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.
- 4. Understand the differences in each provider approach to maximize your chances for project success.
- 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
- 7. It is like picking a FANTASY SOCCER TEAM
- 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.
Editor's Notes
- #2: 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)
- #4: •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.
- #5: 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.
- #6: 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.
- #7: 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.
- #9: 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
- #10: 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)
- #11: 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".
- #12: 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.
- #13: My favorite team? - > Arsenal Logo. - Questions?