Q4 sales strategies technology suppliers use against you, 10 ways to defend yourself from an Oracle audit & Salesforce Dreamforce 2018 woes.
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5 Q4 Sales Strategies Suppliers Use Against You

By: Steven Zolman

‘The Most Wonderful Time of the Year’ is a popular holiday song and was written by Edward Pola and George Wyle in 1963.  It was popularized in North America by singer Andy Williams that same year on his television show by the same name. 

However, we didn’t have to do much research to learn that the inspiration for that song had nothing to do with the fourth quarter for most business leaders and their respective companies.  Anecdotally, we believe most business leaders might say it’s the most *stressful* time of the year, especially for publicly traded companies – most of whom have their fiscal year end aligned with the calendar year end of December 31st. 

Unfortunately, most technology suppliers add to that stress as they too, are either ending their fiscal year and hence pushing hard to finish strong or know its YOUR fiscal year end and are pushing hard to capture more of your left over and or future budget dollars. 

Click the 'Read More' button below for full article on what you need to know:

Top Picture: Lake Huron, Oscola, MI, USA
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Top 10 Ways to Defend Yourself from an Oracle Audit

Audits are on the rise, and as we move into Q4, they will likely get worse as suppliers attempt to drive more revenue at the end of most company's fiscal year.  In Oracle's case, they often use audits as leverage to force more cloud sales.

Click below to download a PDF of our e-book on the top ways to defend yourself from an Oracle audit.

Click 'Read More' below for a link to the e-book.

Dreamforce 2018: Salesforce Dogged by Protests, Leaked Emails, and Guerrilla Blimps on First Day of Dreamforce

By: Iain Thomson, The Register

It’s that time of year again: CRM loyalists flood San Francisco for the annual Dreamforce conference hosted by Salesforce – but day one hasn’t exactly gone to plan.

Click the Read More button below for the full story on 'Dreamforce' - day one...

Video Series: Getting Value in IT Investments
Video Series: Getting Value in IT Investments.  Getting more value is an easy concept to understand, but quite another to actually achieve - especially when there are so many market forces working against you; Vendors, VARs, Resellers, SI's, Consultants and many more.  One project alone might have up to 14 suppliers contributing, and simply stated, their main goal is to extract as much value from you possible.  Watch this short video to learn how to get more value from your investments.  Click the picture at left to view.
Oracle's Strong-Arm Cloud Tactics - the 2018 Version

By: Dan Woods, Forbes

Oracle spends a lot of its energy and effort on persuading, some would say strong-arming, its clients into adopting its cloud technology. And lately, every year, Oracle rolls out some new techniques to get clients to pay for its cloud technology even if they don’t use it.

This creates the unusual situation in which Oracle may be the first cloud vendor with significant unused cloud capacity, so much so that its unused capacity might be more than what clients are actually using. We can’t know for sure if this is true, but it is certainly more likely with Oracle than other cloud vendors where the technology is purchased and immediately used by customers.

To read entire article and learn more about Oracle's strong- arm tactics, click below:

SAP Maintenance and Support for the Zombie Hordes

By: Mike Welsh, NET(net)

As many of you may already know, most SAP renewal deals ‘come due’ in December, as they are generally annualized to the calendar year, as are most new SAP license purchases and expansions. SAP is hungry for new licensing revenue, so customers can expect to see increased activity around year-end audits.  Now is the time to start planning (and saving), especially if you’re already paying for annual maintenance and support services from to SAP.

Click below to read more on why paying for SAP M&S is a mistake.

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Unexpected Damage: Software License Reviews Trigger Urgent Financial Liabilities 

By: Robin Fry, Global Banking and Finance Review

The exercise of ‘software license reviews’ or ‘software audits’, most notably by Oracle, SAP, IBM, Informatica and Microsoft, has increasingly become a revenue-generation mechanism for these vendors.

Against the backdrop of a huge number of IT systems being moved to the cloud, with Amazon and Google establishing themselves as market leaders, the historically dominant software vendors are urgently seeking additional revenue from elsewhere: their existing base of on-premise software customers. 

To read more about these very specific risks, please click the Read More buttons below.

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