Learn how Oracle used assessment tools and support from CMI Assessments to improve its bottom line. Read the case study results.
The Challenge
The channel partner program at Oracle grew substantially as a result of a robust acquisition strategy initiated by Larry Ellison, Founder and CEO. The number of Oracle channel partners under the command of the Oracle U.S. Channel Officer had skyrocketed from approximately 300 to over 19,000. This posed a dilemma.
Which channel partners had the sales skills and leadership attributes to warrant incremental Oracle investment?
The potential for misallocation of resources was troubling. In addition, Oracle executives wanted to ensure they were properly supporting their best and brightest channel partners. CMI Assessments stood poised to assist.
The Solution
Oracle’s Chief Channel Executive commissioned CMI Assessments to launch the Oracle Partner Leadership Program.
By synthesizing the data collected, Oracle Partner Leadership Program participants have the intelligence to evaluate their firm’s sales skills and leadership attributes relative to other successful Oracle partners, as well as other high tech professionals.
“A critical objective to achieve this fiscal year is helping our partners leverage the larger Oracle ecosystem to strengthen their business,” said Oracle Senior Vice President, North America Alliances and Channels, Rauline Ochs.
The Result
Ochs was awarded Channel Executive of the Year at the XChange conference in Orlando.
CMI Assessments was honored to provide the matrix for Ochs’ program. The award was presented on behalf of VARBusiness, CRN, the Institute for Partner Education & Development and the XChange Group, all part of CMP Technology’s Channel Group. CMP Channel president Robert Faletra and vice president/editorial director Robert DeMarzo presented Ochs with the distinguished award.
The Oracle Partner Leadership Program launched by CMI Assessments successfully scaled to serve Oracle partners in 35 Eastern European countries
