Best Practice Report

A Quick Guide To Help You Prepare For An Oracle Software Negotiation

Three Areas You Must Understand If You Want To Save Money For Your Organization

February 13th, 2013
Mark Bartrick, Principal Consultant
Mark Bartrick Principal Consultant
With contributors:
Christopher Andrews , Ben Jennings

Summary

Next time an Oracle sales rep steps into your office, remember this: You are facing some of the more motivated and experienced sales professionals in the software industry. They are well trained to manage and control their negotiations. Are you as prepared as they are? If not, you may well pay more than you need to — for software your organization might not even need. Careful and diligent preparation is a key cornerstone for any negotiation, but it's particularly true for Oracle, a company whose refined approach to negotiations leaves little room for sourcing professionals to gain leverage. The good news is that there is a lot of information available to you — if you do your homework and access the right resources. This report highlights three areas of research and education that you must address prior to negotiating licensing and pricing with Oracle, and it presents key sources of information that will help you through your next negotiation.

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