Oracle License Management Training - Oracle ULAs, PULAs and Pool of Funds

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What WE WILL not talk about
01 02 03
ULA
Pricing
ULA
Maximi
zation
ULA
Contract
Negotiati
on

What WE WILL talk about today
01 02 03
Oracle
ULA
Oracle
PULA
Oracle
Pool of
Funds

History of Oracle ULA
Oracle Unlimited License Agreement, has been around
for more than 10 years.
Don’t confuse ULAs with Microsoft EA agreements, if you
know how they work!ULA

The basics of Oracle ULA.
Customer signs a license agreement with Oracle.
Unlimited only for specific
Oracle Software.
Highly customized contract
terms containing limitations.
ULAs can have different
TERM 1-5 years.
01
02
03
04
Oracle
ULA
1-5
Y

Which products are included?
For example
It can have Weblogic Server EE and nothing else.
It can have Database EE and nothing else
It can have DB EE + diagnostics, tuning
Almost any Oracle Software can be included.
You can choose which products to include

Simplifying, example
• Pay Oracle 3m $ in License fee, a one license fee
• You choose which products you want to include. Most common is
database products and sometimes mixing with middleware.
• For how long (negotiable) 1-5 years (3Yrs most common)
• You can theoretically deploy 100 000 processors of unlimited
Oracle Software.
• “All you can eat” agreement. – What you eat – you keep!

Scenario:
2019
You sign an
Oracle ULA.
You pay a one
time license
fee.
2022
If the agreement
is for 3 years, in
2022. You either
exit or renew.
RENEW
means: new
license fee and new
support.
EXIT
means:
You tell Oracle how much
you have deployed and all
those licenses will be made
into perpetual.
(So ULAs can be
incredibly powerful it
managed correctly)

Question
Can you sign a 6 year ULA ?
ULA TERM:
 Answer: No – 5 year is max.

Question
Can you mix Oracle Tech and MW/Apps in a ULA?
Product Mix:
 Answer: Yes, you can mix almost all Oracle
Software in a ULA, DB, MW and Apps in One.

Question
If I exit my ULA will I keep my license rights?
ULA End
 Answer: Yes, the “Unlimited” right will after a “exit
process/license review” changed to perpetual
licenses for example 700 processors of
something.

Question
Will my support costs go up if I exit my ULA with
thousands of licenses?
ULA End:
 Answer: No, support will be the same. Only
increase is the normal annual increase that exists
for all Oracle Software licenses. (4%)

Question
Will Oracle be upset if we exit ULA with 4000 CPUs?
ULA end:
 Answer: No, but informally they are working
under the assumption to “minimize” the licenses
you get out from the ULA. Stand your ground to
maximize the licenses you get out from the
ULA.

The trade/deal you do with Oracle.
Oracle gives you unlimited usage rights
“The Trade”
You give away the right to terminate support
contracts 1 by 1 (all CSI become 1)
You also give Oracle a very large lump sum of
money (license fee for ULA)

Contract 1+2+3+4+5 + = 736k $ NEW ULA support = It
becomes an UNBREAKABLE contract.
Contract 1: - 55k $
Contract 2: 120k $
Contract 3: 244k $
Contract 4: 17k $
Contract: 5: 300k $
Oracle ULAs will make your support contract almost
“unbreakable”

You often need to
terminate huge
amounts of licenses to
make any saving at all.
Almost every large
company have this
issue (often as high as
30% of all Oracle
Software).
Repricing rule (technical support policy).
Support:
You certify your Oracle with 1000 processors of Oracle Database EE.
You pay 2m $ in support for the ULA.
4 YEARS LATER
You wish to terminate 500 processors of Oracle DB EE..
Oracle will NOT quote you 2 MUSD / 2 = 1 MUSD
Oracle will quote you: 2M USD.
They will recalculate the list price for the remaining 500 processors of Oracle Software.(500
x 10 450 $ = 5,2m MUSD
BUT Oracle support policy says “not exceed the previous support fees paid” in this
case 2 MUSD year. End result is no savings.

