Empowering Innovation: What to look for in a Microsoft Partner

With significant changes to the Microsoft Agreement landscape beginning January 1st 2025, the Cloud Solution Provider (CSP) agreement is now the lead motion for the Small and Medium-sized Corporate Small Medium Business (SMC & SMB) markets in Australia. Whether you're already a direct Enterprise Agreement customer or exploring new options, there are many factors to consider at your next renewal.

Most organisations I have spoken to don’t often have a clear strategy around their Microsoft renewal despite having a large contract dollar value. A simple change can represent thousands of dollars saved. Here are some things to consider:

• What are my goals for the next year? Are you trying to reduce technical debt, save on cost, enhance productivity of my workforce or get the most bang for my buck?
• How does my finance team like to transact? Understanding your finance team's preferences can help streamline the purchasing process and avoid unnecessary complications. Think OPEX vs CAPEX get into your CFOs good books
• What level of support am I getting? Evaluate the support you receive from your current CSP partner & Microsoft Direct. Are they responsive and helpful? Good support can make a huge difference in your overall experience and save your organisation when things don’t go right. Better to have insurance and not need it than getting stuck in a sticky situation.
• Total Cost of Ownership (TCO): Consider both your licensing costs and support costs. It's not just about the upfront price; ongoing support and maintenance can add up.
• Have I profiled my users correctly? Make sure you have the right licensing packages for your users. This can prevent overspending on unnecessary features and ensure everyone has what they need.
• Is my organisation mostly in the cloud, on-prem, or in a hybrid setup? Your licensing needs will vary depending on your infrastructure setup. Tailor your agreement to fit your specific environment.
• What is my relationship like with Microsoft and the partner I deal with? A strong relationship with your partner and Microsoft can lead to better support, more favourable terms, and a smoother overall experience with contract renewals and new investments.
• Can I have a combination of Microsoft Agreement types? Yes absolutely, many organisations do this for a healthy balance of both flexibility and fixed costs, for example having an EA and a CSP together.

No one likes buying something expensive and not using it to its full potential, kind of like buying a Toyota Prado and only taking it to Woolies.

What to look for in a Microsoft Partner

“All Microsoft partners are the same; I’m just looking for a quote on license price” is a comment I’ve heard hundreds of times. Here’s what you should be thinking about:

Microsoft has invested millions of dollars into partner-led workshops, services engagements and funding initiatives to help customers adopt their technology. These programs cover areas like Cyber Security, Data & AI, Copilot, Azure infrastructure, and more.

In respect to these programs, not all partners were created equal! Access to this funding requires advanced specialisation in each of the Microsoft solution areas.

Bonus Hint: SoftwareOne has access to all the funding buckets 😉. These programs help organisations innovate & differentiate by trying or deploying AI Agents, Copilot, Microsoft Fabric, Data Loss Prevention (DLP), Threat Protection, and Modern Security Operations.

Support is another area worthy of consideration when selecting a partner, particularly in the CSP world. CSP is a partner-led program, and the ownership of providing support falls with the partner. This is where each partner's offer can get ambiguous when it comes to support. Is it technical support or just billing and license management? If yes to technical support, what level is it? What are the SLAs? Is it included in my license costs, or do I have to pay extra? This can hugely impact on the total cost of ownership of your Microsoft renewal.

This next one goes without saying especially if you have a complex EA, choose a partner with strong licensing expertise and ideally with a Microsoft Advisory Practice. I’ve seen thousands, sometimes hundreds of thousands of dollars’ worth of savings come out of these engagements.

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Navigating the complexities of Microsoft agreements and licensing can be challenging, but with the right strategy and partner, it becomes a manageable and strategic advantage for your organisation. As the landscape shifts towards the Cloud Solution Provider (CSP) agreement, it's crucial to evaluate your current needs, understand the new options available, and choose a partner that offers more than just competitive pricing.

Consider the total cost of ownership, the level of support provided, and the relationship you have with your partner and Microsoft. By addressing these key considerations, you can ensure that your organisation is well-positioned to leverage the full potential of Microsoft technologies, save costs, and drive digital transformation.

Remember, not all partners are created equal. Look for those with advanced specialisations, access to funding programs, and a proven track record of successful implementations.