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Let’s stop overspending on IT purchases.

The SmartSpend™ blog is a resource to help readers save money on IT and Telecom purchases, brought to you by NPI’s consultants and vendor-specific subject matter experts.

The Latest IT Sourcing News

 

  • The Complexities of Managed Print Pricing Kristian Tuinzing
    Client Services Manager, NPI
    09.11.19

    Over the last decade, managed print pricing and the ecosystems and agreements that govern it have changed quite a bit. Adoption at the enterprise level is past the 33 percent mark and is estimated to grow to 50+ percent by 2020, which is more than double compared to 10 years ago. That growth has translated...

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  • 4 Big Holes in Your IT Budget and How to Plug Them Kim Addington
    Chief Operating Officer, NPI
    08.28.19

    The current IT cost management environment is prompting companies to rethink how they budget IT and reduce overspend risk. Here are four of the biggest IT budget cost pitfalls and how they can be mitigated during the IT budgeting process.

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  • Considering a Move to Google G-Suite? Read This First. Gregg Spivack
    Vice President of Client Services, NPI
    08.21.19

    NPI has seen a slight uptick in the number of enterprise clients considering Google’s G-Suite, which for most is a move away from Microsoft’s O365 platform. As this is usually a big dollar item, it’s extremely important to optimize this first transaction with Google. Why? Because this first purchase is typically when customers have the...

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  • Don’t Underestimate the Power of Team Alignment in IT Vendor Negotiations Rich Staas
    Director of Client Services, NPI
    08.15.19

    The list of things that affect the outcome of IT vendor negotiations is long. We spend a lot of time on this blog talking about licensing and subscription pricing and optimization, as well as what’s driving vendor behavior – all of which critically shape whether your organization will receive a “fair deal” on IT purchases...

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  • How to Avoid Overspending on IT Purchases Kim Addington
    Chief Operating Officer, NPI
    07.11.19

    Despite all of the advancements in IT sourcing (we’re looking at you, SAM!), and despite the pricing transparency promised by an increasingly cloud-dominant IT infrastructure, IT overspending is still rampant across the enterprise sector. NPI’s visibility into IT spending patterns across nearly 500 enterprises indicates that companies overpay for 75 percent of IT purchases, particularly...

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  • Top 5 Software Asset Management Benefits Kim Addington
    Chief Operating Officer, Client Services, NPI
    07.09.19

    Software asset management – it’s a term we find ourselves running into at multiple intersections these days. Our clients are talking about it more than ever as they try to wrangle ever-growing software portfolios. So are the vendors our customers do business with (for different reasons… more on that later). The discipline has been around...

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  • Keeping Up with Microsoft 365’s Product Terms and Impending Deadlines Cindy Barron-Taylor
    Director of Client Services, Microsoft, NPI
    06.28.19

    As many of Microsoft’s customers are in hybrid states between cloud and on-premise usage, it’s important to consider Microsoft 365’s Product Terms – specifically how often they change (hint: quite frequently!). It can have a significant impact on your organization’s compliance.

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  • ServiceNow Implementation Plan: Top Considerations Gregg Spivack
    Vice President of Client Services, NPI
    06.27.19

    When it comes to ServiceNow implementations, what’s the right approach to ensure success? What can you do to make sure your investment and effort doesn’t turn into shelfware? And, of critical importance, which implementation partner is best for you?

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  • Is Microsoft’s Power BI Premium Right for You? Dan Brewster
    Director of Client Services, Microsoft, NPI
    06.26.19

    Power BI is a super data visualization tool and enterprises of all sizes are using it to share data insights throughout the organization. Microsoft offers three types to meet different customers’ analytics needs – the free Power BI Desktop, Power BI Pro and Power BI Premium. Power BI Desktop is free and gives you the...

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  • Pricing Challenges for Buyers of Application Security Testing Solutions Kristian Tuinzing
    Client Services Director, NPI
    06.20.19

    Application security testing (AST) is a complicated $3+ billion market, particularly when it comes to pricing. The three main classifications of testing tools in this security subcategory are dynamic (DAST), static (SAST) and interactive (IAST). The pricing differences between tools and vendors are complicated to analyze – and it’s easy to fall prey to the...

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  • Tips for Getting the Best Deal on Data Visualization Gregg Spivack
    VP, Client Services, NPI
    06.18.19

    In the age of Big Data and sophisticated analytics, NPI is seeing an increase in the number of deals it reviews for data visualization tools. Below are some of our observations on the players and how to secure the best deal during vendor negotiations. There are several players in this space, but the ones we...