What Oracle wants you to do.
1. Oracle wants you to pay money for Licenses.
2. Oracle wants you to not consider support
stream lock-in.
3. Oracle wants you to not consider what
happens at the exit process.
4. Oracle “often” wants you to include as much
existing Oracle Software as possible.
5. Oracle wants you to believe that you don’t
have to worry about License Management if
you sign a ULA.

Do you see a
big growth in
Oracle SW?
Which legal
entities should
be included? Do we have the
right SAM
resources?
ULA vs No
support
reduction - is it
worth it?
Which products
should I include
in the ULA?
Which questions should you ask yourself?

0.00 €
1.00 €
2.00 €
3.00 €
4.00 €
5.00 €
6.00 €
7.00 €
2018
2009
2010
2011
2012
2013
2014
2015
2016
2017
2018
2019
2020
2021
Millions
ULA cost
Support License Fees
PRE-ULA
2008 – 20 different support agreements.
Total support stream 700 000 €
2009 – Company sign a 1st ULA for 3m old
support 700k + new support Become one
support agreement. Now locked in by repricing.
(support policy)
2012 Renew ULA for 4m €.
All old support and new support 22% out of 4m
= 800k become a new support agreement
2015 Renew ULA again (add new license and
support)
2018 Renew ULA again
Total fees paid to Oracle?
11,8m € in license fees.
33,7m € in support fees (94% margin)
Example of ULA Lifecycle
Key dates:

Scenarios when Oracle ULAs can be a good alternative
If you don’t have any large Oracle support
contracts to include/migrate in the ULA
Company see focus and growth in
deploying Oracle software.
Company must have a software asset
management process (attach it to signing
any new ULA, allocate budget to manage and
optimize)

Scenarios when you should not sign a ULA
ULA contracts are restrictive and are
therefore not a good agreement if you are
active in merger and acquisitions
Company should usually not sign a ULA at end
of audit (poor negotiation position, and usually no
planned growth)
Companies who have a lot of “legacy
support” contracts.
Companies who don't have much
knowledge or not spending money on Oracle
license management. (you will end up
renewing your ULA many times…)

There is no “true-up” at
the end of the Oracle
ULA.
The ULA Is only as
good or as unlimited
as you negotiate & pay for.
Considerations

Question
What is the “trade” you make with Oracle by signing a ULA?
ULA options:
 Answer: You give away your rights to reduce your
Oracle support fees

Question
What if I exit my ULA and wants to reduce support,
how can I do it?
ULA options:
 Answer: License assignment (assign licenses to
divested entity, doubtful Oracle will approve)
 Answer: Go to third party support provider for 2
years. Then go back to Oracle and sign a new
ULA without any legacy support.

Question
My company does not have knowledge about Oracle licensing
so we sign a ULA to avoid audit. Good or bad idea?
ULA options:
 Answer: No, the much better and lower cost
option is to hire someone and or work with
external partner to help you. The cost of a ULA is
often more than 20x higher than a service fee.

PRE-ULA
• Understand which products to include in a Oracle ULA.
• Review contract with legal and contract specialists, customer definition, geography, “what-if” scenarios.
1st Year ULA
2YR ULA
12 months before
ULA Exit
Activities Description
Substantial
Low
Low
High
Medium
High Risk
Non compliance,
under deployments
Spot “low hanging
fruit” issues early
You loose control
Millions wasted
Effort Risk if not
• Educate stakeholders internally about the ULA (ULA training, education).
• By maximizing current agreement are in a stronger negotiation position for any new ULA or PULA in 2019.
• Quarterly calls and or meetings and updates on deployment data .
• Engage with an external partner, the more time you have the better outcome. These things always takes
more time than what you expect.
• Partner must have extensive experience in ULAs and analyse Oracle audit scripts..
• Keep an open mind, renewal might be better option than exit.
• Have a goal of Knowing your licensing position at least 2 months before ULA ends.
• Have a 50% optimization (more than actual need)
• 100% control of legal entities, territory and cloud.
• Use your control of licensing and contracts to push for best possible proposal offer (renewal or not).
• PULA is almost always offered as an alternative. Be ready to leave if offer is not good enough.
5 steps to take to ensure a successful ULA

Project team to manage ULA
• Have a project team either only internal resources or a mix
with external. Quarterly/half year update meetings on
deployments.
• Should review deployment numbers and include spot
checking installations if time permits.
• Review territory, merger and acquisitions, cloud.

