Summit Session

Oracle Deal-Makers Toolkit

Originally Aired: February 10, 2021 Now Your Desk!

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Oracle customers must prepare for engagements long before a purchase or renewal and exercise extreme caution to avoid falling prey to the vendor’s aggressive proposals and auditing behavior. Tactics include access to technical staff, contracts riddled with risk, and taking the lead on determining your demand. This session looked at Oracle tactics and how deal makers can avoid the numerous landmines in their next renewal or purchase with this supplier.

Key Highlights:

  • Understanding Oracle’s two-pronged approach to driving revenue from customers
  • The “gotchas” in Oracle contracts: ambiguous licensing rules, punitive terms and conditions, and no buyer protection
  • How data gathering and accurate demand models can combat Oracle’s sales strategy
  • Useful tools to help you prepare for your next Oracle deal

Speakers

Tanya Lutsyuk

Principal Analyst

Tanya brings over a decade of IT strategy and consulting expertise to the ClearEdge Client Engagement Team. Previously, she served as Project Manager at BBK Worldwide, where she ran the consultant services department and led the company’s first global research team dedicated to guiding Fortune 500 client business initiatives by providing market intelligence. As a Senior Analyst at ClearEdge, Tanya oversees the firm’s Enterprise Software Practice. She holds a Bachelor of Science in Business Administration from Northeastern University, with a concentration in International Business and Marketing.

Rob Murphy

Principal Analyst, Audit

Rob joined ClearEdge in early 2016 and is lead analyst on all audit and SAM services projects, and senior analyst on Microsoft deals. Before ClearEdge, Rob was a senior consultant and auditor at KPMG, running Microsoft-related software license reviews. He is a Microsoft Certified Technology Specialist and has expertise in designing, assessing, and optimizing Software Asset Management (SAM) programs. Rob attended Washington State University, where he double-majored in Management Information Systems and Operations Management.

Robin Kostin

Managing Partner

Robin joined ClearEdge after 25 years in IT sales, most recently as Regional Vice President for Oracle's enterprise sales organization. A specialist in complex sales, licensing strategies and modeling, she leads the ClearEdge Middleware and Data Management Practice teams. She previously managed strategic accounts in the financial services vertical for Unisys. Robin is a graduate of the University of New Hampshire's Whittemore School of Business and Economics and the Boston University Graduate School of Management.