Abstract

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.

Learning Objectives

The case is structured to achieve the following Learning Objectives:

• Reasons behind channel conflict
• Methods of managing channel conflict
• and Challenges in channel management in case of a takeover/merger.

Keywords

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