Gartner Research

Gartner's T4 Process Will Cut Your Costs When Negotiating for Oracle Licensing: Ignore at Your Peril

Published: 17 May 2016

ID: G00301865

Analyst(s): Roberto Sacco, Rob Wilkes

Summary

Oracle's often intransigent commercial position and complex licensing policies challenge customers attempting to negotiate optimized deals. Gartner's T4 process exposes unique complexities to assist technology procurement leaders in analyzing proposals and negotiating optimal pricing and T&Cs.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Tactics — Create Competition With Viable Alternatives, and Where Needed, Utilize Outside Experts to Identify and Cost Competitors' Solutions That Would Compete With and Threaten Oracle's Revenue Stream
  • Templates — Use Gartner's Oracle-Specific Template to Uncover Missing Options or Ambiguous Terms to Enable an Accurate Financial Analysis That Should Be Reviewed by All Relevant Stakeholders
    • Key Terminology and Options for Oracle License and Solution Offerings That Customers Should Review
  • Terms and Conditions — Try to Negotiate Key Protections Related to Price Holds, Territory of Use and License Assignment, and Review Oracle Policy Documents Relating to Partitioning/Virtualization, Disaster Recovery, Support and Maintenance, Testing, Development and Multiplexing to Ensure Appropriate Risk Mitigation
  • Timing — Develop a Negotiation Strategy Based on Team Collaboration That Involves CxO-Level Engagement to Help Strategically Time and Finalize Negotiations to Align With Oracle Quarter-End and Fiscal Year-End Dates
  • Appendix

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