Case study
Our client – a large Fortune 100 technology firm – was undertaking a multi-year digital transformation project. They were looking to leverage the power of the cloud and move their Oracle workloads to a public cloud environment. Their goal was to pick the cloud that best met their business, operational, and technical needs. During their planning process they narrowed their cloud search down to AWS, Google Cloud, and Oracle’s cloud. The company was planning on investigating all three cloud environments and ultimately picking the cloud that worked best for them.
Oracle tries to block cloud move
While the client was evaluating the three cloud environments, the Oracle sales teams gained an awareness of the competition and began pressuring the client that it would be unable and/or unwise to move to AWS or Google. The Oracle sales teams used a variety of arguments. Paraphrasing Oracle: “You’re not allowed to run Oracle there,” and “Oracle won’t support you in that cloud,” and of course the standard, “It will be twice as expensive to run in those clouds compared to Oracle.” The client was frustrated because they wanted to evaluate all clouds, including Oracle’s cloud, on their merits, without being affected by these high-pressure sales tactics.
The firm reaches out to us
Faced with the relentless Oracle sales push and audit threats, the company engaged Palisade Compliance to help break through the Oracle sales smoke screen and provide a truly independent analysis of the licensing, support, and contracting implications of their move to the cloud, including Oracle and non-Oracle clouds.
We worked with the client to understand their concerns, review all their Oracle agreements, and analyze what the Oracle sales teams were saying. Based on our extensive experience, we were able to formulate a licensing and contracting plan to help the client adopt AWS, Google, and Oracle’s cloud. We worked together to review each and every roadblock Oracle created. Together, we created a strategy to to break through all the Oracle challenges.
Our approach forced Oracle to provide the license and support assurances the client required to level the playing field, and pick the best cloud for their business, whether that was AWS, Google Cloud, or Oracle Cloud.
Client moves to the cloud of their choice
With the playing field leveled, and the client in control, they ultimately decided that Google Cloud was best for them. With Palisade Compliance at their side, the client built a licensing and contracting plan that enabled them to adopt Google Cloud, use all their existing Oracle licenses without having to buy more, and receive the support from Oracle required to run their business.
Despite the pressure tactics and veiled audit threats from Oracle’s sales teams, the client successfully transitioned into their new digital landscape. The client continues to work with us to maintain their compliance position, as well as negotiate and manage all their Oracle contracts, licenses, and renewals.
Further information
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