Caselet Code : CLSDM006
Publication date : 2005
Subject : Sales and Distribution Management
Industry : Software
Length :
 4 Pages
Price :  Rs. 100 (Detailed Pricing Info)

To download this short case study (No. CLSDM006) click on the link below, and select from the list:

» Sales and Distribution Management Caselets

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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.

Issues:

» Reasons behind channel conflict
» Methods of managing channel conflict
» Challenges in channel management in case of a takeover/merger
 
Key words:

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

Questions for Discussion:

1. Oracle implemented many new programs and strategies to reduce channel conflict and promote a better image in the reseller/partner community. What were the issues that Oracle faced with its direct and indirect sales force? Analyze the measures taken by the company to resolve these issues.

2. The acquisition of PeopleSoft by Oracle has resulted in a huge partner base which has to be maintained and managed effectively. In your opinion, what would be the new concerns of Oracle after the takeover, with respect to the expectations of channel partners?