Chapter 1 – Negotiation Essentials

• Common Mistakes when Negotiating with Microsoft
• The Microsoft Negotiation Cycle
• Microsoft Discounting Policies

Chapter 2 – Licensing Essentials

• Licensing Models
• Basic Terminology

Chaper 3 – Preparing for Negotiations with Microsoft

• Gap Analysis
• Financial Analysis
• How to Choose Platform Products
  • Renewing an Enterprise Agreement (EA)
  • New Enterprise Agreement (EA)
  • New Enterprise Agreement Subscription (EAS)
  • Renewing an Enterprise Agreement Subscription (EAS)
• Building Your Team
• Understanding Microsoft’s Roadmap
• Defining Your Organisation’s Internal Roadmap
• Understanding Your Organisation’s Historical Upgrade Cycle
• Gathering Previous Contracts and Documentation
• Negotiating Strategies and Tactics
  • Identifying Your Leverage Points
  • What to Negotiate
• Licensing Optimisation
• Promotions
• Product Migration Paths and Step Up Licensing
  • Step Up License Availability (partial list of key applications)
  • Key Products with Built-in Migration Paths

Additional Resources

• Appendix A:  Case Studies
• Appendix A1: Banking Case Study
• Appendix B: Server Licensing Options
• Appendix C: Licensing Programs (Partial List)
• Appendix D: Worksheets and Checklists
  • Worksheet A – Initial Check List
  • Worksheet B – Gap Analysis
  • Worksheet C – Building Your Team
  • Worksheet D – Defining Your Organisation’s Internal Roadmap
  • Worksheet E – Understanding Your Organisation’s Historical Upgrade Cycle
  • Worksheet F – Mapping Current Agreements Terms and Conditions
  • Worksheet G – Negotiatins Target Setting
  • Worksheet H – Mapping Your User Profile
  • Worksheet I – SQL Server Mapping
  • Worksheet J – Server Mapping
• Additional Information
• Legal Disclaimer