Gartner Research

Cut Costs and Reduce Risk When Negotiating Oracle Licenses or Cloud Subscriptions

Published: 10 September 2019


Oracle’s dominant position in several markets and its highly complex, inflexible licensing policies make deal negotiations a real challenge. This research will help sourcing, procurement and vendor management leaders optimize pricing while reducing contractual risk when negotiating with Oracle.

Included in Full Research

  • Key Challenges
  • Tactics: Gain Negotiation Leverage by Creating Competitive Environments, With Realistic Alternatives, and Evaluating Strategic Products
    • Higher Leverage Is Achieved When Alternative Competitive Solutions Are Seriously Considered
    • Competition Should Be Leveraged in Any Significant Purchase
    • Oracle Clients Who Don’t Understand the Added Leverage Gained by Buying “Strategic Products” Will Fail to Achieve Optimal Results From Their Negotiations
  • Templates: Fully Evaluate and Analyze All of Oracle’s Commercial Programs
    • Key Oracle Pricing Metrics That Customers Should Analyze
  • Terms and Conditions: Negotiate Key Protections Related to Price Holds, License Terms and License Assignment
    • It Is Necessary to Review All Oracle “Policy Documents” and, Where Possible, Attach These to Contracts
  • Timing: Tailor Your Negotiations to Leverage Oracle’s Offset Quarter Ends and May Fiscal Year End

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