MH as much as announced this to the salesforce LAST JUNE in Las Vegas with his speech about the future of tech and the litany of tech titans who have shrunk the past 6 years. He listed out all the biggies and the layoff numbers. He talked about the hard work ahead and then, in as much rah rah style as he is capable of (he is not a rah rah guy he is "a numbers guy" self professed) he indicated pretty clearly but not in exact words that oracle will be changing to be "a cloud company" for real. 2017 was the big reveal that oracle had come around to cloud.
This June (F2018 kick off) is cancelled..its being done virtually. Read into this what you will. MH has his lieutenants in every pillar keeping watch. The AT&T deal is instructive of things to come... the KAD on AT&T announced that we were blacklisted at AT&T but that now we are not, b/c in the new agreement we will no longer be selling into them the same old Oracle way with hundreds (literally) of reps calling on them. They wont stand for it. They want synchronicity and coordination from this point forward. When asked what is the plan...the answer was its being "figured out".
his lines up with the original posts' remarks about one rep (or a select few) for the Key Accounts vs "competing Oracle reps" which frankly, makes no sense these days. Integrated solutions and service are the name of the game today. Its not what you are selling its the service behind it and what you do about it when stuff goes wrong that matters to clients. Stuff always goes wrong. Oracle has to shift to be service oriented. Evolve or die. That said, Oracle needs to clean out old processes and not mistake "automation" for the fix. Right now that is what mgmt is doing. They are in a fight for their life over at Oracle. Its not the ides of March. Its the ides of June for Oracle. Change is coming. You can bet on it.
Meanwhile, back at the the ranch, the BDR teams continue to toil and cold call and drive clients crazy with their cheezy scripts...