Microsoft agreement negotiation
In this article, we show how you as a customer can strengthen your negotiating position and come out on top in a Microsoft negotiation.
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Many Microsoft customers experience that prices of the supplier’s best-selling products regularly increase. Customers often find themselves in a significant lock-in, which makes it difficult to switch to an alternative supplier, and many therefore find that they effectively have no choice but to accept Microsoft’s price increases. However, our experience shows that with persistent and carefully planned efforts, it is possible to negotiate price reductions – even in scenarios where there appear to be no obvious alternatives to Microsoft.
The price you currently pay for your Microsoft licenses is not necessarily the same as what other customers pay – even if they are customers who are similar in size and business focus to you.
The article can be read in conjunction with our guide to optimizing Microsoft agreements, which can be downloaded here at qa.symbiotik.net. In it, we review a framework that consists of four phases:
- Mapping of existing agreements and license portfolios
- Identifying your organization’s needs for Microsoft licenses
- Identification of optimization potentials
- Preparation for contract negotiation
The knowledge we convey in this article can primarily be used in phases 3 and 4, where the focus is on identifying potential for optimizing pricing and on preparing a negotiation strategy.
