伙伴关系
Oracle 发布 AI世界四年合作伙伴生态系统投资
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Oracle 宣布于2026年10月23日对其伙伴生态系统承诺10亿美元，揭晓了拉斯维加斯的Oracle AI World的四年投资。 这项承诺包括新的和扩大的Oracle伙伴网络效益和激励措施，包括计划投资于培训和认证、技术授权、开发、测试和示范环境、云移资金、上市合作以及通过Oracle市场实现商业化。
Oracle 称投资旨在扩大合作伙伴开发解决方案的机会，建立专业知识，提供客户支持企业转型所需的技术和服务，并帮助合作伙伴利用客户对AI驱动解决方案和服务的需求。
该公司的伙伴生态系统包括系统集成商、独立的软件供应商、云和经管理的服务提供商、增值分销商、转售商和咨询公司。 在整个Oracle融合应用程序、Oracle数据库、Oracle云基础设施以及相关的人工智能服务中，这些合作伙伴以不同的方式做出贡献，从制定互补解决方案到提供咨询、执行和管理服务。
称 Mark Hura, Oracle全球外地业务总裁。 “通过Oracle伙伴网络，我们正在加强我们的能力，以达到更多的客户，大规模提供解决方案，并加速创新和商业成果。”
四个投资领域
Oracle PartnerNetwork给予合作伙伴选择支持其业务战略和增长优先事项的效益，激励和资源的灵活性，Oracle正在将其对方案的投资扩展到四个领域。
在第一条下，建设差异化的供货，Oracle提供开发和测试环境，技术指导，和集成验证，使合作伙伴能够将其产业专业知识和知识产权与Oracle技术相结合，开发专门的应用，集成，加速器，以及AI agents.
第二，与Oracle的销售和增长、销售和营销合作、示范环境、合格资金和奖励办法帮助合作伙伴展示其解决方案并寻求新的商业机会。 培训、认证、专门知识确认和Oracle市场帮助合作伙伴区分和商业化其服务。
第三个领域是充满信心地交付，包括培训和赋能、移徙资源和咨询服务，以帮助合作伙伴规划和执行客户参与，并有支持应用实施、数据库现代化、整合和云服务的工具和方法。 第四，推动持续客户成功，提供工具和资源，包括Oracle AI成功导航，供合作伙伴在初始部署后支持客户，并帮助推动采用新能力。
Oracle的销售和业务战略伙伴高级副总裁Leah Yomtovian, Oracle的投资旨在支持合作伙伴不同的商业模式、能力和增长抱负，让他们在如何建设、销售和交付Oracle方面有更多的选择和灵活性。 所有福利和奖励措施都必须遵守适用的方案条款和资格要求。
Oracle 市场增强
在同日于Oracle AI World的相关公告中，Oracle详细介绍了对Oracle Marketplace的增强，称通过将合作伙伴发展和交付的资源与销售机会联系起来来补充伙伴生态系统承诺。
Oracle增加了客户符合资格的通用信贷承诺中可以适用于符合资格的市场购买的部分，通用信贷的上市为符合资格的客户提供了另一种补充其符合资格的采购的信用余额的方法。 Internetplace Profession Co-Sell将符合条件的独立软件供应商与Oracle销售商联系到合格的客户机会上，Oracle销售商也可以主动定位ISV解决方案，以满足具体的客户需求，包括专门的行业需求。
市场私人提供商让符合资格的ISV直接与客户谈判定价，条件和合同期限，而符合资格的付费上市的计费则支持基于用法的定价，使客户支出与消费一致。 多方私人提供使ISV，经授权的转售商和美国客户合作进行单一定制的交易，让ISV通过转售商网络扩展其覆盖范围，而客户通过他们首选的参与转售商购买。
斯图尔特·威尔逊(英语：Stuart Wilson, Worldwide Departments)，全球合作生态系统，联盟和渠道的副总裁，在IDC，称的合作伙伴越来越希望获得客户，卖方合作，灵活的商业模式，以及符合企业采购偏好的能力。
包括Fortinet、Pipefy和RackWare在内的合作伙伴强调了 " 市场私人提供商 " 如何通过量身定制的商业条款、简化采购和使用符合资格的Oracle云承诺支持客户采购。 “企业客户希望以灵活的方式购买和部署支持其商业需要的解决方案，”
Oracle正在向印度和日本扩大市场采购范围，现在在美国、西班牙和巴西提供多方私人提供，计划在2026年年底前在欧洲联盟其他国家提供。 Fusion Application AI Agents给Oracle Fusion Cloud Application 客户访问Oracle-验证，合作伙伴打造的AI agent模板扩展了现有的商业工作流程，Oracle正在将其产业协调策略推广到健康，零售，招待方面的市场。
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Partnerships
Oracle Unveils Four-Year Partner Ecosystem Investment at AI World
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Oracle announced a $1 billion commitment to its partner ecosystem on October 23, 2026, unveiling the four-year investment at Oracle AI World in Las Vegas. The commitment encompasses new and expanded Oracle PartnerNetwork benefits and incentives, including planned investments in training and certification, technical enablement, development, testing and demonstration environments, cloud migration funding, go-to-market collaboration, and commercialization through Oracle Marketplace.
