Apr
28
2009:
Published by ScottR under Uncategorized
Looks like Ellison is going shopping again at bargain prices with Oracle’s acquisition of Sun Microsystems. This could mean that Oracle is more in line with becoming a competitor to HP, even while touting a joint HP-Oracle Database Machine and Exadata Programmable Storage Server (only launched last year).
With Sun, Oracle will get more from the business relationships to sell into customers it already knows and expand into organizations where it may not have a current footprint. But how will that affect Sun customers? We think the pending acquisition will affect them in a big, big way. Through any M&A activities, it can be a big bonus for existing clients to renew contracts with value added services and bigger concessions. But there will be layoffs. Bernstein analyst Toni Sacconaghi estimates a loss of 5,500 to 10,000 jobs.
And, oy! What about the licensing? As seen with Hyperion, it was only a matter of time before its licensing practice and pricing was aligned with Oracle’s methodology. Right now, Sun is extremely lenient (to the point of being lax) when it comes to audits. The company seldom enforces compliance and Sun clients know it. As long as clients keep buying, Sun doesn’t audit.
Oracle, on the other hand, is very serious about its intellectual property and once Sun is part of Oracle, I would expect that there will be vendor audits for Sun customers. Sun customers should be prepared!
We suggest current Sun customers do an internal audit, get help, and get things in order. Oracle takes compliance seriously. I’ve written a lot about Oracle and compliance issues — here are some previous posts that might be helpful in understanding Oracle’s mindset.
1- Prepare for an Oracle Audit
2- Compliance: The Foundation of Working with Oracle
3- One-minute Oracle Licensing Tip: Modifications
Apr
16
2009:
Published by ScottR under Uncategorized
Despite economic conditions, businesses still need services and still need to pay maintenance fees. Budgets are being cut, but many needs remain the same, prompting IT folks to scramble and figure out the best course of action. Here are some quick tips for negotiation that should help you get the most from your vendors:
Don’t send in the accounting person - non-technical people should not do the negotiating; and don’t have your lawyer do it alone, either. The person that should be interfacing with your vendor should have technical knowledge of the systems being used AND understand contract terminology. Otherwise, the vendor has the upper hand.
Play one vendor off another - just the mention of the premise that you are “shopping around” is enough to get a sales person nervous. Use it to your advantage, especially when it’s the end of the sales quarter and they need to hit their numbers. It also should be said, you should shop around! See what’s out there.
Try the Resellers - many times you are better off going to a reseller versus direct to the vendor. They often have more incentive to get you a good deal and may offer you more one-on-one attention than the vendor.
Don’t be afraid to ask for a better price, and ask again, until you get what you want. They need you just as much as you need them - remember that!
Apr
14
2009:
Published by ScottR under Uncategorized
We had such positive feedback from clients and colleagues in the industry with our last free guide; we decided to publish a second on Software Asset Management Practices. The new white paper discusses the following:
Understanding Oracle’s core licensing models
8 tips for effectively managing Oracle assets
The discovery process: automated software asset management (SAM) solution
Tactics for successfully negotiating with Oracle based on SAM best practices
To get your copy send an email to freeguide@miroconsulting.com.
Apr
10
2009:
Published by ScottR under Uncategorized
We have a great series of Webinars in April and May. On April 21, we are co-presenting with ManageSoft on Oracle and Microsoft licensing and how knowledge is a critical factor during any software licensing contract discussions. We will discuss the discovery and inventory process for Oracle database instances and options, and explain how to establish a strong Vendor License Position. And, both companies will be presenting case studies.
It’s sure to be a great discussion. Graeme Port, ManageSoft’s CTO will be presenting with me and he is a wealth of knowledge.
To register click here.
Hope to “see” you there!
