Oracle outlines how it wants to use the channel

Broomfield, Colo. — At last year’s edition of Avnet Technology Solutions‘ (NYSE: AVT) annual Partner Summit conference for its Sun Microsystems partners, Oracle Corp. (NASDAQ: ORCL) was still closing its acquisition of Sun and executives were tight-lipped on their plans for the channel going forward.

Read our full coverage from Avnet’s Partner Summit

* Oracle needs the channel, but it’s still direct first
* Cisco needs Avnet to conquer the data centre
* Avnet eyes cloud computing & managed services
* Oracle sees North American partners, not Canadian partners
* HighVail Systems is Avnet’s top Symantec partner

This year, however, the deal is done and Oracle executives were front and centre to outline how they see the channel playing with the direct-first vendor, how a partner can and must add value to the customer relationship, and what they see as the business opportunity for a partner that chooses to work with Oracle.

In this CDN video report, we speak with Oracle, as well as Avnet and legacy-Sun partner HighVail Systems, about the Oracle channel play.

Follow Jeff Jedras on Twitter: @JeffJedrasCDN.

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Jim Love, Chief Content Officer, IT World Canada

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Jeff Jedras
Jeff Jedras
A veteran technology and business journalist, Jeff Jedras began his career in technology journalism in the late 1990s, covering the booming (and later busting) Ottawa technology sector for Silicon Valley North and the Ottawa Business Journal, as well as everything from municipal politics to real estate. He later covered the technology scene in Vancouver before joining IT World Canada in Toronto in 2005, covering enterprise IT for ComputerWorld Canada. He would go on to cover the channel as an assistant editor with CDN. His writing has appeared in the Vancouver Sun, the Ottawa Citizen and a wide range of industry trade publications.

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