The VAR Guy

Sponsored Video: Repeat after me: Oracle channel partners are pushing beyond software into hardware, and former Sun partners are embracing the Oracle PartnerNetwork (OPN) Specialized partner program. Skeptical? All you need to do is connect the dots between Oracle Group VP Tom Wagner and channel partners like Avnet Technology Solutions and GTSI.

In a recent FastChat Video, Wagner describes how Sun legacy partners have been transitioning into the current OPN Specialized partner program:

Spotlight Partner: GTSI

As you may recall, the old Sun partner program officially ended in October 2010. But partners like GTSI — which has deep Sun experience in the federal market — have been busy embracing OPN Specialized. Mohamed Elrefai, VP of GTSI‘s Enterprise Solutions Group, initially wondered if Oracle’s sales force would take business direct. Fast forward to the present and Elrefai sounds impressed with the Oracle-Sun business combo, particularly the Oracle Exadata database machine and storage platform:

Spotlight Partner: Avnet

Meanwhile, Avnet Technology Solutions — one of the world’s largest value-added distributors — has also worked closely with Oracle on the hardware and software fronts.

Mike Hurst, an Avnet VP leading the distributor’s Oracle relationship worldwide, also points to growing Oracle Exadata opportunities for channel partners:

Next Moves

Where is Oracle heading next with the OPN Specialized partner program? We may get more clues in late January 2011. Oracle Channel Chief Judson Althoff and other team members will be hosting webcasts and other communication updates for channel partners. But the theme will likely be a familiar one: Get specialized.

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