Oracle reportedly wields audits, license disputes to push cloud agenda
July 11, 2015
Grazed from Fortune. Author: Barb Darrow.
Anyone who has ever met an Oracle ORCL 0.45% sales person knows from a high-pressure sale. For these people much of their rich compensation comes in bonuses earned when they hit particular quota numbers. So it’s not at all surprising that Oracle, now all-in on cloud computing, is telling its sales people to push cloud and structuring incentives so that cloud sales are richly rewarded while sales of traditional on-premises software licenses, not so much.
If there is any doubt about Oracle’s priority these days, co-founder and executive chairman Larry Ellison says it’s cloud, and when Ellison speaks, the sales staff listens, especially when compensation aligns with what he says…
So, if an Oracle sales person hits 200% of her quota on sales of traditional on-premises database or middleware software, but misses the mark on cloud by even a smidge, she’s not going to make the big bucks she would if she hit the cloud number alone…
Read more from the source @ http://fortune.com/2015/07/10/oracle-sales-cloud-hard/