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  • 5 Ways to Optimize Infor Cost and Contract Terms Rich Staas
    Director of Client Services, NPI
    06.04.19

    As the largest privately held technology provider in the world, Infor has undergone a unique evolution. Originally focused on software ranging from ERP to CRM (and most things in between), Infor began purpose-building its software for specific industry niches and packaging these vertical solutions into its CloudSuite offerings. When looking at Infor in the cloud,...

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  • The End of O365 E4 – What Are Your Options? Cindy Barron-Taylor
    Director of Client Services, Microsoft, NPI
    05.30.19

    Still in an agreement where you’re purchasing Office 365 Enterprise E4 (O365 E4)? You’re not alone. While this offering was retired in 2017 and Microsoft permitted customers to switch to a new plan at any time, Microsoft did not require that switch until renewal time. Now, many enterprises are facing that milestone – a renewal...

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  • Following Microsoft Acquisition, GitHub Gets Tough at the Negotiation Table Chris Vicknair
    Client Services Director, NPI
    05.24.19

    It’s always interesting for NPI to watch what happens when a technology vendor is acquired by another larger company. Will the acquired company fold right into the culture and operations of the acquirer, or will they continue to operate relatively independently and maintain their pre-acquisition culture? Will there be a big push to close lots...

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  • Should You Agree to a Microsoft Audit? Dan Brewster
    Director of Client Services, Microsoft, NPI
    05.22.19

    As previously discussed in another blog post, you should always seek assistance before you agree to a Microsoft audit. Why? It’s simple enough – the findings will rarely be in your favor and preparation is a must. There are two ways in which Microsoft conducts audits. The first is called a Software Asset Management (SAM)...

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  • Teradata Pricing: What’s Driving the Vendor’s Strategy? Kristian Tuinzing
    Client Services Manager, NPI
    05.08.19

    The analytics giant Teradata is combating falling revenues and the painful transition from on-premise to cloud delivery and fee models. This is one of the factors that have driven changes to Teradata’s pricing strategy. Here’s what you need to know.

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  • Changes to Microsoft 365 Dual Use Rights Cindy Barron-Taylor
    Director of Client Services, Microsoft, NPI
    05.01.19

    The information in this blog post has recently been updated. Please refer to our latest post from 6/28/19 >> Keeping Up with Microsoft 365’s Product Terms and Impending Deadlines With so many changes impacting Microsoft’s flagship on-premise products and the online advanced Microsoft 365 equivalents, we’re seeing regular announcements from Microsoft regarding use right changes....

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  • 2019 Healthcare IT Spending Trends: What We’re Seeing Rich Staas
    Director of Client Services, NPI
    03.29.19

    Healthcare IT spending continues to tick upwards – but how much of that spend is going toward transformational IT initiatives? Industries like retail and banking have been driving (and battling) digital disruption for a few years now. The healthcare industry is now starting to feel (and capitalize on) the impact of digital disruption. Big investment...

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  • Merger Best Practice: Perform IT Asset Rationalization Earlier! Chris Vicknair
    Director of Client Services, NPI
    03.27.19

    If you’ve ever been through a merger, you know how daunting the execution can be. In every area of the business, it’s a lot of work to blend two companies into one. The merging of the two IT estates, what we call IT asset rationalization, is one of many challenges. In most mergers, there is...

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  • Microsoft Azure Hybrid Benefit – Great Way to Save on Cloud or Compliance Trojan Horse? Joshua Osborne
    Director of Client Services – Microsoft, NPI
    03.25.19

    In its quest to outshine Google and AWS – specifically when it comes to cost – Microsoft introduced the Azure Hybrid Benefit for Windows Server. Per Microsoft’s website: The Azure Hybrid Benefit for Windows Server allows you to save up to 40% on Windows Server VMs in Azure by utilizing your on-premises Windows Server licenses...

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  • Licensing with the Microsoft Products & Services Agreement (MPSA) Dan Brewster
    Director of Client Services – Microsoft, NPI
    03.08.19

    Are you a large enterprise client with Microsoft who hasn’t bought off on the concept of Software Assurance? If so, the Microsoft Product & Services Agreement (MPSA) may be for you. The Microsoft Products and Services Agreement is a transactional licensing agreement for commercial, government, and academic organizations with 250 or more users/devices. MPSA works...

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  • Microsoft Azure Pricing: Pay as You Go vs. Reserved Instances Dan Brewster
    Director of Client Services – Microsoft, NPI
    02.13.19

    Confused by Microsoft Azure pricing? It’s actually pretty simple – the company offers Azure on a Pay as You Go basis, or you have the option to pre-purchase a “Reserved Instance” for one or three years for many of the Azure products. A Reserved Instance is an upfront commitment for an Azure service, and in...

