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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.

  • 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.

Master the Secrets of VMware Licensing to Maximize Your Investment 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.

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About Info-Tech

Info-Tech Research Group is the world’s fastest-growing information technology research and advisory company, proudly serving over 30,000 IT professionals.

We produce unbiased and highly relevant research to help CIOs and IT leaders make strategic, timely, and well-informed decisions. We partner closely with IT teams to provide everything they need, from actionable tools to analyst guidance, ensuring they deliver measurable results for their organizations.

What Is a Blueprint?

A blueprint is designed to be a roadmap, containing a methodology and the tools and templates you need to solve your IT problems.

Each blueprint can be accompanied by a Guided Implementation that provides you access to our world-class analysts to help you get through the project.

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Get the help you need in this 4-phase advisory process. You'll receive 10 touchpoints with our researchers, all included in your membership.

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.


Scott Bickley

Aadil Nanji

Search Code: 85961
Last Revised: May 30, 2018

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