Managing the ULA
• Making sure you get the terms right when negotiating (if not,
not even the best oracle license experts can save you. You
might be forced to renew the ULA)
• Making sure that you deploy ULA in the right pace. Worst
ULAs are the ones where little is deployed. Wasted money
• Running scripts at least 2x times in a ULA. If 3Y ULA, then 18
month in. And again 3-6 months before you exit.

ULA Review
Start date
Description Benefits Risks Our Grade
When ULA ends
You decide to wait until ULA ends
either because you don’t have time or
you decide not to accept Oracles ULA
offers.
 License Compilance position with low
confidence.
 Small risk reduction activities
 No optimization & maximization of your
current ULA.
 No license buffer (to avoid future license
purchase)
 Obvious risk for big compliance gaps that
might force you to make a large license
purchase or sign a ULA more expensive than
the first one.
1
1-3 Months before
ULA exit
You start preparing for the ULA exit at
least 30 days before the ULA ends.
 License compliance position with medium
confidence…
 Easy/Quick optimisation such as using
management packs for database
 If a license position is ready 30 days before
ULA ends you can optimize by using
virtualization.
 Medium/acceptable information towards
decision making process.
 No long term planning, this is “rush exit” I
only do absolute minimum planning.
 Any delay in inventory, analysis can make
the project a failure.
3
3-6 Months before
ULA ends
You start a proper analysis 90-180
days before your Oracle ULA ends.
 License position with a strong confidence.
 Very good optimization possibilities.
 Good time to create a ULA strategy in good
time for ULA renewal date.
 Usually much better pricing for any ULA
renewal and confidence if you want to exit.
 Only risk you are looking at in these cases are
if you are working with the wrong partner.
(making mistakes in licensing or contracts)
4
6-12 months before
ULA ends
You are fully aware of the ULA risks
and have a pro-active approach to
software asset management.
 All the benefits as in 3-6 months.
 There will be no “time pressure” if the project
is managed well.
 Know your decision to renew/exit 3 months
before ULA renewal date.
 Only risk if you work with the wrong partner.
 The companies who plan for their ULA 6-12
months ahead usually always gets the best
results. Exit of an ULA or negotiate the best
ULA (terms, and pricing) and they save
millions of $/£/€.
4

Questions on Merger and Acquisitions
Acquiring a new
entity if you are in
a ULA?
Look at your ULA contract, it has limitations on events like
this. Most commonly you either have a cap saying if the
company is below 10% of your revenue or employees
you can include them at no extra cost.
If it is above your cap and you WANT to include them in
the ULA – you need to negotiate with Oracle.
What if my company are
merging with a large new
company?
You probably must
negotiate a new ULA
including both entities.
+
+

Questions on Merger and Acquisitions
IF my company are
being acquired by
another company and
we have a ULA?
Then exit/certification
process should begin
immediately.
We have an active ULA, we
divest a company, can we
assign unlimited licenses to
the entity?
Contract does not allow this,
this requires negotiation with
Oracle.
Project Map: (Olena -
Visual/graphics?)

Lets look at a real Oracle
ULA agreement (DB/MW)
License fees - ULA License fees paid
Net technical support - both old and new
support fees
Back support fees - customer has
unsupported licenses that they want to include
in ULA – customer need to pay backsupport
fees for that.

ULA agreement
Agreement - They are referencing an older
OMA.
Customer definition - They have negotiated
who can access the ULA software. It includes
state of montana users and its contractors.
(non standard text, unique for state of
montana)
Territory - US deployment rights only

ULA agreement
Technical support - negotiated 0% increase
in annual inflationary increase. (savings 52k $
a year) x 3x = 156k $
Technical support - Montana had 1,3m $
existing support (rolled into ULA)

List of all existing support agreements-
they are now becoming “1 CSI –
Unbreakable”.
ULA agreement

ULA agreement
Total support stream - All older support
agreements are replaced with the ULA
support stream.
Order of precedence - This agreement
terms are takes precedence over any
OMA terms.

