A company discovers gaps in its Microsoft licensing position, so the response feels obvious: Buy more CALs. Usually Device CALs. Sometimes User CALs. Often far more than the environment appears to require. The assumption is simple: if the organization owns more…
Microsoft EA Renewal Negotiation: The 30-Year Playbook.
I spent 8 years inside Microsoft selling the Enterprise Agreement before I started helping clients negotiate against it. The Microsoft EA renewal negotiation playbook has not changed in 30 years. Every renewal walks into the same machine. Most clients do not…