Eye on Oracle

Sep 6 2012   3:15PM GMT

Oracle’s most recent “oops” moment

Lena Weiner Lena Weiner Profile: Lena Weiner

While the denizens of the Internet may be a bit more distracted by news of other leaks right now, it has not gone at all unnoticed, particularly in the Oracle community, that Oracle experienced a pretty major leak last week.

A 44-page booklet prepping Oracle partners for selling Fusion HCM and the newly acquired Taleo discloses:

  • Pricing, which is roughly in line with similar applications currently on the market
  • The sliding scale for discount per employee (the bigger a firm you are, the more discount you get)
  • How much a salesperson is allowed to drop the price in addition to standard discounts, which is usually 10% but up to 30% on a promotional basis in “carefully defined, approved cases”
  • Suggested sales pitch

How did this get out? Somehow, it got posted to Oracle’s website and then removed. Unluckily for Oracle, but luckily for us, Google never forgets anything (especially when “anything” ends up on Google Docs), and given current Silicon Valley grudges, it’s unlikely anyone at Oracle has a guy at Google on speed dial right at the moment (at least, not that they’d be willing to admit). Exactly how did this get posted on Oracle’s website? The world will probably never know, although I’m sure it will make for a great “how I got fired” story someday.

Also, since Fusion HCM and Taleo are available only on limited availability until October 2012, it seems likely they were to be the stars of Oracle OpenWorld this year. Like a prematurely uncovered surprise party plan, this puts a bit of a damper on things.

The takeaway from this is to know how Oracle Partners will try to sell you and your organization on Fusion HCM, Taleo and the HCM/Taleo combo. You know the 10% discount you’ll be offered upfront doesn’t mean you’re special (everyone gets it), and you’ll know roughly what to expect to pay to be a part of the Oracle HCM cloud. I think you should use this info to milk that discount as much as you can. Let your Oracle partner know you really should be a “carefully defined, approved” case.

1  Comment on this Post

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  • Ben Rubenstein
    I wonder if any customers really thought they were getting a unique or "special" offer - you've got to know that sales, like every other part of the business, is pretty carefully planned out. This just confirms it (just as the leak of Apple's Genius training kit confirmed that their employees are not just naturally great at customer service). 
    11,260 pointsBadges:

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