Oracle Corporation - Managing Channel Conflict*

            


Details

Case Code : CLSDM006
Publication date : 2005
Subject : Sales and Distribution
Industry : Software
Length : 04 Pages
Price : Rs. 100

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Key words:

Oracle, Software, Direct Sales, Vendors, Channel Partners, Engagement Rules, Conflict, VARs, Enterprise Account, Lead Registration

Note

* This caselet is intended for use only in class discussions.
** More comprehensive case studies are priced at Rs.200 to Rs.700 (US $5 to US $16) per copy.

 


Abstract: ICMR India ICMR India ICMR India ICMR India RSS Feed

This caselet describes the conflict between the direct sales force and the channel partners of Oracle Corporation (Oracle). It gives the reasons behind such conflicts and discusses the measures that Oracle adopted to reduce such conflicts. While Oracle was still trying to improve its image with the resellers, it took over PeopleSoft, another software company. The caselet also mentions the apprehensions of the partners over this new development.

Issues:

» Reasons behind channel conflict
» Methods of managing channel conflict
» Challenges in channel management in case of a takeover/merger

Introduction

Oracle Corporation (Oracle), one of the leading software companies in the world, commenced its operations in the year 1977. It released its first database program compatible with both mainframe and desktop computer systems in 1979.

By 2004, Oracle had five business segments encompassing the software and services businesses...

Questions for Discussion:

1. Oracle implemented many new programs and strategies to reduce channel conflict and promote a better image in the reseller/partner community. What were the issues that Oracle faced with its direct and indirect sales force? Analyze the measures taken by the company to resolve these issues.

2. The acquisition of PeopleSoft by Oracle has resulted in a huge partner base which has to be maintained and managed effectively. In your opinion, what would be the new concerns of Oracle after the takeover, with respect to the expectations of channel partners?


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