No, they understand deeply how much it costs to transition to an alternate solution and price accordingly.
When I sold computers at retail in high school in the 90s, I'd hang out near the return desk and deal with angry customers. Angry customers actually want to attract somebody's attention (biggest problem a salesperson has) and needs a problem solved.
In my case, the solution usually involved a better computer and a service contract. Literally 9/10 times, once you spoke to these folks respectfully and calmed them down, they were the best customers. In Oracle's case, they upsell all sorts of crap and end up in a position where they can set the agenda because with the money involved, things must work. The IT decision maker becomes dependent on them.
When I sold computers at retail in high school in the 90s, I'd hang out near the return desk and deal with angry customers. Angry customers actually want to attract somebody's attention (biggest problem a salesperson has) and needs a problem solved.
In my case, the solution usually involved a better computer and a service contract. Literally 9/10 times, once you spoke to these folks respectfully and calmed them down, they were the best customers. In Oracle's case, they upsell all sorts of crap and end up in a position where they can set the agenda because with the money involved, things must work. The IT decision maker becomes dependent on them.