Interview

« Pour Oracle, le Maroc représente un potentiel important »

Présent au Maroc depuis une vingtaine d’années, Oracle nourrit de grandes ambitions pour le Royaume. Si-Mohamed Said, directeur Marketing d’Oracle pour la région ECEMEA (Europe centrale et de l’est, Mena et Afrique), explique le nouveau positionnement du géant américain au Maroc où Oracle cherche à soutenir les entreprises marocaines dans la bataille du data et accompagner la transformation digitale.


Challenge : Oracle est présent au Maroc depuis les années 90 avec à la clé un partenariat avec le Groupe Omnidata. Depuis, comment votre groupe a-t-il évolué sur le marché marocain ? Quid de son organisation au Maroc ?
Si Mohamed Said : Oracle s’est développé au Maroc durant les 20 dernières années. Nous sommes fortement présents dans plusieurs secteurs, notamment les communications, les services publics, les transports, les services financiers, les assurances, la fabrication, le commerce du détail, la distribution et l’exploitation minière. Oracle est également un important fournisseur de technologie pour le gouvernement et le secteur public. Notre groupe est organisé pour répondre aux besoins du marché local, à la fois concernant le matériel et les logiciels, et offre un vaste portefeuille de produits et services. Nous continuons de travailler avec notre partenaire historique Omnidata, ainsi que d’autres partenaires comme Corporate Software, IB Maroc, Atos…. nous mettons aussi en place des solutions technologiques de pointe. Oracle a inauguré un nouveau bureau à Casablanca en 2016. L’entreprise compte aujourd’hui une cinquantaine de collaborateurs au Maroc.
Pour le groupe, le Royaume représente un potentiel important, puisque comme dans de nombreux pays, la transformation digitale des entreprises est en marche. Et l’adoption du Cloud représente une véritable opportunité économique pour développer la dynamique et la compétitivité des entreprises.
Aujourd’hui, l’expansion se fait principalement sur les grands axes industriels que ce soit dans le secteur public ou privé. Oracle a gardé sa tradition de vouloir soutenir les entreprises, toutes tailles confondues. Nous observons la même tendance au Maroc. Cependant, il y a eu un changement important ces dernières années : nous avons adopté une très forte stratégie sur le Cloud. Il y a une vraie évolution par rapport aux années 90 où nos technologies étaient orientées sur l’On premise, l’acquisition par les entreprises de leurs logiciels, matériels… L’idée était d’évoluer vers un modèle où nous proposons une offre applicative et technologique dans le Cloud en tant que service au client. L’intérêt est de permettre aux entreprises au Maroc et dans le monde entier, de pouvoir innover beaucoup plus rapidement, de pouvoir standardiser leurs Business Process de manière plus rapide et plus efficace et surtout d’être dans des logiques qui leur permettent de se spécialiser dans leur cœur de métier.

Le marché marocain devient de plus en plus concurrentiel dans le Cloud. Comment Oracle se positionne-t-elle par rapport à cette concurrence ?
Premier point, notre offre est complète sur le Cloud, ce qui n’est pas le cas des autres acteurs sur le marché. Notre offre applicative, ou le software as a service (SaaS), englobe la finance, les ressources humaines, le marketing, les ventes, la logistique… Le deuxième volet, qui est nouveau, est la plateform as a service (PaaS). C’est une plateforme d’extension dans le Cloud. Au-delà des applications que nous fournissons, le client peut développer ses propres innovations. Ainsi, nous lui fournissons toutes les fonctionnalités qui lui permettent de créer ses propres applications. Le troisième volet est l’infrastructure as a service (IaaS). Il permet aux clients de garder ce dont ils disposent en le mettant dans le Cloud.
Deuxième point, nous fournissons des « business best practices ». Nous ne faisons pas que du « plug and play » où il suffit de souscrire à un abonnement, nous expliquons aussi à nos clients comment développer leurs entreprises.
Troisième point, la bataille de l’économie digitale ne se fait plus sur le nombre d’usines, de machines… elle se fait sur la donnée. Pour gagner cette bataille, il faut capter cette donnée le plus rapidement possible, détecter les signaux importants en temps réel au regard de toutes les données reçues (tout n’est pas important ou intéressant), rendre cette donnée pertinente et être capable de la partager le plus rapidement possible sur l’ensemble du réseau. Nous ne sommes plus dans la configuration où celui qui garde l’information a le pouvoir, mais c’est celui qui, au contraire, la partage en lui apportant de la valeur. A part Oracle, il n’y a pas grand monde qui peut offrir ces services. Les autres entreprises sont des acteurs de niches qui proposent une pure solution. Notre offre est « end to end ».
Les technologies qu’Oracle offre dans le Cloud permettent de soutenir aussi bien l’entrepreneur qui veut développer son propre business en tant que startup que des entreprises plus grandes, qui aujourd’hui doivent embrasser cette transition digitale. Voire même le service public qui a dépassé le stade de la réflexion et qui s’inscrit aujourd’hui dans les logiques de smart government, smart city,… qui ne sont ni plus ni moins que la volonté de gérer de manière plus efficace les administrations, mais aussi apporter de nouveaux services plus personnalisés aux clients. Avec notre offre sur le marché et les conditions économiques, il y a une volonté d’investir et être présent davantage au Maroc.

