As a former IT executive with 25 years’ experience in sales and sales leadership roles, Mark’s key motivation for founding Keystone was to help companies and government get the maximum value from their Microsoft investments.

Mark is recognized globally as an independent expert in negotiating Microsoft Enterprise Agreement contract renewals, with Keystone having done renewals in USA, Europe, and Asia.

An author of The Truth About Negotiating With Microsoft, Mark continues to teach negotiation to IT Procurement teams and at universities.

Mark’s career with Microsoft spanned 13 years, culminating as National Sales Manager for Office 365 and before that National Sales Manager for Software Licensing. This vast experience in cloud-computing assists clients in aligning: business requirements, budgets, IT Enterprise Architecture, licensing options, and creating consumption plans for Azure and M365. Mark’s detailed background knowledge of software licensing is used in creating the commercial negotiation strategy.

During his time at Microsoft, Mark created the Deal Coaching methodology that was used to train Microsoft salespeople on how to renew software licensing contracts on-time and on-budget. This resulted in negotiating over 200 contracts with the lowest average discounts in the company worldwide. This sales process was subsequently rolled out throughout Asia and the USA.

Prior to joining Microsoft Mark gained valuable experience by working in the Microsoft partner channel for Licensing Solution Providers and Microsoft Gold Partners. Mark has a degree from Queensland University of Technology in Business (Computing), has completed the Executive Education program at Harvard Business School in Strategic Negotiation, completed the Harvard Law School Negotiation Masterclass, and studied Negotiation and Influence at the MIT Sloan School of Management.

Risa Nurhidayati is a Microsoft Licensing Specialist with over 15 years of experience in various roles, including Microsoft Enterprise Agreement Lifecycle Coordinator, Team Leader, Customer Representative, Microsoft National Commercial Associate, Licensing Support Associate, and Operation Initiatives Specialist.

Risa has extensive experience working at Microsoft and with various Microsoft Licensing partners. She possesses an in-depth understanding of Microsoft Licensing and internal processes and is adept at addressing complex renewal issues and Microsoft licensing inquiries. Her extensive experience in liaising with stakeholders, customers, and vendors has resulted in the successful delivery of numerous projects.

Risa’s expertise includes Microsoft licensing, business processes, risk management, customer service, coaching, and team management. She holds a Master of Business Administration (M.B.A.) from La Trobe University, specializing in Business, Management, and Related Support Services.

Throughout her career, Risa has managed substantial licensing agreements with prominent clients across various sectors, including governments, financial institutions, and telecommunications companies. Her responsibilities have included overseeing Microsoft Enterprise Agreement renewals, project management, and delivering training on Microsoft licensing and renewal processes.

Risa’s dedication and expertise in managing complex licensing have facilitated numerous clients in achieving successful Microsoft renewals. Additionally, she has been nominated for the 2024 ARN Women in ICT Awards.

With over two decades of experience in software sales and license optimisation, Aleksei specialises in guiding organisations through complex Microsoft negotiations to maximise value and reduce risk.

His expertise lies in aligning software investments with business goals, ensuring clients achieve sustainable outcomes from their IT spend. Aleksei brings deep knowledge of enterprise licensing models and a proven track record of leading high-impact negotiation strategies across diverse industries.

Aleksei has built and led successful software license optimisation practices for a Fortune 500, ASX 300, and a global consulting firm. Whether navigating renewals, audits, or digital transformation initiatives, he takes a pragmatic, data-driven approach that delivers measurable results.