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 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...
Beware of the Changing URL in Oracle’s Contracts

Beware of the Changing URL in Oracle’s Contracts

One of Oracle’s signature moves to gain leverage on their customers is changing the URL, or embedded URL in your contract. Oracle will use links – they they don’t think you’ll read – to take an opportunity to put you at risk, lower the quality of service,...
Oracle Savings Start with Disruption

Oracle Savings Start with Disruption

There is a cozy process to buying Oracle, and the best way to save money on Oracle is to disrupt the process! A decade running procurement (vendor management, purchasing, etc.) organizations taught me that most of them assume that the requester (in this case IT) has...