Oracle Partners Witness Expanded Salesforce Deal, New Incentives

One day after announcing a significant partnership with rival Microsoft Corp., partners saw their preferred vendor continue on a roll Tuesday unveiling a comprehensive new cloud-focused agreement with along with a series of partner program incentives aimed at boosting sales of cloud and total business solutions sets.

The nine-year deal with Salesforce will the see the CRM vendor standardize on Oracle’s Linux OS, Exadata engineered systems, the Oracle Database, and Java Middleware Platform.

Oracle Corp. meanwhile will integrate Salesforce.com with its Fusion HCM and Financial Cloud while Salesforce implements Oracle’s Fusion HCM and Financial cloud applications company wide.

“Larry and I both agree that Salesforce.com and Oracle need to integrate our clouds,” said Salesforce.com CEO Marc Benioff. “Salesforce.com’s CRM integrated with Oracle’s Fusion HCM and Financial Cloud is the best of both worlds: the simplicity of Salesforce.com combined with the power of Oracle.”

“Oracle Linux and Exadata infrastructure will make Salesforce.com a more efficient company – and our customers will benefit,” added  Parker Harris, co-founder and executive vice president at Salesforce.com. “Deploying Exadata engineered systems throughout our data centers will allow us to significantly lower overall hardware, floor space and energy costs, while simultaneously providing higher performance and better reliability.”

On Monday, Oracle and Microsoft officials jointly announced a significant partnership to streamline the delivery of Oracle software products to Windows Server Hyper-V and Windows Azure cloud computing users. That deal will also ultimately result in the inclusion of Oracle Database and Oracle WebLogic Server in ’s Azure Infrastructure Services as well as the additional ability to obtain and launch Oracle Linux images through Azure, according to officials. The pair is working to include fully licensed and supported Java into Windows Azure.

Of the more recent Salesforce.com deal, Oracle CEO said: “When customers choose cloud applications they expect rapid low-cost implementations; they also expect application integrations to work right out of the box – even when the applications are from different vendors. That’s why Marc and I believe it’s important that our two companies work together to make it happen, and integrate the salesforce.com and Oracle Clouds.”

Oracle Partners Find Sweetened Pot for Cloud, Solutions Sales

In addition to rolling out mega deals, Oracle partners program officials were busy Tuesday with the company’s annual OPN Partner Kickoff. For FY 14, the vendor had a clear message for its 25,000 Oracle partners: Learn the cloud and sell total solutions bundles, not just products.

To give VARs and system integrators some incentive to engage Oracle in new ways, the vendor is unveiled a new incentive program dubbed Oracle on Oracle that provides additional rebates forregistered  Oracle partners who sell both hardware and software to the same end user within 90 days. The Oracle on Oracle program, which plays heavily on Oracle’s contention that its hardware and software products are engineered to perform better together, also applies to bundled sales of servers and storage, officials said.

The company also added a new Reseller tier to its cloud partner program, which had been mainly focused on referral deals. The new cloud program lets Oracle partners of Gold, Platinum and Diamond level purchase Oracle cloud services at a discount and add their own markup, giving the resellers lifetime control of client billing. The cloud reseller program requires that partners be appropriately certified in one of Oracle’s eight cloud specialization areas to take part.

“There has never been a better time to be an Oracle Partner,” said Joel Borellis, group vice president for partner enablement at Oracle. “We continue to invest heavily in R&D and enablement resources to provide our partners the best technology, training and skills they need to succeed and profit.

“Today’s enhancements further allow Oracle partners to take advantage of cutting-edge technologies, including the Oracle Cloud, Oracle Applications Cloud and Oracle Engineered Systems, to offer speed, efficiency and differentiated value to customers around the globe – and reward them for doing so,” Borellis added.

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