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As NetSuite has become more integrated with its Oracle parent, NetSuite unit has taken a turn away from the top of the market to focus on the mid-market and smaller organizations. And NetSuite is going to get a larger dose of Oracle architecture with the development of the Oracle Redwood design system.

“We have had to transform our channel a bit,” Craig West, VP of channel sales for Oracle Netsuite, said during a company webinar this week, which he attributed to “the pivot in our business to be more mid-market." Asked about relationships with global systems integrators, West’s comments suggest there is less emphasis on those organizations. “We continue to have relationship with the Deloittes of the world,” he said. But West did not say that NetSuite is making a push to sign more SIs. EVP Evan Goldberg, who leads Oracle NetSuite, noted that when NetSuite was a separate company, it addressed all levels of the market. But because Oracle has Fusion ERP for larger businesses, NetSuite took a step back from up-market. He also noted that in terms of sharing features with other Oracle products. “There is so much we can share there with Fusion,” Goldberg said, noting in particular expense reporting as an area with joint development work underway. Overall, he commented that in terms of product development, “You are going to see some dramatic changes in the next calendar year.”

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