Quelle analyse faites-vous du marché marocain et des entreprises et compagnies marocaines ?
Il y a une volonté d’innovation qui est extrêmement importante, aussi bien des petites, moyennes et grandes entreprises. La question de la transition digitale ne se pose plus au Maroc. La question est plutôt : comment et par où démarrer ? Le dynamisme est perçu aussi bien au niveau du secteur public que du secteur privé. Pour moi, le Maroc a trois spécificités : la jeunesse, une économie diversifiée qui permet une adoption du Cloud et le fait que certaines entreprises n’aient pas d’héritage informatique lourd, ce qui rend l’adoption de cette technologie beaucoup plus simple et rapide. Cette adoption n’est pas limitée aux frontières du Royaume. En gérant les données d’une entreprise, en les analysant et en les partageant rapidement, elle peut être en compétition avec n’importe quelle entreprise dans le monde.
D’un point de vue économique, le Maroc se développe rapidement et de manière importante. Contrairement au Moyen-Orient où les économies étaient orientées sur le pétrole, le Maroc a un potentiel extrêmement important parce que l’économie a commencé à se diversifier depuis plusieurs années. Le Cloud s’est rapidement développé dans les industries de services. C’est un secteur très actif en Afrique du Nord.

Oracle continue d’encourager l’adoption du Cloud en Afrique. Sur ce plan, qu’avez-vous initié jusque-là sur le marché marocain ?
Nous menons des actions de vulgarisation : qu’est-ce que le Cloud, quelle est sa valeur, comment l’adopter… Le Cloud n’est pas nouveau. Nous avons actuellement plus de 12.500 clients qui l’utilisent. Parmi eux, Orange qui a déployé son entreprise resource planing (ERP) dans le Cloud en quelques semaines. Pareil pour PSA Peugeot Citroën concernant l’expérience client. Nous travaillons sur un autre volet, à savoir la formation. Dans l’ensemble des pays où nous opérons, nous formons la jeunesse sur ce type de technologie en partenariat avec des entreprises publiques et privées. Le troisième aspect consiste à travailler sur des projets de co-innovation avec nos clients sur des applications qu’ils souhaitent développer.

Selon l’IDC CIO Summit (IDC), la prévision de croissance du secteur IT au Maroc est de 4%. Ce taux est supérieur à la Turquie et légèrement supérieur aux pays du Golfe. Comment voyez-vous l’adoption du Cloud au Royaume ?
Les technologies d’hier ne peuvent plus répondre aux besoins d’aujourd’hui. Avec le Cloud, les limites et contraintes du passé ont disparu. Avant sur l’ERP, seules les transactions étaient possibles. Le Cloud permet en plus de faire de l’analyse, de la simulation, de la prédiction (des tendances de consommation par exemple) et de la collaboration. Les efforts pour déployer ce type de technologie sont largement amoindris puisqu’il est disponible sous souscription. Il est ainsi acquis sous forme de service, ce qui permet de se faire plus rapidement. Le potentiel de croissance et de développement est extrêmement important au Maroc. Le gouvernement marocain donne l’exemple en faisant cette transition digitale. Ce qui manque, comme dans toute conduite du changement, c’est un point de repère qui marque les esprits. Quand une grande entreprise initie quelque chose, cela donne l’exemple et ouvre la voie pour les autres. C’est ce que nous essayons de faire. Nous cherchons à avoir des entreprises prestigieuses du pays parmi nos clients. J’ai cité des entreprises françaises, j’aurais préféré citer des entreprises marocaines d’envergure internationale qui ont entrepris ce voyage sur le Cloud. Mais je garde confiance.

Oracle a participé à l’IDC CIO Summit 2017. Qu’est-ce qui motive votre participation à cet événement ?
Il s’agit d’un forum formidable qui permet d’être en contact avec les CIOs (directeurs IT des entreprises) du Maroc et des pays francophones avoisinants. Nous collaborons avec l’IDC pour informer les clients sur le Cloud. L’événement a une réputation importante au sein de la communauté des CIOs. C’est l’opportunité d’expliquer à plus de 100 directeurs IT ce que fait Oracle et aussi d’écouter leurs problématiques et voir comment nous pouvons les aider.


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