Oracle and Microsoft negotiation clinic, where we help IT Procurement professionals negotiate better deals with these 2 mega vendors. Check out our chaptering below:
00:00 Introduction video, Redress Compliance Mission
02:15 Fredrik welcomes everybody to the live event.
02:44 Erik introduces himself and shares his background at Microsoft
03:20 Floris introduction
08:00 Fredrik introduces himself and Redress Compliance
08:11 Fredrik explains that Redress doesnt offer negotiation services and
his view is that IT procurement professionals probably can do negotiation better
than Redress. But we can help you fill the gaps.
08:50 Oracle negotiation agenda.
09:25 Internally at Oracle, how are they organized, do you have 1 or many sales reps?
12:00 How are Oracle sales compensated? and how can you take advantage
when their FY ends?
18:15 You can rarely gain much negotiation leverage by bundling different Oracle categories
because of how Oracle are organized internally.
21:35 Oracle internal approval structure is most likely not very different than your own.
Understand it to maximize your negotiation results.
27:30 Cloud negotiation #1 contract term to include in your SaaS contract. If you do not negotiate this you will waste a large portion of your SaaS contract.
29:24 Learn how Oracle beats IT Procurement by voiding your price protection clause (renewal) by bundling or renaming your “old cloud services”.
34:11 Negotiate with Oracle so that you do not pay on premise support while transitioning to Oracle Cloud.
35:30 Must knows about Oracle ULA negotiations, pricing, pricing models, ULA term or adding more products
38:35 4 contract terms to negotiate in your Oracle ULA contract.
42:34 7 Oracle contract terms to negotiate in your on premise contract.
50:00 Microsoft Negotiation Clinic
50:20 What is Microsoft trying to sell you? Floris explains.
59:40 Erik explains the Microsoft Sales Cycle?
01:03:08 Erik explains how to prepare for your EA renewal.
01:11:00 What are you able to negotiate with Microsoft?
01:17:00 Concessions on Modern Workplace
01:19:20 Concessions on Azure
01:26:05 Mistakes that kill your Microsoft Negotiation
01:32:15 Microsoft Fisical Year end Facts
01:36:00 MS Fiscal Year end FAQ
– Knowledge about Oracle inner workings will help you build your negotiation strategy.
– Onpremise software – 7 contract terms should be included in your on premise contract.
– 4 ULA only contract terms that must be negotiated in the Oracle ULA/PULA.
– 4 challenges that Oracle cloud customers face when negotiating Oracle cloud contracts. & 4 contractual clauses that you should negotiate in your Oracle cloud contracts.
QA
Microsoft Agenda 45min
– Current state of Microsoft, what is it that Microsoft want to sell at this time
– How to get market best terms and minimize your time at the negotiation table.
– What is possible to negotiate in Azure & M365 deals and what is not?
– Negotiation for your true-up / annual report
– 5 contract terms to negotiate in your Microsoft Enterprise Agreement
– Microsoft Year Best Practices
