Oracle Using 'Tactics' Rather than 'Strategy' for SMBs, say Competitors

Ann All

Who's afraid of big, bad Oracle and its efforts to crack the SMB market?


Not incumbent vendors like Microsoft and SMB specialist Sage Software -- or if they are, they aren't saying so publicly.


On the heels of new product releases geared to SMB needs -- notably Business Intelligence Standard Edition One -- Oracle recently announced a couple moves that should help it cozy up to the VARs that will be key to winning SMB market share: a sales option that will allow VARs selling certain products to avoid the partner fees usually associated with selling Oracle products, and a simplified ordering process for those products.


Vendors like Oracle prize VARs, according to a recent Amazon Consulting survey in which respondents ranked VARs as the most strategic of 13 sales channels.


But executives from both Microsoft and Sage Software interviewed in a recent eWEEK story described Oracle's actions as "tactics" vs. a real SMB strategy.


Big vendors like Oracle "don't bring the right mix of products and services at the right price delivered by the right types of people," says the Sage Software exec.

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