LicenseQ helps you secure the best terms for your Microsoft agreements, such as the Enterprise Agreement, CSP, or MCA-E.
Case Study: Securing a Better EA Renewal for a Critical Dutch Infrastructure Provider
Author:
Erik Hollander
Erik started his software licensing career in 2005 as a senior procurement officer at the Dutch TAX Office, followed by a large global LSP and Microsoft.
You are now reading:
Case Study: Securing a Bett... Case Study: Securing a Better EA Renewal for a Critical Dutch Infrastructure Provider
Author:
Erik Hollander
Snapshot
Industry
Energy & Critical Infrastructure (Netherlands)
Services Used
Microsoft EA Renewal Support
Microsoft 365 Optimization
Strategic Negotiation & Benchmarking
Key Results
7% increase in discount despite Microsoft’s resistance
€800,000 saved over the contract term
Contract aligned to real business needs, avoiding unnecessary spend
Client Background
Our client, a large Dutch grid operator and critical infrastructure provider, plays a key role in ensuring energy distribution across the Netherlands. With thousands of employees and a fast-growing IT footprint, their Microsoft Enterprise Agreement renewal was a high-stakes process.
The Challenge
Microsoft’s initial position was clear: despite the client’s 30% growth over the past years, no increase in discount percentage would be offered. The client’s IT budget was under scrutiny, but Microsoft also knew this grid operator has significant financial capacity. This made negotiations even more challenging.
For the client, the risk was overpaying for technology they already depended on, without any new concessions or optimizations.
“We feel that together with LicenseQ we achieve the best (financial) deal for us. The moment they join the negotiation with Microsoft, Microsoft knows they can’t pull the wool over our eyes—and with that alone, they already pay for themselves.” – Contract Manager.
Our Approach
LicenseQ has worked with this grid operator for over six years, building trust and a deep understanding of their environment. LicenseQ Co-Founder and lead consultant for this project Erik Hollander leveraged long-standing relationships (spanning 15+ years) and applied a dual strategy of factual benchmarking and emotional negotiation tactics.
We fully optimized their Microsoft 365 suite, trimming it to a bare minimum. Despite Microsoft’s resistance, we demonstrated that the client’s substantial growth and commitment should be rewarded with a better deal.
Key to our approach was providing both solicited and unsolicited advice, offering not just requested insights, but proactive guidance that shaped the client’s decision-making.
“At LicenseQ they know what’s happening in the market, they are able to translate our needs into a suitable contract, and they provide both requested and unsolicited advice that we can benefit from.”
– Contract Manager
Results & Impact
Through careful preparation and a strong negotiation stance, LicenseQ secured:
- A 7% increase in discount, despite no additional technology commitments.
- €800,000 in direct savings over the contract term.
- A contract structured around the client’s true needs, avoiding unnecessary spend.
This outcome showed Microsoft that they could not dictate terms unilaterally, even when dealing with critical infrastructure clients.
“We’ve been in the room with this client for over six years now. Microsoft knows when LicenseQ is at the table, the client is fully prepared. That combination of trust, insight, and persistence is what delivers real savings.”
— Erik Hollander, Co-Founder, LicenseQ