Oracle UK channel boss: partners must address legacy estates

Oracle’s new UK channel VP Will O’Brien has nailed his colours to the mast, urging resellers to expand their expertise and push the Oracle solution stack into legacy customers

Oracle’s new vice president of alliances and channels for the UK and Ireland, Will O’Brien, has stressed continuity and predictability of service to partners, and urged Oracle resellers to get up to speed on new areas of the vendor’s solution stack, as well as addressing the needs of legacy customers.

O’Brien took over from Dave Tweddle on 5 August this year, and though he conceded that one of the temptations as a new VP for any business area was to quickly stamp one’s imprint on it, said; “I think the team I’ve inherited is great, it’s a good strong team with a lot of experience in looking after resellers and system integrator partners, and so I’m very enthusiastic about it and looking to do more with it.”

Oracle made a number of major announcements at its OpenWorld 2013 event in San Francisco, CA in September, launching a swathe of new cloud services and database enhancements, among other things.

It is keen to start bringing partners up to speed on its growing product set, and O’Brien urged partners to consider expanding their engagement with Oracle into areas of the stack that may be new to them, whatever they may be.

“Our business partners in the UK are increasingly looking to expand their capability and we’re giving them the tools to be able to do that, so you may take somebody that’s a software partner wanting to expand into analytics, big data or reporting, or middleware, or hardware, and we’re able to actually explain to the partner what processes they need to go through and what accreditation they need,” he explained.

The other major opportunity for Oracle partners, he predicted, will be in legacy hardware and software estates – and not just those from Oracle itself – that have been neglected by end-users during the past five years of economic hardship.

“We’re now at a trigger point in the market, similar to what happened in the year 2000, where it’s becoming cost prohibitive to continue to run in-house business systems or older technologies,” he said. “Some companies have refreshed but a lot are running either very old systems, or very old versions of the Oracle stack, which at some point will require changing. Oracle is now very well placed to provide customers with a one-stop shop.”

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