The number 2 thing that I learned from Microsoft in 2015 is that a bottom-up approach to negotiations works the best.

Microsoft has a tactic in these renewals, and they do have a tactic, they have a plan. You can go out and you can Google this and you’ll find this playbook. They call it T-Minus 36.  If you Google Microsoft T-Minus 36 playbook it’s out there in the public domain. Really what that is if you think about it, your enterprise agreement with Microsoft is 36 months and they have a playbook of the things that they should do each month in the 36-month enterprise agreement.

A lot of that becomes very heavy in the last 9 to 12 months in terms of activities around the renewal of the enterprise agreement but their approach is really to come at you as an organization from a top-down approach.

For more insights gleaned from Microsoft in 2015, check out our learning center.

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