Oracle said the investment is intended to expand opportunities for partners to develop solutions, build specialized expertise, and deliver the technology and services customers need to support business transformation, and to help partners capitalize on customer demand for AI-powered solutions and services.
The company’s partner ecosystem includes systems integrators, independent software vendors, cloud and managed service providers, value-added distributors, resellers, and advisory firms. Across Oracle Fusion Applications, Oracle Database, Oracle Cloud Infrastructure, and related AI services, those partners contribute in different ways, from developing complementary solutions to providing advisory, implementation, and managed services.
“Our partners extend our sales reach, expand our delivery capacity, and bring their own innovation and investment to help customers address evolving business needs,” said Mark Hura, president of Oracle Global Field Operations. “Through the Oracle PartnerNetwork, we’re strengthening our ability to reach more customers, deliver solutions at scale, and accelerate innovation and business outcomes.”
Four Investment Areas
The Oracle PartnerNetwork gives partners flexibility to select benefits, incentives, and resources that support their business strategies and growth priorities, and Oracle is expanding its investments in the program across four areas.
Under the first, building differentiated offerings, Oracle provides development and testing environments, technical guidance, and integration validation so partners can combine their industry expertise and intellectual property with Oracle technology to develop specialized applications, integrations, accelerators, and AI agents.
Under the second, selling and growing with Oracle, sales and marketing collaboration, demonstration environments, and eligible funding and incentives help partners showcase their solutions and pursue new business opportunities. Trainings, certifications, expertise recognition, and Oracle Marketplace help partners differentiate and commercialize their offerings.
The third area, delivering with confidence, covers training and enablement, migration resources, and advisory services to help partners plan and execute customer engagements, with tools and methodologies supporting application implementations, database modernization, integration, and cloud services. The fourth, driving ongoing customer success, supplies tools and resources, including Oracle AI Success Navigator, for partners to support customers beyond initial deployment and help drive adoption of new capabilities.
Leah Yomtovian, senior vice president of Partner, Sales, and Operations Strategy at Oracle, said the investment is designed to support partners’ different business models, capabilities, and growth ambitions by giving them greater choice and flexibility in how they build, sell, and deliver with Oracle. All benefits and incentives are subject to applicable program terms and eligibility requirements.
Oracle Marketplace Enhancements
In a related announcement the same day at Oracle AI World, Oracle detailed enhancements to Oracle Marketplace that it said complement the partner ecosystem commitment by connecting resources for partner development and delivery with opportunities to sell.
Oracle increased the portion of a customer’s eligible Universal Credits commitment that can be applied to qualifying Marketplace purchases, and Universal Credit top-ups give eligible customers another way to replenish their credit balances for qualifying purchases. Marketplace Private Offers Co-Sell connects eligible independent software vendors with Oracle sellers on qualified customer opportunities, and Oracle sellers can also proactively position ISV solutions to address specific customer needs, including specialized industry requirements.
Marketplace Private Offers let eligible ISVs negotiate pricing, terms, and contract durations directly with customers, while metered billing for eligible paid listings supports usage-based pricing that lets customers align spending with consumption. Multi-Party Private Offers enable ISVs, authorized resellers, and US customers to collaborate on a single customized transaction, letting ISVs extend their reach through reseller networks while customers buy through their preferred participating reseller.
Stuart Wilson, worldwide vice president of partnering ecosystems, alliances and channels at IDC, said partners increasingly want access to customers, seller collaboration, flexible commercial models, and the ability to align with enterprise procurement preferences.
Partners including Fortinet, Pipefy, and RackWare highlighted how Marketplace Private Offers support customer purchases through tailored commercial terms, simplified procurement, and the use of eligible Oracle cloud commitments. “Enterprise customers want flexible ways to purchase and deploy solutions that support their business needs,” said Colby Calonica, vice president of global sales at RackWare.
Oracle is expanding Marketplace purchasing to India and Japan and now offers Multi-Party Private Offers in the United States, Spain, and Brazil, with availability in additional European Union countries planned by the end of 2026. Fusion Applications AI Agents give Oracle Fusion Cloud Applications customers access to Oracle-validated, partner-built AI agent templates that extend existing business workflows, and Oracle is extending its industry-aligned strategy to Marketplace in health, retail, and hospitality.
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