sell Track and Service Track. For some of our traditional partners, we also have a license and a hardware track. Each track offers a very clear objective, role and set of capabilities around which a partner can develop their expertise. By joining a sector, a partner obtains a set of targeted catalysts that help them accelerate their growth, depending on their business plan and their go-to-market strategy. The main enablers include test demo environments, unlimited cloud learning subscriptions, technical support, skills transfer, among others.
Can you explain your cloud partner ecosystem to JAPAC? Also share your views on the Indian landscape.
We work closely with a rich set of ISVs that have traditionally provided enterprise applications to our customers. We help these ISVs leverage OIC to quickly and efficiently switch to the cloud to stay competitive. In parallel, we are also collaborating with many new and emerging cloud native ISVs in the region. Many of our main ISs are not only ISs, but are also ISVs themselves; they also host managed service providers for certain corporate clients, either locally or around the world. We are working closely with them to accelerate their transition to the cloud. We work closely with their delivery teams to improve their service capabilities and ability to support our mutual customers.
How is Oracle’s overall cloud strategy benefiting the partner ecosystem across Japan in general, and India in particular?
We are seeing a significant increase in the number of partners signing up to our modern OPN and reaching their cloud service expertise. Today in APAC, we already have 62 partners who have passed all the very demanding criteria to have at least one published expertise. We also have a total of 122 areas of expertise published among all of these partners. So, together with our partners, we help our clients reduce risk, reduce costs, and better align IT initiatives with business goals.
From an Indian market perspective, our superior cloud economics proposition is resonating very well with Indian partners and customers. Along with predictable and transparent pricing, extreme performance with enterprise-class SLAs is another aspect that partners and customers highlight as a key difference that Oracle offers compared to other cloud providers. Partners also appreciate the unmatched deployment flexibility we offer our customers. PWC, Deloitte, Infosys, Edgeverve, TCS, Path Infotech, Clover Infotech, OneGlobe, Sunera Tech, Sify, L&T Infotech, Birlasoft, IBM, Sonata, Cloud4C and Wizertech, to name a few.
- Can you share 2-3 key opportunity areas that partners should focus on over the next 12 months?
Four key areas of opportunity that we believe it is important for our partners to focus on in the short term:
- Hybrid cloud is a growing trend among Indian businesses. Oracle is best positioned to assist customers with a range of deployment options, including Oracle Cloud at Customer and Oracle Dedicated Region Cloud at Customer, where we integrate the cloud into customer (or third-party) data centers. , behind their firewall. Customers will look to partners who have the right integration experience to help them succeed with their hybrid cloud strategies.
- We are seeing companies accelerate their cloud native development and deployment plans. With modern and agile Oracle Cloud Native services, we make it easier for developers to build enterprise-class applications for the new decade using the native, no-code, low-code cloud services available in OCI. Partners with expertise in these services will be more sought after by customers.
- Oracle Cloud VMware solution is the best option for businesses looking to pivot their VMware environment to the cloud for scalability and expansion. The opportunity for partners who can help clients in this area is enormous.
- Oracle provides customers with 10 TB of free data output per month. Partners should leverage this key differentiator – OCI’s superior economics proposition for cloud computing – to help customers with large volumes of outbound data transition to OCI. This is one of the main reasons why global customers like Zoom and 8 × 8 have switched to OCI and are getting better value for money benefits. In India, Impartus Innovations is a prime example. Impartus has partnered with leading universities to provide virtual classrooms to over 530,000 students in India. By running its virtual classrooms on OCI, Impartus expects an improvement in application performance as well as savings of 40%.
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