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Oracle offers advice to cloud ERP partners

9/07/2015 by Alan Jarque

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Oracle, one of the world’s leaders in providing enterprise resource planning (ERP) solutions, has outlined advice for any of its partners wanting to make the most of their cloud services. This comes as the company begins to push its cloud business and make the switch from licences to a cloud subscription model. Oracle’s partners around the globe may, therefore, want to sell cloud products and related services in increasing numbers.

On a recent tour of Australia, Terrance Wampler, Oracle’s vice-president of financial product strategy, met with local partners and shared how many of the organisation's global partners were boosting revenue from cloud ERP implementations. One of Mr Wampler’s reasons for offering the advice is because cloud implementations utilise a very different business model than traditional licensing; therefore, it is essential that partners understand how they are to make revenue from standardising requirements, business advisory services, and building out custom apps and integrations.

Talking about the ways in which partners around the world are making money, Mr Wampler explained: “They’re also going to make money on managed services post-implementation as cloud offers this continuous improvement programme where the product can evolve quickly. That allows them to bring on those advisory services to take up new features and offer more value to the customer. As Oracle transforms from a licence to a service business, partners need to transform their consultancy services from a licensed model to a cloud model, and we have to figure out how to help them do that.”

For partners wanting to boost their income, organisations need to ensure they are confident about providing cloud services. Teams should then focus on improving their sales execution and ensure that their cloud skills are up to par. One of the most important things, Mr Wampler said, particularly for firms in their infancy, is that the mindset of promoting cloud services has to be present.

Oracle has now trained over 350 partners around the world, meaning that there are more than 25,000 individual consultants helping to push the company’s cloud service offerings. Over 800 sales personnel were recently hired in Asia Pacific as Oracle look to capitalise on the cloud growth being noted in the region. The firm continues to see strong revenues for its cloud services, with its fourth-quarter results showing over $2.3bn (£1.5bn) in revenue for annual run rate. During the quarter, $426m (£276m) of platform-as-a-service (PaaS) and software-as-a-service (SaaS) products were sold.

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