Blog

  • A Customer Asked Oracle for ULA Help and Here’s What Happened

    By Craig Guarente on March 30, 2016
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    For years now I’ve been writing and telling people to be very careful when asking Oracle for help with your license compliance position or cost reduction plans. When I founded Palisade, I never thought I would be in the business of helping companies defend themselves from Oracle. My original business plan was to help my clients negotiate new deals with

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  • The #1 Thing You Must Do if You Have an Oracle ULA

    By Craig Guarente on March 16, 2016
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    As you all know, I’ve spent a lot of time in the Oracle licensing and contracting world. I’ve been looking at Oracle contracts (for Oracle and our clients) for over 20 years! I’ve seen them all. The Oracle ULA (Unlimited License Agreement) is one of Oracle’s most profitable contracting vehicles. Larry Ellison once said, “We’d much rather sit down with

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  • I Can’t Believe an Oracle Sales VP did this to his Customer!

    By Craig Guarente on March 8, 2016
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    I have been working with Oracle sales people for a long time.  In fact, it’s been over 20 years.  The first 15+ I was at Oracle supporting sales and running Oracle’s contracts teams.  The last 4+ years I’ve been at Palisade supporting our clients in their dealings with Oracle. I know Oracle sales. I know how to motivate and demotivate

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  • The Ancient Greek Guide to Re-Negotiating with Oracle

    By Craig Guarente on March 7, 2016
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    It is fitting that the most powerful piece of advice to keep in mind when preparing to negotiate your new license agreement with Oracle is itself most commonly associated with ancient Greece’s Socrates. It is the aphorism “know thyself.” I would also add an additional element: “control thyself.” This is not to suggest that one needs the services of a

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  • On-Demand Webinar: Avoiding the Oracle SE2 Trap

    By Craig Guarente on December 15, 2015
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    One of our main goals at Palisade is to give our clients more options and opportunities to take back control of their relationship with Oracle.  Sometimes one of those options is to look at alternative technologies like EnterpriseDB. Last week we copresented with EnterpriseDB in a webinar called Avoiding the Oracle SE2 Trap. The webinar focused on key challenges and options

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  • Oracle is Great at the Conventional Wisdom Game

    By Stephen Sopko on December 11, 2015
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    Oracle is an expert at adapting their policies and practices to counter customer ‘conventional wisdom’ in contracts and procurement. Conventional wisdom is to consolidate purchases for maximum leverage in pricing discussions.  Oracle ‘enables’ this by offering big discounts that satisfy both IT and procurement executives. The gotcha?  Unbalanced terms and conditions provided mere hours before a signature is required, along

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  • Standard Edition Licensing Risk – What Will Oracle Do Next?

    By Craig Guarente on December 9, 2015
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    Oracle recently announced some very major changes to how it licenses its Standard Edition set of products. In addition to rolling out SE2 and discontinuing SE1, Oracle also severely limited the hardware on which SE2 can run.  You can see all the gory details in our blog, here.  So even though on the surface the price may look the same,

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  • Know Your Oracle Sales Chain of Command

    By Dan DeVenio on December 4, 2015
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    We have previously written about the complexity of the Oracle sales organization and how they have separated sales teams based on product line and account.  We also discussed how, as a customer you may have as many as 12-20 “sales” people calling on your account depending on the number of products they are trying to sell you or you are

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  • Oracle Standard Edition 2 (SE2) Licensing – Buyer Beware

    By Max Shlopak on September 22, 2015
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    Oracle just announced the release of Oracle Database Standard Edition 2 (SE2).  Oracle’s Standard Edition databases have long been the go-to option for companies who don’t need all the bells and whistles of the enterprise database.  Standard Edition is also a lot cheaper than enterprise.  Using Standard Edition was a great way for companies to ease into the Oracle ecosystem. 

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