Oracle Zone » Opinions »

How to achieve better results from your Oracle negotiation

From its organisational complexity, to the challenge of finding good negotiation leverage, this growing technology giant can be one of the most challenging to work with. A recent survey of 20 different Oracle customer organisations within Forrester's Sourcing and Vendor Management (SVM) Leadership Council found that across the board, the primary point of contention was Oracle's lack of flexibility on price model evolution, volume/scope changes, and overall business transparency (such as pricing). Council members also expressed that from their perspective, Oracle constantly tries to upsell and increase their costs.