Microsoft has kicked off a rapid pricing and commercial-policy shift that will materially impact most enterprise renewals. First, Microsoft’s volume discounting levels (B/C/D) have effectively been removed (unless you have airtight renewal price protection language). Next, Microsoft announced core SKU list price increases effective July 1, 2026, with select “value add” features rolled into bundles—whether you use them or not.
In this video, Adam Mansfield breaks down what’s changing and how customers should respond—especially if you have renewals coming up next year.
Key takeaways covered:
- What the end of volume discounting means for your renewal baseline
- Microsoft 365 and Office 365 SKU increases (and why “added features” may not equal “added value”)
- Common Microsoft tactics ahead of July 1, 2026—and how to avoid being rushed into a suboptimal deal
- How to reset executive expectations and push for “pay for value received” outcomes
Practical next steps:
- Inventory unused entitlements and adoption gaps before negotiations
- Validate renewal protections and confirm there are no conditional carve-outs
- Prepare your negotiation playbook early—do not let Microsoft anchor on urgency