Microsoft has a very sophisticated set of tools and processes to set, manage, deliver, and customize their volume licensing prices. Each month, Microsoft generates and disseminates an updated master price list via a secure portal. This list includes every possible permutation of product, license versus software assurance, new versus renewal, 1, 2, or 3 years remaining, enterprise edition, standard edition, level A, B, C, D, Enterprise Agreement (EA), Select Agreement, Open licensing, and on and on and on... literally, tens of thousands of unique line items are updated monthly. Then, Microsoft and their LARs (Large Account Resellers) and ...
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Clearly, Main Street–and the government–has Wall Street in its crosshairs. So now is the perfect time for organizations to review their agreements and show their shareholders that they are willing to take fiscal responsibility department by department wherever and whenever possible. One way to do this is to negotiate better deals across the enterprise. You can hone your IT negotiation skills with renowned industry experts from NET(net), the world leader in IT Investment Optimization. NET(net) University's Negotiation Program, conducted at DePaul's O'Hare campus in Chicago, is a two-day program dedicated to developing the theory and practice ...
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It's been said there are three kinds of lies: lies, damn lies, and statistics. To this list I propose to add "not really a lie, technically, but it certainly isn't the whole truth and some people might consider it downright misleading" A case in point: Microsoft sales teams are fond of saying that "Enterprise Agreement customers receive an approximately 15 percent platform discount' versus other licensing options. Technically, this is true: if you were to purchase exactly the same mix of products via some other licensing program such as Select, you would pay more. But it's also somewhat irrelevant and misleading when it's used as an argument ...
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For Jordan, it was unabashed practice and, in fact, failure which helped him succeed. By his own admission, he “missed more than 9000 shots in [his] career… lost almost 300 games. 26 times, [he’s] been trusted to take the game winning shot and missed… failed over and over again in my life. And that is why I succeed.” But he continued to devote as much time as possible to improving. Even his contract allowed him an exception from standard NBA terms and conditions which gave him the ability to play the game anytime and anywhere he wanted, now known as the “love-of-the-game clause.” Just about every other winning athlete has this same mentality ...
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If there was ever an argument for negotiation of even the most banal of desktop software licenses (the highest price per desktop is $51.46), this breaking story about McAfee's latest virus definition file should have most procurement people running scared. Simply put, the definition file itself causes wide-spread shutdown of virtually every XP system it's installed on. McAfee's Software Royalty-Free License (Jan 2010 edition) has two relevant sections [Note: This language is found in every publicly available McAfee agreement as of 4/22/10 at www.mcafee.com. Section numbers may be different.]: "6. Warranty and Disclaimer. THE SOFTWARE IS ...
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Continuing its direction toward rental-based agreements, Microsoft has recently been pitching EAP's and EAI's to some of its customers. Simply, these agreements are the "low interest mortgage loan with a large balloon payment at the end" of the licensing world. The customer forecasts a growth rate for covered products such as SQL Server, Visual Studio, etc, and only pays a lower rate during the 3 year term of the agreement. Looks great when you see the pricing in comparison to straw man of a 'business as usual' mock up... Until you realize, that at the end of the agreement you must either renew (at a price that Microsoft decides) or lose the ...
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Strategy 3: Issue Token Gifts Optimize persuasiveness Low-cost token gifts. Agree to meet at time or location that’s more convenient for the Supplier Arrive at talks with coffee to share with your counterparts Concede First. Open the dialogue and begin substantive discussions by agreeing to a small request made by the other side Communicate Effectively. Your counterpart is more likely to feel compelled to reciprocate in substantive ways if you make your concessions salient Make sure they know you agreed to meet in their preferred location despite the inconvenience for you NET(net)’s Website/Blogs/Articles and other content is subject to ...
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Relationship based persuasion is usually strategically intended to win others over, not to defeat them. Thus it is very important to be able to see the topic from different angles in order to anticipate the reaction of others to a proposal. To be successful in this pursuit, we recommend the following 4 steps: Step 1: Survey your situation. This step includes an analysis of the situation of the persuader, his goals and the challenges he faces in his organization. Step 2: Confront the five barriers. There are five obstacles that pose the greatest risks to a successful influence encounter: relationships, credibility, communication mismatches, ...
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Negotiation has been referred to by some as "The Art of Letting Them Have Your Way". Many clients fancy themselves as excellent negotiators. Persuasion, however, is a different skill. Persuasion is a form of social influence. If Negotiation is the art of letting them have your way, persuasion is the process of guiding your counter-party towards the adoption of your idea, attitude, or position by rational and symbolic (though not always logical) measures. Relationship based persuasion is usually strategically intended to win others over, not to defeat them. Thus it is very important to be able to see the topic from different angles in order ...
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Dates are still a bit uncertain, but expect Microsoft price increases to apply to the May price list, effective May 12. We expect Microsoft Office to increase by 5% Not on the list below, we expect System Center July 1st, to increase by 30% Note also, “Core CAL” and “Enterprise CAL” will also be increasing since their underlying components are increasing Client guidance: get started early (no later than early April - and engage NET(net) to help you consider all your options. There will be considerable market pressure brought to bear by Microsoft to get their customers to 'renew early to avoid the May price increases'. We have an easy answer ...
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