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Master the Secrets of VMware Licensing to Maximize Your Investment

Learn the essential steps to avoid overspending and to maximize negotiation leverage with VMware.

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Your Challenge

  • A lack of understanding around VMware’s licensing models, bundles, and negotiation tactics makes it difficult to negotiate from a position of strength.
  • Unfriendly commercial practices combined with hyperlink-ridden agreements have left organizations vulnerable to audits and large shortfall payments.
  • Enterprise license agreements (ELAs) come in several purchasing models and do not contain the EULA or various VMware product guide documentation that governs license usage rules and can change monthly.
  • Without a detailed understanding of VMware’s various purchasing models, shelfware often occurs.

Our Advice

Critical Insight

  • Contracts are typically overweighted with a discount at the expense of contractual T&Cs that can restrict license usage and expose you to unpleasant financial surprises and compliance risk.
  • VMware customers almost always have incomplete price information from which to effectively negotiate a “best in class” ELA.
  • VMware has a large lead in being first to market and it realizes that running dual virtualization stacks is complex, unwieldy, and expensive. To further complicate the issues, most skill sets in the industry are skewed towards VMware.

Impact and Result

  • Negotiate desired terms and conditions at the start of the agreement, and prioritize which use rights may be more important than an additional discount percentage.
  • Gather data points and speak with licensing partners to determine if the deal being offered is in fact as great as VMware says it is.
  • Beware of out-year pricing and ELA optimization reviews that may provide undesirable surprises and more spend than was planned.

Research & Tools

Start here – read the Executive Brief

Read our concise Executive Brief to find out why you should adopt a comprehensive approach to understanding VMware licensing, review Info-Tech’s methodology, and understand the four ways we can support you in completing this project.

1. Manage your VMware agreements

Use Info-Tech’s licensing best practices to avoid shelfware with VMware licensing and remain compliant in case of an audit.

Guided Implementations

This guided implementation is a ten call advisory process.

Guided Implementation #1 - Establish licensing requirements

Call #1 - Engage in a scoping call.
Call #2 - Assess the current state.
Call #3 - Determine licensing position.

Guided Implementation #2 - Evaluate licensing options

Call #1 - Review product options.
Call #2 - Review licensing rules.

Guided Implementation #3 - Evaluate agreement options

Call #1 - Review contract option types.

Guided Implementation #4 - Purchase and manage licenses

Call #1 - Determine negotiation points.
Call #2 - Finalize the contract.
Call #3 - Discuss license management.
Call #4 - Evaluate and develop a roadmap for future licensing.

Search Code: 85961
Published: May 30, 2018
Last Revised: May 30, 2018