Now that the new year is underway, Oracle sales teams are ramping up their efforts for a strong May 31st year-end close. They are busy reviewing all their assigned accounts, identifying expiring deals and potential renewals, and looking for leverage on opportunities as they develop their sales strategy and approach.
For Oracle customers, this means that now is the time to start preparing for any upcoming purchases or potential audits, especially if you have an expiring ULA or cloud agreement that you do not plan to renew.
Failing to prepare is preparing to fail
(with thanks to legendary UCLA coach John Wooden)
Many customers approaching Oracle’s fiscal year-end that are deep into negotiations have found themselves being pressured into a sale by Oracle to avoid an audit. These customers are often in an unenviable situation, lacking negotiation leverage and unsure of how best to proceed. In most cases, these customers do not have a well-thought-out negotiation plan and Oracle is boxing them into a corner to drive a sale, leaving them very concerned and frustrated.
Read More from This Article: IDG Contributor Network: Oracle fiscal year-end checklist
Source: IT Strategy