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May 26, 2021

Channel Chats Episode 3: How Cloud is Changing Partner Relationships

For episode 3 of Channel Chats, The Spur Group CMO Richard Flynn spoke with Oracle's Ross Brown who is the VP, Cloud Go-to-Market. 

Oracle is a cloud applications and platform services company, and the Oracle Cloud infrastructure combines the elasticity and utility of public cloud with the granular control, security, and predictability of on-premises infrastructure. The company's mission is to help people see data in new ways, discover insights, unlock endless possibilities.

The episode covers how Oracle built a enterprise-level cloud partner infrastructure, how the company thinks about channel partners today, and the latest trends for channel chiefs.

Highlights of the conversation include:
  • How Oracle thinks about the cloud and enterprise
  • Why vendors need partners who focus on value creation, building on the cloud, and vertical integration
  • The shift in partner revenue from transactions to driving consumption
  • The long-term value of a developer-orientated approach vs. an infrastructure operations approach

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