『Renewals: The Negotiation You Can Actually Win』のカバーアート

Renewals: The Negotiation You Can Actually Win

Renewals: The Negotiation You Can Actually Win

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【Amazonプライム会員限定】今ならプレミアムプランが4か月 月額99円。

10月19日まで。※適用条件あり
Microsoft gave everyone seven months of warning. Almost nobody had a plan. The gap between the memo and the plan is the whole episode.An audit arrives on somebody else's schedule. A settlement is negotiated from behind. Shadow IT happens whether you sanction it or not. Disposal's best possible outcome is that nothing happens to you. The renewal is different. It is the only recurring event in asset management where the date is known years in advance, where the other side needs something from you, and where you decide when the work begins. And we blow it consistently as a profession.This one is the 18-month clock — four positions, each with exactly one job — and the five traps written into paper you have already signed. The thesis is not subtle: in a renewal, timing beats tactics. The clever negotiator who starts 60 days out loses to the mediocre one who started 18 months out. Every lever in this episode takes months to build and four seconds to deploy.A listener in Indianapolis writes in six weeks from a renewal whose quote just doubled, and gets an honest answer rather than an encouraging one.IN THIS EPISODE- Why 61% of IT leaders cut a project or initiative to pay for unplanned software cost increases — renewals are now cancelling roadmap items, not headcount- Flat application counts and 8% more money: the growth is not sprawl anymore, it is price- The 18-month clock — count, decide, build, ask — and the 60-day cliff most programs are actually standing on- The version of shelfware that survives every audit and fails every business case: deployed, assigned, compliant, and completely idle- Why leverage is a documented, costed, credible answer to "and what if we don't" — and why it never has to be executed- Broadcom/VMware and Oracle Java as live worked examples, including opening quotes that overstated the actual footprint by 20 to 40%- Five traps: the notice window, the uplift clause, the co-term, the discount shell game, and the multi-year commitment- Why you should never negotiate against list price, and the one discipline that catches more money than every other tactic combined- The University of California walking away from Elsevier, and the single reason they couldCHAPTERS(00:03) - Renewal Power Plays(03:15) - The 18-Month Clock(05:56) - VMware and Java Leverage(09:22) - Renewal Traps(13:58) - Six Weeks Left(15:46) - The Serials DepartmentTRANSCRIPTClick here to view the episode transcript. SOURCES & FURTHER READINGMicrosoft 365 pricing and packaging updates — the official notice. Announced 4 December, effective 1 July 2026, covering Enterprise, Business, Frontline, and Government commercial equivalents. Office 365 E3 moves from $23 to $26 per user per month, Microsoft 365 E5 from $57 to $60, with Frontline plans rising as much as 43%.https://www.microsoft.com/en-us/licensing/news/2026-m365-packaging-pricing-updatesZylo 2026 SaaS Management Index — 305 applications and roughly $55.7M average annual SaaS spend, up about 8% year over year on a flat application count. Also the source for 54% average license utilization, 79% of IT leaders seeing a renewal price increase, 78% hit with unexpected consumption or AI charges, and 61% cutting a project to absorb unplanned software cost.https://zylo.com/2026-saas-management-indexVMware distributor Arrow says minimum software subs set to jump from 16 to 72 cores — The Register, 28 March 2025. The primary reporting on the minimum core-count change and the 20% penalty for subscriptions not renewed by the anniversary date.https://www.theregister.com/2025/03/28/arrow_vmware_licensing_change/VMware Cloud Foundation — current product and licensing informationhttps://www.vmware.com/products/cloud-infrastructure/vmware-cloud-foundationOracle Java SE Universal Subscription — the per-employee licensing metric introduced in January 2023https://www.oracle.com/java/java-se-subscription/Organizations are parting ways with Oracle Java for open-source alternatives — IT Brew, 29 July 2025, reporting on the joint ITAM Forum and Azul survey of 500 IT and software asset management professionals, which found 79% of organizations have migrated away from Oracle Java or plan to.https://www.itbrew.com/stories/2025/07/29/organizations-are-parting-ways-with-oracle-java-for-open-source-alternativesOpenJDK distributions referenced in this episode: Eclipse Adoptium, Amazon Corretto, Azul Zulu, Red Hat build of OpenJDK, and the Microsoft Build of OpenJDKUC terminates subscriptions with the world's largest scientific publisher in push for open access — University of California, 2019. The Elsevier walk-away referenced in the library segment.https://www.universityofcalifornia.edu/press-room/uc-terminates-subscriptions-worlds-largest-scientific-publisher-push-open-accessA note on evidence: settlement terms and negotiated pricing are almost universally covered by non-disclosure, so no public dataset of renewal outcomes exists. The advisory-firm figures on VMware ...
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