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OracleNegotiationsBuyer Side Counsel · Est 2020
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Field Notes · Fifteen clusters
Updated May 2026

Field notes. Three hundred plays from our side of the table.

Working analysis from live Oracle negotiations, organised into fifteen clusters. No theory, no Oracle marketing, just what works on the buyer side.

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Index
05

Field notes. Three hundred plays from our side of the table.

Buyer side only
New York · London
22 articles
Audit Defense
Complete 2026 guide to defending an Oracle LMS audit. Process, leverage points, counter claim tactics, and how to negotiate findings down.
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13 articles
Case Studies
Anonymised patterns from 500 Oracle negotiation engagements: renewals, ULAs, audits, cloud migrations, and the savings achieved in each.
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20 articles
Cloud Negotiation
Independent buyer side guide to Oracle OCI negotiation. Universal Credits, BYOL, commitment sizing, cloud contract terms, and where Oracle gives ground.
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16 articles
Contract Terms
Every Oracle order document, OMA, and amendment carries clauses that quietly shift risk. Here is the buyer side checklist on what to change before signing.
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20 articles
Database Negotiation
Buyer side counsel on Oracle Database negotiation. SE2, EE, options, RAC, partitioning, in memory, Exadata. 38% average savings vs first offer.
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18 articles
EBS Negotiation
Buyer side guide to Oracle E-Business Suite negotiation. Module pricing, named user metrics, support cost, migration alternatives, and contract strategy.
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20 articles
Java Licensing
The 2026 pillar guide to negotiating Oracle Java SE Universal Subscription. Employee metric, OpenJDK alternatives, audit defence, contract terms.
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20 articles
Licensing Compliance
How Oracle counts your licences, where compliance gaps appear, and what to do before an LMS auditor knocks. Buyer side guide.
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20 articles
Negotiation Tactics
The pillar guide to Oracle negotiation tactics. Counter offers, quarter end leverage, alternative paths, escalation, and the moves that produced 38% average savings.
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16 articles
Oracle Sales Playbook
How Oracle sales actually works. Comp plans, quarter end pressure, deal desk, approval chain, and the tactics buyers should expect at every renewal.
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18 articles
PeopleSoft & JDE
How to negotiate PeopleSoft and JD Edwards support renewals, migrations, and contract restructures in 2026. Buyer side counsel only.
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20 articles
Pricing & Discounts
Oracle's discount mechanics explained from the inside. List price, discount levels, approval chain, end of quarter behaviour.
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24 articles
Renewal Negotiation
The complete buyer side guide to Oracle support renewals. Counter the 22% increase, time the cycle, and floor your pricing. 500+ engagements behind it.
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16 articles
Sourcing & Procurement
A buyer side Oracle sourcing and procurement playbook. Category strategy, supplier governance, RFP design, and the contract clauses procurement teams must own.
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22 articles
ULA Negotiation
The complete buyer side Oracle ULA negotiation guide for 2026. Entry pricing, deployment counting, certification exit, and post ULA support strategy.
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