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 Massive Oracle sales re-org to accelerate cloud

Oracle Rumor's...Rumorscout writes "Oracle is restructuring sales to make more money from cloud, with industry chat claiming layoffs are expected after the end of May. From Oracle’s new fiscal year, starting June 1, each Oracle customer...

...will have a single account manager – instead of multiple managers for each Oracle product they use.

The re-org has been described as Oracle’s biggest for a decade. From the start of June there will be one account manager for each of Oracle’s Pillar products – database, middleware, BI and hardware. Pillar sales engineers are, as a result, being chopped and will be replaced by a breed of Oracle employee currently in short supply – enterprise cloud architects.

The exact size of the cuts is uncertain, but one report has Oracle preparing to cut up to two-thirds of its current sales force as soon as this summer. Oracle has a total head count of 136,000.

One Reg source close to Oracle said he was unaware of cuts, but confirmed the re-organisation would take place after the current, fourth quarter closes on May 31.

Word on the street has it that sales of Oracle’s traditional on-premises products to customer accounts deemed “mid-sized” are being handed over to Oracle Digital – the rebranded Oracle Direct. Oracle’s measure of mid-size varies from country to country, but generally covers the 100-150 accounts outside its top 35.

Accounts in this 100-150 bracket have up to now been served by Pillar Sales. This will now change.

Oracle Digital has offices in Dublin, Amsterdam and Malaga.

The change will not affect the major 35 accounts, as field sales will continue to handle them – although a few more accounts will likely be swept into the “major” category following the change. Such accounts offer Oracle the largest potential in re-occurring revenue – between them, they each hand $5.45m-$10.9m (€5m-€10m / £4.24m-£8.47m) to Oracle over a five-year period.

In an attempt to win more cloud business, Oracle is also recruiting heavily from its competition. It’s plucking both sales and engineering support staff from AWS, Google Cloud and Microsoft Azure.

Author: Gavin Clarke
Source: https://www.theregister.co.uk/2017/05/03/oracle_sales_reorganisation/"

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