Oracle PartnerNetwork Announces a New Level of Specialization

October 11, 2010 at 4:50 pm Leave a comment

Diane Krakora, CEO

At the Oracle OpenWorld event earlier this month, Judson Althoff, SVP of Worldwide Channels and Alliances announced several enhancements to the PartnerNetwork program. For one, they added a new level of stratification to the program – the Diamond level. This 5th level of the PartnerNetwork program provides dedicated support from an assigned Global Alliance Manager and Global Oracle Executive Sponsor, annual Global MDF Allocation and access to exclusive benefits at the same cost at Platinum Level. To attain this prestigious level, the global partner mush have over thirty specializations and 5 advanced specializations (see below). The partner needs to have combined co-sell and resell revenues totally over $40 million annually and be distributed across three or more Oracle regions. Judson announced that Accenture and Infosys have already attained the Diamond level. Will anyone else? Thirty specializations? Out of the fifty Oracle currently offers? Does it make sense to create a programmatic level that less than 10 partners will attain?

Judson also added a new level within their 50 product and industry specializations – an advanced specialization. Advanced Specialization is a new program element where specialized partners at the Gold, Platinum, and Diamond levels can showcase the depth and breadth of their global implementation resources. To qualify for an advanced specialization, eligible partners must meet standard OPN Specialized business and competency criteria for specialization plus have 50 or more Oracle certified implementation specialists on staff. Judson announced that Infosys, Fujitsu, Accenture and Wipro had already attained advanced specializations. However Safra Catz lamented in her partner presentation that less than 10% of the partners attained ANY specialization in the last year – only about 200 partners have met the business and competency criteria to be “specialized.”

You all know that I’m a planner – I love planning ahead – next week, next quarter and next year – however announcing a new “advanced” specialization, when the majority of the partners haven’t attained the “basic” specialization, seemed somewhat disheartening to many of the partners that I talked to at the event. Several felt they were barely starting to register on the Oracle field sales team radar screens – as Silver and Gold partners – and now they’re pushed farther down the ladder by the Diamond partners and with only “basic” specialization.

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Entry filed under: Industry Perspective, Live from Events. Tags: , , , , , , , , , , , .

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