Ecosystem alignment driving double-digit growth, says Oracle exec

Friday, December 30, 2011

Oracle's (Nasdaq: ORCL) Central America unit has been growing in the double digits over the last few years, above the going market rate, and it expects to continue doing so with the alignment of its partner ecosystem, César Trujillo, managing director at Oracle Central America, told BNamericas without providing hard figures.

"Central America operates principally via indirect mechanisms," he said. "We have partners with lots of experience working with us, and the challenge in Oracle, which is a corporation that provides many technological solutions, is having its partners assimilate these solutions and incorporate them in their solutions portfolio, in order for them to provide that value to the customer."

"So it's been an alignment of the ecosystem. Ensuring that all elements involved in a sales process are well understood in terms of the value proposal and so that they're well synchronized." Oracle Central America has about two or three high-profile partners per country, Trujillo noted.

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Business in Central America is being driving principally by three verticals, he added - telecommunications, particularly in Costa Rica; governments in Panama, Costa Rica and Guatemala; and the banking and financial sector where "they're looking for technology like CRM, which allows for a 360-degree view of the customer."

Calling Central America the "land of opportunities," Trujillo said the region no longer has the gap it once did with more developed regions like Europe and the US when it comes to technology adoption.

"Globalization means that any solution that may be launched is automatically being analyzed by clients on all levels throughout the region," he said. "That's brought a much more agile dynamic in terms of business generation, because the clients begin to dissect and analyze how all of these global solutions can contribute to their business."

In a similar light, when it comes to cloud technology, while companies throughout Central America are evaluating the solution, "perhaps it's taken a bit longer in terms of implementation. The leaders in this process have been the transnational firms, which bring standards and best practices to move in that direction. But there are many companies and government agencies that are considering cloud solutions," Trujillo added.