Project:

Oracle E1 License Renegotiations

Scope:

Our client needed to duplicate the entire Oracle technology stack, including the Oracle ERP software and RDBMS.

This was triggered by a company de-merger, to be achieved at lowest possible cost and under strict timescales.

Key Business Benefits:

 

• Major cost savings on license costs
• Highest savings off list price ever achieved by the client
• Trading relationship with Oracle enhanced for future vendor management

The Turnstone Approach:

Our experts took on the face to face negotiations with Oracle. As central point of contact, Turnstone liaised with the clients technical, procurement and legal staff, to agree the negotiation strategy.

A specific set of tactics were deployed to first unlock and then proceed with negotiations. Working closely with the client, we continually briefed and involved them at key escalation points.

Our familiarity with the Oracle organisation and licensing models allowed us to overcome initial stumbling blocks, set up good communication channels and proceed more rapidly.

Nick Foster, CIO

"In our commercial renegotiations they were able to reduce our budgeted expenditure on procurement to the extent that we were able to recover their fees"