https://www.businessinsider.com/sapphire-ventures-das-says-enterprise-software-will-see-consolidation-2019-3
3 replies (most recent on top)
This is complete BS. Contrary to the basic marketing/sales Principal that it’s a lower cost of sale to upsell to an existing customer , in most cases it’s the opposite at Oracle - It is more expensive to sell to an existing oracle customer. In fact - many of the sales teams during market strategy & segmentation sessions will avoid existing customers. Most customers will list the number one disadvantage oracle has is “your the incumbent”. Why is Oracle loosing so much In their installed base?
The list of companies that Sapphire has invested in gives some amount of credibility to this guy. However, this concept of 'account control' (it has nothing to do with LDAP) seems to be counter to what many people feel about Oracle. According the this guy: "Those corporate customers generally find it easier to just up their spending with the Oracles and Salesforces of the world than to have to create new relationships and pay for subscriptions with lots of new, smaller firms, he said."
Whether it is true or not, and the recent Gartner report on Data Management even states it as a Con, the general perception is that Oracle is difficult to deal with and people do not want to do it.
I'm not an enterprise software buyer but I've been involved with enterprise software sales many years and a lot of that has been with smaller startups and there are always companies willing to bet on smaller startups and vendors so they don't have to deal with the inflexibility of the big guys. This guy is an expert and its his job to know these trends but I really question his take on this one.
LDAP is 25 years old. Worst case there's Active Directory. Account control my a--.