Facts at a glance
Size of company:
The client needed to verify the best possible deal during the renewal process for its Microsoft Enterprise Agreement and Server and Cloud Enrollment Agreement.
- Pertinent benchmarking data
- Consultation during the renegotiation process
- $500,000+ in savings
- Better understanding of negotiation process
- Highly competitive Microsoft pricing
Insight’s Supply Chain Optimization solutions simplify the process of procuring, maintaining and replacing the technology clients invest in to run their business.
A family-owned banking organization with more than 10,000 employees needed help renegotiating two of its Microsoft contracts. At the time of the engagement, the company had begun the renewal process for its Enterprise Agreement (EA) and Server and Cloud Enrollment Agreement.
The business didn’t know where it stood in comparison to the rest of the market and wanted to ensure the best pricing for its contracts. The company needed to assess its level of competitive pricing and concessions in its amendments before the renewal negotiation process officially began.
After unsuccessfully trying to complete this benchmarking internally, the bank realized it needed to engage a partner knowledgeable in the Microsoft space. Having worked with Insight in the past, the client trusted our Microsoft licensing expertise.
Our contract optimization team worked with the client to review its existing agreements and compare them to industry standards. Then, throughout the negotiation process, we provided pertinent benchmarking data as the client received proposals from Microsoft.
We helped the client complete its benchmarking through three steps:
- Set up weekly calls to provide a recap of recent negotiations with Microsoft and brief our team on any new contract proposals
- Collected benchmarking data, presented it to the client and provided relevant consulting
- Verified at each stage whether the client was truly receiving something of value or standard concessions
Early in the negotiation process, our team noticed a pricing discrepancy that immediately saved the client $200,000. If that hadn’t been caught, the client would have been locked into a significantly higher price model.
In total, the client saved more than $500,000 between both agreements by working with the Insight contract optimization team.
The client readily admits it wouldn’t have received competitive pricing without our help. And the next time the bank is ready to renew its software contracts, it will call on Insight.