We all like to stick to what we know and what works for us. In negotiation, this is true as well. Many representatives on the seller’s side feel uncomfortable engaging decision makers on the buyer’s side.

Nothing has a bigger impact on a negotiation or the interaction between people than the personalities of those individuals. Most negotiators don’t invest enough time, if any, preparing for this aspect of the process.

Nothing could be worse than thinking you are going to have a 1:1 negotiation meeting and finding that half their company has taken time off to join your negotiation.

Our top 10 of the most expensive mistakes in Microsoft License Management. In one recorded stream. Presented by Alexander Golev, Microsoft Licensing Expert and Daryl Ullman, Negotiation Expert.

Would you like to learn how Microsoft Licensing works? Start from the concept of a licence itself. What is a software licence? Can you “buy” a licence? Why doesn’t licensing make sense sometimes?

Speaking of choosing a SAM/ITAM tool again, do you find Gartner’s Magic Quadrant for SAM tools, or its equivalent from ITAM Review, useful in making a purchasing decision? I have been thinking about it recently, and my feelings here are a bit mixed.

The reason your SAM tool is not working for you is not because “there is no silver bullet”. It’s because you either didn’t do your homework at all, or you knew that there is no silver bullet, and still didn’t do your homework.

As an old saying goes, you cannot manage what you cannot measure. So how can we discover all of the SaaS applications used by an organisation? Regardless of what all the tool vendors advertise, the answer is not that simple.

We may have reached the point where SAM, as we know it, is irrelevant. Is it dead as many hoped about ten years ago? Definitely not. But if we continue holding on to the compliance-first, licence-centric, audit-defence-only approach, we may soon become extinct.

The risks caused by geopolitics including loss of data, investment etc. are rather real even if you are a loyal customer.

A story of how I almost ruined a perfect family weekend. And a little bit about licensing Windows 10 E3.

A pleasant trend for most CIOs is the increased attention of non-technical managers to the reliability of IT infrastructure, as well as to the management of risks associated with the use of IT. CFOs go further – they now require more transparent IT budgets, clearer ROI.