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Oracle wants to be BI’s big boy

Oracle bought Hyperion and now it wants to sell it. Direct. Through partners. Just sell it.

Hyperion’s business intelligence (BI) products give the database giant a weapon to use against Business Objects, now owned by Oracle’s latest nemesis —  SAP.

On Tuesday’s channel partner call hosted by Oracle group vice presidents Tyler Prince and John Gray was to “sell, sell, sell Hyperion,” said one partner who listened in.

Another east coast Oracle partner was not on the call but confirmed that the BI push is on with Oracle. While many Oracle reseller and implementation partners say they see increased conflict with their vendor of choice, a select subset is getting much love: Oracle partners who also sell/support Business Objects.

Those partners have the BI expertise needed to implement sophisticated analytics at customer sites. And BI installations typically drag along a lot of services. This is not lost on Oracle. “For once the stars are aligned for us,” vis-a-vis Oracle, said this partner. Partners like him are in the catbird seat because they can help Oracle sell Hyperion, and chip away at the SAP/Business Objects dominance.

Barbara Darrow can be reached at

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