A global manufacturer faced a ULA renewal quoted at $14M. We rebaselined the estate, exposed double-counted environments, and rebuilt the deal around what was actually deployed.
The client, a manufacturer operating across four continents, had grown its Oracle estate through a decade of acquisitions. As the ULA approached renewal, Oracle proposed a $14M, three-year extension anchored to a deployment figure the client had no way to verify.
Internally, the licensing team suspected the number was inflated but lacked the evidence to push back. The renewal date was four months out.
Our baseline confirmed it. The figure underpinning the quote double-counted disaster-recovery environments and treated several soft-partitioned clusters as fully licensed. Roughly a fifth of the "deployment" did not require licensing at all under the contract terms.
The renewal was priced on infrastructure inventory, not on contractual licensing obligation. Nobody had reconciled the two, so the vendor's number stood unchallenged.
With a defensible position on the table, the conversation changed. The renewal was rebuilt around verified deployment and closed at $4.9M, a 65% reduction, with cleaner terms and a documented baseline the client now controls.
"We went into the room with evidence instead of anxiety. For the first time, we were negotiating from our numbers, not theirs."
VP, IT Asset Management
We'll review your contract and estate and tell you, plainly, where the leverage is.