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  • Microsoft Healthcare: Renewed Focus Offers Rewards and Risks Joshua Osborne
    Director of Client Services, Microsoft, NPI
    02.05.19

    In 2018, Microsoft reestablished and reengineered its focus on the healthcare industry. Sales teams have been restructured, leadership moved to create new alignments and reporting structures, and agreements and guidelines were re-messaged. As a result, we’re seeing a more systematic approach to the sales and pricing process. This is all part of Microsoft’s strategy to...

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  • Enterprise Video Conferencing and Collaboration – Competitive Options to Consider Gregg Spivack
    Director of Client Services, NPI
    01.15.19

    When it comes to enterprise video conferencing and collaboration, companies have more options than ever. While Cisco WebEx and Microsoft Skype for Business may still get the majority of mindshare based on tight integration with their embedded deployments within the enterprise, a growing number of companies are looking beyond these industry stalwarts to alternative solutions....

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  • The Microsoft Enterprise Agreement Renewal and Enterprise Renewal Form – It’s Worth a Second Look! Cindy Barron-Taylor
    Director of Client Services, Microsoft, NPI
    12.21.18

    When thinking about your upcoming Microsoft Enterprise Agreement Renewal, you’re probably eager to make the process as simple as possible by removing any unnecessary steps and cutting back on the amount of content you, or others in your organization, must review. But there are some things you really need to inspect. The Enterprise Renewal Form...

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  • 5 Overlooked Benefits of Software License Optimization
    NPI
    12.13.18

    5 Advantages of Software License Optimization That Go Beyond Cost On the surface, the goal of software license optimization (SLO) is simple enough: buy only the licenses/subscriptions needed based on current and future business requirements. Cost management is the most obvious driver. Software vendors are notorious for trying to sell you more than you need, sometimes...

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  • White Box Server Vendors: Are They Worth Considering?
    NPI
    11.01.18

    As server hardware becomes increasingly commoditized, NPI finds enterprise clients looking for ways to lower costs in this area. One solution is buying from white box server vendors. What Are White Box Servers? White box servers are data center servers that are not manufactured by a brand name vendor such as Dell, HPE, Cisco UCS,...

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  • Microsoft O365 F1 – Finally a More Useful K1/K2 Replacement! Joshua Osborne
    Director of Client Services – Microsoft, NPI
    10.29.18

    This year, Microsoft introduced O365 F1 – “a new offering that brings together Office 365, Windows 10, and Enterprise Mobility + Security to deliver a complete, intelligent solution to empower all workers.” This offering is a replacement for the O365 K1/K2 SKUs. The O365 K1/K2 SKU offering was created years ago, mostly as a new...

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  • Cisco Contract Negotiation: Top 4 Questions to Ask Rich Staas
    Director of Client Services, NPI
    10.25.18

    Have a Cisco purchase or renewal coming up? If so, there are a few things you should know before negotiation discussions to better understand and apply your position of leverage, and optimize the outcome of your purchase or renewal.

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  • Microsoft Step-up License: Step Up and Get Your Money’s Worth! Cindy Barron-Taylor
    Director of Client Services, Microsoft, NPI
    10.23.18

    Reducing TCO is an ongoing challenge for Microsoft customers especially as the enterprise Microsoft estate expands. Enter the Microsoft Step-up License. For some customers, it’s a helpful (and cost-effective) way to “grow” into Microsoft’s more advanced technologies.

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  • Highlights from ServiceNow Knowledge 2018 Conference Gregg Spivack
    Director of Client Services, NPI
    09.18.18

    A few months ago, ServiceNow held its annual global conference entitled “Knowledge18 (K18)” in Las Vegas. This event always produces exciting announcements about product direction and key areas of focus for the year, and K18 delivered several newsworthy items. Since so many of NPI’s clients are ServiceNow users we wanted to share some highlights. Best...

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  • Why Microsoft’s Product Terms are Important Dan Brewster
    Director of Client Services – Microsoft, NPI
    08.29.18

    As a former auditor for Microsoft, I’ve seen a lot of creative posturing around Microsoft’s product terms. A common statement often heard from Microsoft customers is: “Microsoft doesn’t say I can’t do it that way.” Unfortunately, that’s not how it works. Microsoft (and other software vendors) don’t have to think of all of the potential...

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  • Microsoft License Management and Bi-Annual MLS Inspections Cindy Barron-Taylor
    Director of Client Services, Microsoft, NPI
    08.23.18

    Microsoft license management is tough. At least twice a year, you should take the time to review license purchases and status of software assurance. You might be surprised – and that’s not necessarily a desirable outcome when it comes to Microsoft spend.

