OracleAs Regional Vice President of Sales - Emerging Partners at Oracle, I identified a critical gap in our partner ecosystem: newly signed VARs, Alliances, GSI, and BPO partners were churning within their first year due to a lack of enablement and go-to-market support, with attrition rates as high as 60%. Recognizing the revenue and relationship cost of this problem, I pitched and built an Emerging Partnerships accelerator — a structured two-year incubation model designed to retain new partners and turn them into measurable sources of resell and co-sell revenue.
To bring the program to life, I partnered with Global Sales Productivity to design a 24-month curriculum built around milestone-based enablement, demo proficiency, and sales and implementation checkpoints. Each new VAR was assigned a dedicated support pod — a fractional SDR, solution engineer, strategy lead, marketing resource, and named channel sales rep — and I worked with sales leadership to build co-sell playbooks specific to the program. I also secured executive sponsorship to fund dedicated headcount and MDF, launching the first cohort with 40 partners.
The results were immediate and significant: within 12 months, partner attrition dropped from 60% to under 8%, and the first cohort generated $3.6M in resell ARR. Over the full 36-month arc, the accelerator scaled the model from $0 to $23M in resell ARR and $29M in co-sell partner-influenced revenue, while the active cohort grew to 60 partners as participants graduated or rotated out. The program's success led Oracle to adopt it as the standard global onboarding model for the GBU, and I presented the results directly to the executive leadership team.</description>
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