Gartner Research

Negotiate Future Pricing in Microsoft's Enterprise Agreement Customer Price Sheet to Avoid Costly Surprises

Published: 02 March 2016

ID: G00298682

Analyst(s): Marie Sienkowski , Frances O'Brien


In a Microsoft Enterprise Agreement, Future Pricing is locked for the three-year term, dictating pricing for true-ups, additional online services or users, and step-ups added during the term. Yet, technology procurement leaders often neglect this section during negotiations for a new or renewal EA.

Table Of Contents
  • Key Challenges


  • Annual and Monthly Pricing Sections
  • The Future Pricing Section


  • Prioritize True-Up and Future Monthly Prices in Your Negotiation in Relation to Anticipated Growth
  • Negotiate Discounts on Step-Ups, Higher Editions and Suggested Products to Avoid Overpaying

Gartner Recommended Reading

©2021 Gartner, Inc. and/or its affiliates. All rights reserved. Gartner is a registered trademark of Gartner, Inc. and its affiliates. This publication may not be reproduced or distributed in any form without Gartner’s prior written permission. It consists of the opinions of Gartner’s research organization, which should not be construed as statements of fact. While the information contained in this publication has been obtained from sources believed to be reliable, Gartner disclaims all warranties as to the accuracy, completeness or adequacy of such information. Although Gartner research may address legal and financial issues, Gartner does not provide legal or investment advice and its research should not be construed or used as such. Your access and use of this publication are governed by Gartner’s Usage Policy. Gartner prides itself on its reputation for independence and objectivity. Its research is produced independently by its research organization without input or influence from any third party. For further information, see Guiding Principles on Independence and Objectivity.

Already have a Gartner Account?

Purchase this Document

To purchase this document, you will need to register or sign in above

Become a client

Learn how to access this content as a Gartner client.