For Sourcing & Vendor Management Professionals

Primary Analyst Photo	Document Information	Rate this Document
	February 29, 2008 Case Study: A Large European Bank And Oracle Agree A Unique Contract Amendment by Duncan Jones with Andrew Parker, Varun Sedov

This is an excerpt

Executive Summary

A large European bank was considering adopting Oracle as its enterprisewide database choice, but its corporate legal policy for software purchases conflicted with Oracle's terms and conditions. Forrester cannot divulge details, for client confidentiality reasons, but the main contractual issue was one that is usually classified as "not up for negotiation." The bank had a firm policy, but Oracle would "never" agree to give way, due to the issue's impact on revenue recognition. However, in this case, the irresistible force of a multimillion-dollar deal shifted the immovable object — the potential deal was so large and the bank's position so resolute that Oracle accepted the bank's new clause, in return for the bank's commitment to a long-term relationship.

This is an excerpt

Buy Risk-Free

Price: US $499

Our Service Guarantee: If you are not completely satisfied with this document, notify Forrester within 24 hours of purchase for a full refund.

Already a Forrester Client?
Log in to read this document.