The Vendor Management Office: Negotiating the Hyperion Enablement Fee

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Stephen R. Guth, Esq.
Stephen has over 15-years of procurement, outsourcing, and vendor management experience. He has worked for Aflac Insurance, Dell Computer, and Ryder System. Stephen is a licensed attorney and a member of the District of Columbia and Virginia Bars. He is a graduate of the University of Miami School of Law (J.D.), the University of Maryland University College (MSM), and Saint Leo University (B.A., summa cum laude). He holds the following professional certifications: Certified Professional in Supply Management; Certified Commercial Contract Manager; Certified Purchasing Manager; Certified Technology Procurement Executive; Fellow, Life Management Institute.

Stephen has taught procurement-related courses as an adjunct professor with the University of Maryland University College’s Graduate School of Management and Technology. He has served on the Professional Standards and Ethics Committee of the National Contract Management Association Board of Directors.

The views expressed herein are the views of the contributors and commentators, and such views do not necessarily reflect the views of Stephen's employer.
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Negotiating the Hyperion Enablement Fee

In a recent CIO Magazine article, I was quoted as saying " In April 2007, Oracle bought Hyperion for $3.3 billion and Guth took up talks with his old Hyperion sales representative, who continued to 'demand' the fee, Guth recalls. But when that rep was replaced by one from Oracle, Guth argued against the fee and, ultimately, he paid none."

Here's the rest of my quote given to CIO Magazine, but not included in the article, which provides some clarification, "...if you're a customer with Oracle (and a previous Hyperion customer) and you just want to get the latest Hyperion release for free, it's not going to happen (for free). Oracle may not call it an enablement fee now, but you'll have to pony up something unless you're buying more licenses or other Oracle products."

My point is this: don't think that you're not getting a "great" deal or you failed if you didn't get the enablement fee completely wiped away. P.S. I didn't get away completely scot-free either, even though you would assume otherwise from the article.