Forrester Content

New Headwinds for Oracle Present Negotiation Opportunities For Software Buyers

For many years, Oracle has enjoyed fair-weather sailing, growing quickly to become one of the largest software companies in the world with annual revenues of some $37 billion. But the software market has changed in the last few years, and Oracle is starting to face some challenging new headwinds. Disappointing financial results, burgeoning third-party support offerings, the advent of SAP’s HANA DB, and a long-delayed Fusion strategy could be the perfect storm that takes the wind out of Oracle’s sails. Here's what savvy buyers should consider doing.

Three Software Virtualization Licensing Pitfalls – And How To Avoid Them

There are many benefits associated with software virtualization. In fact, the global virtual desktop market is projected to reach 49 million units by the end of 2013, up from around 500,000 units in 2009. Revenue is also expected to skyrocket, representing more than 40 percent of the professional PC market. By virtualizing software, organizations can run multiple operating systems and applications on one physical machine and across multiple processors or cores. This allows employees to do more work on fewer machines as well as reduce IT costs and time associated with managing infrastructure. However, like with any licensing metric, the devil is in the details.

You Can’t Avoid A Software Audit, So Make Yourself Less Of A Target

Let’s just get it out there: software vendors have a right to audit how clients are using their products to protect their IP, thereby ensuring that customers stay compliant, adhere to licensing rules, and pay for what they use. While some companies complain about the effort involved in supporting an audit or bemoan the money they have to pay to get compliant, it’s only fair and reasonable that vendors are paid what they are owed when they have invested tens or hundreds of millions of dollars in developing world-class products. Moreover, vendors have seen too many cases where customers have abused the terms of their license contracts and installed more copies than allowed, or used software in a way for which it was not originally licensed. In fact, the Business Software Alliance found that in 2010, $59 billion worth of software was used illegally around the globe.

Sourcing Dynamics for the New Mobile Workplace

Mobile engagement is not about access. It's about changing the way your organization does business. Tablets are increasingly used by executives for business activities such as monitoring quality control of products, keeping abreast of important customer requests, and improving corporate decisions. The ability to create end-to-end technology solutions that align to the needs of the mobile enterprise is a key part of the second wave and an increasingly vital component of any company's strategic capabilities.

Supplier Information Management is Essential to Smart Negotiation Planning

Gathering market intelligence about your software suppliers is a sourcing best practice, as it empowers your negotiations and ensures that you know what to ask for and when. Thorough knowledge of the supplier in areas such as its market position and product strategy will enable you to create a better negotiation plan, which in turn lets you identify what you want to get from the deal and how you intend to get it. Thankfully, the Internet has opened up a tremendous pool of data that can be quickly accessed so it's easier to do today than it's ever been.

How to Prepare for an IBM Software Negotiation

Mark Bartrick is a Senior Analyst at Forrester Research, serving Sourcing & Vendor Management professionals. As any sourcing and vendor management (SVM) professional will tell […]