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Published: 20 July 2022



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  • Microsoftとそのチャネル・パートナーは、月単位のオプションの価格を引き上げ、基本的なOpenライセンスを終了させつつ、一部の顧客を優先的に新しいコマース・エクスペリエンスへと誘導している。この結果、顧客は現在のライセンス契約を再考している。

  • ソーシング/調達/ベンダー管理 (SPVM) のリーダーは、自社のユーザー/エンドポイント製品購入に関してMicrosoftの適切な契約の選択に苦労する場合が多く、結果としてコスト削減の機会を逃している。

  • SPVMリーダーは、特定のMicrosoft製品購入のために追加契約を選択れば、柔軟性の向上とコスト削減が可能になることを理解せず、単一の契約ですべてを完結しようとする傾向がある。



  • 自らの組織の要件と、Microsoftが提案するライセンス契約を分析し、可能な選択肢の最終候補リストを作成する。

  • ナレッジ・ワーカーやそのデバイスの数を用いて、どのライセンス契約が主なMicrosoft製品の購入に最適かを判断し、選択・交渉する。

  • 特定の製品やサービスを取得するために追加ライセンス契約を使用し、コストを削減して柔軟性を向上させ、より短い契約期間で製品やオンライン・サービスを購入する。

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Ryuichi Tsuchiya

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