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Small Enterprise SituAction: Negotiating With Oracle

Contract negotiation with major vendors is always painful. Take a strategic approach to negotiating with Oracle on database and application licensing.

Situation: A VP of IT for a state-run communications utility receives a difficult phone call from a colleague in procurement/sourcing. Their Oracle licensing is coming up for renewal and the rep is talking about changes in terms and challenges with grandfathering existing conditions.

Complication: The VP has neither a strategy for negotiating with Oracle nor an understanding of Oracle’s future product strategy. He has to get up to speed quickly.

First, he needs to put in a strategy for negotiating with Oracle.

Recommendations

Bottom Line

Info-Tech’s blueprints and tools are valuable starting points for getting IT leaders up to speed quickly with Oracle licensing and negotiation.


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