A mid-market technology company was three months out from an Azure commitment renewal when its procurement team sat down to build a negotiation position. They pulled up the signed agreement. They reviewed the statements of work. They put together a summary…
Microsoft EA Renewals: The Baseline Pricing Level.
Three client conversations in a single week. Three different organizations, different sizes, different industries. One pattern that showed up in all of them. Microsoft presented a renewal proposal. The discount line didn’t look like it used to. In one conversation, Microsoft…