LATAM

Channel partners key to meeting strong customer demand for independent advice and services for Oracle Java discovery , license management and open-source alternatives .

This growth is due in large part to the demand for licensing and pricing expertise aligned to IT Asset Management services , and specific migration advisory engagements as customers seek alternatives to Oracle Java . Azul ’ s channel partners contributed 44 % of the company ’ s new and upsell bookings for the first half of its fiscal year 2025 and were responsible for a 50 % increase in inbound opportunities .

Programme expansion to meet strong demand

In the last year , Azul ’ s channel expansion gained traction globally with 15 new strategic partnerships , including key distributors in Australia , Middle East , South Africa and India . Azul also expanded its own presence in Paris to oversee partnerships in France , Greece , Italy , Portugal and Spain .

This past year has been pivotal in the Java licensing world due to the surge in businesses seeking cost-effective and flexible alternatives to Oracle Java SE .

Customers have turned to independent channel partners to provide Oracle Java discovery and inventory services , license analysis and recommendations for OpenJDK alternatives , such as Azul Platform Core . Per Azul ’ s recent report , Oracle Java Usage , Pricing & Migration Survey and Report , the shift away from Oracle Java is driven by escalating licensing fees , unpredictable cost structures and greater demand for opensource solutions .

Enterprises across industries are prioritising cost containment , vendor independence and long-term support , making OpenJDK-based offerings a compelling choice .

By partnering with Azul , channel resellers and distributors can tap into the strong momentum behind the use of OpenJDK distributions and offer customers trusted Java solutions that meet their performance , scalability and compliance needs . In turn , Azul ’ s channel partners benefit from strong margins and the opportunity to expand their strategic portfolio of client services with a range of competitive advisory and service offerings , including Java application and infrastructure security managed services . As it eyes further expansion of the program , Azul expects to quadruple the number of currently certified sales professionals , migration advisory and delivery partners , and partner engineers to better scale to meet this growing demand for Oracle Java alternatives .

“ Going forward , we ’ re focused on bringing migration partners into our own service engagements as well as collaborating with partners early in their advisory license engagements to provide pivotal recommendations , all through a more aggressive channel-centric sales model ,” said Simon Taylor , Vice President of Global Channel Sales at Azul .

“ Typically , it takes up to five years to convert from a direct – to-channel approach . We ’ ve done this in two years because we recognised that resellers are keen to expand their differentiation into high value service revenue streams due to pressure on traditional license margins . By empowering our partners with flexible terms , attractive margins , type specific rewards structures and comprehensive training , we are building an ecosystem that delivers exceptional value to Java users worldwide .” •

Typically , it takes up to five years to convert from a direct – to-channel approach .

INTELLIGENT TECH CHANNELS LATAM

INTELLIGENT TECH CHANNELS

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