Key Stakeholder Roles for Successful Microsoft EA Negotiations
Negotiating agreements with Microsoft requires a well-coordinated effort from a diverse team of experts. From setting strategic goals to understanding complex licensing terms, each team member plays a crucial role in ensuring a successful negotiation process.
In this blog, I’ll outline key internal stakeholders that should make up an effective Microsoft negotiation team.
Negotiation Lead — This individual is at the helm of the negotiation team, a seasoned individual from IT, Software Asset Management ‘SAM’, Legal or Procurement. This pivotal role involves setting objectives, coordinating team efforts, and serving as the primary interface between key executives on both sides. Armed with a robust knowledge of Microsoft products and contracts, or supported by a specialist, this individual will steer the negotiation towards favourable outcomes. Depending on the scale and complexity of the negotiation, this individual may also assume project management responsibilities or delegate to a dedicated project manager.
Executive Sponsor — Providing strategic direction and resolving internal and external conflicts, the Executive Sponsor is often a senior-level executive (CIO or CFO). They approve and have key influence over negotiation plans to enable alignment with organisational goals. Their authority to sign contracts and influence decisions is instrumental in driving negotiations forward and providing a safety net for when negotiations go off plan.
Licensing Specialist — This stakeholder will have deep expertise in Microsoft product terms and licensing programs. Their insights into Microsoft products, services and licensing terms enable optimised licensing solutions. These individuals will work in tandem with procurement to gather essential contract and purchasing information as well as work with legal stakeholders to formulate new contracts. They play a pivotal role when it comes to making sure organisations license in line with Microsoft’s terms and conditions.
IT Champion — Responsible for collaborating with IT teams to evaluate current and future technology needs. They can act as a safety net to check that technical and business requirements are aligned with Microsoft proposals.
Technology Experts — These stakeholders will hold insights into specific Microsoft technologies that will allow them to plan for future demand and new and existing technology. They should also have a good understanding of alternative solutions from Microsoft and 3rd party offerings. They play a key role when it comes to articulating the technical, operational and commercial benefits of proposed solutions.
Other Stakeholders — As required organisations should leverage the expertise of finance, legal and other departments to broaden or supplement the skills of their negotiation team.
Summary
Assembling a well-rounded negotiation team is essential for navigating Microsoft agreements successfully. Each member brings unique expertise to the table, contributing to the development of a comprehensive and favourable agreement that meets both business and technological requirements.
With strategic leadership and collaboration, organisations can secure beneficial agreements that drive innovation and competitive advantage.
Version 1’s Microsoft cost optimisation and licensing experts are equipped to help customers assess their Microsoft technology roadmap and strategic goals to ensure an effective contract negotiation that delivers commercial and technical benefits.
For more information on how we can assist with vendor negotiations, watch our short video or contact us.
About the Author
Karl O’Doherty is a Principal License Consultant here at Version 1.
