Oracle's journey into Eastern Europe's mid-market businesses through a partner network, a journey of inspiration, frustration and celebration. Outline: A book to capture the strategy and it's execution for engaging the Oracle partners in the European Eastern & Central region against the mid market during the 2004 / 2007 period. Purpose: It is intended to o7er an insight into the innovative way in which Oracle approached the SMB market in the region by collaborating with partners and using direct marketing techniques. It is a detailed case study of the business processes that were adopted by the Oracle team to reach their goals. In contrast to a conventional Best Practice Guide, this book tells the story of the design of the business strategy, the internal buy-in and the implementation of that strategy as a story using fictional characters. The book outlines the strategy and the decision made by senior executives with Oracle to penetrate the market through...

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