May 2012

With the introduction of Visual Studio® 2010, Microsoft® offered a new packaging lineup and licensing options, one of them being an automatic upgrade from VSTS Team Suite w/MSDN Premium to Visual Studio® 2010 Ultimate with MSDN, as a result organizations [...]

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May 2012

I have recently added a market research person to the team. We are embarking on a research project designed to identify emerging trends regarding negotiating Enterprise Agreements with Microsoft®. Participants will be provided with the summary data and no identifying information will [...]

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May 2012

I wanted to share with you my personal excitement in receiving the first printed copies of my new book “Negotiating with Microsoft®”-  this is personal and professional new peak and the culmination of 8 months of work. I want to [...]

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May 2012

Microsoft® has reported a record-breaking Q3 revenue of $17.41B while increasing its operating income by 12% to $6.37B (quarter ending 3.31.2012). There was also strong Enterprise Agreement growth in both new business and renewals. At the end of the quarter, [...]

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Apr 2012

The Department of VA, a 360,000 desktop large organisation announced March 30, that they will be discontinuing there EA and move to a pay per need model. Roger W.Baker Assistant Secretary for Information and Technology Department said “the market for [...]

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Mar 2012

As Microsoft® enters its last quarter of 2012 Fiscal Year 2012, I wanted to share with you a change I’ve seen occurring over the last couple of quarters from a discounting perspective.  I have had the opportunity to negotiate almost a [...]

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Mar 2012

As of April 1st, Microsoft’s® new Core based licensing for SQL is coming into effect. This  change was long overdue from Microsoft’s® perspective as Oracle® has been licensing its Database products on a Core metric for years now and Microsoft® [...]

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Feb 2012

This is why I love doing what I do.   A couple of weeks ago, I was working with an ISV customer on its upcoming EA renewal. I reviewed their Dev. tool requirements and briefed four Team Leaders on the licensing use [...]

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Feb 2012

People keep asking me what the most common mistakes I find negotiating with Microsoft®. Here are a few recent mistakes (I prefer learning’s) from the past year from Negotiating with Microsoft®: Always lead the negotiations. In other words do not [...]

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