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We are evolving, rather than doing something different: Oracle

Sathya Mithra Ashok | July 14, 2014
There are not many people who understand Oracle, and its presence in NZ, as well as Robert Gosling does. With over 22 years at Oracle under his belt, the current MD of Oracle NZ took over the role for the second time over roughly ten months back. In this interview he discusses Oracle's move into new solution areas, such as mobile, and what this means for customers and partners.

What do these changes mean to customers?

What we are hearing from our customers is that they want to focus on their core business and their customers. They want to shift more of the day to day to the Cloud, and what they consider essential and want to run themselves, they want to make simpler. For them the Cloud is easy. For them engineered systems are easy. They want to see more of this type of simplicity. Customers are really buying into our ability to help them with all of their IT needs.

Q: A brief on the Oracle partner network in A/NZ. How is this likely to change/be added onto in the next couple of years?

RG: The channel makes a vast contribution to Oracle and our customers. Our partner community is essential to us; the channel extends our reach, well beyond the boundaries of those that we can physically connect to with Oracle's own sales force. On top of that, many of our channel partners are differentiated in a particular way, and so are able to add great value to customers by being experts in a particular solution set or industry.

Therefore we want to work closely with them, to help them develop and to grow the ecosystem. For example, through the Oracle Academy we are training more and more OPN partners, so that they are better equipped to grow and profit, and contribute more to the overall wealth of the country.

We want our channel partners to be able to quickly jump on new technology trends, be it social, mobile, big data or others, to help their customers adopt them and become successful as quickly as possible.

So, for example, we are extending the partner opportunity around Oracle Cloud, by working with our VADs to identify and enable partners best-suited to deliver customer value in cloud implementation and managed services. We are also extending the Oracle engineered systems programme to include the Oracle big data appliance, and importantly for New Zealand, the Oracle database appliance.

Oracle database appliance is perfect for this market and is simple, reliable and affordable. It is a purpose-built, solution-in-a-box, purpose built to run both Oracle Database and Fusion Middleware enabling it to support Oracle applications within a single box using Oracle virtualisation. Basically, it's a complete package of software, server, storage, virtualisation and networking that's engineered for simplicity; saving time and money by simplifying deployment, maintenance, and support of database and application workloads.

We're also enhancing the way in which our OPN Incentive Program pays partners rebates. The program, which offers partners rebates on select Oracle technologies and rewards them for investing in areas strategic to Oracle, is moving from quarterly to monthly payments and significantly shortening the cycle time it takes to process payments. And we've unveiled a new mobile-enabled OPN Solutions Catalog, to make it even easier for customers to search for our OPN partners anytime, and from anywhere.


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