ALTIMATE knows that changing the way partners behave, think and work is never easy, but at the same time it is necessary to ensure they can increase revenues and accelerate growth as rapidly as possible. Helping resellers understand and appreciate the many benefits of OPN Specialized is vital and Altimate knows that the true goal of specialization is for partners to completely understand the relationship between themselves, Altimate and Oracle, to gain incremental business and to make more money.
"As an Oracle VAD, we don't just tell and train our key partners about specialized, we add genuine value through face-to-face meetings in which we explain the many benefits of specialization, help them to focus on the most appropriate areas of the Oracle technology stack, and then motivate them to work with us through smart incentives."
Patrice Viemont, Vice President, Strategic Alliances & Business Development
ALTIMATE believes it is critical to provide added value around Oracle technology and then ensure this is leveraged through the channel, grounded in real understanding. The VAD's unique OPN Specialized initiative is branded 'The Smart Way' and it comprises an administration and planning module, a certification module and a partner engagement module. The aim is to help partners get smart as well as specialized. This is approached by helping them understand the full proposition, maximise their use of the tools available, make the most of new business initiatives and sales plays and by motivating partners to be active about being specialized, thus achieving the full status.
Source : "Oracle 360° : VAD Showcase , featuring ALTIMATE."