Oracle is setting aside $1 billion over the next four years for the systems integrators, software vendors, resellers and other firms that build on and sell its products. Oracle said the money is meant to help those partners win business from customers who want AI-powered products and services.
The company announced the commitment on Friday at Oracle AI World in Las Vegas. The money goes into new and expanded benefits in the Oracle PartnerNetwork (OPN), with planned spending on training and certification, development, testing and demonstration environments, cloud migration funding, go-to-market collaboration and selling through Oracle Marketplace. Oracle didn’t say how the $1 billion will be divided among those areas, and every benefit is subject to program terms and eligibility requirements.
“Our partners extend our sales reach, expand our delivery capacity, and bring their own innovation and investment to help customers address evolving business needs,” Mark Hura, president of Oracle Global Field Operations, said in the announcement.
Where the money is supposed to go
Oracle sorted the spending into four areas. Partners building their own products get dev/test environments, technical guidance and integration validation for applications, accelerators and AI agents that run on Oracle technology. On the sales side, Oracle lists joint sales and marketing work, demo environments, and funding and incentives for eligible opportunities. Delivery support covers migration resources and advisory help with implementations and database modernization. The last bucket is about what happens after a deployment goes live, and it includes a tool called Oracle AI Success Navigator.
“Our partners have different business models, capabilities, and growth ambitions, and our investment is designed to support that diversity,” said Leah Yomtovian, senior vice president of Partner, Sales, and Operations Strategy at Oracle.
The partner push comes two days after Oracle announced its AI Agent Studio for Industry Applications, a no-code and low-code environment for building industry-specific agents that Oracle plans to make available in the U.S. within 12 months.
What changes for software vendors
A companion announcement on Friday was aimed at independent software vendors selling through Oracle Marketplace. Oracle raised the share of a customer’s eligible Universal Credits commitment that can be spent on qualifying Marketplace purchases, so buyers can put cloud budget they’ve already committed toward partner products. A co-sell program called Marketplace Private Offers Co-Sell pairs eligible ISVs with Oracle sellers on qualified deals, and Multi-Party Private Offers let an ISV, an authorized reseller and a U.S. customer build a single customized transaction.
Multi-Party Private Offers are available now in the U.S., Spain and Brazil, with more European Union countries planned by the end of the year. Marketplace purchasing is also coming to India and Japan. Partner-built agents get a Marketplace route too: Oracle said Fusion Applications AI Agents give Fusion Cloud customers access to partner-built agent templates that Oracle has validated.
Stuart Wilson, IDC’s worldwide vice president for partnering ecosystems, alliances and channels, said in Oracle’s release that “partners increasingly want access to customers, seller collaboration, flexible commercial models, and the ability to align with enterprise procurement preferences.”
Fortinet, Pipefy and RackWare were among the partners Oracle quoted. “Oracle Marketplace opens the door to building joint solutions, rather than just executing joint transactions,” said Andre Agra, CFO and EVP of strategic alliances at Pipefy.
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