Table of Content
Preface
SECTION A: NEGOTIATION BASICS
Chapter 1: Introduction
Chapter 2: Basic Negotiation Points
Prepare Thoroughly
Set Clear Goals
Define your BATNA
Understand How Microsoft® Works
Full Disclosure or Slow Exposure?
Choose When to Negotiate
Know What to Negotiate
Offering Unrealistic Options Damages Credibility
Get Everything in Writing
Teamwork
Chapter 3: Preparing to Negotiate
Important Influences within Your Company
Who Belongs on Your Negotiating Team
Overview of the Expected Negotiation Phases
SECTION B: ESSENTIALS FOR VICTORY
Chapter 4: Analytics and Forecasting
Analyzing Your Assets
Gap Analysis
Optimization
Financial and Technical Forecast
How to Conduct the Financial Analysis
Financial Analysis Considerations
The Four Most Frequent Scenarios for a Financial Analysis
Considerations when Walking Away from an EA
Before Walking Away from the Enterprise Agreement
Chapter 5: Strategy and Planning
Gathering Information
Understanding the Large Account Reseller’s role
Additional Software Asset Management Services
Creating a Readiness and Strategy Document
Map Out the Negotiation Cycle
In-Depth Requirements Document
Creating an Internal Document for Circulation
Chapter 6: The Negotiation
Common Mistakes
The Negotiation Cycles
Microsoft® Negotiation Arguments
Recommended Negotiation Topics
SECTION C: LICENSING AGREEMENTS & SOFTWARE ASSURANCE
Chapter 7: The Essentials of Licensing Agreements
Chapter 8: Introduction to Volume Licensing
Terminology
Types of Licensing Agreements
Licensing the Software
Licensing Microsoft® Products
Chapter 9: The Microsoft® Select Plus Agreement
Overview of the Agreement
Agreement Structure
Chapter 10: The Microsoft® Enterprise Agreement
Chapter 11: The Enterprise Subscription Agreement
Agreement Structure and Details
Chapter 12: Enrollment for Core Infrastructure & Application Platform
Enrollment for Core Infrastructure
Enrollment for Application Platform
Chapter 13: Adding Premier Support to your Enterprise Agreement
Chapter 14: Office 365® Licensing & Agreements
What is the Office 365® Offering?
Understanding the “Plans”
The Enterprise Agreement and Office 365®
How Office 365® effects negotiations & Recommendations
Questions and Answers
Chapter 15: Evaluating the ROI of the Software Assurance Benefits
SECTION D: LEVERAGING MICROSOFT’S® FINANCIAL REPORTS
Chapter 16: Analyze Microsoft’s® Financial Reports
What to look out for:
Summary of the Financial Results
Operating Segments
Volume Licensing Revenue Summary (Q4 FY11)
Risk Factors
FY12 Predictions and Roadmap Information
SECTION E: WORKSHEETS FOR MICROSOFT® NEGOTIATION PREPARATION
Chapter 17: Gathering your Information and Documentation
Gather all Required Information
Chapter 18: Create your Implementation Roadmap
Understanding Microsoft's® Roadmap
Defining Your Organization’s Internal Roadmap
Negotiation Team Members
Gather Previous Contracts and Documentation
Identifying Your Leverage Points
Appendix – Licensing Articles
Article I - Differences between Microsoft® Office Standard 2010 and Professional Plus 2010
Article II - SQL Server® 2012
Article III - Licensing Windows® for Virtual Desktops
Article IV - How to license Microsoft Lync® 2010
Article V - Step Up Licenses
