- Can you tell us a bit about yourself?
I am Wim Zuman, and with over 15 years of experience in Microsoft Licensing and a track record of successful negotiations in Europe and the US, I founded BeSharp Experts in April 2023. Together with my business partners Marcus and Kevin, we aim to grow BeSharp Experts into a leading player in the field of license cost optimization.
In addition to our ambition to assist clients in finding optimal licensing solutions and negotiating contracts on the best terms, we emphasize a streamlined process and aim to achieve results that not only meet but also exceed our clients’ expectations.
- What are the main responsibilities of your role as Microsoft License and Contract Specialist at BeSharp Experts?
In my role as Microsoft License and Contract Specialist at BeSharp Experts, my main responsibilities lie in negotiating agreements at the best price and with optimal contract terms while ensuring that our clients remain fully compliant. My role revolves around preventing clients from overpaying and providing them with efficient, cost-effective, and future-proof solutions at all times.
- What motivated you to establish BeSharp Experts?
I was motivated to establish BeSharp Experts because of my passion for entrepreneurship and my strong desire to help clients. I strongly believe in the importance of finding optimal solutions, especially when it comes to licenses. The idea of assisting clients in obtaining the best license solutions at the most favorable prices and terms motivated me to start this company. I wanted to create a company that not only excels in delivering high-quality services but also focuses on providing value and building long-term relationships with clients.
- Can you tell us more about the services that BeSharp Experts offers to clients and your role in delivering these services?
In my role as Microsoft contract specialist, I play a crucial role in delivering our diverse services to clients. Our services are designed to assist organizations in analyzing and optimizing their current license and cloud subscriptions, aiming for cost savings, improved efficiency, and reduced compliance risks.
- What are some challenges you typically encounter in your role as Microsoft License and Contract Specialist and how do you address them?
Some challenges I typically encounter in my role as Microsoft License and Contract Specialist include clients who do not yet have a clear technical roadmap or where we are involved too late in negotiation processes. To address this, I take proactive initiative by advising clients on the importance of a clear technical roadmap and the importance of early involvement in negotiations. I work closely with clients to understand their needs and objectives, and I ensure that we communicate timely and effectively to address any challenges and find optimal solutions that meet their needs.
- How do you measure customer satisfaction and how do you use this feedback to continuously improve BeSharp Experts’ services?
To measure customer satisfaction and continuously improve BeSharp Experts’ services, we use a combination of methods. This includes sending questionnaires and organizing regular evaluation sessions during projects.
- Can you give us an example of a challenging situation you have encountered when delivering services to a client and how you addressed it?
During Microsoft’s price increases, we carefully examined alternative licensing scenarios and conducted a benchmark analysis of comparable prices in the market. During negotiations, we used these findings to present a strong argument for limiting the financial impact on our clients’ agreements with Microsoft.
- How do you stay informed about the latest developments and trends in the industry to keep BeSharp Experts’ services relevant and competitive?
To keep BeSharp Experts’ services relevant and competitive, we actively stay informed about the latest developments and trends in the industry. We regularly attend training and workshops to keep our knowledge up to date and acquire new skills. Additionally, we closely monitor changes in Microsoft’s regulations and product terms so that we can advise our clients well on compliance and optimization of their Microsoft licenses. Our team is constantly engaged in market research, attending conferences, and networking with other professionals in the industry to gain insight into emerging trends and best practices. Through these ongoing efforts, we can tailor our services to the needs of our clients and provide a high level of service and expertise.
- How do you see the future of BeSharp Experts’ services within the consultancy industry, particularly regarding Microsoft licenses?
We are optimistic about the future of BeSharp Experts in the consultancy industry, especially regarding Microsoft licenses. Key trends such as cloud adoption, complex license structures and compliance, and the rise of AI will increase the importance of our industry. We plan to further expand our expertise to support clients in digital transformation and the challenges of hybrid work. With our focus on education, expertise, and customer orientation, we are well positioned to continue supporting our clients in this evolving market.
- What are some key aspects to consider when determining the optimal negotiation strategy for clients at BeSharp Experts?
When determining the optimal negotiation strategy for clients at BeSharp Experts, we consider several key aspects:
- Customer needs and desired innovation: We analyze which new products the customer wants to adopt and which innovations they want to implement to develop a strategy that aligns with this.
