Oracle aiming to triple number of channels, partners in 3 years

Tuesday, December 6, 2011

Oracle (Nasdaq: ORCL) intends to triple its number of channels and partners in Latin America over the next three years, the company's Latin America senior VP, Luiz Meisler, announced.

During a keynote address at Oracle's OpenWorld Latin America conference, being held in São Paulo, Meisler said more than 50% of operations in Latin America are already carried out through partners. However, he did not disclose the current size of the company's regional channels network.

Nevertheless, Meisler revealed that at least 40 key clients in the region are considered as "strategic," where accounts are handled individually by an Oracle analyst.

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In the second tier is the enterprise accounts layer, where an Oracle analyst is responsible for a group of three accounts.

"Finally, there are the rest of our clients, mainly SMEs, with whom we tend to work through partners and channels, though we also operate with some of them directly," Meisler said. "These operations are vital to our business in Latin America, and that's why we're seeking to increase them."


Meisler said Oracle's main regional business verticals are concentrated in financial services, including banks Banco do Brasil and Bradesco; telecom companies (Vivo, TIM and Oi, as well as Mexico's América Móvil; and retail segment, with companies such as Pão de Açucar and Renner.

The executive also noted some particularities depending on the market.

In Argentina, for instance, the executive identified the agribusiness segment as a particularly important vertical to Oracle, and also highlighted partnerships with the government and the public sector.

Regarding Brazil, Meisler underlined increasing businesses in the oil and gas and infrastructure segments as well, with Petrobras and Odebrecht featuring as top clients.

He also said the company is looking to strengthen operations through its development centers in Brazil, Argentina and Chile.


Concerning regional big data strategies, Oracle's enterprise architecture and solutions VP, Eduardo Carlos López, confirmed that the company is currently deploying solutions in three major companies from Latin America's telecom segment.

Despite that the company is in quiet period, during which figures and numbers are not disclosed, Meisler said Brazil alone represents 45% of Oracle's Latin American revenues, while revenues from Mexico, the company's second largest market in the region, amount to half of Brazil's participation.