*Jeff, Ivar, Alexander et al*Oracle wants to sell these solutions (only?) to customers who are buying tons of them,
readily implemented at the customer site(s). Sales channels for these are traditional Oracle SW partners and look alikes, who are used to make whole lot of work to get the thing(s) running in a good and/or optimal way. A bigpart of these partners income is based on recurring consulting work. Tuning, updating,
analyzing etc. These partners are generally offering the hardware and system software witha margin close to 0, but you have to take some services from them. That is where
there income is coming in.Universities, research institutions and others who are making their own implementations/
installations are not targeted at all with Oracle partner model.If Alexander and his colleques on other institutions are buying a 2 digit number of SunRays, 2 digit number of Intel/AMD servers and installing/implementing everything them self,
who is going to be the channel?We used to sell to some of these customers and put up POC for VDI and general Sun Ray concepts. We don't keep staff having special skills and these implementation skills
because there has not been demand enough to cover the costs.Now Oracle wants us to get to their 'Gold Level' of partnership for being be able to sell thin clients and x86 servers(dealing with these), pay yearly $2500, keep a large number of people trained on their products, terms and policies. And we just want to ship things to customers who are capable of taking care of them. If they need help, we have the skilled partners to do that. Our specialty in this area is just helping the customer to get product required.
There is minor mismatch in this. We're cooperating even with some other companies having extensive experience on educational market and players there. None of us are allowed to sell Oracle/Sun hardware even though we have tens of years of experience on these products.
// Markku Niku, JMC Sweden ----------------Jeff Doolan wrote ----------------------------- Ivar, There are 3 levels in Oracle Partner Network: Silver, Gold and Platinum. The majority of our partners are at the Gold level as this is where we start to see specialized partners who are capable of implementing multiple Oracle solutions. We are actively working on a Sun Ray specialization and our thought process is because Sun Ray / VDI is a specialized solution that requires deep knowledge of the product to implement, we should keep this at the Gold level. This decision has nothing to do with the fees required to join OPN at the Gold level ($2500 by the way) but is designed as a way for our customers and sales teams to identify Oracle partners with advanced implementation skills like Sun Ray, VDI, SGD, Database Security, Middleware, etc. If you have strong feelings about the sale of desktop virtualization products by silver partners, I would be very interested in hearing from you. Thanks, Jeff -- HYPERLINK "http://www.oracle.com/"; \nOracle Jeff Doolan | Director, Virtualization and Linux Channels Phone: HYPERLINK "tel:+1%20781%20744%200680"+1 781 744 0680 | Mobile: HYPERLINK "tel:+1%20617%20686%209930"+1 617 686 9930 Oracle Worldwide Alliances and Channels 10 Van de Graaff Drive | Burlington, MA 01803 USA HYPERLINK "http://www.oracle.com/commitment"; \nGreen Oracle Oracle is committed to developing practices and products that help protect the environment -------- Original Message -------- Subject: Re: [SunRay-Users] Purchasing sunray DTU Date: Fri, 10 Sep 2010 16:58:41 +0200 From: Ivar Janmaat HYPERLINK "mailto:ijanmaat at xs4all.nl <http://www.filibeto.org/mailman/listinfo/sunray-users>"<ijanmaat at xs4all.nl <http://www.filibeto.org/mailman/listinfo/sunray-users>> Reply-To: SunRay-Users mailing list HYPERLINK "mailto:sunray-users at filibeto.org <http://www.filibeto.org/mailman/listinfo/sunray-users>"<sunray-users at filibeto.org <http://www.filibeto.org/mailman/listinfo/sunray-users>> To: SunRay-Users mailing list HYPERLINK "mailto:sunray-users at filibeto.org <http://www.filibeto.org/mailman/listinfo/sunray-users>"<sunray-users at filibeto.org <http://www.filibeto.org/mailman/listinfo/sunray-users>> It seems the situation for the Sun Ray will also change in The Netherlands after the takeover of Sun Netherlands by Oracle. So, my information in an earlier e-mail below is not correct anymore. It seems only gold partners can sell Sun Rays. I now have to agree that this will kill almost all specialized educational Sun partners in Europe. Did anyone follow Renaults (car maker) strategy for the last years? Renault changed the selling/dealer strategy. Instead of a large number of small (close to the customer) dealers they decided to only sell through a few big Renault dealers. After 2 years they had such a sales drop that they had to admit the plan failed. They had to go back to the small dealers in order to reverse the trend. One can imagine the dealers were not very happy with Renaults actions. I hope Oracle will not make the same mistake. My advise would be to allow silver partners to sell Sun Rays. Since Oracle VM can be sold by silver partners it would be better to add also Oracle VDI, Sun Rays and the needed servers to the silver partnership products. Maybe it is all different in the US but in Europe there are a lot of countries with only very small Sun partners who are specialized in Sun Rays. Those small Sun partners have more than a decade experience in Sun Ray deployments. Why would you ever want to take the risk of losing those partners by increasing the partner requirements to a level they can not afford yet? It would be a much better strategy to enable those small partners to grow their business. Kind regards, Ivar Ivar Janmaat wrote:
/ Oracle partners come in different sizes.
/>/ Small partners don't have to pay annual fees. />/ Only partners who want special privileges have to pay. So I don't />/ understand the partner who stopped selling Sun Rays. />/ / _______________________________________________ SunRay-Users mailing list HYPERLINK "mailto:SunRay-Users at filibeto.org <http://www.filibeto.org/mailman/listinfo/sunray-users>"SunRay-Users at filibeto.org <http://www.filibeto.org/mailman/listinfo/sunray-users> http://www.filibeto.org/mailman/listinfo/sunray-users -------------- next part -------------- An HTML attachment was scrubbed... URL:<http://www.filibeto.org/pipermail/sunray-users/attachments/20100910/88e61dbe/attachment-0001.html> -------------- next part -------------- A non-text attachment was scrubbed... Name: image001.gif Type: image/gif Size: 658 bytes Desc: not available URL:<http://www.filibeto.org/pipermail/sunray-users/attachments/20100910/88e61dbe/attachment-0002.gif> -------------- next part -------------- A non-text attachment was scrubbed... Name: image002.gif Type: image/gif Size: 356 bytes Desc: not available URL:<http://www.filibeto.org/pipermail/sunray-users/attachments/20100910/88e61dbe/attachment-0003.gif>
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