Blog

  • 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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  • 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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