Oracle又与三家软件分销商展开合作

Oracle又与三家软件分销商展开合作

AMTeam.org消息：Oracle刚刚收购了CRM软件开发商Siebel之后，周一它就宣布了分别同Ingram Micro、Tech Data和Avnet Technology Solutions三家公司的分销协议。

在开放世界会议上，企业软件开发商Oracle通过引入三个合同的方式，加速了它的渠道建设工作，特别中小企业客户的市场。此次合作协议的签订标志着Oracle对于面向中小企业客户分销渠道的兴趣，以快速提升这一市场的份额。

Oracle同Ingram Micro和Tech Data分别签订了广泛的合作协议，后两者是最大的两家IT产品销售商，也是针锋相对的竞争对手。根据协议，两家公司可以相其销售商提供Oracle面向中小企业的产品，包括Oracle数据库和Oracle Fusion Middleware等产品，而且两家公司还可以招募新的解决方案提供商。

Tech Data主管营销的高级副总裁鲍勃表示：“我们已经同Oracle商讨了一段时间，但是经历了软件市场的变化和Oracle本身的变化，现在时机才成熟。我们认为这是软件业务增长的良机，而象Oracle之类的企业软件开发商进入中小企业市场将会很好的促进相关业务的成长。”

Oracle同Avnet展开了更为广泛的合作，Avent因而可以提供包括Oracle E-Business Suite组件特别版、JD Edwards应用组件在内的产品，以及相关产品的技术支持和培训业务。它将会与Oracle一起在北美市场发布这些应用软件，以及后续的在欧洲和亚洲的销售活动。Avnet表示其预计将会获得加值销售商的全面授权，并准备在明年七月销售Oracle的这些产品。

Oracle Turns Triple Play In Distribution

On the heels of its high-profile acquisition of CRM software maker Siebel, Oracle announced Monday three new distribution agreements with Ingram Micro, Tech Data and Avnet Technology Solutions.

At its OpenWorld conference, the enterprise software maker stepped up its channel efforts, particularly in the small and midsize business (SMB) market, by simultaneously introducing the three major pacts. The announcements mark a renewed interest in the distribution channel for Oracle as well as a growing effort to bring its rapidly expanding product line to SMB resellers.

Oracle signed two broadline distribution agreements with Ingram Micro and Tech Data, the two largest IT distributors in the world and fierce rivals as well. Under the agreements, Ingram Micro and Tech Data will provide Oracle's SMB products, including the Oracle Database and Oracle Fusion Middleware, to their respective reseller customers and will also recruit new solution providers.

"We've had discussions with Oracle for some time, but with all the changes in the software market and all the changes at Oracle, it seemed like the right time," said Bob O'Malley, senior vice president of U.S. marketing at Tech Data. "We see this as a tremendous opportunity to grow our software business, and we think going forward that growth will be driven by enterprise software companies like Oracle moving into the SMB market."

As for competition between Ingram Micro and Tech Data in the Oracle space, O'Malley said that Oracle has a big enough business and strong enough brand to allow both distribution agreements to succeed. O'Malley also said that Tech Data is already in discussions with Oracle executives to add more product lines, including some of the most recent applications suites from its acquisitions of PeopleSoft, JD Edwards and Siebel.

Oracle also expanded its partnership with Avnet, which will now offer Oracle E-Business Suite Special Edition and JD Edwards applications and provide support and training around the products. The enterprise distributor will team with Oracle to roll out the application initiative on Oct. 1 in North America, then expand the effort to Europe and Asia. Avnet said it expects to have a "substantial base" of VARs fully authorized and ready to resell the Oracle applications by next July.