Negotiation is one of the most important skills in business as it has a direct impact on the bottom line. Keystone’s training develops core negotiation skills in-house for sustained behavioural change and organisational benefit. The negotiation course creates outcomes-focused negotiators who maximise results.
ICT Procurement Negotiation
Keystone are experts in negotiating with Microsoft with proven results in working with Governments and Businesses. Since 2017 we have renewed 800,000 Office 365 user licenses and over $500million of Azure spend.
Microsoft EA Renewal - Preparation Phase
During the preparation phase we work with our customers using our proven Microsoft Negotiation Blueprint negotiation methodology to bring structure to the deal, designing options, creating value, price modelling, getting support from internal stakeholders, creating a project plan and communications plan, identifying risks to the deal.
At the bargaining table
Planned use of tactics and counter offers, how and when to ask for contract concessions, and knowing what Microsoft’s maximum discounts are and how to get them.
Microsoft Enterprise Agreement Mid-Term Health Check
Measure the value being realized
Check on Azure over licensing, check on Office 365 license consumption, review the annual True Up and Online Services Reconciliation process, determine how much value is being realized, potential refocusing of investment or renegotiation. The Microsoft Enterprise Agreement Health Check also helps in arriving at the next EA renewal more prepared.