The ITAM Review

News, reviews and resources for worldwide ITAM, SAM and Licensing professionals.

Oracle cloud growth built on sand

The ITAM Review Podcast: Episode 20


Sanj Santora, TmaxSoft

In this podcast I speak with Sanj Sanotra from TmaxSoft.

Sanj (an ex-Oracle LMS auditor) and I talk about his experiences at Oracle.

Sanj suggests that the majority of Oracle’s current cloud sales in the UK are offered as a resolution to audit settlements. I.e. Oracle says we’ll make that audit nastiness go away if you buy our cloud.

Oracle Cloud only represents single digits in Oracle revenue, but quarterly financial calls tout it as the Promised Land. I wonder how their investors would feel if they found out the database giant was not actually selling most cloud based software on customer demand but only based on audit settlements?

Dan Woods writes in Fortune of the Audit-Deal-Cloud rinse cycle. For ITAM Review readers we recommend that SAM is the perfect antidote to cloud blackmail.

Sanj also provides his insights into the LMS perspective of the recent Mars vs. Oracle case that was settled out of court. Sanj suggests that internally Oracle LMS and Sales reps were urged to find a commercial resolution to Oracle on VMware because a legal precedent would destroy a lucrative cash cow for LMS. Sanj suggests that the ability to win is purely down to the confidence of the customer, as proven by Mars.


Topics covered:

  • Oracle and unethical behavior
  • Using threat of audits to advance sales
  • Oracle LMS soft targets, motivations and the greater good
  • In 2014 50% of Oracle UK database revenue was from audit led engagements
  • The threat of Oracle legal versus finding a commercial solution
  • Not rolling over, VMware and Mars vs. Oracle
  • When to strategically use a SAM specialist to deflate Oracle audit dirty tricks
  • Exploring Oracle alternatives
  • Majority of Oracle’s cloud sales in the UK are the result of an audit deficit whereby Oracle cloud was offered as a resolution.

Untitled design (4)Audit Defence Workshop

Join us on 12th April 2016 for our 1 day Audit Defence Workshop in The Netherlands- Amsterdam. The purpose of this event to share audit defence strategies against the world’s most aggressive software publishers including Microsoft, Oracle, IBM, SAP and Adobe.

The day will consist of a combination of plenary sessions from expert speakers discussing the latest software audit defence strategies and case studies of successfully deflating auditor claims as well as end-user Roundtables addressing real life scenarios enabling you to discuss and share experiences.

To find out more about the event click here. Or register now

Limited spaces available!


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About Martin Thompson

Martin is owner and founder of The ITAM Review, an online resource for worldwide ITAM professionals. The ITAM Review is best known for its weekly newsletter of all the latest industry updates, LISA training platform, Excellence Awards and conferences in UK, USA and Australia.

Martin is also the founder of ITAM Forum, a not-for-profit trade body for the ITAM industry created to raise the profile of the profession and bring an organisational certification to market. On a voluntary basis Martin is a contributor to ISO WG21 which develops the ITAM International Standard ISO/IEC 19770.

He is also the author of the book "Practical ITAM - The essential guide for IT Asset Managers", a book that describes how to get started and make a difference in the field of IT Asset Management. In addition, Martin developed the PITAM training course and certification.

Prior to founding the ITAM Review in 2008 Martin worked for Centennial Software (Ivanti), Silicon Graphics, CA Technologies and Computer 2000 (Tech Data).

When not working, Martin likes to Ski, Hike, Motorbike and spend time with his young family.

Connect with Martin on LinkedIn.

One Comment

  1. Brilliant podcast. Sanj dares to say what everyone is is thinking when it comes to Oracle and their “unethical practices”. The tips in this podcast are golden. Especially around challenging Oracle on their soft/hard partitioning rules.

    Well done for coming out with this Sanj. And welcome back from the dark side – I love the fact that you are so open about the reasons you quit LMS – something about wanting to “earn a decent days wage” 🙂

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