Published: 04 September 2023
顧客企業がAzureの利用を拡大するほど、Microsoftとの交渉時に考慮せねばならない事項は増加する。ソーシング／調達／ベンダー管理のリーダーは、Azure契約の条件を最適化するために、利用量を精緻に見積もり、値引き制度を活用し、適切にコミットしながら交渉しなければならない。
Microsoftの顧客企業は、Azure契約を更新または新規に締結する際、利用量の予測とAzure契約特有の要素の理解という、2つの重要な分野で準備不足が生じがちである。その結果として交渉のレバレッジを失い、余分な投資をしてしまうリスクがある。
Azure契約更新時に、以前と同等の値引き率を得るのが困難だと感じる企業は少なくない。しかし交渉の担当者は、悪化した値引き率を改善させるための適切な交渉戦略を策定できない。
多くの企業では交渉の際、Azure契約のコストとして、移行、サポート、トレーニング、価格調整といった、Azure利用料以外の要素が含められていない。
Azureの契約交渉を担当するSPVMリーダーは、以下を実践する。
ITアーキテクトやインフラ担当者と共に、将来に向けたAzure利用量の見込みを精緻化する。その上で、現実的に確約できる利用量に基づき、値引き率を確保するためのMicrosoft Azure Consumption Commitment (MACC) 契約を適用する。
今後の利用量拡大や、自社が有する交渉要素に鑑みて、複数の値引き特典を獲得することを目指す。例えば、リザーブドインスタンス (RI)、Saving Plan、Azure Credit Offer (ACO) やサービス固有の値引きである。
これに加え、価格上限設定や、サポート、移行ファンドといった、付帯的な特典を獲得するための交渉も併せて実施する。
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