Customers want transformation without disruption; the partner’s role is to deliver both

As cloud-first architectures and AI-driven platforms take centre stage in the industry, partner ecosystems are playing an increasingly pivotal role in translating technology investments into measurable business outcomes. With organisations balancing modernisation, cost optimisation, and innovation, the focus is shifting toward platforms that can unify data, applications, and AI while ensuring scalability and operational resilience.

In this conversation, Datthathiri Srinivasan, Executive Vice President at DigiEdze Soft Solution, shares how the company’s Oracle-led strategy is enabling customers to navigate transformation journeys. He discusses the evolution of their partnership, the role of OCI and AI-driven data platforms in building scalable solutions, and why a discovery-led, value-focused approach is critical to delivering sustainable outcomes for enterprises.

From a partner perspective, how did your partnership with Oracle begin? What has the journey been like, and how has Oracle helped you innovate and transform your organisation?

Being an Oracle pedigree, the team consists of former Oracle professionals as well as deep expertise in Oracle technologies. The first natural choice was to become an Oracle Partner Network member. We went through the Oracle programs and aligned with the go-to-market models defined by Oracle. That made it straightforward for us to address the enterprise market.

A major shift happened in the last year with artificial intelligence becoming central. Oracle’s leadership in databases, the AI data platform, and related capabilities simplified how we address the market. Oracle Partner Programs helped us understand what we would gain, how to approach the market, and how to use the sales plays defined by Oracle without reinventing them.

Oracle Learning Paths enabled our team to quickly learn new products and go to market faster. Within six months, as one of the youngest partners in India, we ramped up to more than 200 certifications and achieved six to eight specialisations across database, Oracle Cloud, artificial intelligence, and multi-cloud. We are strongly aligned with multi-cloud, AI, data, and applications, and this will be a defining moment not only in India but across geographies. The Oracle Partner Program placed us on a clear path to go to market and derive full benefit.

How have cloud and modern technologies helped you build a more scalable and resilient platform, and how are they driving innovation?

Cloud is the foundation for future transformation. The objective is to deliver seamless transformation for enterprise customers. The next logical step is building on a data platform and then creating AI-based applications.

We developed a natural language processing model that leverages Oracle’s cloud, data platform, and embedded AI capabilities. Customers are currently at a crossroads when choosing technologies. These capabilities allow us to address the market effectively, ensure customers derive benefits, generate revenue, and create references for Oracle.

What were the key factors that made you choose OCI to support these workloads and platforms?

In the Indian market, a large percentage of organisations are Oracle customers, and Oracle databases are deeply embedded in everyday operations. Many customers want to modernise legacy applications, but also need a guiding partner. They require a partner who can spend time with them, create proof of value, and drive adoption.

Our strength lies in a discovery-led approach. We spend time with customers to understand their pain points, challenges, and roadmaps. Based on that, we co-create a roadmap and work closely with Oracle sales and pre-sales teams to ensure the solution is robust, reduces cost, and improves efficiency.

From your organisation’s perspective, what tangible benefits have you realised after onboarding OCI in terms of performance, reliability, and scalability?

When evaluating any platform, we focus on ROI and TCO. We decided to build our products first on OCI, even as a multi-cloud company, because Oracle technologies and tools, along with open-source integrations, support our development.

We launched a product called DigiSuit, which enables customers to manage the full lifecycle of OCI environments. Machine intelligence supports operations, reducing errors and improving reliability.

OCI is our platform of choice. Oracle Partner Network provides subscriptions, proof-of-concept support, and guidance. We collaborate with product managers on new releases and leverage learning paths for both technical and sales teams across industries such as BFSI, manufacturing, and government.

With rapidly evolving technologies and customer expectations, how does partnering with Oracle help improve customer outcomes?

Customer outcomes must align with the business roadmap, not only the technology roadmap. We evaluate how transformation impacts leaders across functions, from finance to innovation to marketing.

Project outcomes often evolve. We incorporate incremental improvements during the journey or break them into phases to minimise disruption. In some cases, major transformations are required; in others, a phased approach works best.

We focus on delivering value continuously throughout the transformation rather than relying solely on a large-scale change at the end.

What new expectations are customers bringing, and what trends are you observing across segments?

Customers consistently seek transformation, though the scope may vary across infrastructure, applications, AI, integration, or user experience. We prioritise based on their immediate needs and long-term goals.

For ageing infrastructure, we guide them through cloud adoption. For operational efficiency or AI adoption, we design appropriate solutions. Many customers prefer to focus on their core business while we manage IT and support innovation.

Across BFSI and manufacturing, we have helped reduce lead times and deliver transformation at an affordable cost. Cost optimisation remains a major priority, especially for mid-market customers who are cost-conscious yet eager to innovate.

How do you address situations where customers expect large outcomes with limited investment, especially given uniform cloud pricing models?

Cloud economics have evolved significantly. Oracle’s universal credit model, uniform pricing, and service rewards have changed the dynamics.

We analyse the total cost of ownership from multiple perspectives and design flexible infrastructure and deployment models. We built a solution that compares TCO across major clouds and on-premises environments, helping customers make informed decisions.

Customers appreciate the ability to align costs with business growth rather than fixed technology investments, which also shortens the sales cycle and improves satisfaction.

What is your partner strategy and roadmap for 2026?

Our organisation has grown to over 100 people within six months, with around 75 per cent in technical roles and all OCI-certified. This positions us strongly in the market.

Oracle has identified multi-cloud as a major focus for 2026, and we have built multi-cloud capabilities across the team. We are also building an AI team focused on Oracle’s AI Data Platform and Lakehouse opportunities.

With the DPDP Act coming into force, we are working with Oracle to bring security and compliance solutions to market, leveraging Oracle’s end-to-end security portfolio across cloud and on-premises environments.

Our approach is continuous learning followed by execution. We are expanding into hybrid cloud capabilities and aiming to create at least six public customer references for Oracle technologies this year while driving revenue growth.