Gartner Research

Leverage Gartner's T4 Negotiation Process to Achieve the Optimal Microsoft Deal

Published: 30 September 2015

ID: G00277182

Analyst(s): Ben Jepson , Dolores Ianni , Marie Sienkowski, Stephen White , Frances O'Brien


The ubiquitous, often standardized use of Microsoft software, combined with ever-changing terms, metrics and prices, creates significant challenges for technology procurement leaders. Leverage Gartner's T4 process to negotiate Microsoft contracts, improving negotiation, pricing and contract terms.

Table Of Contents
  • Key Challenges



  • Tactics: Create a Competitive Environment of Viable Alternatives to Microsoft by Engaging With Stakeholders and Pursuing Expert Assistance
    • Recommended Actions for Technology Procurement Leaders
  • Templates: Develop Customized RFPs That Facilitate Evaluation of Microsoft Resellers to Account for License Pricing, Expertise, Contract Governance and Value-Added Services
    • Recommended Actions for Technology Procurement Leaders
  • T&Cs: Collaborate With Stakeholders to Clarify and Prioritize Critical Terms Like Multiplexing and Roaming Rights to Avoid Licensing Increases and Mitigate Compliance Risk
  • Collaborate With Legal Council to Clarify the Contractual Order of Precedence
    • Recommended Actions for Technology Procurement Leaders
  • Timing: Prepare to Entertain Offers at Least 60 to 90 Days in Advance of Your Agreement Expiration to Take Advantage of Early Renewal or End-of-Cycle Discounts and Opportunities
    • Recommended Actions for Technology Procurement Leaders

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