Blog

  • Oracle’s Complex Cloud Contracts

    By Craig Guarente on July 18, 2016
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    There is a strange irony to Oracle’s push into the cloud.  Business are moving to the cloud to simplify things.  They want to streamline their internal structures and move out non-core functions to other companies that are experts in managing such services.  (e.g. we make cars, why do we need a data center?  Move that to a data center company.).

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  • Oracle Cloud: The Audit Fox In The Hen House

    By Craig Guarente on July 5, 2016
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    For years now we’ve talked about how Oracle gets information to conduct audits.  Audits can be direct (you get an official audit letter from Oracle LMS) or they can be quite sneaky (Oracle offers to help you with a ULA certification or a license position).  Oracle LMS calls these their “managed services.”  I call them Stealth Audits.  Non-compliance findings in

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  • Project Visine: Get the Oracle Red Out

    By Craig Guarente on June 13, 2016
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    First, let me tell you that I did not come up with code name “Project Visine.”  One of our clients did, long before they were a Palisade Client.  Project Visine is a client’s internal project to remove Oracle from their estate.  All Oracle, database, middleware, applications, hardware, everything!!  They are fed up.  They love the products; they hate the product

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  • 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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