Oracle NetSuite builds out partner ecosystem in ANZ

Enterprise business management software provider Oracle NetSuite is broadening its channel strategy beyond traditional resellers to build a comprehensive ecosystem that addresses evolving business challenges.

Tony Field, Oracle Netsuite's general manager of channel and ecosystems ANZ, laid out the strategy for Techpartner.news.

"From a partnering strategy, we're traditionally being very focused on what we call our solution providers and alliance partners - essentially our reseller partners and implementation partners who co-sell with our direct teams," Field said.

"In the last 12 months, what we've done across Australia and New Zealand is expanded our team - but what we're really focusing on now, and we're still focused on those two [solution providers and alliance partners] of course, they're very important to us, but we're building out that ecosystem."

The expansion includes new relationships with advisory partners, business process outsourcing (BPO) partnerships, associations, and private equity firms.

NetSuite has already established strategic partnerships with the National Retail Association, Supply Chain Logistics Association of Australia, and Master Builders Association.

"So we're really building out that entire ecosystem, which we haven't done previously," Field said.

"That's been the big change for us in the past 12 months."

Field explained that these new connections help NetSuite address broader business concerns beyond implementation, including environmental, social, and governance (ESG) compliance - a significant issue with mandatory reporting requirements in Australia.

The initiative aims to create a larger community with different levels of expertise rather than focusing solely on NetSuite implementations.

Field emphasised that the goal is to add value across the entire partner network and for existing customers and prospects.

For complex integration requirements, NetSuite relies on tenured partners like Fusion5 and Annexa, who have 20 years of experience with the platform.

"We have our SDN partners like Celigo who can provide that software to assist in that integration as well," he said.

"But for those complex integration requirements, we leverage our solution providers, alliance partners, and of course we have our own professional services team as well."

Globally consistent partner programs

Field highlighted that the Netsuite partner programs in Australia and New Zealand are identical to those available globally.

Unlike some vendors who offer reduced options in smaller markets, NetSuite provides consistency worldwide.

"We're not creating new programs here in Australia because we are obviously leveraging global programs, but we are one of the first outside of the US to take advantage of, as I said, advisory program, the PE programs and things like that," Field said.

"We have consistency across the globe when it comes to our programmes."

Field sees the expanded partner programme as an opportunity to increase brand awareness while adding value through industry-specific expertise.

"We want to be seen as solving business problems with what we can do with NetSuite, but then adding value beyond that as well across the community," he said.

"We want to grow, we want to do more of course - and hence we see this as an opportunity to engage more, get the brand out there, get the word out there, leveraging our relationships with associations and their member base.

"But it's also adding value in terms of associations; it's adding value to their member base by putting in other experts from our advisory program for example, who can talk about different pain points."