Oracle’s cloud@customer offering is a few years’ old now. Before Oracle publicly announced this product, Palisade Compliance was introduced to it by one of our clients. A mega bank was talking to Oracle about their journey to the cloud and the bank had a requirement that data stay in their location. After many months (years?) of discussions (that we supported) the client and Oracle struck an agreement for a cloud@customer solution.
Oracle c@c is basically putting an Oracle Exadata machine in your datacenter, and having Oracle manage that server remotely. It’s not really “cloud” in the traditional sense, but that’s the name Oracle gives it.
There are different sizes of machines, storage, networking, and management levels. The potential benefits of this solution are (according to Oracle):
- Your data doesn’t leave your data center.
- You reduce your overhead because Oracle manages the machine and database.
- Oracle touts Exa machines as “engineered systems”, with the hardware and software optimized to work together and giving you better performance.
- Lower costs. (This is not a joke! Oracle says you will lower your costs, but the reality is your Oracle costs will increase and could easily skyrocket.)
Now the question is, what’s the real scoop with Oracle cloud@customer? Like I said, Oracle has been offering this service for a while now and we have seen how our clients are reacting to the onslaught of Oracle sales pressure. So now is a good time to give our impression – the good, the bad, and the ugly.
The good – keep data inside the datacenter
Oracle cloud@customer does indeed keep your data in your datacenter. Interestingly, companies are deploying c@c alongside on-premise servers, and in addition to traditional cloud offerings from Microsoft, Google, AWS, and others.
Keeping data inside the datacenter seems to be the number one reason why our clients are looking at this solution. Either because of high security needs or because they are in regulated industries, keeping data within the four walls is very attractive to some companies. Also, having Oracle manage the servers and databases is also appealing as companies are trying to shed costs in these difficult economic times.
I’m putting this next section under “The good”, but it could easily go under “The bad”. Oracle is letting customers run Java on cloud@customer “for free”. Java is included in Oracle cloud offerings. This is bad because Java used to be free for everyone. Oracle changed the Java rules, and rather than competing on the merits of their cloud offering, they are trying to punish customs who use other clouds. I guess this one is good for Oracle but bad for you!?
The bad – the business model
Oracle is basically leasing these machines to customers over a certain number of years. At the end of the lease you have to give the machine back and buy a new one or move to something else. In either case there is a data migration.
There does not appear to be an “option to buy” at the end of these leases. Oracle touts in its marketing that you get a new Exadata machine every few years! How can that be bad? Don’t you want new machines in your datacenter? The reality is that customers want machines that work, that are reliable and that last as long as possible.
We’ve had customers tell us they want to run these machines for 6 or 7 years before replacing them. Oracle cloud@customer requires an upgrade every 3 or 4 years.
While constantly refreshing sounds like a good idea (that’s why people lease cars, to get a new one every few years), replacing hardware like an Exadata machine is very costly, especially when there is really no business or technical reason to do it.
Now that the cloud@customer offering is more mature, we’ve seen Oracle customers get burned at the end of these contracts. There is no easy way to reduce your Oracle spend at the end of the term. Your Oracle costs just go up and up.
The ugly – ridiculously high price
We all know Oracle is expensive, but Oracle cloud@customer is off-the-charts-crazy-costly. It has both high direct costs and high indirect costs. It’s important to understand these costs so you can compare them to the potential savings of having Oracle-managed and engineered systems.
Direct costs
These are the fees you’ll find on your Oracle cloud@customer contracts. Leasing is supposed to be less expensive than buying, but not in this case. Not only are these leases more expensive, you also have to give them back.
If you buy an Exa machine, you keep it forever; if you lease an Exa machine in Oracle cloud@customer, you have to give it back in four years.
Buy = fewer costs and you keep forever.
Lease = Oracle cloud@customer costs more, and you don’t own it.
Again, there are potential cost savings to be had in other areas. Just don’t look for those savings in your contracts with Oracle. Are these Oracle costs worth it? That’s up to each individual company to decide.
Indirect costs
These are costs that are not specifically in your contract. Nonetheless, you should be aware of them.
I attended an Oracle sales session, and the Oracle rep continuously stated that you can consolidate licensing needs and reduce your licensing costs. I asked about Oracle support costs and whether you can lower them. (I know the answer to this question but really did want to hear what Oracle would say given that they were going on and on about lowering your costs.)
At first, they gave me the wrong answer, and said I could simply use fewer licenses and reduce the Oracle support costs. After I informed them they were wrong, they corrected themselves and agreed that you cannot reduce your Oracle support costs when using cloud@customer.
Unless you are decommissioning other hardware, using Oracle cloud@customer will increase your Oracle licensing costs.
The other indirect costs – we touched on this above – are the costs associated at the end of your lease. Upgrading, replacing, migrating – whatever you decide to do will be something you’ll have to pay for.
Final thoughts – understand your contracts
If you’re going to pursue Oracle cloud@customer, we highly recommend you understand what is in those contracts, and what is not in those contracts, and what Oracle will do to you when your lease is up. When working with Oracle you need to think about what Oracle will do to you at the end of the contract. What leverage will you have or what leverage are you giving to them?
Oracle is really pushing adoption of this offering, so you have plenty of leverage to get them moving off their standard contract language and onto something that is reasonable and meets your business needs. Everything is negotiable. Go negotiate!
Like with all Oracle, everything is negotiable in these contracts. Use that fact and take advantage of your leverage while you have it. And yes, Palisade Compliance can help you get the best Oracle cloud@customer deal! We’ve negotiated over $US 1B Oracle contracts. We know what works and how to make sure you get the most from your Oracle investment. Contact Palisade Compliance today for a free consultation.
