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> Enterprise sales will get just a notch tougher real quick. For Oracle, or in general? In an ideal world, if Oregon prevail, and if the message was delivered

by scoot 12y ago

> Enterprise sales will get just a notch tougher real quick. For Oracle, or in general? In an ideal world, if Oregon prevail, and if the message was delivered to every vendor whose salespeople blatantly (and knowingly) lie in order to win business, then Enterprise Sales would get considerably easier for those salespeople who prefer to sell based on substantiated fact. Purchasing would also get easier for organisations trying to sort the wheat from the chaff in RFP responses. Sadly I think this is unlikely to ever happen, regardless of the outcome. The message is unlikely to spread, and even if it were to, some (many?) enterprise software and hardware vendors have a sales culture that will not easily be changed. Oracle amongst them.

ddingus 12y ago
I don't know. Maybe in general, depending on how this all goes down. For Oracle specifically, it's gonna get a notch harder. Every single one of their peers is going to get that info and use it. Competitive info is often shallow and it gets tossed about frequently. (though doing that often does the ones using it more harm than good) You are right about it getting somewhat easier for the ones actually selling on facts and material value. That's a much harder sell, and I find qualification to be particularly vital, because the level of effort required to vet the deal for everybody isn't trivial. And these things need a good vetting. The easy sell is to promise it, take the money, then toss it into services, who will somehow magic it up while maybe breaking even. Never goes well, or if it does, it's an investment that pays off with annual contracts. The harder one is to establish value, metrics, requirements, etc... up front, figure out what those could be worth, work a little down from there just to be safe, then sort out who does and owns what. Sell one of those, and it's probably a winner.

by scoot 12y ago

ddingus 12y ago

I don't know. Maybe in general, depending on how this all goes down. For Oracle specifically, it's gonna get a notch harder. Every single one of their peers is going to get that info and use it. Competitive info is often shallow and it gets tossed about frequently. (though doing that often does the ones using it more harm than good) You are right about it getting somewhat easier for the ones actually selling on facts and material value. That's a much harder sell, and I find qualification to be particularly vital, because the level of effort required to vet the deal for everybody isn't trivial. And these things need a good vetting. The easy sell is to promise it, take the money, then toss it into services, who will somehow magic it up while maybe breaking even. Never goes well, or if it does, it's an investment that pays off with annual contracts. The harder one is to establish value, metrics, requirements, etc... up front, figure out what those could be worth, work a little down from there just to be safe, then sort out who does and owns what. Sell one of those, and it's probably a winner.