As enterprise application giants SAP and Oracle (ORCL) try to digest major cloud software...

|About: SAP AG (SAP)|By:, SA News Editor

As enterprise application giants SAP and Oracle (ORCL) try to digest major cloud software acquisitions (I, II, III), their historical sales models could trip them up, says a former exec at SAP-acquired SuccessFactors. Whereas traditional enterprise software deals focus on maximizing up-front licensing payments, cloud software deals are based on annual subscriptions. SAP's short-term oriented sales culture might not adjust well to that kind of long-term focus.