SAMexpert Podcast Alexander Golev and Daryl Ullman

This episode focuses on preparing for and potentially preventing Microsoft compliance audits. The host, Alexander Golev, emphasises the importance of understanding your services, documenting infrastructure, and maintaining detailed client records. He provides real-world examples and highlights common pitfalls to avoid. The episode also features a discussion on contractual compliance, BYOL scenarios, and managing relevant records. Alexander's business partner, Daryl Ullman, adds his insights on how audit readiness can improve a company's financial stability and uncover additional revenue opportunities.

In this episode, Alexander Golev of SAMexpert reveals the technical intricacies of Microsoft SPLA audits and how service providers can best prepare. He emphasises the importance of understanding audit scope, utilizing specialized tools, and proactively managing data to avoid oversharing.
Alexander dives deep into specific auditor requests, including hardware and software inventory, machine ownership, and end-user contracts, providing practical advice on responding to questionnaires and managing communication with auditors. Alexander highlights the challenges of per-user licensing for software like SQL Server and the importance of documenting BYOL agreements.
Throughout the episode, he stresses the necessity of vigilance, accuracy, and professionalism throughout the audit process. He offers valuable insights for service providers to minimise audit liability and protect their businesses.

In this episode, Microsoft negotiations expert Daryl Ullman discusses the challenges and strategies for negotiating Microsoft renewals in the upcoming fiscal year. He shares insights on Microsoft's aggressive tactics, the push for E5 and Copilot adoption, rising Azure costs, and the complexities of budgeting. Daryl provides valuable tips on how to maintain leverage, avoid vendor lock-in, and secure the best possible terms for your organization. If you're facing a Microsoft renewal, this episode is a must-listen.

In this episode, Daryl Ullman, SAMexpert's Chief Negotiation Officer with 25+ years of experience, delves into Microsoft negotiations, focusing on Enterprise Agreements (EAs), Microsoft Azure Commitment Agreements (MACCs), and Unified Support contracts.
The changing landscape of Microsoft agreements, with MCAs set to gain importance over EAs soon.
The importance of approaching EA negotiations strategically and timely.
The ideal timeline for initiating internal preparations and engaging with Microsoft for negotiations.
The impact of Copilot on EA negotiations and approaches to negotiating its inclusion.
Microsoft's "not-on-time" clause threat and how to deal with it in negotiations.
The concept of BATNA (Best Alternative to Negotiated Agreement) and its role in negotiations.
The benefits of combining EA, MACC, and Unified Support negotiations into one comprehensive process.
Strategies for dealing with declining discounts in EA renewals.
Common mistakes to avoid in Microsoft negotiations.

In this episode, we discuss the ongoing relevance and complexity of Microsoft licensing today. Despite the growth of cloud computing, Microsoft licenses remain central to most organisations' IT infrastructure. Licensing is not becoming simpler, with Microsoft introducing changes that significantly impact the ecosystem.
The impact of recent changes like Bring Your Own License (BYOL) on cloud migration strategies.
The persistence of licenses despite the growth of cloud computing.
Microsoft's shift away from consumption-based models and towards traditional licensing.
Azure Hybrid Benefit (AHUB) and its potential for cost savings.
The lack of official Microsoft licensing training and the need for independent resources.
Key areas to focus on: Microsoft 365, cloud licensing, and Power Platform.
The importance of understanding various Microsoft licensing agreements.
The role of Software Asset Management (SAM) tools in managing licenses effectively.

When you receive a SPLA Audit notice, you'll have 30+ days to prepare. Here's our advice on how to use this time wisely and avoid excessive audit penalties.