How to Negotiate With MicrosoftBy Channel Insider Staff | Posted 2004-06-23 Email Print
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Can you improve your odds when hammering out licensing contracts with Redmond? One "licensing geek" says yes.How you can negotiate better software licensing deals with Microsoft even if your company recently signed a new contract with the Redmond software kingpin?
The question is especially pertinent now, with many users' three-year-old Software Assurance (SA) licensing deals set to expire on June 30.
But negotiating a licensing deal with Microsoft is a skill worth honing any time. And who better than a former Microsoft large account reseller (LAR) to walk you through the paces?
Hone Your Microsoft Negotiation Skills
In order to negotiate effectively with Microsoft, you must be able to answer four key questions:
Most companies fail to answer these completely and accurately and arrive at the negotiating table at a disadvantage. If Microsoft finds out you don't have solid asset management, a defined roadmap, or clear spending plans, suddenly you could find yourself the proud owner of an Enterprise Agreement (EA) that you probably didn't need. Do the hard work up front before you invite the Microsoft rep to the table.
Microsoft employees genuinely believe they are selling the best products. Take advantage of this! If you have the four aforementioned questions answered well, you can build a business case for how you need to acquire/deploy Microsoft technology. Your Microsoft rep will love this and help you get there.