SAMexpert logo

STOP Fearing to Negotiate with Microsoft

In this riveting conversation, Daryl Ullman, a former Microsoft insider, spills the beans on the secrets to negotiating discounts in Microsoft license agreements. Discover how to stay one step ahead of the game and emerge victorious in the negotiation battle.

From understanding the Microsoft ecosystem to grasping the rules of engagement, we will have you questioning everything you thought you knew about dealing with Microsoft. Listen as Daryl shares jaw-dropping stories of underprepared customers and reveals the costly mistakes that you must avoid at all costs.

Ever wondered what goes on behind the scenes at Microsoft? Get ready to be blown away by the intricate web of account managers, goals, and incentives that drive their relentless pursuit of closing deals. But fear not, because Daryl also unveils the secret weapon that will turn the tables and give you the upper hand in negotiations.

Learn how to harness the power of timing and wield it to your advantage, whether it's taking advantage of Microsoft's fiscal year-end or strategically aligning your agreements. And for those who've faced the nightmare of Microsoft going over their heads to the CEO or CTO, Daryl provides the ultimate damage control strategy.

Prepare to be enlightened and empowered as you embark on your journey to mastering the art of Microsoft license agreements. Are you ready to conquer the negotiation battlefield? Dive in and discover a world of possibilities.


Is your Enterprise Agreement renewal upcoming?
Want a good discount?
► Let's have a chat:


► Follow or connect to Alexander Golev on LinkedIn:
► Follow or connect to Daryl Ullman on LinkedIn:
► Follow SAMexpert on LinkedIn:
► Follow SAMexpert on Twitter:


00:00 Why negotiation is similar to a war battle
01:56 What is the game plan you, as a vendor manager, have to have
04:19 What is BATNA, and why is it always used by professional negotiators
06:37 Why you should not be afraid of Microsoft and negotiate
09:07 When your size matters, and why it is relative
11:34 What research do you need to do about Microsoft's team
14:24 Should you be intimidated by Enterprise Agreement Renewal deadline?
17:19 Microsoft will try to go over your head. How to deal with it?
19:32 Why your LSP is not your friend, even if it has the best intentions
22:43 Your data is leaking to Microsoft; how to stop that?
24:58 Microsoft is an American company; why is it important in the negotiation?
27:49 Who is a shadow negotiator? Who is pulling the strings?
30:08 The biggest mistake is not getting everything in writing
33:06 Enterprise Agreement gives you free licences, and you don't know about it
35:39 When is Microsoft's most important quarter, and why it matters
39:40 What to do when Microsoft goes over your head to your boss?

#Microsoft #ITProcurement #MicrosoftLicensing

Please watch: "Microsoft Cloud & Licensing Update October 2023: CoPilot, Teams, ESU"