Qualifying Oracle Database Migrations: Activity Checklist

Maximize your chances of success by using this checklist to ensure:

  • You are engaging the right customer stakeholders
  • You have an initial understanding of your customer’s environment
  • You have a solid understanding of your customer’s licensing landscape.

High-level Opportunity Qualification

Steps / Action / Status
1 / Make sure you are talking to a wide variety of contacts within the account (E.g. DBA teams, App Owners, Ops teams, Vendor Management, Contracts, Finance, Enterprise Architects, CIO/CTO, E-Commerce, etc.). Triangulate account intelligence and value drivers.
2 / Get commitment from the customer to provide an app inventory early; ensure that you have access to a complete list of ISVand custom applications. Know how many cores each of them currently utilizes.
3 / If the customer uses Oracle applications (e.g. E-Business Suite), ask what percentage of the total core count is consumed by those apps. If a large portion of cores are used by EBS or other Oracle apps, the opportunity may not be a likely win.

Oracle Licensing and Migration ROI

Steps / Action / Status
1 / Ask about the current licensing model, including amount they are spending and expiration date of their agreement.
2 / Begin to formulate a timeline for migration based on the customer’s desired scope and when they can likely retire licenses (i.e. cancel support).
3 / Know that sellers are motivated to renew/renegotiate license agreements “early and often” (often in May (Fiscal Year End). Scuttle these discussions by injecting FUD (fear, uncertainty, and doubt) and position a takeout.
4 / Make sure you are talking to and have sponsorship from the person that owns the Oracle contract and/or writes the checks.

Lastly, for support in the qualification process, proposal development or if you need a Microsoft SME,please contact your Database Migration Partner Development Manager, PDM.

Contacts are:

Shanne Noble, PDM, West America's–

Bruce Ashmead, Sr. PDM, East America's and World-Wide Lead-

Ayman Dabees, PDM,

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