Re: Oracle Sales

In article <4gti6c$gpb_at_mammoth.valleynet.com>, nickjost_at_mammoth.valleynet.com says...
>
>I am currently having some potential problems with Oracles sales team and
>I would like to find out if I am being paranoid or resonably conserned.
>My company is in the process of making a database conversion. We are
>evaluating a few database companies like Oracle and Sybase to see which
>product will work for us. Now here is the problem:
>
>Oracle after sounding really enthused bounced us to one of thier
>"buisness partners"/"integrators" with little explanation. This
>integrator bombed his presentation (some of the fault in this goes to me
>the meeting was set up poorly, but he just tried to sell OLAP and not
>Oracle too hard). He then refered me back to Oracle who sent me to
>another integrator.
>
>We will be far from Oracle's biggest client but we are expecting to spend
>somewhere between $150,000 and $250,000 on data-base products and right
>now I'm conserned about the service.
>
>So here is what I would like to know. At the company I had previously
>worked at we dealt directly with Oracle (and thier purchasing power is
>less than at the company I currently work with) so why is it normal now
>for Oracle to pass it's customers off to other companies and why? The
>only possible reason I can think of that I have been moved around so much
>is that my ex-manager filled my salesman's (we share the same one) with
>ideas about my seriousness. This would be unfortunate, but not to
>unterribly like him.
>
>
>Any help appreciated,
>
>Nick Jost
>Systems Analyst
>nickjost_at_valleynet.com
>
As the leading consulting Oracle Business Alliance Partner in the southeast, we participate daily in situations just as you describe. There can be a number of explanations for your problems, but let me suggest the following:

1. Oracle Sales Reps are swamped! In certain areas of the country, Oracle has become such a hot item that the Oracle Sales Reps are swamped. They must rely on Business Alliance Partners (BAP's) to handle all but the largest accounts. Unfortunately, there are both good and bad BAP's. Many 'systems integrators' are not Oracle specialists. They may have one or two people with Oracle experience, but not the breadth or depth to provide the support you need.
2. Oracle recognized that your needs extend beyond their software sales. This is what BAP's are for. They should call in a BAP who can provide the service you require. Oracle encourages their Sales Reps to use BAP's through special incentives, as Oracle sees the BAP program as integral to providing the full range of services that accompany Oracle software. Concerning BAP's, see above.

We would be glad to assist you in whatever way we can. We have been involved in many database conversions, including from Sybase to Oracle. I hope this helps!

--
Jerry D. Swisshelm			(jswisshe_at_tacticsus.com)
Regional Manager, Mid-Atlantic		Phone: 704.544.8443
Tactics, Inc.				
"Charting the Course to Success"