The company will now sell its technology products, which include databases, application servers and development tools, to SMEs in Ireland only through the channel.
Oracle’s sole Irish distributor, Open PSL, will distribute the full range of support, education and other incentives to technology partners in conjunction with Oracle. ‘Gone are the days of selling customers software and not sitting with them until they’re up and running,’ said Oracle Ireland managing director, Nicky Sheridan.
Speaking at Oracle Ireland’s Annual Partner Day in Dublin, Sheridan said the move was good news for SMEs.
‘We are aware that many SMEs prefer to buy technology from trusted local partners, which is why a strong channel strategy is crucial. We believe we will get a very positive reaction from existing and prospective customers, as the new channel model will provide them with an even better service.
‘Our new indirect sales approach will help increase Oracle’s penetration of the SME sector, while providing greater rewards for our partners.’
After a number of years focused mainly on direct sales to the enterprise sector, Oracle worldwide is now actively courting the channel in a bid to reach SMEs.
Sheridan told Channels that in some ways the Irish channel initiative will be seen as a trial run for the UK strategy, which will be launched sometime next year.
Oracle Ireland’s existing large enterprise accounts will continue to operate on a direct basis, managed by Oracle Ireland’s sales force. Oracle employees, who previously worked as technology sales representatives selling technology products directly to SMEs, will now be redeployed to support Oracle’s partners, particularly Open PSL.
The new strategy follows the September 2003 launch in Ireland of Oracle E-Business Suite Special Edition, an integrated suite of business applications tailored to the requirements of small and medium-sized companies.
26/11/03
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