Executive Focus: Negotiating Microsoft Licensing Agreements

  • Microsoft’s objective is to maximize predictable revenues by leading customers to subscriptions (annuities) whether on-premises or in Microsoft’s cloud.
  • Licensing is built on a complex maze of interdependencies, nuanced and special offerings, and traps designed to lead customers to higher-priced subscriptions.
  • Negotiations are time consuming and difficult, and failure to dedicate adequate resources and time to the effort exposes organizations to budget overruns.

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