SAAS company engages Keystone to develop a commercial strategy to overcome being technically locked-in to Microsoft

Business Issues

• The renewal three years ago was the start of the customer-Microsoft partnership based on a single-cloud strategy and included investments and discounts, all were removed at the following renewal. 
• Microsoft thinks the customer is so committed to Azure that they remove the discounts at the next renewal. 
• Classic case of single cloud loyalty being severely penalized at the next renewal. 

Services and Results

• Very well prepared negotiation strategy customized for this specific customer situation. 
• Recovered the Azure discount and got investment funding. 
• We used this renewal to build a multi cloud strategy to mitigate this same risk at the next renewal. 
• On-time renewal, no lapse in contract coverage