Blog

  • Oracle Best Practices: Understand Licensing Models (Part 4)

    By Craig Guarente on June 10, 2016
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    In this blog series, I’ve been writing about ways to stand up to Oracle during negotiations, audits, and the like. Now, I want to turn to what I call “contract jujitsu” for setting up your business arrangements with Oracle. Jujitsu is a martial art where you defend yourself by using an adversary’s own strength, weight, and aggressive force against them.

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  • Oracle Best Practices: Get Your Contracts in Order (Part 3)

    By Craig Guarente on June 2, 2016
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    In this blog series on how to stand up to Oracle, I’ve talked about a number of things you can do to avoid getting audited. But just suppose all that fails, and you receive an audit letter from Oracle. What’s the absolutely number one, do-not-pass-go FIRST thing you need to do? And no, it’s not muttering a few choice invectives

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  • How to Negotiate the Last Week of Oracle’s Fiscal Year

    By Craig Guarente on May 24, 2016
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    We are officially in Oracle’s crunch time.  The last week of Oracle’s fiscal year end.  Notice how I said “Oracle’s crunch time” and not “Your crunch time.”   That’s because the end of May is almost irrelevant to you.  It’s big to Oracle’s sales teams, but not to you. That is something we constantly remind our clients.  I’m amazed by how

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  • Decoding What Oracle is Telling You

    By Craig Guarente on May 19, 2016
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    “Help me understand this Oracle babble.”  That was the entire email our client sent us.  Underneath that remark was a long and winding email from someone in Oracle trying to explain whatever they were trying to explain.  So why am I writing about this?  Well, for a few reasons. First, I thought the quote articulates very well what Palisade can

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  • Oracle Best Practices: Know Your Technology Roadmap (Part 2)

    By Craig Guarente on May 16, 2016
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    In this blog series, I’m exploring 5 best practices to help you wrest back control in your relationship with Oracle. This post focuses on why understanding your technology roadmap can: Increase negotiating leverage Help you predict and minimize compliance issues caused by new technology initiatives (Roadmap) knowledge is (negotiating) power In practically any business negotiation, the most powerful person is

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  • May 31 is Oracle’s Year End – Here’s What You Need To Do

    By Craig Guarente on May 13, 2016
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    Oracle’s year end (May 31) is approaching quickly and, if you’re an Oracle customer, you are probably getting a ton of pressure from Oracle to buy something.  Anything.  Anything especially if that anything is cloud.  Most Oracle companies have many many Oracle sales people calling on them.  One Palisade Client told us they had over 30 Oracle sales people to

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  • Oracle vs. Google – Oracle’s Message to all its Customers

    By Craig Guarente on May 9, 2016
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    In case you haven’t heard, Oracle vs. Google is heating up again as the sides have failed to reach any settlement and the entire thing moves along to a trial.  Oracle brought suit against Google some time ago for the use of Java and specifically for the use of certain APIs to create the Android OS that dominates the smartphone

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  • Best Practices for Standing Up to Oracle: Know Your Stuff (Part 1)

    By Craig Guarente on May 4, 2016
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    I’ve been working in the Oracle world for a long time, and I can state a few things with assurance: Chances are high that you are out of compliance. If Oracle feels that they can make some money because of it, you’ll get an audit letter. You need to be prepared. In this blog series, I’m going to explore 5

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  • Spotting An Oracle Dispute Before the Audit

    By Stephen Sopko on April 14, 2016
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    Every major company has a contract dispute procedure. A vendor gets out of line, vendor management gets involved to resolve it, and if they are not successful the dispute eventually escalates into Legal. Like so many other things, this nice linear path does not usually apply to Oracle. Oracle’s aggressive and opportunistic sales team tends to interact with Oracle-loyal staff

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