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  • How Will AI in Procurement Impact Enterprise Operations?
    NPI
    08.16.18

    As AI (artificial intelligence) works its way into the enterprise, it gives rise to many questions. For many job functions, the question is “Will AI replace my job?” If your job is IT sourcing, that’s doubtful. AI can potentially play a role in making the IT procurement process more efficient.

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  • The Benefits of IT GRC Solutions: A Primer for IT Sourcing Gregg Spivack
    Director of Client Services, NPI
    08.01.18

    Across NPI’s client portfolio, we’ve seen an uptick in IT GRC (Governance Risk & Compliance) solution purchases such as RSA Archer and ServiceNow Risk Management. This isn’t surprising given how difficult it’s become to streamline internal IT processes for things like audits (internal and external), risk assessments, regulatory scrutiny, vulnerability remediation, security and more. The...

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  • Before Your Microsoft Renewal, Make Sure You Have These Items Cindy Barron-Taylor
    Director of Client Services, Microsoft, NPI
    07.11.18

    Preparation is one key to a successful Microsoft renewal. Rather than reactively allowing the expiration date to sneak up on you, I encourage you to be as prepared as you can with all the data points and documents you will need well ahead of time. This means ensuring that you have your current contracts such...

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  • Managing AWS Costs
    NPI
    06.14.18

    Questions surrounding effective management of AWS spend land upon our desks more and more frequently.  As an increasing amount of workload is being migrated to the cloud and price competition is slowly driving costs downwards (good news), we find many of our clients have difficulty managing their growing AWS costs. “Do you have a firm...

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  • Stay Current with Microsoft’s Product Terms to Avoid License Compliance Issues Dan Brewster
    Director of Client Services – Microsoft, NPI
    06.01.18

    As a former auditor for Microsoft, I’ve seen a lot of creative posturing around Microsoft’s product terms. A common statement often heard from Microsoft customers is: “Microsoft doesn’t say I can’t do it that way.” Unfortunately, that’s not how it works. Microsoft (and other software vendors) don’t have to think of all of the potential...

    Read more

  • ServiceNow Discovery or Service Mapping? Gregg Spivack
    Director of Client Services, NPI
    05.31.18

    ServiceNow has emerged in the market as the leader in IT and Enterprise Service Management (ITSM). Over recent years, ServiceNow has grown its IT Operations Management (ITOM) suite of products to complement how customers respond to incidents and manage their environments. Two ITOM products that help customers realize this value are ServiceNow Discovery and Service...

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  • Microsoft Going After Google Chrome Browser and Others…Again Joshua Osborne
    Director of Client Services – Microsoft, NPI
    05.16.18

    A big issue for a lot of us as we use modern internet browsers is continuity across platforms and devices.  Historically, Microsoft has been rather late to the game. Google Chrome and even Firefox have had cross-platform browsers that worked very well across your various devices. Things that are important such as UI, cookies, favorites...

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  • GSG Rebrands as Sakon and Takes on SaaS Spend Visibility Challenge Matt West
    Director of Telecommunication Services, NPI
    05.15.18

    Telecom expense management provider Global Sourcing Group (GSG) recently rebranded itself to Sakon. Sakon is also the name of the company’s new expense management portal. Sakon is already a market leader in delivering expense management solutions for fixed and mobile communications. The established solutions - WirelineManager™ and MobileManager™ - are now supplemented by the next generation...

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  • Verizon Upgrade Changes and Their Effects on Enterprises Matt West
    Director of Telecommunication Services, NPI
    05.10.18

    Recently, a change was made to Verizon’s device upgrade program – one that could substantially impact enterprise clients. Although most enterprise agreements have included incentives that require a 24-month subscription, as a common practice over the past few years Verizon has allowed many enterprise customers to upgrade their device after 20 months (matching other cellular...

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  • ServiceNow Kingston Release Highlights Gregg Spivack
    Director of Client Services, NPI
    05.02.18

    Since a large number of NPI clients have sizable ServiceNow investments, we wanted to share a few highlights on the ServiceNow Kingston release. ServiceNow announced its latest release in January. As with all ServiceNow releases, there is plenty to be excited about. While Kingston has new features across the product set and platform, ServiceNow talks...

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  • Want to Cut Microsoft Licensing Costs? Know Your User Profile Options Cindy Barron-Taylor
    Director of Client Services – Microsoft, NPI
    04.27.18

    There are a lot of ways to reduce Microsoft licensing costs – but there’s one that should be at the top of every enterprise customer’s list. If you are continuing year after year to license your organization exactly the same way for all users, it’s probably time for a change! By taking the time to...

