Conference ulysse::rdb_vms_competition

115.0. "Keeping ORACLE out..." by KOKO::DAVIS () Tue Apr 12 1988 18:14

    So after a long, hard fought battle where we have clearly demonstrated
    Rdb's superiority to every other contender, some unreasonable customer
    decides to buy an inferior product (i.e., ORACLE, INGRES, SYBASE, etc...).
    Now they are being even more unreasonable and ask us to help them
    succeed with their application. We, understandably, do not want
    to encourage said contender, by actually supporting it, are in a
    bad spot. What do we do?
    
    This situation has unfortunately presented it self on occasion,
    as evidenced by some prior notes. The following are some suggestions
    for minimizing the damage while attempting to maintain account
    control.
                                                                  
    After the Decision (firm decision or we wouldn't be to this point)
    but before the HW sale:
    
    Digital should contact ORACLE Corp, local office, and have them
    provide, in writing, a recommended configuration for the customer's
    application, including the rationale (i.e., customers size or 
    performance requirements (they should know this since they have
    obviously been working the customer)) for the recommendation.
    
    This should be on ORACLE letterhead. Somewhere in our proposal
    this should be included as "evidence" so that if problems arise
    in making the application work we have something to fall back on.
    
    Do not take the configuration recommendations as gospel however.
    Use your own knowledge, and experience of other VAX/ORACLE users
    to validate this. Remember a failure looks bad on everyone.
    
    After the HW sale:
    
    Now the customer wants some help. We clearly do not want to build
    a base of ORACLE expertise within PSS, nor are we really hopped
    up about making the best of a competitive product.  We also do
    not want an ORACLE employee in our customers shop on a regular 
    basis since this reduces our account control, leaves us open to
    the risk of ORACLE Corp. encouraging movement to another HW platform,
    and, if successful, gives ORACLE Corp another good reference account.
    
    To resolve this issue I suggest that we recommend a competent
    independent consultant who is both fluent in ORACLE and religiously
    devoted to the VAX. They will probably appreciate the business and
    have as much interest (or almost as much) in keeping the VAX in
    place as we do.
    
    An independent consultant can also provide us with information on
    opportunities for replacing ORACLE with Rdb (I don't think ORACLE
    Corp consultants would be willing to do this) so a high degree of
    Rdb competence is also desireable.
    
    Comments???
    
    Sandy
    
    

    I like it. We get some level of control, but not total responsibility
    for products we cannot support.
    
    I especially like the ORACLE letterhead idea, but doubt that ORACLE
    would ever do it. Still, it's worth a try.
    
    ---- Michael Booth