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  • "An enormous amount of [Oracle's] tenured salesforce has left," reports JMP's Pat Walvarens, citing company sources. Meanwhile, an Oracle (ORCL) salesperson tells BI "hundreds of people are leaving each quarter," and that the company's decision to issue hardware quotas to salespeople specializing in software has bred frustration. Also, a former Oracle salesperson declares "Oracle has a horrible reputation in the tech sales circles." Oracle is coming off two straight quarters of revenue misses; the company partly blamed sales execution for its FQ3 miss, but insisted execution improved in FQ4[View news story]
    The Key Equation to determine if Oracle is on the decline: New Business Revenue cover against On Going Support Revenue Decline.
    Hence Sales Force affects New Business... Customer moving away from Oracle the Support Revenue.
    (These numbers need to be measured on the Database Revenue Stream, not new acquisitions and other M&A activities).
    The other factor I look at is client base. Outside of the biggest companies, what is the adoption of Oracle for IT Matured Countries?
    Jul 9, 2013. 08:32 PM | Likes Like |Link to Comment
  • "An enormous amount of [Oracle's] tenured salesforce has left," reports JMP's Pat Walvarens, citing company sources. Meanwhile, an Oracle (ORCL) salesperson tells BI "hundreds of people are leaving each quarter," and that the company's decision to issue hardware quotas to salespeople specializing in software has bred frustration. Also, a former Oracle salesperson declares "Oracle has a horrible reputation in the tech sales circles." Oracle is coming off two straight quarters of revenue misses; the company partly blamed sales execution for its FQ3 miss, but insisted execution improved in FQ4[View news story]
    I would agree ...

    I left because....

    1. Sales Management are far to removed from my Customer needs... The Sales Force is up sell whilst taking the order. If the Customer does not want your product, create a non- compliance argument if you can. Customer satisfaction is not a priority.
    2. Oracle is a Haggling Company (Price List to High). Hence for budgeting purposes, Customers can not plan for Oracle adoption. Business Partners can not present Oracle. For a company to buy Oracle (best value for Money) requires a lot of time and knowledge. Hence only the Biggest Enterprise can buy Oracle. This means Oracle has never been able to address the SME sector (most organizations in the World).
    3. Other members of the organization engaged the customer and compete for the same IT budget, using any method available. Sales Management do not care how the order is taken, and who is destroyed in the process. Total confusion on Oracle Strategy - apart from It is RED (blood?).
    4. The Lack of Trust and being a Value Based Supplier to a customer is non-existence .. however required if a customer is to trust their IT on Oracle. This is why it is difficult for Oracle to promote up front value based selling. I used to say 'The relationship is not with the Sales Person but with the Product. However dealing with the Sales Person ensures best price'.
    5. For the Developed Nations, majority of IT Skill has left the customer base. Majority of Customers want outcome as too much risk exists to deliver projects. Hence 'As A Service' is the model going forward as opposed to 'Dump Product and Good Luck'.

    Customers who succeed buying Oracle do so if they:

    1. One require product from One Product Family
    2. Afford a single transaction that represents that Account Manager's 80% of Quota requirement.
    Hence Oracle should have a price List for a GLobal 2000 Customer List and a more realistic Price Book for everyone else.

    I found dealing with the customer great.. Dealing with Oracle problematic.

    I would laugh when a Customer and Partner would come requesting to buy product and the local sales management replying 'Bypass the Partner .... Check the customer requirements .. up sell to Exa Boxes ...'.

    Final Point... From my Observation, majority of the Big Vendors are all doing the same thing as Oracle (Control for Sale Management). Also, a Sales Model with expectation of 60% failure in the sale force. Majority of Service Partners do not get in the way of the Kill... They make money on the Damage left behind.

    The Traditional IT Economy is diminishing , becoming less relevant. Less money, less order taking, less commission. For customers their IT Service Levels are higher than ever - as Products are more robust and mature.
    Jul 8, 2013. 09:46 PM | 3 Likes Like |Link to Comment
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