An Oracle insider explains how some salespeople gamed the system to sell more cloud

Posted On: Aug 12, 2018   |   Posted By: Business Insider

An Oracle insider explains how some salespeople gamed the system to sell more cloud

A year ago, Oracle's massive salesforce received an email asking them to work with "integrity," setting out a long list of no-no's for salespeople.
An Oracle insider and a former Oracle vice president explained some of the tricky things salespeople were doing to sell more cloud and make big commissions.
It's hard to say what impact these deals had, if any, on Oracle's fast-growing cloud business, but the company did change its financial reporting in June to no longer break out cloud revenues.
The whole situation gives us a detailed, inside look at the enterprise software sausage factory.
In August, 2017, Oracle's massive salesforce received an email from Rich Geraffo, Oracle's executive vice president responsible for North American sales.
In it, he told the 35,000-strong sales team to essentially quit gaming the system in the way they were landing cloud sales, according to the email viewed by Business Insider.
He discussed "winning with integrity," and set out a long list of no-no's for salespeople. The...

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