What you will be able to do after this session

• 1Decode the model. Know how Oracle builds a price: public list, discount, net, and the support annuity underneath.
• 2Benchmark the discount. Place any deal against realistic discount ranges for its size.
• 3Work the calendar. Use Oracle's fiscal year, ending May 31, without being used by it.
• 4See the support shadow. Understand why the net price echoes for a decade through the 22 percent annuity.
• 5Spot the inflated basket. Tell a strong deal from a big percentage on products you never asked for.

How the session works

A taught session with three knowledge checks: the best and final quote placed against the benchmark table, the leverage timing question on Oracle's fiscal calendar, and the 85 percent discount on a padded basket. It closes with the strong outcomes table: what a genuinely good deal looks like at four sizes, percentage and terms together.

Homework before the next session, about one hour

• 1Reprice one order at list. Your largest recent order, priced from the public list. What percentage did you actually get on the clean basket?
• 2Place it on the table. Which benchmark band was the deal in, and which band did you land in? Note the gap.
• 3Audit the basket. Any lines nobody requested? Mark what they add to annual support at 22 percent of net.
• 4Total your decade. Net license plus ten years of support with uplift for that order. That is the real price you agreed.
• 5Map the calendar. Your next planned purchase against Oracle's quarter ends. Which close could it land in, and could you credibly pass it?