Oracle Audit Defense

Craig Guarente

CEO, Palisade Compliance

May 2015

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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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Palisade ExperienceCraig 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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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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Oracle’s Audit Strategy

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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

CLIENT

All non Palisade marks are registered marks of Oracle

OraclePeoplesoft

JD EdwardsSiebel

BEASun

Hyperion

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The ABC’s Of Oracle Audits

•A•B•C

•AUDIT•BARGAIN•CLOSE

Audit Risk Continuum

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Palisade Compliance Assurance

Palisade Audit Intervention

Possible

Likely

EnsuredUnderway

Complete

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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!

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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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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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questions?

Palisade Compliance

contact Craig Guarentecraig@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.