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How to select an Oracle License Services Provider
1. What if I pick WRONG?
WRONG GOALKEEPER
Missing contracts,
"contract gotchas"
WRONG
DEFENDER
You need to get the licensing
basics correct, or you will be
making lots of mistakes
WRONG
FORWARD
If you don’t have forwards, you
wont be scoring lots of goals and
not optimizing your licensing
WRONG
MIDFIELDER
Keeps the project on track, making
sure the right decisions are being
made
2. A guide to select your
Oracle Licensing Services
Provider Provider
w w w . r e d r e s s c o m p l i a n c e . c o m
3. Market overview. Which categories of services
providers exists today?
The ones that use offshore
resources for data analysis
(script review) and then have a
more experienced advisory
consultant presenting and
advising the client.
Third there are a few who do
all with experienced
consultants and does no off
shoring or delegating to junior
staff.
The ones that have a front
figure doing the selling, but
then the work is done by either
junior consultants with limited
experience or similar offshore
resources. Then they also use
the same resources for
advisory.
5. I ask WHAT
KIND OF
EXPERTISE are
you looking for
and how do you
need help?
Once you have given me
the answers,
I assemble the project
team that i think is going
do the best job for your
specific needs.
I have been
lead
consultant in
over 100
client
engagements
?
6. Four different roles in Oracle SAM
1
Contracts
experts 2
Oracle licensing
experts, db,
middleware,
applications
3
Advisory
experts,
project lead,
people skills!
4
Negotiation &
optimisation
experts
8. It is like picking a fantasy soccer team
GOALKEEPERContract Expert
DEFENDER
Licensing experts/script/data
analysis
FORWARD Negotiation optimisation experts
MIDFIELDER Project lead/advisory
9. My advice
Find and pick that suits
your own specific
requirements but also
your own personal taste!
Everyone likes
different playing
styles.
Examples of playing styles:
10. 6 questions/advise to ask prospective services
providers in a buying process
Can i review your
licensing/sam
deliverables?
1
2
Please tell me
your methodology
for optimisation
and advisory.
3
What is behind
your well brand
name?
11. 6 questions/advise to ask prospective services
providers in a buying process
Do your own
research
4
5
What if you agree
the value of a case
study & reference?
6
Normally its not the
price on the consul-
tant where the
savings are, its on
Oracle software and
selecting right partner.
What if i pick wrong?
Wrong goal keeper - (missing contracts, "contract gotchas")
Wrong defenders (you need to get the licensing basics correct, or you will be making lots of mistakes)
Wrong midfielders – (if you don’t have this type of player, how are you going to take the best decisions)
Wrong forwards – (if you don’t have forwards, you wont be scoring lots of goals and not optimizing your licensing)
•Market overview, which categories of services providers exists today?
1. The ones that have a front figure doing the selling, but then the work is done by either junior consultants with limited experience
or similar offshore resources. Then they also use the same resources for advisory. (falling down vide)
2. The ones that use offshore resources for data analysis (script review) and then have a more experienced advisory consultant presenting and advising the client.
3. Third there are a few who do all with experienced consultants and does no off shoring or delegating to junior staff.
Do they use a sam tool? Manual? “lms-style scripts”?
Do they have ex-Oracle employees, do they have Oracle dedicated staff, or are you getting a sam consultant who does it all?
Nobody can do it all with Oracle licensing experts, anyone who say they can do it all. My advise be worry of anyone who says that.
I have been lead consultant in over 100 client engagements, and in the "pre-sales" discussion
I ask what kind of expertise are you looking for and how do you need help?
-Are you under an Oracle License Audit?
-Is the project about Oracle ULAs?
-Do want to know your oracle compliance position?
- Do you want to optimize your licensing and support costs?
-Do you want to negotiate best price and terms?
Once you have given me the answers.
I assemble the project team that i think is gonna do the best job for your specific needs.
This is how i recommend you to select, what are my requirements and who are best fitted to those requirements.
There 4 different roles in Oracle SAM.
1. Contracts experts consultants
2. Oracle licensing experts, db, middleware, applications
3. Advisory experts, project lead, people skills!
4. Negotiation & optimisation experts.
It is like picking a fantasy soccer team. (picture, of my fantasy football team)
It is like a soccer team
Contract Expert = goal keeper
licensing experts/script analysis = defenders.
midfield/playmakers project lead/advisory
negotiation optimistion experters = forwards
My advise:.
Find and pick that suits your own specific requirements but also your own personal taste!
everyone likes different playing styles. Examples of playing styles:
We have the man city way (most expensive, but they are the best at everything)
We have the arsenal way (good attackers, but not so good defensively)
We have the burnley (cant score much goals and not very creative, but solid defensively)
6 questions/advise to ask prospective services providers in a buying process.
1. Can i review your licensing/sam deliverables?
- am i only getting an excel and a few powerpoint slides?
- is there a deliverable for advisory/my options?
- is there a deliverable for contract analysis?
- is there a deliverable for the final results?
2. Please tell me your methodology for optimisation and advisory.
- Is there a step-by-step description?
- Do you have any reference where you have done this before?
2. What is behind your well brand name?
- can i speak with the lead consultant?
- who will support you in the background?
- can we enter at least lead consultant name in the SOW?
- avoid the "falling down scenario".
4 Do your own research
- is the firm active and publishing any content to showcase their knowledge?
- search on linkedin if they have experienced consultants hired.
- ask peers in the industry.
5. What if you agree the value of a case study & reference?
- can you get a better price?
- every company will be able to have references, same as with a job application. But requiring it fullfills minimum requirement.
6. Normally its not the price on the consultant where the savings are, its on Oracle software and picking the best team.