Vacation season exposes a SAM risk most enterprises never plan for. A vendor sent a True-Up request on a Tuesday. Moderate ask, tight window. The person who owned the software asset management position was in Costa Rica until the following Monday….
Your Microsoft EA Proposal Has a Math Problem.
A mid-size enterprise received two Microsoft EA proposals at renewal. One was built around Microsoft 365 E3, the other around Microsoft 365 E5. The M365 E5 package was quoted at roughly $8M per year. The M365 E3 package came in at…
Microsoft EA True-Up: Why Finance Called It a Budget Miss.
A large enterprise signed a three-year Microsoft EA for $6 million per year, with a purchase order totalling $18 million to cover the full term. Within the first 90 days, they restructured their license mix, adding $2 million per year to…
The Azure Agreement Terms That Aren’t in Your Contract.
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…