ULA agreement
Unlimited Deployment term - All older
support agreements are replaced with
the ULA support stream.
A: 3 years ULA – they have also negotiated their
own text. (including a third party/contractors right to
use the ULA software)
B. Describes the certification process (how to exit
the ULA) - State of Montana needs to specifiy how
each license deployment is being used and by whom.
(more work for state of montana)
C: Breach of ULA (for example, failure to pay
support)

ULA agreement
D: customized, customer was worried tech support
would increase post ULA (true-up) so that text is
basically of no value. + more customer specific
information. (it’s a safety switch against something
that would never happen)

ULA agreement
D: - customized, customer was worried tech support
would increase post ULA (true-up) so that text is
basically of no value. + more customer specific
information
Converted and replaced licenses –
Describe the process - old licenses and support
being replaced with new ULA license and support.

ULA agreement
Customer has an audit clause. They have 1 year no audit.

ULA agreement
APPENDIX
Who can use Oracle ULA software.

ULA agreement
APPENDIX
Cloud agreement attached: (only used to boost sales
figures for Oracle. Most likely never used..)

Question
What did State of Montana give away for ULA?
ULA contract review:
 Answer: The right to reduce Oracle support
(without repricing)

Question
What did we learn about the certification process?
 Answer: State of Monatana needs to provide
detailed information about their deployments to
Oracle. (non-standard clause in benefit of
Oracle)

Question
Why did State of Montana buy cloud?
 Answer: This ULA was signed when Oracle
wanted to boost sales figures. So only to
increase sales rep compensation

What Oracle wants you to do.
1. Oracle wants you to renew the ULA
2. Oracle wants you to work only with LMS/SIA
and not anybody else.
3. Oracle wants to control the options and not
share “alternative renewal options”
4. Oracle wants you to sign a PULA at renewal.
5. Oracle wants you to give them information
about current ULA deployment before you
renew.

Are we
compliant with
our ULA?
What does IT
tell us about
growth/deploym
ent?
Remember
Oracle only
wants to buy
more. (not
neutral)
Can I exit my
ULA instead?
Should I change
products in my
ULA?

ULA Renewal – Process.
START ULA REVIEW
Review License Agreement
Inventory
Tooling, Run Scripts, Manual
Which products are part of the ULA?
Which contract limitations?
Legal entities, territory rights, cloud
rights?
VMware
Deployment Plans
Include in new
ULA or purchase
outside of ULA Why: Stronger negotiation position for
Oracle ULA or enable exit
License position
Non ULA products
Risk reduction & Purchase
ULA products
Maximize & Optimize
No need to buy Need to buy
Cost avoidance
Create a large license buffer

ULA Option Overall description When is this option good? When is this option bad? Our Grade
ULA -Renewal as is
You renew your Oracle ULA as it is, same
products, same contract same terms.
 Fixed costs for included Oracle SW.
 No Audit (Oracle don’t audit ULA
customers)
 Little documentation on how to manage
it, use the tool.
 Small company (less than 5 employees)
 No support for Oracle Apps.
3
ULA-Renewal new
products, new contract
Comprehensive tool, much investments into
Oracle License management.
Their attitude towards Oracle License
management is serious shown by
acquisitions and their employees.
Oracle provides LMS scripts.
 When we have reviewed/verified aspera
results – they have been very good.
 Does not “over-sell” its tool and are
transparent about usage.
 Possible to customize rules - which
suits Oracle licensing well.
 Oracle DB and MW capabilities.
 Few partners who can help you with it.
 You might end up buying everything
from the tool vendor (consultancy and
tool) and that can lead too over-
reliance on the tool and not objective
advise.
5
Partial renewal
Primarily a tool to manage MS and desktop
SAM– great for some vendors. (SAP)
We dont have a good experience of using
Snow for Oracle. They were very late to the
Oracle SAM. Stronger in marketing than
Oracle Licensing.
 Nice graphic interface.
 Large customer installbase in EMEA,
less so in US.
 Easy to use, and lower cost than
Aspera and Flexera.
 Oracle DB capabilities.
 Their marketing and sales are not
educating, arguably harmful to Oracle
SAM. Many license managers have
bought into the hype that the tool will
solve it all.
 Too many false positives that cause you
to investigate “false alarms”
 No support for MW, Apps.
2
ULA
Comprehensive tool, many major companies
use Flexera for all vendors.
By far the most “experienced” and serious
Oracle License managers we come across
use Flexera or Aspera.
Oracle provides LMS scripts.
 If you spent time on configuring it and
managing it – it can be the best tool in
the market.
 Offers you to pull out scripts (raw) and
do the analysis outside of the tool.
 Oracle DB and MW capabilities.
 Expensive and requires a lot of time to
implement.
 Cannot do Oracle Applications (as
everyone else) 4
Oracle ”audit scripts”
We recommend it to be used at any time you
want a compliance position that is close to
100%. Never use only a tool when there is
an audit or ”sharp” scenario with Oracle.
 Very accurate
 Copy of Oracle LMS methodologies
 Must use external consultancy
 Requires some work to run them on all
your Oracle Servers
 Not a discovery tool.
N/A

