For starters, acquire the reputation for providing high-touch, enterprise-grade, enterprise-focused, enterprise-costs support, with all that entails, and preferably with a cost somewhat below what Oracle charges.
Provide enterprise-friendly DBA training, certifications, and other related materials.
Have your sales reps schmooze the C-level office, and the IT leadership.
But adoption of databases in enterprises in general? They're loathe to change their databases, and have massive investments in their existing software and hardware processes, and their staff and training. The costs involved here are staggering.
If you're looking for more organic growth (and as some of those smaller companies grow and get bigger), that'll happen. But it'll take years. Maybe some acceptance in smaller projects in enterprises, but this sort of "shadow IT" can be a guerrilla effort in an enterprise; discouraged by management.
I work in enterprise and support/training is vital for maintaining 24/7 support coverage and ensuring that developers have the best knowledge from the vendor.
For starters, acquire the reputation for providing high-touch, enterprise-grade, enterprise-focused, enterprise-costs support, with all that entails, and preferably with a cost somewhat below what Oracle charges.
Provide enterprise-friendly DBA training, certifications, and other related materials.
Have your sales reps schmooze the C-level office, and the IT leadership.
But adoption of databases in enterprises in general? They're loathe to change their databases, and have massive investments in their existing software and hardware processes, and their staff and training. The costs involved here are staggering.
If you're looking for more organic growth (and as some of those smaller companies grow and get bigger), that'll happen. But it'll take years. Maybe some acceptance in smaller projects in enterprises, but this sort of "shadow IT" can be a guerrilla effort in an enterprise; discouraged by management.