Our client, an aerospace company, was six months away from the expiry of its Microsoft Enterprise Agreement (EA) and an initial Microsoft offer with +33 % additional costs. Additionally, there were distributed CSP contracts for individual subsidiaries with no central transparency. Objectives: LSP change, price defence, consolidation of all subsidiaries into one contract, and upgrade from E3 to E5.
Approach: Workshops on future licensing strategy, full inventory, break-even calculation for E3 + add-ons versus E5, tenders for different contract constructs, and direct negotiations with Microsoft to create competition.
Result: 16 %price defence compared to the initial offer, inclusion of all companies in a joint EA, switch to E5 with -12 % costs compared to E3 + add-ons; after consolidation of all companies cumulatively -16 %. Additionally: simplified governance (one contract, one reporting) and improved security/compliance functions through E5.