How to qualify a ULA renewal offer
• The main drivers/applications for Oracle Software. What is the
strategy for those applications going forward, infrastructure
refresh/cloud/decreasing?
• Will we deploy hundreds/thousands of Oracle Software?
Compare it towards high discount pricing.
• To understand the effective discount.

Exiting an Oracle ULA?
Not a formal license audit, but you may as well
treat it as such.
Oracle will run audit scripts. (no company that I have
helped has ever been compliant with ULA, and I have
never heard anyone else say “we came across a ULA
and client was compliant” It simply doesn’t happen.

Exit-process
Exiting Oracle ULA Is a 6
month process, which
picks up as soon as you tell
Oracle, that you want to exit
your Oracle ULA.
Oracle LMS will
provide you with
documents to
complete.
Oracle LMS wants
to make a “exit
project” with you.
Oracle LMS wants
you to run their
scripts (as in a
formal license audit)

• If/When Oracle accepts your
numbers, your unlimited will
be transformed into fixed
quantities
• Support will remain the
same! Only annual increase.
What this means is that:
Companies should
deploy as much Oracle
software (unlimited) as
possible in the ULA.
But it must be done in a
controlled manor.
$

Your ULA ends and what does Oracle want you to do?
1. Oracle wants you to provide info legal entities,
deployments, applications without reading the
contract.
2. Oracle wants you to complete the GDR.
3. Oracle wants you run their audit tools.
4. Oracle wants you to certify/exit with as little
software as possible
5. Oracle wants you to renew your ULA at a
higher price

What does my
contract say?
Do I need to do
everything
Oracle wants? I need to do my
“home-work”
internally first
What is my
licensing
position?
Do I need to run
Oracle scripts?

Top4 reasons why you might renew your ULA (against your will)
You by mistake deploy Oracle Software not part of ULA
For example you deploy 1000
processors of Oracle Database EE.
During certification/exit process you
give Oracle script output.
Script output shows Oracle you
have accidentally used Advanced
Compression not part of the ULA.
Its 240 processors and each CPU
license is 11 500 $ - combined
value 2,7m $ + 22% support = 3,2m
$
Oracle proposes you renew
your ULA to avoid
purchasing new licenses for
3,2 $ and includes the
product that you had a gap
for.
Often the non ULA renewal
proposal is non-attractive
and companies renew ULA
again.
#1Deploying non ULA
Software

Recommended actions
Inform IT/DBA/Architects which products
are included in the ULA. Online Skype
session is recommended shortly after
signing.
Allocate budget for Oracle License
Management, (external partner to help
you) – run Oracle scripts.
Have some sort of inventory/discovery
tool

You sign a contract in US – ULA.
Territory clause only says
deployments in the United States.
During certification/exit
process Oracle is informed
that you have deployed
software in Brazil.
#2
Contract Compliance
Why do
customers renew
ULAs when they
don’t want to?
100 processors of Oracle
Database Enterprise Edition – A
list price value of 4,7m $.
Oracle proposes you renew your
ULA to avoid purchasing new
licenses for 4,7m $ and includes
brazil in your ULA.
And you pay for a new Oracle ULA
(license fees higher or same as
before and new and old support.

