Conference ulysse::rdb_vms_competition

413.0. "ORACLE BEATING US TO THE PUNCH" by GIGI::GOLDSMITH (SUPPORT EDU-A STRATEGIC INDUSTRY) Fri Aug 25 1989 19:25

    This is not so much of a question as a comment and venting steam.
    
    Oracle is killing us in the Education MIS applications space.  I
    have a CMP, Information Associates, who is converting to Rdb and
    Ingres, but are not getting a chance to bid a lot of customers,
    because Oracle has sewn up the campus or even sometimes a state
    system by establishing themselves as the relational "standard".
    
    Consequently, when MIS systems are to be purchased, they must run
    Oracle.  Problem is that only one ISV uses Oracle and they are no
    friend of Digital either.  In one case Oracle sold a school, became
    the standard, and now the bid is out for the "best" platform.  Oracle
    is in control.  Will now be a tough sale with Digital going uphill.
    
    They are selling Vendor Independence.  In this case, Digital did
    not even get to sell Rdb, as the customer did not want a "proprietary"
    database.
    
    The steam comes from the fact that we have just GOT to be more
    aggressive in selling Rdb against Oracle.  How long do we have to
    try and sell in a "gracious" manner.  We've got to take the gloves
    off against people like Oracle and do some infighting.
    
    We are putting our sales people in a tough spot.  Oracle waltzes
    in, sell a bill of goods, and we either have to walk away or tyr
    to sell a box to run Oracle.  They hear the message, they want to
    sell Rdb, but the decision has been made before they get there.
    
    Who is making this no product advertising decision???? C'mon people
    The rules are changing.  We got to get in the ballgame quickly.
    
    		-Howard
    

    Thank You.
    
    ---- Michael Booth

1) IA should have used Rdb/VMS 3 years ago.  I was involved in trying to
get them to do so, but one key decision maker was against it.  Its too
bad, because if we had attacked the market earlier than ORACLE would not
have such a big lead.

2) The no product-specific advertising is a long term theme from Ken
Olsen himself.  His feeling was that the primary reason people wanted to
advertise was so that they could show their mother the ad and say "gee,
that's my product".  I don't know if he's changed his mind, but I wish
he would.  I agree that an Rdb/VMS ad in Businessweek probably is
worthless, but one in Digital Review would be of great value.  Actually,
with great care you could devise an ad that would work in Businessweek.

3) Well, you're preaching to the wrong people.  Everyone in DBS would
love to see some real advertising.  You have to get the field SCREAMING
for it (and screaming at their management).

    RE .1  HEAR! HEAR!  ...from one who is in total agreement with
    everything said!
    
    Anybody see the cover of USA Today's money section?  Larry Ellison states
    it a new way this time:....
    
    	"Genghis Khan would like him.  Ellison has even adopted one of the
    Mongol conqueror's sayings as a way of life.  He shares it, smiling but
    acidly enunciating mso not a syllable is missed: 'It's not sufficient
    that I succeed,' he says, 'Everyone else must fail.'
    	He's not kidding."