Oracle announces new PartnerNetwork Specialized Program 12 October, 2009 By Mark Cox

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"The change is tied to all the acquisitions we've made over the last 4-5 years," said Judson Althoff, Senior Vice President Worldwide Alliances and Channels at Oracle. "Our previous program was pretty monolithic. We now had a need, a much greater need, to allow specialization, to let the partners differentiates themselves."

The OPN Specialized program will enable partners to establish industry recognition by following a formal process to become specialized in key Oracle solution areas. This allows partners to expand customer sales by differentiating themselves in the solutions and services they offer.

"In the past we had certifications but they were on our core products from the database days," Althoff said. "We had about 10 areas of certification, but certification was a pretty rigid path, where partners had to physically attend Oracle University class, with a loss of billable hours, and partners resented this. Enablement 2.0 last year changed that by providing a plethora of training approaches with low to no cost mechanisms like live virtual classes, night school, etc. This program marries that with accreditation." Althoff also emphasized that partners who have the skill today can just take the exam to prove that. There's no need for them to take more courses as part of this program.

The new program has four levels.

Remarketer is the entry level to Oracle OPN Specialized program. Partners buying through distribution can resell Oracle 1-CLICK products with no contract or fees, yet have access to online training and sales tools. There is no fee to participate at this level.

The Silver level also focuses on the 1-CLICK products and, for a $500 annual fee, adds other benefits and direct services from Oracle, including access to the Oracle Partner Business Center, Support, enhanced educational offerings and development licenses to increase competitive positioning and profitability with midsize businesses.

These first two levels do not include the specializations, which begin with the Gold level. Gold partners will receive access and resell rights to the full Oracle Technology portfolio. There is a $2500 annual fee for this level.

"The first two rungs are simple, with a focus on midmarket technology products, and low to no cost programs," Althoff said. "The fees for Gold and Plainum have a little more cost than in the past upfront, but overall it will be less, because they don't get charged for things like classes on the back end."

The Platinum level has an annual fee of $9995, and is intended to showcase the depth and breadth of the Partner's expertise in five or more specializations of Oracle solutions.

The critical element in the new program is the ability for the partners in the higher rungs to brand themselves as specialists.

"The biggest value overall is to enable partners to differentiate and brand themselves." Althoff said. "It allows customers to find a specialized partner." It also will impact which partners are chosen to work with Oracle on specific products.

"The specialization capability will be key in working with our field sales force, in recommending which partners we will work with," he said.

While the changes are being announced now, they will not kick in with a formal launch until December 1.

"At this stage it is a call to action," Althoff said. "This is not going to be a revolution but an evolution to a new specialized program. We will let them register at a level and give them 12 months to prove their level. We are not forcing a firm, fast set of changes."

Migration training is available for all partners at http://www.oracle.com/partners/en/most-popular-resources/034839.htm. Partners who migrate early to the new OPN Specialized program will receive discounted membership fees.