Oracle is scaling back its Key Account program and getting set to retrench all resources in program including IIAs, EAs and key account directors. According to MH the program hasn’t delivered expected results and if eliminated could have a positive impact on Oracles share price.
This is a perfect example of how Disconnected Oracles leadership is from the realities in the market. They are blaming the most important field people for what is in fact a complete failure in Oracles leadership. MH is acting like a general blaming the troops in the trenches, who, after equipping them with outdated weapons and insufficient ammunition (ie references, executive support, industry strategy, product strategy) - blame them for loosing ground - in their most important customers around the world. Whoa to oracle if they disband the only program effectively maintaining any level of goodwill In their largest customers.
When Oracle executives cannot even agree to the role of the KAD, cannot agree product strategy (why TK resigned), are completely disconnected from the major regions and the customers (LAD, EMEA and JAPAC) where no HQ executives travel to - the field is handcuffed with no exec support. Compare this to any competitor whose Hq execs are frequently supporting the field, travelling the globe, meeting customers, participating in major global business events. Not oracle. Oracle HQ execs seem to have a complete disdain for its customers and employees. MH seems more interested In where he can get the best burger than he is in the customers challenges. The big O is truly unwinding!