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To: Clam Clam who wrote (344)5/2/1997 2:06:00 PM
From: Andrew Dent   of 369
 
I think a big issue here is the issue of sunk cost. Sure ORCL financials VS PSFT,
or any other vendors financials is probably a wash. But customers who have already made a significant investments in both people and money on SAP are
not likely to switch to ORCL even if the ORCL sales rep turns up giving the stuff away with a free set of steak knives.

Also concider that when purchasing this sort of software the major investment is not in the software itself but in the installation and maintainance cost. ( I wish some of those consulting companies were public!). This is where vendors need to look closely at working with their partners to control cost as this is the number that concerns their customer.

Customers also like integration - so if they have selected one module - the slant
towards a second module from the same suite will decrease training and operational cost. Given SAP's market penetration it gives them the upper hand.

If Oracle has a chance at putting a bullet in the leg of SAP I think it will come from
good old American innovation. Being in Silicon Valley naturally makes Oracle faster and more nimble than the gorilla in Waldolf. As business models shift the software must be reved and I believe Oracle will be faster and more effective at capturing these new business opportunites than the European players.
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