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November 2, 1999

Oracle Starts Mid-Market Push in Earnest

By CBR Staff Writer

Oracle Corp says it expects to win another 2,000 customers out of 12,000 UK mid-market firms in the next year via partnerships with systems integrators. Oracle already claims around 5,000 firms in the space, and says that 46% of firms with Windows NT servers and 60% with Unix use its databases, but expects to drive revenue from new customers and pile applications, tools and consultancy onto its existing customer list.

Oracle set up the Oracle Partner Programme in August last year to drive mid-market sales and yesterday its UK division unveiled the first firm to be certified as a systems integrator and consultant, Hungerford-based Midas Computer Software Ltd.

Oracle will look to set up around 70 similar partnerships in Europe over the next year, including six to ten in the UK. The idea is to plumb the mid-market sector, companies with revenue between $25m and $250m, through integrators who will be self-sufficient, dedicated primarily to Oracle and have expertise in particular vertical markets. Only systems integrators which specialize in Oracle services will be admitted to the partner club. Midas, for example, has reference sites in the transport, media, telecoms, energy and retail sectors.

The Redwood Shores, California software firm will help implementors with joint business planning and a $10,000 package in marketing, 15 days of technical training and sales training. Partners also get free software upgrades and 24 hour telephone support.

Worldwide, the sector is worth $12bn, says UK channel marketing manager Jenny Tomblin, and it is growing at over 10% a year.

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