Case Studies on Negotiations

Six figures a year cut from a Microsoft EA renewal, a materially cheaper CSP route signed before expiry, and the Microsoft account team retained. How an independent competitive process rebuilt a US telecom operator’s licence position.

Microsoft SPLA audit: €15M+ exposure avoided, €3.7M overpayment identified. SUSE audit closed with no penalties. Red Hat €1.5M exposure reduced by 50%. Four-phase compliance and negotiation programme.