On-Demand Video

Oracle Supplier Briefing

May 5, 2020 Now Your Desk!

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Over the past several years, Oracle’s focus has been on the cloud. Although Oracle’s efforts to gain market share in this space have been minimal, this has not stopped it from developing new products, strategies, and compensation plans to get their customers to SaaS, IaaS, or PaaS product offerings. This briefing discusses trends we have seen in our recent Oracle engagements and the best practices we recommend to maintain leverage and drive deal success.

Key Highlights:

  • Comparison of how Oracle stacks up against competition in the cloud infrastructure race
  • Case trends highlighting the ways Oracle sales reps are keeping customers at the table
  • Common challenges and solutions when negotiating with Oracle, such as deconstructing bundles, forecasting demand, and understanding Oracle's compensation structure


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.

Joe Malarney

Senior Analyst

Joe joined ClearEdge in 2019 to analyze deals in the software sector, with a focus on Oracle. Prior to ClearEdge, Joe worked at Oracle as a Senior Application Sales Executive, where he provided cloud application solutions to enterprise customers. Before that, he served as a Financial Advisor at Morgan Stanley, and before that, he taught history. He holds a B.A. in History and Political Science from Trinity College (CT) and a M.A. in History from Yale University. Joe enjoys running, reading and traveling.