A US bank negotiating an Oracle contract for their operations in Asia was stuck in what can only be described as a labyrinth: it involved Oracle US, Oracle Asia, a reseller based in China, a contract with unnecessary extras, compliance concerns, hard-to-understand nuances…and a staggering $10M price tag.
After 6 months of negotiating and 30 days to the contract deadline, the bank brought in Dark Horse to help them find a way out.
Solution
Knowledge is power
At Dark Horse, we know Oracle tactics and policies. They use their size in the market to take advantage during contract negotiations (and have a reputation for doing what’s good for them rather than their clients).
We quickly realized that Oracle was going against their own pricing policy in this case. So we drew our client’s attention to all the extras they couldn’t use, optimized their contract configuration, and helped them understand the nuances of an Asian Oracle implementation for a US-based firm.
Result
Final offer dropped from $10M to $1M
It took five discussions, but ultimately, by insisting that Oracle price according to their own policy, we achieved a jaw-dropping discount of 90%, which saved our client $9M.
We also negotiated for a significant reduction in Oracle audit exposure, saving even more in the long term.
We negotiate tech contracts every day
Dark Horse knows the ins and outs of licensing negotiation - and of getting resolutions that leave everyone satisfied with the result. If you'd like us to review a “best and final” offer, give us a call. The review is always free: you only engage us if we think we can help you do better.
