Oracle Netsuite this week launched a partner engagement initiative that promises to both make it simpler for channel partners to successfully implement the company’s suite of enterprise resource planning (ERP) software and then rapidly scale deployments.
Announced at the SuiteWorld 2019 conference, the Suitelife partner engagement initiative makes available a raft of technical, marketing and sales support in a way that is easier to consume.
While many of these capabilities previously existed, they are now being unified in a way that makes it easier for new partners to close their first deal, says Harish Mohan, vice president of global strategy and international operations for Oracle NetSuite.
“It’s a more harmonized approach,” says Mohan.
Once a partner has been successful onboarded into the Oracle NetSuite channel program, they are then also exposed to the playbook that Oracle NetSuite employs to sell professional services as a subscription. Oracle NetSuite is encouraging partners to copy that playbook to drive their own professional services business using a subscription-based model, says Mohan.
Oracle NetSuite sells both direct and via channel partners. While that creates the potential for channel conflict, Mohan says the market opportunity in the small-to-medium business (SMB) sector that Oracle NetSuite focuses on is so large that channel conflict thus far is not an issue. At the same time, however, Oracle NetSuite at the top end of the midmarket does run into the ERP applications provided by its parent company, which focuses most of its efforts on larger enterprises.
Oracle NetSuite this week also announced SuiteSuccess, a set of pre-configured instances of its cloud applications that come with built in workflow tools and dashboards for tracking key performance indicators (KPIs). The goal is to take customers live using this instance of Oracle Netsuite cloud applications in less than 30 days.
In addition, Oracle NetSuite also upgraded its portfolio of analytics, e-commerce, accounting, human resources, supply chain, marketing and project management applications.
Overall, Oracle NetSuite clearly see the channel playing a major role in helping it address an applications market opportunity that is measured in billions of dollars. The most immediate challenge is making sure that partners that do sign on to the Oracle NetSuite channel program have the simplest experience possible landing their first deal.
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