Oracle offers a wide range of cloud services—SaaS, PaaS, IaaS and OCI. But while the technology stack may be clear, the contractual landscape is anything but.

For clients navigating Oracle’s cloud ecosystem, understanding the different contract types and how they apply across services is critical. Misinterpretation can lead to budget overruns, unplanned renewals, or usage disputes—all of which ITAA have seen firsthand.

This blog outlines the main service categories, the contract structures that underpin them, and the commercial pitfalls we can help clients avoid.

SaaS, PaaS, IaaS, and OCI: What Is Oracle Selling You?

At a high level, Oracle sells four types of cloud services:

• SaaS (Software-as-a-Service): Applications like Fusion ERP, HCM, and EPM delivered over the web.
• PaaS (Platform-as-a-Service): Development and integration tools hosted in the cloud, such as OIC or Oracle Database Cloud Service.
• IaaS (Infrastructure-as-a-Service): Virtual machines, storage, and networking capabilities.
• OCI (Oracle Cloud Infrastructure): A rebranding and evolution of IaaS—encompassing compute, storage, networking, and native security features.

Despite the differences in service, all of these may fall under different contract types, depending on how Oracle bundles them—and that is where confusion begins.

What Contracts Apply? It Depends

Each Oracle Cloud deal may involve several documents. The three most common are:

• Master Agreement (e.g. Cloud Services Agreement – CSA): Sets the general terms for cloud services.
• Ordering Document: Specifies what services are purchased, the quantities, and pricing.
• Service Descriptions: Defines the functionality, metrics, and support specifics.

However, older agreements like the Universal Cloud Network (UCN) and Hosted Named User (HNU) models are still active—and may still govern legacy purchases. This fragmented environment makes it easy for misalignment between usage and entitlement.

Why It Matters: Common Pain Points

In our experience, the risks are not theoretical. Clients frequently face:

• Incorrect renewal assumptions: Oracle may push automatic renewals without sufficient time for clients to revalidate usage or need.
• Overlapping entitlements: Different agreements may cover the same services—without clarifying which takes precedence.
• Usage ambiguities: Without a clear service description or metric definition, it is hard to know if you are compliant—or overpaying.

For example, a recent ITAA client was unknowingly using OCI Compute under two contracts—one with discounted promotional pricing, and one at full rate. The client only discovered this during a pre-renewal health check.

Avoiding Commercial Pitfalls: What ITAA Recommends

1. Centralise contracts and service descriptions
   Map which contract governs which service, and who within the organisation owns the relationship.
2. Benchmark cloud pricing and metrics
   OCI pricing can vary significantly by region, service type, and even customer tier. We recommend reviewing Oracle’s public pricing and comparing to peer benchmarks before renewal.
3. Request clarity before committing
   Do not rely on verbal assurances—ensure the Ordering Document and Service Descriptions contain the specifics you need.
4. Treat renewals like re-buys
   Do not assume that your next deal will mirror your current one. Every renewal is an opportunity to renegotiate.

Get Clarity: Our Oracle Contract Mapping Guide

To help simplify the complexity, ITAA has developed this table outlining which contracts typically govern which services—SaaS, PaaS, IaaS, and OCI—along with key questions to ask before signing or renewing.

Final Thoughts

Oracle Cloud services can deliver significant value—but only if the contractual terms are understood, aligned, and proactively managed. At ITAA, we support clients with independent, expert-led guidance to minimise risks and maximise value from every Oracle engagement. Whether you are preparing for renewal, consolidating legacy agreements, or simply trying to decode your cloud footprint—we can help.

Martijn Smit, Chief Revenue Officer CRO & Software Licensing Leader

Martijn has an extensive career in software licensing, specializing in Oracle licensing and working with manufacturers and wholesalers. As ITAA’s Chief Revenue Officer, he leads marketing, cross-selling, and strategic partnerships. Known for problem-solving, team leadership, and clear communication, Martijn drives growth and innovation within the company.