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Negotiating Enterprise Agreements with Microsoft

CAUCUS IT Procurement Summit, November 2017

As Microsoft and other major vendors emphasize their cloud offerings, the legal issues in enterprise agreements have shifted dramatically. The key issues in modern enterprise agreements are driven by privacy, security and regulatory compliance. Robert J. Scott discussed traditional and newly developed Microsoft licensing models, principal concerns about current licensing models, types of license agreements, and primary causes of exposure in enterprise-level Microsoft software audits. Robert explained how he helps clients define their requirements up front, builds term sheets for negotiation, and how he approaches negotiating the key issues in Enterprise deals with Microsoft’s legal and business teams.