Microsoft has a playbook, and it's not yours. In this episode, UpperEdge’s Microsoft Practice Leader, Adam Mansfield, breaks down what actually creates leverage in a Microsoft negotiation right now, what mistakes enterprises are making, and why the tactics that worked even a year ago may no longer apply.

Adam and host Kylie Chisholm dig into the shift happening in mid-2026, where partial commitments on products like Copilot and E5/E7 can still move the needle without handing Microsoft everything they want. They also cover how to use your broader Microsoft footprint as a source of negotiating power and why investing in your Microsoft relationships is more than just a soft play.

He closes with his single most important piece of advice forany customer heading into an EA renewal: make sure your strategy reflects the world as it is today, not how it was twelve months ago.

Resources:

BLOG: https://upperedge.com/microsoft/what-microsoft-customers-want-from-microsoft-in-2026-stop-pushing-and-start-proving-value/

BLOG: https://upperedge.com/microsoft/github-copilot-licensing-has-changed-what-enterprise-buyers-need-to-know/

About the Show: Welcome to Insights for IT Negotiations, a podcast by UpperEdge, a leading IT sourcing, negotiation, andproject execution advisory firm. Join Adam Mansfield, UpperEdge's Advisory Practice Leader, and Kylie Chisholm, UpperEdge’s Marketing Manager, every other week as they share valuable insights to help you maximize the value of your key IT relationships.

Chapters:

0:00 Introduction & Why Today's MicrosoftLandscape Is Different
1:03 Meet Adam Mansfield, UpperEdge Microsoft Practice Leader
3:09 What Actually Creates Leverage With Microsoft in 2026
10:32 The Biggest Mistakes Enterprises Make Going Into a Negotiation
14:08 Adam's One Piece of Advice for EA Renewal
15:58 The Importance of Starting Early and Giving Yourself Time
17:20 Lifting the Mental Load: The Hidden Value of Getting Help