Mistakes in a Microsoft negotiation

Опубликовано: 12 Июль 2024
на канале: SAMexpert TV – Microsoft Licensing and Cloud

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One major mistake is letting Microsoft lead the negotiation. They prefer controlling the process, disliking when customers take charge.

Like all large organizations, Microsoft has a well-defined scorecard for account reps, which sets the negotiation agenda. Currently, Copilot AI tops the list, followed by 365 E5 with add-ons. Additionally, they aim to reduce the substantial discounts (often exceeding 20%) that large organizations have enjoyed for years.

Allowing Microsoft to lead from the start means they'll present the initial proposal and even define your needs for you. While not a complete loss, it certainly puts you at a disadvantage.

#Microsoft #Cloud #procurement

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WHO WE ARE

SAMexpert is an international independent business consulting company focused on Microsoft vendor management, including strategy, cost, compliance, and audit defence. Our commercial advice for CFOs, CIOs, procurement, and IT leaders is always unbiased because we do not sell Microsoft licenses or services.

Daryl Ullman is a co-founder, senior partner in SAMexpert, renowned negotiation expert, and public speaker. Daryl is an ex-Microsoft. He helped launch the Enterprise Agreement program in the 2000s. After leaving Microsoft, he founded Emerset, the world's first independent Microsoft licensing consultancy, which he sold in 2018. He joined SAMexpert in 2021 as the Chief Negotiation Officer. Daryl is the author of the book "Negotiating with Microsoft".

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