Why My Oracle Sales Team Doesn’t Care About My Annual Support Costs?

Why My Oracle Sales Team Doesn’t Care About My Annual Support Costs?

Oracle’s divided into 2 companies. Yes, it’s 1 company, Oracle Corporation. However, internally, the way they do revenue recognition is the license reps do not get paid on Oracle support.

If you go to the Oracle license rep and you say, “Hey, we’re a great customer. We’re spending 6 million dollars a year on Oracle support,” they don’t care. It’s just noise to them because they don’t get a dime from it.

A lot of customers make the mistake of trying to negotiate support with their license rep and they get nowhere. Oracle support, the Oracle support reps, they get paid on the Oracle support. Again, they don’t care if the customer never buys a new license. They just care about the Oracle support component.

The company’s divided into two. You have Oracle support and Oracle new license sales. They don’t get commissioned equally. Therefore, their interest or desire to help customers across those 2 areas doesn’t exist.

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