I just finished talking with a client about their attempt to make a purchase of Oracle Java and their experience with the process. Being that we advocate for clients, I find myself feeling very passionate about the way they are being bullied over Java purchases. Let me explain. Ever since Oracle first announced they were going to start charging for the use of java beginning January 2019, there has been a lot of customer confusion as to the details. Early in the cycle, we saw Oracle sales reach out to companies asking them how much java they use and wanting to sell them additional licenses even before the January timeframe. Fast forward a year and a half later and things have drastically changed!
Oracle Java was free for many years with many third party vendors using the platform for their own applications. The first one is always free right? (Cut) Now that Oracle Java is prevalent and deeply embedded in most companies Oracle has pulled that rug from under them with the move to monetize Oracle Java. What we are seeing now in the marketplace is a very aggressive approach from Oracle. As of January 2020 Java can ONLY be sold by Oracle directly and not through any resellers. This coupled with the subscription model and confusion around Oracle Java deployments and what constitutes the need for a licenses scares most customers. Oracle has even heavily resourced a Java sales department focused solely on creating revenue related to this new paradigm of Java. This new team is extremely aggressive in the way they are selling this product and are pushing for audit level details in order to secure a purchase!!
We have MANY clients that have come to us to understand their risk exposure and help them reduce that risk as much as possible, yet there are still some companies that end up needing or wanting to use Oracle Java for their third party applications (other than Oracle applications). Times have changed and when our clients reached out to Oracle to make a Java purchase, they gave their specific counts to Oracle after a lengthy internal review. Instead of Oracle Sales starting the buying process, they responded asking for audit level detail information about their entire environment, total number of devices network wide, network diagrams, and the list goes on. When the clients pushed back saying they have already vetted the usage, Oracle sales then stated it was their policy to collect all of this information because the licensing is too complex and again requested the information. After pushing back yet again, Oracle demanded that they would NOT sell them licenses until they provided information and were allowed to talk to all the IT staff involved with Java deployment. This was not a purchase, it was a soft audit!
From a recent email to a client:
“Oracle reviews all Java deals very closely and management requires us to speak directly with IT stakeholders before we can provide a quote or Ordering Document. In fact, Management has instituted a formal documentation process in order to confirm that licensing policies are being adhered to and to make sure we understand what is being licensed.” “ I am sorry, but we will not be able to provide a quote or Ordering Document until we have adequately assessed your environment, to make sure we have the correct coverage in place.” The advice we gave this client is likely applicable to any Oracle Java sales engagement where these details are being asked:
- You are not CONTRACTUALLY required to give such detailed information in order to make a purchase ever. We have seen the sales team threaten clients for information in the past saying if they did not provide the information they requested in order to force them to buy, they would be audited. What the java sales team is doing is basically asking for audit information and details in order to try to trick you into giving them information that will expose details that will not only help them sell Oracle Java, but assist ALL of their sales teams in selling your more software!
- YOU ARE NOT UNDER AUDIT and do not need to provide audit information. Your contract should have an audit clause and if they are allowed to audit you, they are typically required to give a 45 day notification of their intention to audit. Of course they often try to setup meetings immediately violating their own contract, but until that happens, you are under no obligation to provide them with all the details or let them interrogate your staff.
- YOU HAVE OPTIONS other than Oracle Java as well and you should explore those options. IBM, HP, Linux all have their own versions of Java available. Oracle has a free version of Java – OpenJDK that is available for download. Keeping in mind that OpenJDK has community based support and releasing a new version every six months. Also this version has some engineering hurdles such as it does not come with a java runtime, so you will have to compile that yourself. In addition to those options there are companies that provide a compatible version of Java that will work to replace Oracle Java with full support like Azul Software.
What can clients do? Our advice is to stand your ground. Don’t let Oracle push you into something you do not need. Know your install base! Know your rights! Know your options! Do not be afraid to tell the Oracle Java sales rep that you will not provide all they request and let them know if they won’t sell you what you request, you will explore other options. Last but not least, no matter who you are talking with at Oracle, do not let them talk you into a meeting or get you in a call so they can “explain better.” Controlling your dialog with Oracle Sales is extremely important to setting the right tone, as Oracle Sales should be treating meetings as a favor, not as a right!
