Software licensing tactics: Delay, delay, pay, pay
Conclusion: It is not uncommon for IBRS to see vendors delaying licensing negotiation for renewals until the very last month via a variety of tactics. By delaying negotiation vendors can limit customers’ time for reviewing their options to reduce the overall licensing spend through either better licensing packages and licensing optimisation processes. Clients should put in place practices that reduce vendors’ ability to apply delaying tactics and put vendors on notice that this tactic is no longer tolerated.
About The Advisor
Dr. Joseph Sweeney is an IBRS advisor specialising in the areas of workforce transformation and the future of work, including; workplace strategies, end-user computing, collaboration, workflow and low code development, data-driven strategies, policy, and organisational cultural change. He is the author of IBRS’s Digital Workspaces methodology. Dr Sweeney has a particular focus on Microsoft, Google, AWS, VMWare, and Citrix. He often assists organisations in rationalising their licensing spend while increasing workforce engagement. He is also deeply engaged in the education sector. Joseph was awarded the University of Newcastle Medal in 2007 for his studies in Education, and his doctorate, granted in 2015, was based on research into Australia’s educational ICT policies for student device deployments.