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  • Cloud Based Data Center Backup and Recovery: Pros and Cons Gregg Spivack
    Director of Client Services, NPI
    04.13.18

    Thinking about buying cloud-based data center backup and recovery? You’re not alone. As companies seek to store and protect greater volumes of data, cloud storage solutions present an attractive alternative to on-premise data center backup and recovery solutions. Historically, data center backup and recovery has always been important, but hasn’t been a “tier 1” spend...

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  • Microsoft License Downgrade Rights – Know Them! Dan Brewster
    Director of Client Services – Microsoft, NPI
    03.30.18

    Did you know that Microsoft only sells current versions of its products? What happens if you purchase a current version of Office Professional, yet your firm has not yet deployed that version throughout the organization? What are your Microsoft license downgrade rights? Well, like a lot of things licensing-related, it depends.  If you purchased the...

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  • PCs: When to Lease, When to Buy Kristian Tuinzing
    Client Services Manager, NPI
    03.29.18

    Is it better to buy or lease PCs? It’s a question that comes up often in client conversations as companies try to discern how end-user PC pricing is impacted in either scenario. There’s not a simple answer to this question, and it’s not an area where fair market value rests on price alone. The major...

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  • Has Your IBM Enterprise License Agreement (ELA) Lost Value? Rich Staas
    Director of Client Services, NPI
    03.27.18

    Has your IBM Enterprise License Agreement lost value? Are you still paying maintenance on licenses you don’t need or use? These are two questions IBM customers need to ask. Maintenance is valuable recurring revenue, especially for legacy vendors like IBM, and they work very hard to preserve the run rate with each customer. One tactic...

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  • IT Cost Reductions Ahead for Cloud Access Security Broker Solutions? Kristian Tuinzing
    Client Services Manager, NPI
    03.22.18

    The Cloud Access Security Broker (CASB) solution market is heating up. While this could be good news for enterprises seeking IT cost reductions across their cloud ecosystem (competitive pressures have a way of driving down price), it’s also a volatile, nascent marketplace. New technologies that fill a major demand in the market have a way...

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  • Data Center Pricing – Know the Four Basic Elements Matt West
    Director of Telecommunication Services, NPI
    03.08.18

    More enterprises are migrating their corporate data center(s) to external co-location facilities. One of the many challenges they face is navigating disparate and confusing pricing models. Some providers only charge for power and network while others charge for power, space and network. Some charge different rates for cooling power versus cabinet power and all charge...

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  • What You Need to Know About Windows Server Licensing and External Users NPI 02.15.18

    Microsoft has made many changes in the last several years relating to Windows Server Licensing – specifically as it relates to external user access. Keeping up with numerous updates and changes can be difficult! We get it. In this post, we hope to help businesses better manage their Microsoft licensing by discussing everything you need...

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  • ICYMI: Updates on Microsoft Office 2019 and the Future of Skype for Business Joshua Osborne
    Director of Client Services - Microsoft, NPI
    02.07.18

    In case you missed the news that came out of Microsoft’s Ignite! last fall, here are two items regarding Microsoft Office 2019 and Skype for Business that impact enterprise customers. As we work with clients, we’re finding that they’re not necessarily aware of this news and its implications.First is the release of Microsoft Office 2019,...

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  • Software Procurement Advice for MongoDB Buyers Gregg Spivack
    Director of Client Services, NPI
    02.02.18

    Software procurement is tough in the best of circumstances – layer in the complexity of open source database software and it’s even more daunting. NPI is seeing an increasing number of these purchases – particularly with MongoDB. MongoDB is a New York-based “startup” that just recently completed a $192 million IPO.The company, which finds itself...

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  • Microsoft Volume Licensing Update: The Fine Print on Server and Cloud Enrollment (SCE) Cindy Barron-Taylor
    Director of Client Services, NPI
    01.24.18

    If you’re a seasoned Microsoft Volume Licensing customer, you’re probably familiar with Microsoft’s Enrollment for Core Infrastructure (ECI). This Enterprise Agreement enrollment was originally designed to simplify licensing and help  Microsoft Volume Licensing customers manage their core infrastructure more efficiently. In 2013, Microsoft announced that it would replace the ECI with a new enrollment –...

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  • Customer Experience Software is a Rapidly Growing Niche Gregg Spivack
    Director of Client Services, NPI
    01.12.18

    As a consumer, you’ve probably noticed that companies today are trying to get feedback on customer experiences any way they can, on any device and at any time. Just think about the last time you ordered a meal from a food delivery service, rented a car or booked a hotel room. There’s a good chance...

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  • Finally, A Realistic Approach to Telecom Expense Management Jeff Muscarella
    EVP, NPI
    11.07.17

    The global TEM market is positioned to grow 14.2% over the next decade and reach $5.62 billion by 2025. Companies are struggling to manage telecom expenses well, and they need help. Here are the two questions I hear most often from executives tasked with reducing telecom costs...

