This has been Oracle's (i.e. Larry Ellison's) sales and marketing M.O. since forever. Read up on why Raymond Lane left the company.
And sad part is it works.
Only till it doesn't. One day they'll try this tactic and discover that they've burned so many folks early in their career that a majority will see through the tactic. Or alternatively decision makers will consult with staff that advise them directly and THEY will have been burned.
And the third thing that can happen, which happened with a friend of mine, is that a really bad solution is implemented at a very large ongoing cost, the executive who made the decision leaves (which is what often happens with incompetent executives) and their replacement walks in, sees the disaster, doesn't care about saving his predecessors stupidity and decides to remove the bad solution, and makes sure that the vendor who caused the headache goes to the bottom of the pile when it considerating them during tenders for new business.
You know what they say: it costs less to keep existing business (especially in a saturated marketplace where you are the market leader) than it costs to drum up new business.
Believe me, this is a very short to medium term sales solution. When it goes wrong it's not easy to recover from. When competitors start taking market share from Oracle they'll find it very hard to recover their market share without immense upheaval and systemic change throughout their business. Microsoft learned this the hard way. Oracle's time will come! Can't come soon enough.
And the third thing that can happen, which happened with a friend of mine, is that a really bad solution is implemented at a very large ongoing cost, the executive who made the decision leaves (which is what often happens with incompetent executives) and their replacement walks in, sees the disaster, doesn't care about saving his predecessors stupidity and decides to remove the bad solution, and makes sure that the vendor who caused the headache goes to the bottom of the pile when it considerating them during tenders for new business.
You know what they say: it costs less to keep existing business (especially in a saturated marketplace where you are the market leader) than it costs to drum up new business.
Believe me, this is a very short to medium term sales solution. When it goes wrong it's not easy to recover from. When competitors start taking market share from Oracle they'll find it very hard to recover their market share without immense upheaval and systemic change throughout their business. Microsoft learned this the hard way. Oracle's time will come! Can't come soon enough.