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Top tips to negotiate your Microsoft Enterprise Agreement renewal-2021

Your Microsoft Enterprise Agreement renewal is upcoming.

You can cut its licensing costs significantly if you prepare for it and approach its renewal and discount negotiations in complete control.

Please feel free to fast forward to any topic:

00:00 Countdown
00:30 Who is Daryl Ullman, and what does he know about negotiating with Microsoft
03:03 Who is Alexander Golev, and what is his expertise in Microsoft
04:03 Why negotiation is similar to a war battle
06:30 What is the game plan you, as a vendor manager, have to have
09:09 Why you must have a detailed understanding of your environment
10:00 What is BATNA, and why is it always used by professional negotiators
13:00 Why you should not be afraid of Microsoft and negotiate
14:00 What drives your Microsoft account manager
15:00 What research do you need to do about Microsoft's team
16:25 How small do you have to be to have no chance to negotiate with Microsoft?
17:33 When your size matters, and why it is relative
21:07 What sources of information Microsoft has inside your company
21:54 What are Microsoft account managers afraid of
23:15 What are the top 6 mistakes to avoid when negotiating with Microsoft
23:45 Should you be intimidated by Enterprise Agreement Renewal deadline?
26:30 Why it is essential to read the contracts yourself before negotiations
27:15 Microsoft will try to go over your head, how to deal with it?
28:30 How an unprepared C-level stakeholder can ruin negotiations
29:38 The best advice to a C-level stakeholder if Microsoft reach out directly
30:20 Why your LSP is not your friend, even if it has the best intentions
31:36 What leverage do you have to get your LSP on your side
32:43 What is the T-18 plan Microsoft has for Microsoft Enterprise Agreement renewals
33:15 How not to let Microsoft take the lead in the negotiation
34:20 Your data is leaking to Microsoft; how to stop that?
36:17 Why your technical people must be vigilant about what they discuss with Microsoft
38:00 Microsoft is an American company; why is it important in the negotiation?
40:00 Do Europeans and Americans approach discounts differently?
42:00 Who is a shadow negotiator? Who is pulling the strings?
43:06 Who are empowerment holders, and what is their role?
44:15 Why you should put yourself in Microsoft's shoes to win the negotiation
45:30 The biggest mistake is not to get everything in writing
48:17 Why it is important to keep all the contractual documentation in a safe place
49:25 How many customers have their agreements ready for review
50:10 Enterprise Agreement gives you free licences, and you don't know about it
51:55 How a customer overlooked a critical condition in the negotiated terms
53:35 When is Microsoft's most important quarter, and why it matters
54:50 What is an early renewal, and how you can use it to your advantage
57:30 Your negotiation is unique, every time, find your leverage point
58:20 Watch out for dirty tricks like price manipulations
1:00:15 What are the discounts available today?
1:03:28 How to buy Daryl's book "Negotiating with Microsoft."

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