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Negotiating With Microsoft

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Keystone has developed the Microsoft Negotiation Blueprint based on a proven methodology from renewing 200 Microsoft Enterprise Agreements.

The blueprint is a framework including IP, Software Tools, Processes, Negotiation Methodology, Price Benchmarking, and 25 years of experience.

The Microsoft Negotiation Blueprint brings structure to complex and expensive Microsoft software licensing contract renewals. Our clients ranging in size from 3,000 staff to 600,000 staff have successfully used the blueprint to consistently achieve large discounts and favourable contract terms.

We specialize in objectively calculating the value proposition for M365 E3 and E5, in addition to negotiating the maximum discounts and credits for your Azure spend commitment.

Keystone provides options for how organizations want to run the Microsoft Enterprise Agreement renewal process:

Done With You (DWY)

We use the Microsoft Negotiation Blueprint and share the work by both contributing resources to the project.

Done For You (DFY)

We use the Microsoft Negotiation Blueprint and Keystone takes a lead role in the project management, information gathering, licensing analysis, and driving the negotiation with Microsoft.

If you would like more information, please contact us and we can book a free 45 minute call.

book the free call

Meet the founder

Mark Kenny

Negotiation Advisor

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.