Oracle Growth Playbook
Integrated cloud applications and platform services.
Database
Standard
Strategy
Sales
The Spark
Larry Ellison read a research paper on relational databases and realized it could be the foundation for the entire modern business world.
The Growth Engine
The 'High-Aggression' Sales Culture & The 'Foundational' Database Lock-in: Oracle tacticaly won by out-selling and out-negotiating every competitor in the 80s and 90s. Their growth engine is 'The Enterprise Bundle'—leveraging their dominant database position to cross-sell ERP, CRM, and Cloud services to the world's largest organizations. By building a legendary, high-pressure sales force that focused on 'The C-Suite Relationship,' they ensured Oracle became the 'Standard' for any organization with critical data needs, creating a multi-decade revenue stream through mandatory maintenance and support contracts.