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Posted by Duncan Jones on February 25, 2009
I get this question all the time because, let’s face it, it’s a significant decision. For example, an Enterprise Agreement (EA) renewal for an enterprise with the main desktop suite on, say, 10,000 PCs could cost around $1,500,000 per year. So what do you get for this outlay? You’ve already purchased a perpetual license for the relevant Microsoft products via your original EA, so the renewal is merely an extension of the maintenance element, which Microsoft calls Software Assurance (SA). Like most terms in Microsoft licensing, SA looks like an industry standard concept, but has sufficient Microsoft-specific nuances that confuses customers. The key differences from most vendors’ software maintenance offerings are that SA:
In order to make a sound decision on an EA renewal or on SA, which is almost the same thing, the IT team has to do some homework. It needs to look closely at all the elements of SA and assign them a value. A simple decision support spreadsheet will help you evaluate and compare alternatives, taking all relevant aspects into account. The most important part of SA, by far, is the upgrade rights, whose value depends not on the next upgrade as one might think, but on the next-but-one upgrade. Clients may not be on the latest release, but already they have the perpetual rights to it from their existing EA. SA will be valuable if and only if the next-but-one upgrade will be to a version coming out during the agreement’s term. For example, enterprises that don’t expect to look beyond Office 2007 for 4 or 5 years should probably drop SA, because rights to Office 14 will be of minimal value to them, since they may well skip that release altogether. They may be better advised to save their money now, and consider buying the then latest Microsoft office version in 2013 or 2014.
The decision based on upgrade rights alone may be close, however, so consideration of the other SA benefits will be crucial to making the right call. Things like:
So should you renew your EA? As you can see, there are a lot of factors to consider, so the answer is genuinely “it depends.” But consider this: Somewhere between 25% and 35% of customers don’t renew. So you’ll be in a minority if you don’t renew, but you won’t be exceptional.
And if you want to explore the pros and cons a bit more, join me for our upcoming Microsoft Negotiation Workshop at the end of April.
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