How to Negotiate Maintenance Discounts from Oracle and SAP

How to Negotiate Maintenance Discounts from Oracle and SAP


Available On Demand
Duration 60min
R "Ray" Wang
Principal Analyst and CEO
Constellation Research
R "Ray" Wang
R "Ray" Wang is the Principal Analyst and CEO at Constellation Research, Inc. He's also the author of the popular enterprise software blog "A Software Insider’s Point of View". With viewership in the millions of page views a year, his blog provides insight into how disruptive technologies and new business models impact the enterprise. Ray's a prominent key note speaker and research analyst working with clients on engagement strategies, social business, customer experience, and decision management. He advises Global 2000 companies on business strategy and technology selection. Ray is quoted regularly in Harvard Business Review, The Wall Street Journal, Forbes, Bloomberg, Reuters, IDG News Service, and other media outlets around the world.
Sebastian Grady
President & COO
Rimini Street, Inc.
Sebastian Grady
Mr. Grady is a proven veteran of the enterprise software industry with more than 25 years of IT and executive leadership experience. He has a strong track record in global customer service, enterprise software maintenance, marketing and service delivery. Seb has led global enterprise software firms and has developed emerging high-growth technology start-ups into successful ventures. Prior to Rimini Street, Seb held several executive positions at PeopleSoft, including vice president and general manager of the $600 million dollar Customer Division. Seb also managed large information systems projects for Fortune 500 clients at Andersen Consulting (now Accenture) and was president of two other software companies, Saba software and Altus 365.

In a groundbreaking study, Constellation Research surveyed 184 organizations to understand the impact of third-party maintenance on their contract negotiations with Oracle or SAP. The research reveals how third-party maintenance can play a key role in providing pricing leverage and options in overall application and maintenance contract negotiations.

The conclusion? Savvy customers are no longer paying Oracle or SAP full price for annual maintenance.

Attend this webinar to hear leading industry analyst Ray Wang, with years of experience helping companies negotiate better deals with Oracle and SAP, detail how many customers are now leveraging a competitive proposal to get the best price and service terms from Oracle or SAP — or switching to value-based third-party software support for greater savings, innovative features and more responsive service.

In this webinar, you will learn:

  • Why customers continue to feel locked into their enterprise software contracts
  • How third-party maintenance creates counter-balance and choice for Oracle and SAP customers
  • How much the average customer can save in maintenance negotiations with Oracle and SAP
  • How to leverage a competitive proposal to get your best terms from Oracle and SAP or determine if third-party maintenance is right for you
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