Are you preparing to negotiate your Microsoft contract? While it's possible to manage internally, most organisations get more benefit from bringing in Microsoft negotiation specialists. 

Microsoft negotiations are uniquely challenging. You're dealing with complex licensing, fast-changing pricing models and multi-year commitments. The question should be, when should your enterprise call in a Microsoft negotiation expert? 

What makes these contract negotiations so complex? 

Some commonly asked questions include ‘Am I overpaying for Microsoft 365?’ or ‘Are my Azure resources optimised?' These questions highlight why Microsoft contract negotiations can be so complex, especially for teams without specialist experience.

The Microsoft ecosystem includes Enterprise Agreements (EA), Cloud Solution Provider (CSP) programs, Microsoft 365, and Azure, each with different rules, pricing, and contract terms. 

There are frequent updates to licensing models, bundle products and changes in incentives, so it can be hard to know if you're getting true value. For IT and procurement teams, these constant changes can make it challenging to track costs, manage licenses effectively, or negotiate better deals. This is why many companies turn to Microsoft licensing experts to help navigate EA, CSP, M365, and Azure agreements.

Microsoft licensing is complex for several reasons:

  • Wide product range: Microsoft’s vast portfolio spans desktops, servers, and multiple cloud environments, making consistent licensing challenging.
  • Different rules across products: Each product has its own licensing framework.
  • Legacy license challenges: Your organisation could have decades-old licenses that can be challenging to negotiate when moving to a more modern subscription.
  • Incomplete or evolving guidance: Licensing details can be released after product launches, and documentation can be unclear
  • Multiple purchase and packaging options: There are many channels, bundles, and license types which complicates decisions and comparisons. 
  • Feature add-ons: Many features come as extra subscriptions, adding cost and administrative complexity.
  • Limited compliance safeguards: Built-in tools to prevent unintentional non-compliance are often lacking, which increases risk.
  • Complex terminology and jargon: Product names are always changing, and some of the jargon used can be confusing. 
  • Outline Microsoft’s licensing ecosystems — EA, CSP, M365, Azure.
  • Mention constant model updates, bundled product strategies, and shifting incentive structures.
  • Explain that these factors make it difficult for procurement and IT teams to identify value or negotiate confidently.

Signs it's time to hire a Microsoft Negotiation Expert

Companies often ask, ‘When should I hire a Microsoft negotiation expert?’ It's time to hire a Microsoft negotiation expert if your enterprise is facing any of the following situations:

  • Approaching an Enterprise Agreement (EA) renewal
  • Migrating to Azure or Microsoft 365
  • IT and Procurement Teams Lack Licensing Expertise
  • Costs are rising without added value for your enterprise
  • Organisational Changes

What to expect - what Microsoft Negotiators do? 

Common questions include, “How can I reduce Microsoft licensing costs?” or “Who can negotiate my Azure EA?”  At Keystone Negotiation, we have deep insider knowledge of Microsoft’s pricing strategies, discounting models, and contractual structures. We help you gain a competitive edge in your negotiations by:

  • Reviewing existing agreements, analysing usage, and identifying savings.
  • Benchmarking pricing and terms across industries to strengthen your position.
  • Leading or supporting negotiations with Microsoft account teams, ensuring your business goals and financial targets align.
  • Developing a licensing and commercial strategy for a successful negotiation.
  • Managing risk, compliance, and governance throughout the process.

Bringing in a negotiation advisor early gives you a strategic advantage. You'll have time to initiate all the steps, including data analysis, strategy development, and stakeholder alignment, to forge a path to cost savings, better flexibility, and stronger long-term value.

Why choose Keystone Negotiation for Microsoft negotiations? If you're looking to optimise your Microsoft contracts, we offer everything you need: 

  • We are the experts! With over 200 Microsoft negotiations, we have achieved some of the largest discounts globally for Microsoft 365, Dynamics 365, Azure, and Unified Support.
  • We're independent advisors! We offer unbiased advice, ensuring our clients are not over-licensed and get the best terms. 
  • We tailor strategies to your enterprise! With customised negotiation strategies, we can leverage our deep knowledge of Microsoft's pricing models and licensing structures to help you get the most out of your Microsoft contracts.
  • Our reach is global! Serving organisations worldwide, we've successfully negotiated agreements ranging from $4 million to $980 million - all over three years.

Starting negotiations early is essential - bring in an expert today! Contact the team at Keystone Negotiation to learn more.