The Middle East and Africa (MEA) region is witnessing a surge in growth in business technology, particularly in the realm of cloud computing and innovation. As the global economy faces political turmoil and economic uncertainties, the MEA region, anchored in Dubai, emerges as a thriving business hub.
Oracle, with its 35-year legacy in the region, recently showcased its commitment to customer relationships and solutions in the Oracle CloudWorld Tour Dubai. In an exclusive interview with edge/, Cherian Varghese, Senior Vice President, Technology, Middle East and Africa, Oracle elaborated on their longstanding presence in the MEA region which has fostered deep relationships with customers, a key advantage in a market where personal connections often play a crucial role. He also shed light on their key focus to the SMB market.
Human in the world of AI
Despite the dominance of artificial intelligence (AI), Oracle emphasises the importance of the human element, asserting that successful business transactions ultimately hinge on the people involved. Varghese said that this emphasis on the human touch is particularly pertinent in the context of the Small and Medium-sized Business (SMB) segment.
“While AI plays a significant role, it is ultimately human-AI collaboration that drives success. I believe it is the key driver of our growth in SMB business. While Oracle has a strong reputation in the enterprise segment, we recognise that the SMB market holds great potential for us,” he said.
The rapid adoption of Oracle Cloud in the region, coupled with the availability of local data centres, has provided Oracle with a first-mover advantage in the SMB market.
The company’s ability to pivot and move swiftly, particularly in the SMB space, is showcased through its proactive engagement with Independent Software Vendors (ISVs) and partners.
Recognizing the significance of Software as a Service (SaaS) applications in the SMB market, Oracle underscores its commitment to collaborating with smaller players. By fostering partnerships with local ISVs, Oracle aims to bridge the gap and reach SMBs at an early stage of development, propelling them towards Oracle Cloud solutions.
Oracle’s SMB strategy and unique selling points
Oracle acknowledges the challenges faced by SMBs, especially in terms of speed to market and limited resources. One notable challenge in the SMB market is the impact of inflation on costs, particularly in developing countries. To address this challenge, Oracle positions itself as a versatile solution provider, offering flexible billing options, pay-as-you-go models, and a diverse range of cloud services. The company’s focus on Universal Credits allows SMBs to navigate seamlessly across Oracle’s extensive technology stack.
“Oracle’s commitment to local billing in various currencies, even amidst inflation challenges in certain countries, demonstrates its adaptability to regional economic nuances. The company’s extensive network of entities across the MEA region, including 13 in Africa, further facilitates local billing and strengthens its connection with customers,” said Varghese.
Renewal rates and customer expansion are key metrics Oracle monitors closely, indicating the success of its customer-centric approach. The shift from one-time purchases to annual contracts and the increasing trend of expansions during renewals showcase the growing trust and satisfaction among SMB customers.
