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by lenerdenator3 hours ago |
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upvoteby alephnerd1 hours ago|
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What larger procurement teams are saying is "we would rather pay Accenture+Anthropic $50M for 2 years and if they fail, sign a $75M contract with Epic in 3 years instead of spending $150M for 5 years".

Even at the lower ends of the funnel, companies are now extracting significant discounts from market leaders as well as their incumbent vendors becuase they are quote shopping.

Oracle isn't in a position to push back because it isn't a market leader in the segments that NetSuite and Cerner compete in, which makes discount even more critical, which means margins management also becomes significantly more critical.

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upvoteby twoodfin1 hours ago|
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Who in the healthcare space has actually pulled the trigger on Accenture+Anthropic so that BATNA is even remotely credible?

Sorry, but that sounds as mythical as Bigfoot.

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upvoteby alephnerd57 minutes ago|
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No one has, but every buyer is using this line across vast swathes of Enterprise SaaS to extract the most competitive quote available from either the dominant player or their existing vendor.

It doesn't matter if the customer is serious because the general sentiment across the board amongst procurement teams is that existing quotes are too high, and that they want to maximize discounting where possible.

If you are a non-dominant player in a market segment as Oracle is in ERP and EHR, you lack leeway to better manage margins pressures and win in a price war.

It is in this vein that mass layoffs like the one Oracle announced occur.

Why pay a premium for a tier 2 product when I can buy the tier 1 product on a discount?

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