For Sourcing & Vendor Management Professionals

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	February 29, 2008 Best Practices: Negotiating With Oracle How To Get A Good Deal On Licenses And Maintenance, Be They For Database, Middleware, Or Application Software by Duncan Jones with Andrew Parker, Varun Sedov	Average: 8  (1 rating)

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Executive Summary

Oracle's pricing is necessarily complex because of its wide portfolio. Regulatory restrictions, coupled with its size, have caused it to adopt highly centralized approval processes that can make contract negotiations protracted and frustrating. Yet IT sourcing professionals can, with persistence and patience, obtain a better balanced deal with Oracle if they prepare sound negotiating strategies that focus maximum leverage on a few key issues. The adoption of Oracle's database and/or middleware as the enterprise's strategic platform and the first purchase of an Oracle-owned application are the best opportunities to secure the desired financial terms and favorable, enduring contract conditions. Subsequent transactions can also be used to refine the agreement and resolve issues that have arisen since the initial deal. Successful negotiators will allow plenty of time for the process and will target long-term protection against cost increases in return for helping Oracle achieve its commercial objectives.

TABLE OF CONTENTS

• IT Buyers Are Unsure How To Get The Right Deal From Oracle
• Best Practices For Achieving Mutually Acceptable Agreements With Oracle
• Best Practice No. 1: Assemble As Much Leverage As You Can
• Best Practice No. 2: Focus Your Efforts On A Few Key Objectives
• Best Practice No. 3: Secure Enough Time For An Effective Negotiation
• Forrester's Next Practices: Plan For A Long-Term Relationship
• Identifying Your Challenges
• Case Studies
• Related Research Documents

This is an excerpt

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