ITAM Review Oracle Seminar NY Pallisade Compliance Presentation

1. Oracle Audit Defense
Craig Guarente
CEO, Palisade Compliance
May 2015

2. Agenda
• Palisade Compliance
• Oracle’s Strategy
• Contract Audit Continuum/Timeline
• Before/After You Get The Audit Letter
• Palisade’s Audit Intervention Services
• Q&A
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3. Palisade Experience
Craig Guarente
• Palisade Founder & CEO
• 16 years at Oracle
• Former Oracle Global VP of Contracts & Business Practices, global
audit process owner (Oracle LMS) with 1300+ staff worldwide
• Advises Palisade clients on their Oracle strategy
Stephen Sopko
• Palisade Co-founder & COO
• Former Oracle VP of Contracts & Business Practices with 300+
staff in EMEA
• 25 years contracts & leadership experience
• Leads Palisade delivery operations & scaling
Dan DeVenio
• Vice President, Business Development
• Extensive Oracle ULA negotiations experience & expertise in all
aspects of Oracle solutions
• 30 years Information Technology experience
• Advises Palisade clients on Oracle negotiations
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4. Palisade Compliance Services
• I am being audited by Oracle or being threatened with
an audit.
• I am negotiating a new deal with Oracle.
• I’ve lost my leverage with Oracle and I need to take
back control of this relationship.
• I am worried that I am out of compliance with my
Oracle contract.
• I need to spend less on Oracle. (license and/or support)
• I have a ULA, I am (re)negotiating a ULA, or I’m about
to certify my ULA.
• We have M&A activity and I need to know how this
impacts my Oracle licenses.
• We are doing a tech refresh (hardware, virtualization,
d/r)
• We are moving to the cloud.
• I need to optimize my
licensing with Oracle.
• We’ve had some personnel
changes and we’ve lost our
Oracle contracting/licensing experts.
• I would like an assessment of our current/planned
Oracle compliance and contracting functions.
• I need some education on my Oracle contracts and
licensing.
• Oracle is everywhere in my company and I need to get
a handle on it.
• I need a long term roadmap for my Oracle licensing
and contracting.
• I want to talk to an Oracle licensing/contracting expert
who is not trying to sell me more Oracle.
• Oracle is so hard to do business with and I need it to be
easier.
• Other…??
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5. Oracle’s Audit Strategy
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6. Clear Trial Live Lock Bridgestream Secerno Pillar Virtual Iron Ksplice GoAhead
GreenBytes Collective Intellect Micros inQuira Agile Golden Gate InnoBase Bharosa
Instantis Endeca Convergin Sleepy Cat HotSip Conformia
BlueKai Corente Eloqua AmberPOS Acme Packet
Compendium Skire RightNow Skire
ATG Silver Creek iFlex Demantra
TempoSoft Context Media 360 Commerce Glog
Stellent Tangosol Primavera Telephony@Work
FatWire Relsys Talea DataRaker Phase Foraward
SPL Thor Involver MetaSolv Select Minds HyperRoll Moniforce Market2Lead
Retek BigMachines Profit Logic Oblix Datanomic Nimbula TimesTen
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CLIENT
All non Palisade marks are registered marks of Oracle
OraclePeoplesoft
JD Edwards
Siebel
BEA
Sun
Hyperion

7. The ABC’s Of Oracle Audits
•A
•B
•C
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•AUDIT
•BARGAIN
•CLOSE

8. Audit Risk Continuum
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Palisade
Compliance Assurance
Palisade
Audit Intervention
Possible
Likely
EnsuredUnderway
Complete

9. Confidential and Proprietary – ©2014 Palisade Compliance, LLC All Rights Reserved 9
Audit
Letter
BEFORE AFTER
• The best strategy is executed before
you get the audit letter….don’t get
audited
• The second best strategy is executed
after you get the audit letter….take
control of the audit
• Take the audit seriously. Don’t ignore it.
• Don’t rush to respond
• Create a plan and stick to it
• Do everything you are specifically and
contractually obligated to do, and nothing more
• Require Oracle follow a
reasonable/open/transparent process
• Conduct self audits and fix problems before
Oracle fixes them for you
• Use the audit as an opportunity
• Use Oracle’s momentum against it
• Don’t use Oracle software
• Negotiate a no audit clause in your
contract
• Give Oracle lots and lots of money
each year fulfilling every Oracle sales
rep’s quota
• Don’t be a frog
• Take back control of your Oracle
relationship AND proactively manage
your licenses/contracts
• Get Help!

10. Recap
• Why does Oracle audit?
• Who is the ultimate decider on audits?
• Do you have to do everything Oracle requests in an audit?
• Can you be in charge of the audit process?
• Do you want to tell Oracle your compliance position or do you want to give
them information so they can come up with their own conclusions?
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11. Palisade’s Audit Intervention Services
• Create joint audit response team
• Respond to the Oracle audit letter
• Map out go-forward strategy
• Negotiate audit process to meet Client needs
• Conduct self audit and provide results
• Challenge Oracle audit findings and methodologies
• Provide compliance options other than acquiring more licenses
• (if required) Support settlement negotiation to maximize Client value
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12. questions?
Palisade Compliance
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contact Craig Guarente
craig@palisadecompliance.com
+1.973.543.8683
www.palisadecompliance.com
Palisade Compliance, Compliance Assurance and Audit Intervention are
registered trademarks of Palisade Compliance, LLC. All other trademarks
are the property of their respective owner(s). This document is Copyright
© 2014 Palisade Compliance LLC. All Rights Reserved.