Case study
The challenge
A South America-based company with business spread across more than 50 countries in the world faced a dilemma in their relationship with Oracle: whether or not to pursue and sign an Unlimited License Agreement (ULA). The company was unsure if it made financial sense to sign a ULA. The business recognized the only way to accurately assess whether the ULA would be cheaper would be to voluntarily open themselves up to an Oracle audit by asking Oracle whether they were completely in compliance with their current licenses. Rather than face the risk of an unnecessary audit, they sought assistance to help determine the ULA pros and cons for them, and navigate the process of Oracle compliance and certification.
The company had a comprehensive Oracle footprint, which compounded the difficulty of making the decision about the ULA. The company had database and applications (some of which needed to be upgraded) with Oracle. The business wanted a full perspective of the pros and cons of signing the ULA. Leaders at the company also wanted to ensure that their risk was minimized when it came to factors such as the use of VMware virtualization technology. In essence, they wanted to control their Oracle environment rather than having it control them.
The solution
Leaders at the company became aware of Palisade Compliance while attending a session at a Gartner conference that focused on how to navigate complex relationships with vendors such as Oracle. Other attendees in the session recommended us as having the knowledge about Oracle ULA pros and cons and the expertise to help the company make the right decision about the ULA and their relationship with Oracle going forward. The company reached out to us and signed a contract. The relationship was entirely remote due to the location of the company. Using web meeting tools and our technology portfolio, including scripts that could be run in the company’s environment, we were able to collect and analyze all the information necessary to help the business make a knowledgeable decision about its next steps.
In essence, they wanted to control their Oracle environment rather than having it control them.
Despite the geographical and language barriers, the working relationship proved advantageous. We translated the company’s Oracle contract into English and highlighted point-by-point the most important clauses, restrictions, and obligations contained in it. We presented the consequences of specific clauses in an organized and well-structured manner that made it easy for those at the company to understand. Further, we pointed out clauses that were most important from a financial perspective.
Based on the work with Palisade Compliance, the company realized it had flexibility in deploying licenses that they had been unaware of before.
Our work quickly brought to light that the company understood their Oracle footprint far less than they had believed prior to entering into the relationship. The company’s contract was so complex, and contained so many potential opportunities and possibilities, that they recognized they would have been at a severe disadvantage if they had attempted to negotiate with Oracle without our assistance.
Based on this work with us, the company realized it had flexibility in deploying licenses that they had been unaware of before. Leaders recognized they could deploy licenses in a way that would increase their overall capacity.
We provided a sound business approach to the ULA as well as technical expertise. This information was invaluable in the company ultimately making a decision.
The outcome
Based on our insights, the company ultimately decided that the ULA was the best and most financially viable way to proceed with Oracle. The company realized it was quite profitable for them to sign the ULA, given their large Oracle footprint.
Because of the work with us, they were able to make this decision with full confidence that they thoroughly understood all their options. They were also able to negotiate a more favorable ULA with Oracle because of how well they comprehended their contract and current position.
The company found such benefits in working with us that it has continued to do so any time the issue of Oracle certification has arisen. Knowledge is always power with Oracle, and with us, the company is assured that it has all the technical information needed to make informed choices.