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  • The Importance of IT Price Benchmark Analysis for IT Purchases Kim Addington
    COO, NPI
    10.26.17

    This post was updated on May 3, 2021. Sixteen percent. Those are the odds that enterprises are paying a fair price for any given IT purchase or renewal if they aren’t performing IT price benchmark analysis. Or, put another way, the chances you’re overpaying during an IT buying event are 84 percent. How Much IT...

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  • Oracle and VMware/vSphere Licensing Concerns – Cloudy as Ever… Jeff Muscarella
    EVP, NPI
    10.20.17

    A while back, I wrote a post about the growing number of Oracle licensing audits involving customers’ use of VMware’s technology. What started as murmurs around compliance issues faced when running Oracle technology in a VMware environment has since turned into a roar. In the best of circumstances, Oracle licensing is tough to navigate. Add...

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  • Microsoft Contracts 101 Dan Brewster
    Director of Client Services – Microsoft, NPI
    10.05.17

    It’s no secret that sourcing Microsoft contracts, products and services is a complex undertaking. One of the first things IT buyers should get their head around are the various Microsoft contracts – and the multi-level “architecture” of how they relate to each other. There are several different types of agreement documents to review: The Microsoft...

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  • Are You Paying Too Much for Visual Studio? Cindy Barron-Taylor
    Director of Client Services - Microsoft, NPI
    09.28.17

    If your organization has more than a handful of developers, Visual Studio licenses are likely important to your organization. But what you may not be aware of is whether your Visual Studio licenses/subscriptions have been optimized for actual usage. That begs a larger question: How often do you reassess the needs of your developer team...

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  • Azure Update: Microsoft Acquires Cloudyn for Cloud Optimization and EMS Admin Finds New Home Joshua Osborne
    Director of Client Services – Microsoft, NPI
    09.11.17

    Microsoft’s promise to rapidly grow Azure services continues to play out as the vendor invests heavily in internal development and acquisition. The most recent evidence is Microsoft’s acquisition of Cloudyn, which was finalized at the end of July.Cloudyn helps enterprises and managed service providers optimize their investments in cloud services – a continuing challenge for...

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  • What Is “Fair Market Value” When You’re Buying Enterprise IT? Kristian Tuinzing
    Client Services Manager, NPI
    09.05.17

    What is fair market value (FMV)? It’s certainly integral to what we do here at NPI - let’s dig a little deeper.“Fair market value” is a term used in many fields, IT purchasing included, to describe a ‘fair’ price in a market. The IRS defines FMV based on precedent case law from United States v....

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  • Trending: Token-based VMware Enterprise Licensing Agreements on the Rise Gregg Spivack
    Director of Client Services, NPI
    08.25.17

    Over the last few quarters, NPI has seen an increasing number of VMware Enterprise Licensing Agreements (ELAs) that include some amount of tokens. For the uninitiated, token-based ELAs include what are essentially “credits” to be exchanged later when the customer needs a new license. The benefits of this arrangement are (1) flexibility for the customer...

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  • Understanding the Evolution of ServiceNow’s IT Service Automation Suite Gregg Spivack
    Director of Client Services, NPI
    08.18.17

    Let’s cut to the chase. ServiceNow’s evolution over the years has been impressive, but keeping up with its changing product portfolio can be confusing to customers. One reason is that the vendor’s target audience has changed from IT to an Enterprise scope as it creates new products and addresses new problems. This has led to...

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  • Device vs. User – The Microsoft Counting Game Cindy Barron-Taylor
    Director of Client Services - Microsoft, NPI
    07.24.17

    Whether you are a new Microsoft enterprise agreement customer or have been one for years, Microsoft licensing counts are tricky business. How can you be sure that the true up-counts you provide to your Licensing Solutions Partner are correct?

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  • Software Licensing for Healthcare: Before You Buy or Renew with Epic Rich Staas
    Director of Client Services, NPI
    07.10.17

    Over the years, Epic Systems has grown to be a leader in EHR and other healthcare software solutions. Known for its high-value products and services, and historically strong customer loyalty, more than 190 million patients have a current electronic record in Epic.

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  • Signing a Microsoft EA? Two Reasons to Check Your Enrollment Cindy Barron-Taylor
    Director of Client Services – Microsoft, NPI
    05.31.17

    Whether you are a new Microsoft Enterprise Agreement customer or a customer who has renewed their Enterprise Agreement multiple times, it’s important to be sure to review your Enrollment Details prior to signing your paperwork. Here are the top two reasons why...Your enrollment is where you define your enterprise (under section Enrolled Affiliate’s Enterprise). This...

