We had lots of head to head competes with oracle when I was working at a rival big-tech company in sales. We would schedule a few calls, maybe send a salesperson on-site. Oracle would send 5-6 people across the country for an on-site discovery (seemingly, from an outside perspective) very often. They've always had a ton of resources and aren't afraid to use them, and are the pinnacle of old-school tech sales strategies.