I used to envy Larry Ellison. But then I had lunch with one of his senior minions, and now I feel a little sympathy. Just a little. :-)
It was actually very educational, because it reinforced for me the power of an open-source sales model, and how it could help Oracle. Oracle kicks tail with sub-$1 billion companies, selling a feature/function value model often winning these deals from SAP. But in the biggest companies, Oracle often loses, and not because it's technology is worse.
No, according to this Oracle executive, it's because SAP builds relationships with executive management at target customers and these CxOs decide for SAP, even when it's the wrong technical decision. Time after time, he talks with the IT executive responsible for the decision after Oracle has lost the sale, and finds out that he was selling to the wrong person.
But surely Oracle could outdo SAP on the executive meet-ups?
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Source: http://news.com.com
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