Oracle is doubling down on its partner ecosystem in the Asia Pacific (APAC) region, with over 75% of its business driven by partner-led deals. This strategy prioritizes a “well-integrated” global network of partners to fuel growth.
Lalit Malik, Oracle APAC group VP of alliance and channels, highlighted the importance of partners at the recent CloudWorld event in Singapore. He emphasized that partners contribute significantly to front-end margins and profitability, particularly in SaaS and implementation services.
Across various product categories, partner involvement is substantial. Roughly 70-80% of front-end SaaS deals and 80% of successful implementations rely on partners. When it comes to Oracle Cloud Infrastructure (OCI), partners contribute 50-60% of the business, encompassing both implementation and initial customer engagement.
Recognizing the potential of a thriving partner network, Oracle invests in equipping partners with necessary resources and expertise. However, there’s room for improvement according to both Malik and Doug Smith, Oracle SVP of strategic partnerships and global partner ecosystem.
At a CloudWorld panel discussion, Richard James, managing director APAC – application practices at long-time partner DXC Technology, acknowledged a significant improvement in Oracle’s approach to both customers and partners over the past few years. He contrasted previous experiences with multiple representatives vying for attention to the current focus on customer centricity and partner friendliness.
James highlighted Oracle’s shift towards joint investments and aligning with partners like DXC to ensure customer success. This collaborative approach has yielded positive outcomes, marking a clear departure from past practices.
While progress is evident, some residual skepticism lingers among APAC businesses. James acknowledges that customers may still harbor negative perceptions from past interactions with Oracle. However, he emphasizes the significant improvement witnessed over the past three years.
The focus on partner-centricity is likely driven by the highly competitive APAC market, where customers and partners have numerous options. Doug Smith, Oracle SVP, confirms this, emphasizing the importance of an open and embracing partner ecosystem in such a competitive landscape.
Furthermore, Oracle leverages data-driven insights to help partners improve. Technical account managers and partner success managers work together to monitor customer implementations and identify patterns and learnings. This feedback is then proactively shared with the partner ecosystem, enabling continuous improvement and ultimately driving success for both Oracle and its partners.
In conclusion, Oracle’s commitment to a well-integrated partner ecosystem is a strategic move in the competitive APAC market. By prioritizing customer success, fostering open collaboration with partners, and utilizing data-driven insights for improvement, Oracle positions itself for sustainable growth in the region.
