What percentage did Mike Austin claim he got at Microsoft?

Name: Unlocking Success: Navigating the Maze of Software Licensing
Uploaded: 2024-03-01T05:00:29+00:00
Duration: 54 s
Channel: Mike Austin
Description: Mike Austin (speaker) advises that organizations and software vendors hold competing beliefs; by replacing assumptions with data and understanding that…

Mike AustinFounder & CEO, Metrixdata 360 Inc. · Mike Austin | Helping enterprises take control of software costs through data, strategy, and relentless execution

Unlocking Success: Navigating the Maze of Software Licensing

1 Mar 2024 · 1 min

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0:54

Mike Austin (speaker) advises that organizations and software vendors hold competing beliefs; by replacing assumptions with data and understanding that data, the buyer gains leverage in negotiations — audits, licensing, and contract talks. He cites a personal Microsoft anecdote claiming he was able to obtain 20–30% (presumably discount or savings) because he had superior data.

Questions this video answers

20 to 30%

Chapters

If you think about it, your software vendor and you and your company have beliefs and biases. The software company believes they know what's best for you. You know what's best for you, right? To the extent that you can get rid of those beliefs and change them with data, you're going to become fact based, and you gain the clear advantage in the negotiation with the vendor. Whether you're settling an audit, whether you're trying to figure out how to license and save money, whether you're negotiating a contract. The more data you have and the more you understand that data, you gain the advantage. When I was at Microsoft, how did I know to go get 20 to 30% because I had more data and better data than our clients. You need to be the one with the more data, because then you can challenge the traditional way that things are being done.