Jeff Lazarto
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CIO
I provide sourcing and negotiation advisory services to large buy-side organizations in the software and IT services space.
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Articles by Jeff Lazarto
Java Management Service (JMS) - Beware of Oracle’s Trojan Horse
June 14, 2021Jeff LazartoNo Comments Without much fanfare, Oracle released a new offering called Java Management Service (JMS) on June 9, 2021. Since Oracle is offering this service at no charge, this naturally raised some red flags. Let’s first take a look at the facts about JMS and then discuss potential implications for customers. What is Java Management Service?
An Oracle Audit is a Sales Exercise in Disguise
April 7, 2021Jeff LazartoNo Comments Let’s be honest regarding the purpose of Oracle audits – they are sales endeavors. Oracle wants customers to migrate to its cloud, whether to their Fusion SaaS or their Autonomous Database and Oracle Cloud Infrastructure (OCI) IaaS and PaaS solutions. Over the last few years, Larry Ellison has been consistent in his messaging that Oracle’s future will be determined by its success in selling its Fusion ERP and Autonomous Database.
Oracle Java Inquiries - Audit or Fishing Expedition?
Knowledge Center RSS Feed September 1, 2020Jeff Lazarto2 CommentsReading Time: 4 minutes Multiple Oracle customers have been contacted by an Oracle Java account representative with calls that appear to be directed at IT managers inquiring about their Java licenses. At the outset, it appears to be more of an introductory call followed by some questions regarding the customer’s Java usage, Java versions, and number of individuals and machines with Java installed.
Common (and Avoidable) Divestiture Headaches
Knowledge Center RSS Feed July 30, 2018Jeff LazartoNo CommentsShare As more companies act on their transformation strategies, many see divestments as a way to put more resources into growing their core businesses. This is one reason that nearly 9 out of 10 companies plan to divest assets in the next two years, an increase from around 4 out of 10 just last year. Though the number of global divestitures is increasing, effectively executing a divestiture can be a complex and challenging process.
SAP SuccessFactors vs. Workday HCM
August 12, 2020Jeff LazartoNo CommentsShare An unbiased HRIS comparison of SuccessFactors and Workday that reviews commercial flexibility and overall approach to relationship. Business leaders who fully recognize the importance of recruiting, developing, and maintaining corporate talent turn to predictive analytics and cloud-based technologies for Human Capital Management (HCM) to get in front of these challenges.
Oracle Support Fee Increases: Win Your Next Oracle Renewal Negotiation
August 4, 2020Jeff LazartoNo Comments Since Oracle’s Q4 is their largest revenue quarter, most of you probably have the majority of your Oracle support renewals sometime in May. Oracle consistently raises support fees 3% annually unless you have support price protections in place. With the economic impact from COVID-19 this year, you were probably tasked with finding a way to not only avoid the annual support fee increase, but to negotiate support fee reductions.
Oracle Fiscal Year-end Checklist
February 15, 2018Jeff LazartoNo CommentsShare Now that the new year is underway, Oracle sales teams ramping up their efforts for a strong May 31st year-end close. They are busy reviewing all their assigned accounts, identifying expiring deals and potential renewals, and looking for leverage on opportunities as they develop their sales strategy and approach.
Making Smarter IT Partner Selections
November 13, 2017Jeff LazartoNo CommentsShare Businesses face a multitude of IT partner selections, from software applications to the related services to implement and manage those applications. Some companies will go through multiple IT partner selection processes in just a couple of years. Since enterprises are continuously looking for ways to improve productivity and the customer experience, more IT partner selections are on the horizon.
Can Your Oracle Cloud Renewal Get Stormy?
Knowledge Center RSS Feed September 29, 2017Jeff LazartoNo CommentsShare Oracle is ramping up to put a full court press on its installed base to migrate their perpetual license on-premise solutions to Oracle’s subscription Cloud service offerings. During our recent webinar we discussed Oracle’s Cloud sales strategy in detail.
Oracle Gen 2 CI & Autonomous Database – Saving Your CEO - UpperEdge
Knowledge Center RSS Feed July 10, 2019Jeff LazartoNo CommentsShare Cutting through all the marketing jargon, Oracle’s go-to-market approach for their Generation 2 Cloud Infrastructure and Autonomous Database is all about covering your CEO’s back. I must admit, it was very refreshing to hear Larry Ellison say this in slightly different words during Oracle’s Q4 earnings call.
Workday v. Oracle – Tale of the Tape - UpperEdge
March 19, 2019Jeff LazartoNo CommentsShare Many companies considering Human Capital Management (HCM) and Finance (FI) digital transformations have evaluated Workday and Oracle SaaS solutions. Both Workday and Oracle have greater market adoption in the services industries, whereas SAP’s solutions grew from a supply chain focus and therefore have been adopted primarily in product industries.
The User Experience Irony
Everyone is talking about the move to digital to create a compelling user experience as today’s customer is demanding a new level of interaction and engagement with whom they do business. Most of this narrative is being driven by software vendors, touting how their products’ capabilities will enhance and enable a new user experience level that will maintain and grow their customer base.
Will SAP Competitors Fight the Indirect Access Madness?
July 24, 2017Jeff Lazarto3 CommentsShare Now that the public is aware of SAP’s Indirect Access rules after the recent lawsuits with Diageo and the arbitration with Anheuser-Busch, will their competitors take note of how SAP’s licensing policies may be used as a sword to unfairly win new business over its competitors’ solutions? The answer boils down to two key questions: 1.
Oracle’s Strategy for Winning the Cloud Land Grab
By now it is common knowledge that Oracle is fully committed to becoming the largest cloud provider in terms of revenue. Oracle’s recent quarterly earnings have shown steady and impressive cloud growth with increasing margins and profitability. They have also turned the corner in having cloud revenue now surpass the decline in new on premise software license revenue.
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