2月22日,2022年

Larry Goldman | Senior Director, Product Marketing

如果您與Oracle合同,您已經知道Tech Beemoth是讓您感到無能為力的大師。無論您是競爭合同變更,續訂還是審計過程,與Oracle的杠杆似乎似乎仍處於短缺情況。

與此同時,嚴重的美元是貴公司的股份。第三方支持可以成為保存公司資金的絕佳機會。但Oracle使用支持費用實際上基於公司的存在,並且其合同已經寫為所有人,而是確保您需要Oracle在永久性方麵的支持。

雖然Oracle會讓您相信第三方提供商沒有路徑,it’s simply not true.成千上萬的組織已經製作了開關。您的挑戰往往是時機:許多支持合同續訂續訂於5月31日,甲骨文財政年度結束。這意味著現在是充分了解您的合同和運營情況的時間。

Knowing Your Contractual Rights and What Oracle Might Do

Oracle.contracts are designed to lock you in, maximize your spending, and open the door for penalties. So how can you use your contractual rights to your advantage when dealing with Oracle? To answer this, we reached out to Evan Boyd, vice president of business development atSoftware Licensing Consultants (SLC), a Spinnaker Support partner that specializes in all-things Oracle licensing.

“It’s a great question but a complex one because no company has the same products or contracts,” Boyd said. “For each SLC client, we go deep into very specific strategic licensing plans and defense. At the same time, we work to educate Oracle customers on what to do and expect during the renewal period.”

Boyd提供了這六個見解:

  1. 了解您的合同,使用和權利。

在您對代表發出一個單詞之前(如果您甚至這樣做),您需要向前和向後了解您的協議。Oracle肯定是。如果您正在嚐試走向第三方關係,請閱讀合同,了解您的權利,並確保您的組織符合要求。否則,您的良好意圖可以進一步陷入當前情況。“甲骨文將指導您在合同中實際代表的問題,甚至為您提供有關允許的內容的誤導或虛假信息,”Boyd說。“永遠不要把Oracle的詞所拿出來。”

2. Different contract end dates aren’t showstoppers.

如果您有多個Oracle合同,並且您想要轉儲的各種末尾的合同,那麼該產品可能會在多個協議中糾結。你的Oracle代表會讓你相信,因為這一點,你不能放棄任何東西。這不是真的,但你需要知道如何瀏覽合同。

3.Matching service level agreements can be confusing.

“許可證集”表示通過代碼庫(例如,Oracle數據庫)和“匹配服務級別”相互關聯的所有產品是指Oracle的策略,禁止在許可證集中取消產品的支持子集。因此,如果您想為某些版本的Oracle數據庫提供支持而不是其他版本,您將違反合同。這可能會變得複雜,因此您必須了解哪些產品合同。Oracle將使用它來堅持您無法移動到第三方支持。但是,您可以與他們談判或將所有內容移動到第三方支持並避免這些技術。

4. Pay for what you use, not what you own.

When you’re getting support from Oracle, you pay support for everything within a support contract. It doesn’t matter what you use or don’t. If you prefer to pay for coverage on what you use rather than all the Oracle products you own, then a move to third-party support makes sense.

5. Don’t fear the audit.

Many companies want to save money by moving to third-party support but freeze up in fear of a possible audit, where penalties often range well into the millions. Regardless of what your Oracle rep may say, this is not an audit situation. “Audits generally arise when your rep suspects there is reason for an audit that will bring them significant revenue,” Boyd said. “When you move to third-party support, you should always have a license assessment done to know your true license position based on how Oracle would audit.”

6. Oracle希望你在雲中 - 不要這樣做。

There has been a lot of noise in recent months about Oracle Executive Chairman Larry Ellison’s push to become a major player in the Cloud space, and sales reps are working hard to push customers toward Oracle Cloud Infrastructure (OCI). But with the Oracle Cloud comes forced Oracle support because, as with all Oracle support, it’s what’s best and most lucrative for Oracle. For existing customers, this Cloud push can come in the form of settling audits by forgiving penalties in exchange for coming aboard OCI, something Boyd says he’s seen frequently of late. This is also a strategy to get your on-premise licenses hosted on OCI under the guise of reducing future risk of license exposure. Once you’re on OCI, you’re required to maintain support with Oracle directly and it will be difficult to ever move to another provider.

了解您的運營和準備討論

如果您有複雜的合同,那麼與專家交談很重要。與此同時,您需要向前移動進程。我們推薦以下步驟:

5 steps to free yourself from Oracle

  1. 確保您了解第三方支持的基礎知識。

This could be throughresearching the solution, comparing third-party support features and benefits against Oracle (e.g.,such as for EBS), referencing online reviews in trusted places likeGartner Peer Insights和學習the customer experience.

2. Make sure you allocate enough time.

評估過程的長度可以變化, but you will always speed up this process with thoughtful preparation. Beginning with the vendor kickoff meeting, you should establish a schedule and work to understand potential bottlenecks, dependencies, and deadlines. We have seen customers transition in less than a month, but others can take multiple months if there is less consensus and a slower organizational pace.

3.建立你的業務案例。

Building your internal case沒有t have to be time-consuming or complicated. Work with IT decision makers and focus on areas like estimated savings calculations (here’s ahandy online savings calculator),您是多少或小,您正在利用補丁或更新以及是否有一個越來越多的票證。

4. Gather the data required for discovery.

在一個相互非歧視協議下,第三方供應商將開始發現過程。你可能會被要求完成產品問卷。供應商越多了解您的Oracle需求,越快,完全可以提供合理的成本和時間估算。

5. Engage your internal stakeholders early.

Who will you need to enlist for Oracle negotiations? Who will help make the decision to switch to third-party software support? In addition to IT, this could include stakeholders from legal, security and finance. Carefully think this through and assemble your team early to be able to make the Oracle contract deadline.

你的下一步?

If you have any questions regarding best first steps, contract rights or building your business case,聯係我們簡要谘詢. We’re glad to advise you on whether third-party support is the right fit for you and how to move forward confidently before May 31.

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