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  • Microsoft: Roaming Use Rights Discontinued Dan Brewster
    Director of Client Services – Microsoft, NPI
    05.03.17

    Roaming Use Rights for the Windows Enterprise operating system and the Windows VDA licenses are discontinued on January 31, 2017 or at the end of a customer’s existing enrollment (whichever is later). What are the implications for you if you’ve recently lost Roaming Use Rights for these products? It probably makes sense to first understand...

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  • Court Ruling Prompts Warning for SAP Customers Rich Staas
    Director of Client Services, NPI
    04.19.17

    IT vendor audits are a fact of life these days – a fact made more difficult because compliance has become somewhat of a moving target. It can be a full-time job managing your entitlements and matching them with your license utilization. For SAP customers, that job is getting more difficult and risky, especially as it...

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  • Want More Savings From MPLS? Try Burstable. Matt West
    Director of Telecommunication Services, NPI
    04.13.17

    When MPLS was introduced as a replacement to Frame Relay in the late 1990s, it was deployed in much the same way. Customer Edge (CE) routers were connected to Provider Edge (PE) routers with a fixed bandwidth access line and a fixed bandwidth port speed that generally matched the access line. The only variable was...

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  • Why Windows 7 and 8 Users Don’t Want a Windows 10-like Upgrade Experience Joshua Osborne
    Director of Client Services – Microsoft, NPI
    03.29.17

    It’s no secret that Microsoft is over Windows 7 and 8 (https://support.microsoft.com/en-us/help/13853/windows-lifecycle-fact-sheet). OEMs (original equipment manufacturers) can no longer install and sell the popular operating systems and Microsoft itself stopped selling the retail versions long ago. Another development in this story has been Microsoft’s decision to force a Windows 10-like update process on Windows 7...

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  • How to Determine the Real Cost Savings of Software Defined Networks Matt West
    Director of Telecommunication Services, NPI
    03.08.17

    When it comes to network technology, one of the hottest areas of growth is Software Defined Networks (SDN). The definition of SDN is an elastic one as the market evolves, but it encompasses various network technologies that are capable of enabling functions like automated provisioning and network virtualization. Research firm IDC has estimated the worldwide...

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  • Microsoft Sourcing Insights: Cloud Productivity Suite vs. Secure Productive Enterprise Dan Brewster
    Director of Client Services – Microsoft, NPI
    02.16.17

    Have you heard about Microsoft’s Cloud Productivity Suite? Most clients haven’t – and the reason is that Microsoft is too busy promoting its Secure Productive Enterprise at every turn. Regular readers of this blog will know that Microsoft is focused on increasing its cloud market share and securing new market wins through bundling. The Secure...

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  • In a Twist of Irony, Inking a Deal with DocuSign Is Becoming More Complicated Gregg Spivack
    Director of Client Services, NPI
    02.01.17

    For a company whose electronic signature technology has simplified contracts for thousands of customers around the globe, DocuSign appears to be making its own customer contracts a little more complicated. If you’re a DocuSign customer approaching a renewal, or making an initial purchase, here are some things to consider: There are two kinds of Premier...

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  • ServiceNow Implementation and Adoption Considerations Gregg Spivack
    Director of Client Services, NPI
    01.13.17

    Congratulations! You’ve purchased this great new service management technology called ServiceNow – now what? It’s like a big box of Legos where anything can be built, so what’s the right approach to take to ensure success? Is there a tried and true model? You’ve seen many other software applications turn into shelfware or get replaced...

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  • When it Comes to SaaS Pricing, It’s Still the Wild West Michael Schulman
    IT/Telecom Delivery Analyst, NPI
    01.11.17

    In the past, most IT Sourcing pros operated on the assumption that SaaS subscription pricing is relatively inflexible. But, things are changing. As much as some vendors would like customers to believe there is a regimented program that defines the price point of their subscriptions, IT Sourcing pros are realizing that those same vendors will...

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  • Oracle Targeting Java Users with Audits Jeff Muscarella
    Partner, IT and Telecommunications, NPI
    12.21.16

    Depending on whom you ask, Oracle’s transition to the cloud has been either specious or successful. Last week’s quarterly earnings gives us a little insight into the true state of things – as do recent claims the vendor is increasing software audit activity involving its Java software. While NPI hasn’t seen this activity first-hand, there...

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  • Windows Server 2016: Navigating the Processor-to-Core Transition Joshua Osborne
    Director of Client Services - Microsoft, NPI
    12.20.16

    In October 2016, Microsoft changed its licensing for Windows Server 2016 from processor- to core-based. On the surface the transition is similar to when SQL moved to core-based licensing. Windows Server 2016 now has a core-to-processor conversion ratio of 8:1. This means that each processor converts to 8 cores in the new licensing model. Microsoft...