Recommended actions
Make sure you negotiate worldwide usage
deployment rights in your ULA contract
If you don’t have ww usage, consider pro-
actively negotiate an amendment with
Oracle.

But then you use Oracle
software on legal entities that
are NOT part of the ULA.
Example 100 processors of
DB EE
EXAMPLE
100 processors of Oracle
Database Enterprise Edition – A
list price value of 4,7m $
Oracle proposes you renew your
ULA to avoid purchasing new
licenses for 4,7m $ and includes
the new entities in the ULA.
And you pay for a new Oracle ULA
(license fees higher or same as
before and new and old support
#3
Contract Compliance
You sign a ULA on
parent/corporate level.

Recommended actions
Make sure you negotiate customer
definition & subsidiaries
If you make acquisitions, negotiate the
M&A clause in the ULA contract to allow
them to be included.
If any large merger&acquisition consider
negotiate with Oracle about amendment to
ULA

If you deploy Oracle ULA software in Azure or AWS
For example you deploy 100
processors of Oracle DB EE. When
the ULA ends those deployments
cannot be counted towards the exit
numbers. So you are in affect non-
compliant.
During certification/exit process
Oracle is informed that you have
deployed software AWS.
100 processors of Oracle Database
Enterprise Edition – A list price
value of 4,7m $
Oracle proposes you renew
your ULA to avoid
purchasing new licenses for
4,7m $ and includes some
rights to allow cloud
deployments the next time
you exit your ULA.
And you pay for a new Oracle
ULA (license fees higher or
same as before and new and
old support
#4Deploying Oracle Software
in non Oracle Cloud.

Recommended actions
Negotiate rights to certify deployments in
third party cloud. (at signing)
Consider negotiating amendment if you
have a cloud strategy and active ULA.
If you contract clause, make sure
stakeholders does not deploy Oracle in
third party cloud.

Myth busting #1
There is no true up at the end of the
Oracle ULA. (if you managed to
deploy 10000 of CPUs, the support
is still the same)
MYTH
#1

Myth busting #2
Oracle will not be upset if you
deploy a large number of
licenses
MYTH
#2

Myth busting #3
You will keep your licenses,
that you certiy/exit Oracle
ULA with.
MYTH
#3

ULA Review Phase 1
START ULA REVIEW
Review License Agreement
Inventory
Tooling, Run Scripts, Manual
Which products are part of the ULA?
Which contract limitations?
Legal entities, territory rights, cloud
rights?
VMware
Deployment Plans
Include in new
ULA or purchase
outside of ULA Why: Stronger negotiation position for
Oracle ULA or enable exit
License position
Non ULA products
Risk reduction & Purchase
ULA products
Maximize & Optimize
No need to buy Need to buy
Cost avoidance
Create a large license buffer

Question
2 actions every company should take when renewing/exiting?
 Answer: Review contract, to understand any
issues before Oracle gets information about your
ULA deployments.
 Answer: Run Oracle style (audit scripts) to
determine what is your licensing position. (don’t
show your cards to Oracle – Poker phrase)

Oracle Perpetual Unlimited License Agreements
Came to the market 3-4 years ago
Oracle alternative renewal option (renew ULA or
sign PULA)
Don’t often offered as the first ULA type of
agreement
It never expires, it’s a forever ULA
01
02
03
04
Oracle
PULA
1-5
Y

What if you need
additional products,
there is no fixed
price in the
standard PULA?
What if you want to
exit? Or do you expect
to pay Oracle millions
of dollars forever? (due
to repricing)
Oracle often wants
to include non PULA
products into “total
technical support
stream” not only
ULA included
products.
Biggest traps PULA traps

How to exit a PULA?
Best way is to
negotiate a
“self-exit” clause
so that you can
decide when you
exit.
If you don’t have
such clause, you
are at the mercy of
Oracle.
If you fail to pay
support, Oracle
can breach the
PULA and you
have no licenses
at all. (never
happens)

When to consider a PULA?
You want a long ULA.
Include some core products (not
everything and not nische)
Continued growth, if not optimization in a
normal ULA Is better!

