Gartner Research


Published: 04 September 2023



Included in Full Research


  • Microsoftの戦略では、パブリック・クラウド、ユニファイド・コミュニケーション、セキュリティ、コンプライアンス、ERP、CRM、ローコード・アプリケーション・プラットフォーム、有償サポートといった、主要な製品分野における売り上げ拡大を優先している。

  • Microsoftのクラウド・ビジネスに対する成長戦略には、数種類の戦術が盛り込まれている。例えば、Azureの利用量拡大、Microsoft E3/5およびFrontlineソリューションにおけるセキュリティとコンプライアンス・サービスのバンドル追加、Dynamics 365とPower Platformのプロモーションが挙げられる。

  • Microsoftは通常、複数の製品パターンにおける見積もりを提示する。ここでは主力製品について優遇する提案を行う一方で、現状を維持する更新は割高で相対的に魅力に乏しいものとする。


Microsoftとの交渉を担当するソーシング/調達/ベンダー管理 (SPVM) のリーダーは、以下を実践する。

  • 主要なステークホルダーにMicrosoftの最も戦略的な優先製品 (現時点ではMicrosoft 365 [M365] E5、Azure、Dynamics 365、Power Platform、Vivaスイート、ユニファイド・サポート) について説明し、交渉で活用の可能性があるかを検討する。

  • Microsoftが提案する戦略的製品と競合他社の製品を比較し、どちらが自社のビジネス戦略をサポートするのに最適かを判断する。

  • Microsoftに対し、コスト増加に対する社内 (役員や財務部門など) の懸念を強調し、Microsoftの営業トークに対抗する。こうしたコストの増加次第では、AzureやDynamic 365などのサービスから競合他社の代替サービスに乗り換える可能性があることを説明する。

To view the entire document, log in or purchase


Ryuichi Tsuchiya

Access Research

Already a Gartner client?

Just stopping by?

To view this research and much more, become a client.

Speak with a Gartner specialist to learn how you can access peer and practitioner research backed by proprietary data, insights, advice and tools to help you achieve stronger performance.

By clicking the "Continue" button, you are agreeing to the Gartner Terms of Use and Privacy Policy.

Gartner research: Trusted insight for executives and their teams

What is Gartner research?

Gartner research, which includes in-depth proprietary studies, peer and industry best practices, trend analysis and quantitative modeling, enables us to offer innovative approaches that can help you drive stronger, more sustainable business performance.

Gartner research is unique, thanks to:

Independence and objectivity

Our independence as a research firm enables our experts to provide unbiased advice you can trust.

Actionable insights

Not only is Gartner research unbiased, it also contains key take-aways and recommendations for impactful next steps.

Proprietary methodologies

Our research practices and procedures distill large volumes of data into clear, precise recommendations.

Gartner research is just one of our many offerings.

We provide actionable, objective insight to help organizations make smarter, faster decisions to stay ahead of disruption and accelerate growth.

Tap into our experts

We offer one-on-one guidance tailored to your mission-critical priorities.

Pick the right tools and providers

We work with you to select the best-fit providers and tools, so you avoid the costly repercussions of a poor decision.

Create a network

Connect directly with peers to discuss common issues and initiatives and accelerate, validate and solidify your strategy.

Experience Information Technology conferences

Join your peers for the unveiling of the latest insights at Gartner conferences.

©2022 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.