Is Your Oracle Reseller Telling Oracle Too Much?

spill the beans

Before I start this post let me remind everyone that Palisade Compliance is NOT and NEVER WILL BE an Oracle reseller.  Here is one reason why:

I don’t envy Oracle resellers.  While it can be a lucrative business, it is fraught with challenges.  The fact is, Oracle resellers make more money when they sell you more Oracle.  What happens when you don’t want to buy more Oracle?  What will that reseller do?

At Palisade, we’ve had more than one client approach us with a reseller compliance horror story.  One client had a problem with their Oracle licenses so they went to their reseller for help.  Soon after that they received an audit letter from Oracle.  We’ve also seen it go the other way.  Another client received an audit letter directly from Oracle.  Days later the Oracle reseller called on them and said “I heard you got an audit letter from Oracle.  I can help you.”

These instances were either amazing coincidences or there was a little too much talk going on from the Oracle reseller. When companies sign up to be a reseller, they sign up to certain obligations to Oracle.  Resellers (and all of us) cannot and should not turn a blind eye to compliance issues.

These conflicts of interest for Oracle resellers are real and they impact you.  Does the reseller work for Oracle or do they work for you?  They are trying to play both sides, and I don’t think that works.

There is a reason Palisade Compliance does not resell Oracle software.  You might not know this, but early on in our business we were approached to sign up and be an Oracle reseller.  Given our mission,  reselling Oracle did not feel like the right thing to do. We believe you need an advocate that is not conflicted.  One that will give you all your options and help you reach your goals without trying to sell you software.  Working with an Oracle reseller on a compliance issue is like getting an accountant who makes more money when you owe more taxes.  It’s nonsensical.

The fact is, savvy Oracle resellers know not to get into this game.  There are many Oracle resellers who refer clients to us when that client has an Oracle compliance or contracting issue.  That reseller cannot even have the appearance of getting in front of Oracle or their Oracle reseller fees could be cut off.

Why do savvy resellers do this?  It’s simple: they want a happy customer who has been treated fairly. It’s good business.   Those resellers know that Palisade will represent their client with the client’s best interests in mind.  No conflicts.  Oh by the way, if that client still has to buy more Oracle (because sometimes that happens), where do you think they are going to do that?  Right, from that reseller.  In case you are wondering….Palisade gets no money from that reseller if there is a sale.   Palisade is now, and always will be a true client advocate.

If you have an Oracle compliance issue, who do you want to work with?  Someone who works for you or someone who works for Oracle?