Oracle, the world’s largest enterprise software company, provides technology, applications, and services that enable organisations to get the most up to date and accurate information from their business systems.
Not surprisingly, relationships with Independent Software Vendors (ISVs) form a key element in driving influence and revenue for the Oracle technology stack and hence Oracle is keen to establish and leverage relationships with as many quality ISVs as possible.
Slipstream worked closely in partnership with Oracle in defining the structure and messaging for the Independent Software Vendor partner recruitment programme.
Slipstream then engaged and networked with potentially suitable ISVs on behalf of Oracle, to qualify and profile them against Oracle’s key partnership objectives, and identify areas where Oracle could assist ISVs in developing and marketing their solutions.
The Oracle ISV partner management team were then able to focus their time and effort more efficiently on quality, qualified partnership opportunities passed to them by Slipstream, taking discussions further through sign up, business planning, joint selling, and ultimately, to mutually profitable partnership.
Background
Recognising their need to identify and recruit partners in a programmatic and structured way, Oracle asked Slipstream to identify and profile suitable ISVs in the UK, so that Oracle’s ISV partner management team could focus their energies on partner sign up and business planning, with the overall goal of accelerating time to revenue.
Challenge Solution
In the first three months of the campaign Slipstream identified over 40 qualified ISV partner opportunities, and seven of these were signed up to the Oracle Partner Network within the same period.
The result is that Oracle has been able to accelerate the process of identifying and working with key ISV partners, and so ensure that they can deliver on their channel strategy.
