Monday Morning Impact – April 1
Microsoft and Oracle Expand Oracle Database Partnership
Microsoft Corp. and Oracle are adding additional regions to their Oracle Database@Azure collaboration, thereby bringing the total planned multicloud availability footprint to 15 regions globally.
Customers can now place orders in the Microsoft Azure Germany West Central region in Frankfurt. This marks the debut of Oracle Database@Azure in Europe, and the second region after Microsoft Azure East US general availability in December 2023.
The service will further run in the Australia East, Brazil South, Canada Central, France Central, Central India, Italy North, Japan East, Southeast Asia, Sweden Central, United Kingdom South, Central United States, South Central United States, and United Arab Emirates North cloud regions.
“Bringing Oracle Database@Azure to Europe will enable customers in the region to locally employ Oracle database services running on OCI hardware deployed in Azure datacenters for the first time,” said Microsoft CVP Azure Infrastructure Product and Design Erin Chapple. “The expansion of our collaboration with Oracle demonstrates our mutual commitment to help customers streamline the migration of workloads to the cloud so they can combine the best of Oracle with the breadth of Microsoft cloud services, like Azure AI, to empower business innovation.”
“We have embraced the tremendous global customer demand for Oracle Database@Azure and are hence announcing five additional regions to the road map today,” said Karan Batta, senior vice president, Oracle Cloud Infrastructure. “We are energized by the Global 500 companies in financial services, healthcare, manufacturing, oil and gas, pharmaceuticals, and more that are already utilizing Oracle Database@Azure. The increased uptick in demand and emerging and unified use cases across OCI and Microsoft Azure demonstrate just how important the multicloud deployments are for our joint customers.”
Benefits include simplified options for migrating Oracle databases to the cloud, including compatibility with migration tools such as Oracle Zero-Downtime Migration. Customers and their partners can also build new cloud-native applications using OCI and Azure technologies, including Azure development and AI services.
Channel Impact®
The Microsoft and Oracle partnership enables enterprises and their partners to deliver Oracle services through Azure’s console. Adding additional locations is expected to expand the footprint for services to enterprises moving their mission-critical workloads to the cloud.”
Juniper Networks Introduces Updated Partner Program for AI
Juniper Networks has rolled out the next evolution of its global partner program, adding new elements to help partners leverage AI in their managed service offerings.
As part of the initiative, the Sunnyvale, California-based company has introduced a new “Partner Assured” designation to provide partners who have rich Juniper practices with third-party validation of their skills. The new Advisor designation rewards partners for influencing customer decisions and optimizing customer success.
Juniper is also adding acknowledgement of partners’ vertical expertise, allowing recognition for those with vertical GTM motions and demonstrated proficiency that meet these unique customer demands.
Other benefits include account mapping, GTM concierge services, dedicated planning, and a dashboard that consolidates Juniper partner deals, quotes, and marketing leads, streamlining the deal registration process and enabling partners to respond in two hours or less for 80 percent of commercial deals and six hours or less for strategic deals of less than $250K.
“By offering world-class partner programs alongside a suite of innovative and secure AI-Native Networking solutions, Juniper sets the foundation for partners to unleash their value, speed and scale,” said Gordon Mackintosh, Group Vice President of the Juniper Partner Organization.
Channel Impact®
By equipping partners with additional program features Juniper hopes to expand its partner ecosystem, maximize profitability, and lower operational costs.
Barracuda Expands Channel Program for Enhanced Partner and Distributor Profitability
Barracuda Networks, Inc., a Campbell, California-based security company, has announced new enhancements to its partner program aimed at increasing partner margin and profitability and expanding technical enablement for channel partners and distributors.
To that end, global partner compensation models have been updated to include new discounts and rebates for top-tier partners as well as the expansion of internal offerings to create more partner opportunities. Distributor compensation has been similarly adjusted.
The company has also added four new partner technical certification courses and expanded technical enablement resources. This includes enhancements enabling partners to build customized, trackable links to the Barracuda Email Threat Scanner and access reporting on their customer scans.
“As a 100% channel-focused company, we strive to put ourselves in our partner’s shoes to understand their unique perspectives better and deliver on their requirements,” said Jason Beal, Vice President of Worldwide Partner Ecosystems. “Just three months after launching our global Partner Success program, we are excited to announce key enhancements to the program that will enable our partners to maximize their success through the partner multiplier, leading to greater profitability when they go to market with Barracuda.”
The Barracuda Partner Success Program was launched in December 2023 with the goal of supporting multiple routes to market, including resale, MSP, and marketplaces.
The company is also introducing a new Premier-level rebate for top-tier partners. The new rebate program is structured around the customer success framework of the LAER model: land, adoption, expansion, and retention and renewal, to help drive partner profitability. The rebate program rewards partners for achievement of landing new customers, improving full adoption of product functionality by customers, expanding offerings across the Barracuda portfolio, and retaining customers through renewals support.
Channel Impact®
New investments in the Barracuda Partner Success Program include more favorable partner and distribution compensation models, including discounts and rebates, and expanded technical enablement and resources.
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