VMware Oracle Licensing – How to Win (2020)

VMware Oracle Licensing – How to Win (2020)

Oracle customers fight back over audits and VMware. Are they winning? Death and taxes are not the only constants in this world. Oracle auditing customers and trying to find noncompliance because their customers are using VMware technologies can be added to that...
The End of the World is Nigh for Your Oracle Sales Rep

The End of the World is Nigh for Your Oracle Sales Rep

Okay, that may be a little bit of an overstatement, but only a little. May 31 is the last day of Oracle’s fiscal year. Everything Oracle does until that date is geared to maximizing revenue for their fourth quarter and their fiscal year. Oracle’s fourth quarter...
Know Your Oracle Sales Chain of Command

Know Your Oracle Sales Chain of Command

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. It’s only getting worse as Oracle splits out its license and cloud sales teams. It’s so bad that we’ve had...
The Ancient Greek Guide to Re-Negotiating with Oracle

The Ancient Greek Guide to Re-Negotiating with Oracle

It’s fitting that the most powerful piece of advice to keep in mind when preparing to re-negotiate your new license or cloud agreement with Oracle is itself most commonly associated with ancient Greece’s Socrates. It is the aphorism “know thyself”. I would...