Guest of the Month - Cherian Varghese Sr. Director - Alliances & Channels Oracle India (P) Ltd.

Cherian Varghese
Sr. Director - Alliances & Channels
Oracle India (P) Ltd.

Describe Oracle's  strategies adopted to create the market share?

Today, Oracle is the world's most complete, open and integrated business software and hardware company that offers customers all components of their IT infrastructure.  

Oracle's partners contribute to a majority of our business in India. Our strategy is to closely collaborate with our partners to make available Oracle's vast portfolio of technology. In India, we work with more than 7,000 customers.

How do you face competition coming in from different corners of the Indian market?

The Indian marketplace has undergone a lot of change. In IT, this relates to the increased need for audit compliance, need for consolidation, mergers & acquisitions, expansion of businesses into global markets, among others. As a result, the need for intelligent IT has become crucial, irrespective of whether it is a large enterprise or a midsize company. It is important for organizations to invest in solutions that are open standards based, scalable, secure and reliable and that which will protect their investments at the time of future growth.

How are you empowering your channel partners?  

Oracle has put in substantial investments and resources towards partner development through the funding of sales incentives, technical resources, joint ISV (independent software vendor) programme memberships, joint customer-ISV references, and ISV porting centres, among others. We have strengthened our partner network through market development funds, training, joint marketing events and other support programmes. We also provide them with access to the Partner Solution Center in our Gurgaon facility (one of the 4 centres in the APAC region) to enable ISV partners to migrate confidently from other third-party vendor solutions to the entire Oracle product family.

What makes Oracle successful amongst the channel community?

With more than 3,000 products to sell, Oracle serves a very large community of industry organisations - more than 3 lakh customers globally and more than 7,000 in India. With such a diverse portfolio, our extended sales ecosystem, namely our partners have tremendous opportunity to grow their businesses, excel in solution implementations and venture into new product implementation areas.