What will you do about it?

In today's episode:

• Azure's complete ban on crypto mining, what it means for blockchain applications,

• Azure Local's new installation options, good news for flexibility and cost savings,

• Azure OpenAI data residency loophole,

• And actionable negotiation tips to keep your Microsoft spending in check.

They expose the reasons behind rising costs, the impact of Azure and Copilot AI, and Microsoft's aggressive push to block EA renewals and force clients towards CSP and MCA-E agreements.

Daryl, a seasoned negotiation expert, provides valuable insights on:

• Securing discounts in the current EA climate

• Leveraging Azure and Copilot to your advantage

• Preparing for Microsoft's forced transition from EA to CSP or MCA-E

• Tools for negotiating effectively with Microsoft

This episode equips you with the knowledge and actionable advice to optimise your Microsoft investments, control costs in 2025, and avoid overspending on Microsoft licenses and services.

Key updates this month include the release of Windows Server and System Center 2025, the introduction of a pay-as-you-go option for Windows Server with Azure Arc, and Windows 10 Extended Security Updates.

Listeners will gain insights into the ambiguities of the new pay-as-you-go licensing and the importance of relying on official Product Terms.

1. Characters: Identifying the key players and understanding their motivations.

2. Setting: Considering the market conditions and business environment.

3. Conflict: Acknowledging and addressing the challenges and disagreements.

4. Resolution: Setting a clear vision for a mutually beneficial outcome.

5. Theme: Establishing an overarching message that guides the negotiation.

Daryl encourages listeners to apply this storytelling approach to their future negotiations to foster trust, build relationships, and achieve better outcomes.

• Overview of Azure Arc and its benefits for service providers and end clients

• Licensing models: SPLA, BYOL, Azure Arc with BYOL and pay-as-you-go

• Clarification on using Azure Arc in a service provider context

• Addressing security concerns with Azure Arc

• Determining when Azure Arc is the right licensing solution

• The future of SPLA and upcoming developments like Azure Stack HCI for Hosters

• Usage and limitations of SPLA, CSP, and AWS for service providers

The session aims to provide clarity and guidance for service providers who are learning about SQL Server licensing with Azure Arc.

Overspending on licenses, audit anxieties, and the upcoming changes to the Listed Provider program in October 2025 add to the stress.

We give you a comprehensive yet simple system of managing Microsoft licensing for IaaS providers, offering strategies to optimise costs, ensure compliance, and mitigate risks.

Manual billing processes, complex licensing rules, and ever-changing Microsoft policies make it difficult to ensure your invoices are always accurate and up-to-date.

Alexander Golev is sharing his knowledge and strategies to master SPLA billing, ensuring accuracy, transparency, and, ultimately, increased profitability for your business.

Key topics covered:

• Understanding SPLA billing requirements and best practices

• Identifying and rectifying common billing errors

• Implementing tools and processes for data accuracy and compliance

• Creating transparent and client-friendly billing models

• Using billing data to drive strategic decision-making

Alexander dives deep into specific auditor requests, including hardware and software inventory, machine ownership, and end-user contracts, providing practical advice on responding to questionnaires and managing communication with auditors. Alexander highlights the challenges of per-user licensing for software like SQL Server and the importance of documenting BYOL agreements.

Throughout the episode, he stresses the necessity of vigilance, accuracy, and professionalism throughout the audit process. He offers valuable insights for service providers to minimise audit liability and protect their businesses.

• The changing landscape of Microsoft agreements, with MCAs set to gain importance over EAs soon.

• The importance of approaching EA negotiations strategically and timely.

• The ideal timeline for initiating internal preparations and engaging with Microsoft for negotiations.

• The impact of Copilot on EA negotiations and approaches to negotiating its inclusion.

• Microsoft's "not-on-time" clause threat and how to deal with it in negotiations.

• The concept of BATNA (Best Alternative to Negotiated Agreement) and its role in negotiations.

• The benefits of combining EA, MACC, and Unified Support negotiations into one comprehensive process.

• Strategies for dealing with declining discounts in EA renewals.

• Common mistakes to avoid in Microsoft negotiations.

• The impact of recent changes like Bring Your Own License (BYOL) on cloud migration strategies.

• The persistence of licenses despite the growth of cloud computing.

• Microsoft's shift away from consumption-based models and towards traditional licensing.

• Azure Hybrid Benefit (AHUB) and its potential for cost savings.

• The lack of official Microsoft licensing training and the need for independent resources.

• Key areas to focus on: Microsoft 365, cloud licensing, and Power Platform.