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  • What’s the Role of Your Reseller When You’re Buying from Microsoft? Dan Brewster
    Director of Client Services – Microsoft, NPI
    12.16.16

    Microsoft has several volume licensing programs for large corporate customers – the Select Plus program (which is being discontinued), the Microsoft Products and Services Agreement (MPSA), and the Enterprise Agreement. The Select Plus and MPSA Programs are known as “indirect” agreements. You are actually buying from a third-party such as Dell, Software Spectrum, Insight, PC...

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  • Can You Answer These Questions About Your Key Technology Vendors? Jeff Muscarella
    Partner, IT and Telecommunications, NPI
    12.15.16

    After working with hundreds of IT and sourcing professionals, I’m still amazed at how difficult it is for all of us to summarize key IT vendor relationships – especially in a format that works for senior business, IT, sourcing and finance executives. The dialogue always starts with a simple question like:What is our agreement with...

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  • Know Your Rights – What You Need to Know About Microsoft’s Product Terms Document Daniel Brewster
    Director of Client Services - Microsoft, NPI
    11.09.16

    Microsoft’s Product Terms document replaces the vendor’s previously-issued Product List and Product Use Rights (PUR). Microsoft migrated to this then-new single document back in July of 2015. But what exactly is it? The Product Terms document consolidates and distills the content previously published in the Product List and PUR, and outlines the specific use rights...

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  • What to Expect During Your Next ServiceNow Renewal Gregg Spivack
    Director of Client Services, NPI
    10.20.16

    ServiceNow’s beginnings may be cloud-based helpdesk, but the company has firmly planted its feet in the ITOM (IT operations management) space. In 2014, ServiceNow acquired Neebula and its acclaimed ServiceWatch offering, which discovers, maps and monitors the dependencies between business services and the IT services that support them. The acquisition was a significant move for...

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  • Healthcare IT Security Overspending – What Are the Culprits? Rich Staas
    Director of Client Services, NPI
    06.23.16

    The healthcare industry has always been a target for data breaches, second only behind retail. However, research suggests that healthcare organizations are eclipsing retailers when it comes to cybercriminals’ focus. In research published by IBM, the healthcare industry represents a growing percentage of all data breaches – up from 5 percent in 2013 to 15...

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  • Microsoft’s Server & Cloud Enrollment: Are There Cost Benefits? Daniel Brewster
    Director of Client Services - Microsoft, NPI
    05.09.16

    The Server & Cloud Enrollment (SCE) is the successor agreement to Microsoft’s EAP (Enrollment for Application Platform) agreement, and it’s designed for those customers that are standardizing on Microsoft’s server and cloud technologies. The products offered under the SCE include Biztalk, the Core Infrastructure Suite, many of the CRM products, SQL Server and development tools....

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  • Confused About SAP HANA? Here’s What IT Sourcing Pros Need to Know Jeff Muscarella
    Partner, IT and Telecommunications, NPI
    05.04.16

    What is SAP HANA? Most enterprise IT sourcing pros have heard the name. Many of us have seen the pitch or read a bit about it, and some of us have participated in purchasing it. But there’s still a ton of confusion surrounding SAP’s HANA offerings. Some say it’s a new database while others call...

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  • The Skinny on Fiscal Year-end IT Purchases Gregg Spivack
    Director of Client Services, NPI
    04.26.16

    In the enterprise IT space, the last two weeks of any given month are the equivalent of Black Friday (or Cyber Monday now). Pick a month and you can bet it’s some behemoth vendor’s fiscal year-end, and deals are to be had for those purchasing with that vendor. These deals are often driven by Wall...

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  • Making Sense of BMC’s Remedy Options Gregg Spivack
    Director of Client Services, NPI
    04.14.16

    While ServiceNow may be the newer darling taking the IT Service Management space by storm, there are a lot of companies still using or considering a BMC Remedy solution. Whether you're considering BMC as a competitive option or revisiting the vendor as an incumbent, it’s useful to understand the various ways they are delivering their...

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  • Microsoft Licensing for Both Apple and Microsoft in the Enterprise Dan Brewster
    Director of Client Services – Microsoft, NPI
    03.31.16

    I often have clients ask how they might integrate Apple devices in the enterprise. Virtually every client has some Apple investment – an iPhone, an iPad, or a Macbook Pro. Fortunately, Microsoft has made great strides on the Mac front in recent years. Microsoft Office 2016 is an elegant solution for Mac users that is...

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