Gartner Research

Don't Sign a Microsoft Enterprise Agreement Before Trying These Lucrative Negotiating Tactics

Published: 30 May 2013

ID: G00246534

Analyst(s): Dolores Ianni , Roberto Sacco

Summary

Microsoft will make concessions within an Enterprise Agreement when you apply every leverage point available. IT procurement professionals should use these best practice negotiation techniques to initiate more favorable costs, terms and conditions for their organizations.

Table Of Contents
  • Key Challenges

Introduction

Analysis

  • Use Perpetual Licenses as Leverage to Walk Away From Microsoft's Software Assurance
  • Profile Users' Application Requirements to Rightsize License Fees
  • Introduce Competition Where Appropriate to Improve Your Position
  • Take Advantage of Investments in Newer Technologies Strategic to Microsoft
  • Leverage Global Pricing Differentials

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