• The importance of understanding various Microsoft licensing agreements.

• The role of Software Asset Management (SAM) tools in managing licenses effectively.

They cover everything from preparing for the audit and understanding its technical aspects to negotiating effectively with Microsoft. The goal? To help you minimise the financial impact of audits and ensure compliance.

Adding a unique perspective, a former Microsoft audit team leader joins the conversation. He offers valuable insights from the "other side," revealing how auditors think and what you can do to make the process smoother.

There are rules and strings attached, but it's not impossible.

Let's dive into "what", "why" and "how" with our CEO and founder, Alexander Golev.

Microsoft's Copilot productivity tool is offered to front-line workers like call centre staff. The business case and use cases for this target audience are unclear.

Rumour suggests that Microsoft might phase out Enterprise Agreements (EA) in favour of Microsoft Customer Agreements for Enterprise (MCAE). Key differences between the two include a lack of tiered discounts and variations in product availability and features within MCAE.

Q&A:

• Windows Server licensing in a cluster — why we cannot license per VM without Software Assurance?

• SQL Server Standard for Unlimited Virtualisation – is it possible?

• Can System Center be licensed per virtual machine?

But do you still need this addendum? Do you still need to follow this cumbersome process?

Find out in today's episode with SAMexpert's CEO and SPLA expert, Alexander Golev.

In this 4-minute episode, Alexander Golev, CEO of SAMexpert, discusses the cost impact, questions the practicality of Copilot for frontline workers, and speculates about the possible reasons why Microsoft is doing it now.

This move raises critical questions about 'AI inequality' in the tech industry.

In other updates:

• M365 Copilot renamed,

• An AI-powered video editor added to Microsoft 365.

Simplified, cost-effective VM licensing was introduced.

Crucial for enterprises with Azure agreements, Azure Hybrid Benefit is now more accessible with lower core license requirements.

And more:

• The savings potential for startups and enterprises.

• CSP-Hoster exclusivity and limitations in license scenarios detailed.

• Windows Server CALs waived in certain CSP-hosting conditions.

• New per-VM licensing options for Windows Server.

• Dynamics NAV and AX availability changes in SPLA.

We also discuss some of Microsoft's competitive advantages in Azure licensing.

Overall, there are significant updates with both benefits and complexities.

Daryl covers the Microsoft ecosystem, the unspoken rules of engagement, and cautionary tales of costly customer missteps. He provides a glimpse into Microsoft's inner workings, exposing the motivations and tactics of their sales teams. He then reveals the key to gaining the upper hand in negotiations.

You will learn how to leverage timing to their advantage, capitalizing on Microsoft's fiscal year-end or strategically aligning agreements. Daryl also addresses the scenario of Microsoft bypassing negotiators to reach out to higher-ups, offering a damage control strategy.

Discover the art of negotiation, including how to ask for higher discounts and compensation, and why having alternatives like AWS or GCP on the table is crucial. Learn about Microsoft's pay-as-you-go pricing option in MACC, Various Microsoft pricing tiers and how your organization size affects the level of discount you can negotiate.

Don't miss this opportunity to gain a competitive edge in the world of Microsoft Enterprise Agreements and Azure MACC negotiations. It's time to take control of your tech investments and make the most of your business relationship with Microsoft.

• I got an audit letter. Do I need to initiate the audit immediately?

• How many years can they go back when they audit? 3, 5, 10?

• We accidentally submitted a non-hosting cluster, and the auditor counted it as an SPLA debt. Now, they don't want to de-scope it.

• If I have a cluster used both for my hosting business and my internal infrastructure, my internal IT, do I have to give all that data to the auditor?

• May I use our SPLA licenses for internal use?

• A provider has an extension of the hosting platform on AWS. Part of the licenses they receive directly from AWS as a part of the infrastructure and the overall EC2 costs. But there are other licenses that they should be paying for, like RDP SAL and SQL SAL. Can they use their SPLA licenses, purchase them from AWS, or even use the bring your own license option?

• When you have E3/E5 subscriptions, do you get the right to install System Center on servers as part of your bundle rights? Can you use System Center via E3/E5 to license your products on hosted servers in an outsourcer's environment?

• Who has the licensing compliance responsibility for the SPLA licences used on-premises?

• Would you recommend getting your end customer to sign off on some document, use rights, or something like that when you provide licenses to be used on their premises?

• Can we build our own SPLA tool with scripts, or do you suggest buying a product like Snow or Flexera to manage our SPLA environment?