Close
  • Latest News
  • Big Data and Analytics
  • Cloud
  • Networking
  • Cybersecurity
  • Applications
  • IT Management
  • Storage
  • Sponsored
  • Mobile
  • Small Business
  • Development
  • Database
  • Servers
  • Android
  • Apple
  • Innovation
  • Blogs
  • PC Hardware
  • Reviews
  • Search Engines
  • Virtualization
Read Down
Sign in
Close
Welcome!Log into your account
Forgot your password?
Read Down
Password recovery
Recover your password
Close
Search
Logo
Logo
  • Latest News
  • Big Data and Analytics
  • Cloud
  • Networking
  • Cybersecurity
  • Applications
  • IT Management
  • Storage
  • Sponsored
  • Mobile
  • Small Business
  • Development
  • Database
  • Servers
  • Android
  • Apple
  • Innovation
  • Blogs
  • PC Hardware
  • Reviews
  • Search Engines
  • Virtualization
More
    Home Latest News
    • PC Hardware

    Getting a Head Start

    By
    eWEEK EDITORS
    -
    April 2, 2001
    Share
    Facebook
    Twitter
    Linkedin

      Compaq Computer and Oracle Corp. are about to jointly build a new base of faithful integration and consulting partners to push their combined product lines into midsize companies.

      That dual effort sets the stage for an increasingly heated battle among a number of giant vendors that focus on partners as a key piece of their go-to-market strategies.

      In recent months, IBM, Microsoft and Sun Microsystems all have targeted solutions providers that can focus on the middle market because none of them has the longstanding relationships or vertical focus necessary to sell into that space. But while they all consider that a vast untapped market, they are fighting for a limited number of partners and frequently are forced to share the same ones.

      Plans between Oracle and Compaq are still on the drawing board and revolve around an alliance between the two companies that was disclosed last June, but which largely went unnoticed because it was eclipsed by controversy involving Oracle sifting through Microsofts trash. The goal is to differentiate Oracles 9i database by including clustering technology developed by Compaq using its Tru64 Unix operating system running on Alpha processors.

      Shake Hands “This is all about channels development, training and awareness,” says Jacqueline Kahle, Compaqs VP of Unix marketing. “Weve each agreed to put $15 million a year into a joint development fund for the next three years.”

      Kahle says the two companies will begin developing a base of partners starting now, so that when 9i can be clustered—a development effort slated for completion by year-end—the partner base will be in place to bring it to market.

      At least a portion of the partner recruitment effort will fall on the shoulders of Compaqs midrange distributors, including Avnet and Pioneer.

      Compaq officials say that while the overall technology market is soft, this early effort will take advantage of a huge opportunity.

      “When you look at the projections for transaction volumes for e-business over the next three years, only 90 percent of the enterprise infrastructure is in place,” says Rick Frazier, VP of marketing at Compaqs business critical server group.

      Subtle Ironies The efforts by Compaq and Oracle could not be any richer in irony, however. Compaq bought Digital Equipment in 1998 largely because of its consulting group, but with PC prices continuing to plunge, it is banking more heavily than ever before on back-end technology developed by Digital. Still, to get there it will need a base of sophisticated midrange integration partners that Digital once owned, but which languished under the Compaq acquisition. Compaq focused instead on a high-volume reseller channel that secured its place in the PC marketplace.

      The irony gets even thicker. Compaq is now banking much of its future midrange push on the archrival to its old RdB database, which was developed by Digital. Its also banking heavily on a superfast version of Unix, which was developed by Digital even though former Digital CEO Ken Olsen repeatedly panned Unix as “snake oil.”

      Not Clusterphobic Oracle, meanwhile, has been schizophrenic about working with partners. At times it has relied on them, at other times it has competed directly with them. Nevertheless, the company now finds itself in need of a base of partners that can move its databases downstream from the Fortune 500. That, in turn, will open doors for Oracles process-management applications, which compete with the likes of PeopleSoft and SAP.

      Still, Compaq isnt putting all of its eggs in Oracles basket. Most of the clustering technology remains in the Tru64 Unix kernel and is not easily moved from one platform to another.

      “It isnt everything,” says Kahle. “We and Oracle have a common agenda. We want to move clusters up to 60 percent to 70 percent of all systems sold and make clustering easy.”

      Nor is Oracle betting the bank on its relationship with Compaq. In fact, Compaq executives say at least some of the clustering technology will end up on other platforms. But they add that Compaq is the only company that doesnt directly compete with Oracle. And just for added measure, Compaq intends to keep the crown jewels well hidden and protected by patents.

      eWEEK EDITORS
      eWeek editors publish top thought leaders and leading experts in emerging technology across a wide variety of Enterprise B2B sectors. Our focus is providing actionable information for today’s technology decision makers.

      MOST POPULAR ARTICLES

      Cybersecurity

      Visa’s Michael Jabbara on Cybersecurity and Digital...

      James Maguire - May 17, 2022 0
      I spoke with Michael Jabbara, VP and Global Head of Fraud Services at Visa, about the cybersecurity technology used to ensure the safe transfer...
      Read more
      Big Data and Analytics

      Alteryx’s Suresh Vittal on the Democratization of...

      James Maguire - May 31, 2022 0
      I spoke with Suresh Vittal, Chief Product Officer at Alteryx, about the industry mega-shift toward making data analytics tools accessible to a company’s complete...
      Read more
      Big Data and Analytics

      GoodData CEO Roman Stanek on Business Intelligence...

      James Maguire - May 4, 2022 0
      I spoke with Roman Stanek, CEO of GoodData, about business intelligence, data as a service, and the frustration that many executives have with data...
      Read more
      Applications

      Cisco’s Thimaya Subaiya on Customer Experience in...

      James Maguire - May 10, 2022 0
      I spoke with Thimaya Subaiya, SVP and GM of Global Customer Experience at Cisco, about the factors that create good customer experience – and...
      Read more
      Cloud

      Yotascale CEO Asim Razzaq on Controlling Multicloud...

      James Maguire - May 5, 2022 0
      Asim Razzaq, CEO of Yotascale, provides guidance on understanding—and containing—the complex cost structure of multicloud computing. Among the topics we covered:  As you survey the...
      Read more
      Logo

      eWeek has the latest technology news and analysis, buying guides, and product reviews for IT professionals and technology buyers. The site’s focus is on innovative solutions and covering in-depth technical content. eWeek stays on the cutting edge of technology news and IT trends through interviews and expert analysis. Gain insight from top innovators and thought leaders in the fields of IT, business, enterprise software, startups, and more.

      Facebook
      Linkedin
      RSS
      Twitter
      Youtube

      Advertisers

      Advertise with TechnologyAdvice on eWeek and our other IT-focused platforms.

      Advertise with Us

      Menu

      • About eWeek
      • Subscribe to our Newsletter
      • Latest News

      Our Brands

      • Privacy Policy
      • Terms
      • About
      • Contact
      • Advertise
      • Sitemap
      • California – Do Not Sell My Information

      Property of TechnologyAdvice.
      © 2021 TechnologyAdvice. All Rights Reserved

      Advertiser Disclosure: Some of the products that appear on this site are from companies from which TechnologyAdvice receives compensation. This compensation may impact how and where products appear on this site including, for example, the order in which they appear. TechnologyAdvice does not include all companies or all types of products available in the marketplace.

      ×