Scenarios when you should not sign a ULA
Don’t sign a PULA and pay x millions
because you lack Oracle License
Management
Don’t sign a PULA if you are active in merger
and acquisitions.
Don’t sign a PULA if you want to reduce
Oracle costs.

Question
How can you exit a PULA?
PULA Exit:
 Answer: You cant unless you have the
contractual right to exit.
 Answer: You can try to “negotiate with Oracle”
requires a purchase.

Question
Can you reduce support fees while in a ULA or PULA?
Support fee:
 Answer: No, its impossible.

Question
How can I be compliant with my Oracle ULA/PULA?
ULA Question:
 Answer: Deploying non ULA products.
 Answer: Contract issues, legal entities,
geography, cloud or other contract violations

Question
Reasons why a PULA is risky?
ULA Question:
 Answer: No reduction of support
 Answer: No standard clause usage rights
 Answer: How do you add new products?

What is Pool of Funds agreement?
It is like a pre-paid credit card.
You can only use it for pre-negotiated products.
Pre-negotiated products have a fixed price.

You need to spend the credit
You pay
Oracle a lump
sum of money.
If you don’t spend the
money or the credit,
there is no refund.
in the contract term.

Pool of Funds - Contract Basics
• Almost the same contract terms as a normal Oracle contract
(cust def, ww usage, support etc).
• Pricing is anything from 1MUSD +
• Not a common agreement type in the market.
• The reporting process, our experience is that Oracle is not
following up on this. (time issues?)

Table A – Pooled Programs
Description/License Type Quantity
Oracle Database Enterprise Edition – Named User
Plus Perpetual Software Update License & Support
TBD
Cloud Management Pack for Oracle Database –
Named User Plus Perpetual Software Update License
& Support
TBD
Pooled Programs
Description / License Type Quantity Net Fee
Oracle Database Enterprise Edition – Named User
Plus Perpetual
Software Update License & Support
1 99.18
19.84
Cloud Management Pack for Oracle Database -
Named User Plus Perpetual
Software Update License & Support
1 6.23
1.25

Review the contract text:
• 3 years validity
• 90 days before each year anniversary you need to
provide license report to Oracle.
E. Pool of Funds
1. Pool of Funds Deployment Rights
In consideration of the payment to Oracle of the license and technical support fees specified in this ordering document, you shall receive a
license fee credit equal to Pound Sterling (the “Pool of Funds Credit”). For a period of three (3) years from the effective date of
this ordering document (“Pool of Funds Period”), you may use the Pool of Funds Credit to deploy any combination of the progras listed in the
Pooled Programs table (The “Pooled Program”) provided that (i) on the first and second anniversary of the effective date of this ordering
document, 90 days prior to the expiration of Pool of Funds Period, and upon the expiration of the Pool of Funds Period, you submit to Oracle
“License Declaration Reports” (“ LDR(s)”), and (ii) you continuously maintain support for any and all programs deployed using the Pool of
Funds Credit, and (iii) your use of the Pooled Programs is in accordance with the terms of the Agreement and this ordering document, and
(iv) at the end of the Pool of Funds Period any un-used credit shall expire, and you shall not be entitled to any credit or refund of license fees
following the end of the Pool of Funds Period, and (v) you continuously maintain support for any and all programs purchased pursuant
section D.2 above. The Pool of Funds Credit must be used only to deploy licenses for the Pooled Programs. The Pool of Funds Credit
cannot be used to pay for technical support or any other Oracle program or service.

Why a Pool of Funds can be risky
Need to provide Oracle info about servers,
deployments (a license report)
You can’t terminate support for products
locked by the agreements. (not only products
part of this agreement)

When to consider “PoF” agreements
We have lots of Oracle projects, but we
don’t know which products we need.
Don’t you don’t want to sign a ULA
and lock in all CSIs
Want high discounts and flexibility on
product mix

Checklist for your Oracle ULA T&Cs
Customer Definition
Territory
Technical Support
Certification Process
Cloud
Limitations
Pricehold
List all subs you want to include
Worldwide – must have
Cap future increases
How long? How? Important!
Can you exit with Cloud deployments?
ULAs have far more hidden limitations than
other contracts
Non ULA products fixed pricing?
License Assignment & MA A must!
New License Agreement
Pricing & Benchmarking

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