Oracle Sales Force Reorg Finally Bears Fruit

By Lisa Vaas  |  Posted 2003-12-17 Email Print this article Print
 
 
 
 
 
 
 

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The company's second-quarter profit gains point to an improving economy, a more effective Oracle sales force and proliferating RAC.

Oracle Corp.'s recently reported 15 percent leap over year-ago net income means that the company's yearlong sales force reorganization effort is finally bearing fruit, according to one financial analyst.

"The main take-away [from Monday's earnings report] is that Oracle is improving its sales execution on the database side and, most importantly, on the applications side," said Cheng Lim, a research analyst at Fulcrum Global Partners LLC, in New York.

Of course, it also means that spending on IT is improving, Lim said. But the sales reorg is key to driving profits, Lim said.

At its AppsWorld conference in January, Oracle Chief Financial Officer Jeff Henley announced that salespeople would henceforth sell either database and other infrastructure technology or applications, but that overall account management would come to an end.

Selling all the different options of the company's meat-and-potatoes database product—particularly RAC (Real Application Clusters) and partitioning—drove the success of the second quarter, he said.

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Lisa Vaas is News Editor/Operations for eWEEK.com and also serves as editor of the Database topic center. Since 1995, she has also been a Webcast news show anchorperson and a reporter covering the IT industry. She has focused on customer relationship management technology, IT salaries and careers, effects of the H1-B visa on the technology workforce, wireless technology, security, and, most recently, databases and the technologies that touch upon them. Her articles have appeared in eWEEK's print edition, on eWEEK.com, and in the startup IT magazine PC Connection. Prior to becoming a journalist, Vaas experienced an array of eye-opening careers, including driving a cab in Boston, photographing cranky babies in shopping malls, selling cameras, typography and computer training. She stopped a hair short of finishing an M.A. in English at the University of Massachusetts in Boston. She earned a B.S. in Communications from Emerson College. She runs two open-mic reading series in Boston and currently keeps bees in her home in Mashpee, Mass.
 
 
 
 
 
























 
 
 
 
 
 

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