- History and previous discounts: We evaluate historical data, including previously obtained discounts during previous contract periods, to understand what negotiation room is possible.
- Product portfolio: We analyze which products were taken in the previous contract and which will now be taken to develop a strategy that fits the customer’s needs.
- Benchmarking: We compare prices and conditions with similar organizations in terms of size and industry to ensure fair and competitive deals.
- Strategic products: We evaluate the adoption of Microsoft strategic products, as this can help obtain better conditions and discounts during negotiations.
- Comparing currency scenarios and negotiating with foreign branches of Microsoft: We consider scenarios based on other currencies (such as GBP, USD, NOK, etc.) and negotiate with foreign branches of Microsoft to obtain additional discounts. However, it is a requirement that the customer has a branch in the respective country.
- How do you address the diverse needs and expectations of customers during the negotiation process?
To address the diverse needs and expectations of customers during the negotiation process, we organize joint negotiation strategy sessions. During these sessions, we thoroughly discuss the needs and expectations of the customer and transform them into a powerful negotiation methodology. We strive for a win-win situation by defining clear objectives, identifying obstacles, and developing strategies to overcome them. Through open communication and regular feedback sessions, we remain flexible and can achieve successful negotiation results.
- Can you give an example of a successful negotiation you have led at BeSharp Experts and how you achieved a positive outcome?
Certainly! A recent example of a successful negotiation at BeSharp Experts involved a client looking for a renewed Microsoft licensing contract that would better fit their current needs and future innovation plans.
The key to our success lay in thorough preparation. We started with an in-depth inventory of the client’s Microsoft environment, giving us a full picture of their current licensing position and optimization opportunities. We then had extensive discussions with the customer about their future roadmap and desired innovations, allowing us to develop scenarios based on their actual needs.
During negotiations, we cleverly used benchmarking opportunities arising from our extensive experience. Thanks to our track record of negotiating hundreds of license contracts, we were well aware of the possible discounts and contract terms that were achievable. This allowed us to set realistic expectations and present an attractive proposal.
Ultimately, this resulted in a positive outcome for both the customer and BeSharp Experts. The renewed contract not only met the current needs of the customer but also provided the flexibility to support future growth and innovation. This success underscored the importance of thorough preparation, strategic negotiations, and the use of benchmark data to achieve optimal results.
- In what ways do you take into account both the short- and long-term needs of customers when developing negotiation strategies?
When developing negotiation strategies, we take into account both the short- and long-term needs of customers by being selective in the adoption of Microsoft product bundles. While Microsoft often offers attractive discounts for comprehensive suites like M365 E3 and E5, we advise clients to only adopt those products and services that they actually utilize. This prevents clients from paying unnecessarily for functionality they do not use, which can save costs in the long run.
- How do you ensure that all parties involved are satisfied with the outcome of the negotiations?
We ensure that all parties involved are satisfied with the outcome of the negotiations by prioritizing customer interests and following a thorough process with transparent elaboration of scenarios. While we focus on representing the interests of our clients, we aim to also satisfy Microsoft with the deals closed. We do this through our professional process and clear communication, even when considering additional discounts and exceptions.
- How do you measure the success of negotiations and what are some key performance indicators you use?
We measure the success of our negotiations using several key performance indicators. First and foremost is customer satisfaction, which is a crucial factor. We verify whether the customer has acquired what they actually need and use. Furthermore, we verify whether the costs for the new contract fall within the customer’s budget, which is an indication of budget compliance. Additionally, we assess whether the agreement enables the company to innovate with the included products and services, which we consider innovation opportunities. Finally, we evaluate whether the discounts and contract terms are optimally negotiated for both parties. These performance measurements allow us to assess the success of our negotiations and address any areas for improvement to ensure customer satisfaction.
- How do you stay informed about the latest developments and trends in dealmaking and negotiation strategies?
We stay informed about the latest developments and trends in dealmaking and negotiation strategies through practical experience. We are regularly involved in negotiation processes for clients of various sizes and in different sectors. This continuous involvement in diverse negotiations allows us to learn firsthand and adapt to changing market conditions and trends. Additionally, we also closely monitor professional literature and relevant publications, and participate in professional development opportunities such as seminars, webinars, and conferences to constantly expand and refine our knowledge.