Global Commercial Bank

Banking & Financial Services: Livingstone Group helps major Global Bank
optimise Microsoft negotiation strategy & achieve new cloud savings

This Livingstone Group client is a major Global Bank and Financial Services institution, with the majority of its locations situated across Europe and the Americas, and additional online services available throughout the rest of the world.

 

A Strategic Partnership

The organisation has a long-standing relationship with Livingstone Group, having first engaged its services over a decade ago when Livingstone’s team of licensing experts came on board to support the organisation’s Microsoft contract negotiations. Livingstone helped the organisation to prepare and execute intelligence-driven negotiation strategies as well as optimise contract renewals, something which it has continued to do ever since.

In 2019, the organisation once again turned to Livingstone’s team of experts, this time to assist with a multi-year, million-dollar cloud contract renewal. As a second-generation cloud customer, the organisation was concerned about being able to re-negotiate a good deal with the vendor, and ultimately achieve all of its goals.

These included the optimisation of its licenses and server estate, as well as the ability to flex its entitlement to accommodate changing market circumstances, something which became a larger focus as the coronavirus pandemic developed and increased the need for cloud-based applications. Indeed, the organisation wanted to ensure its new contract was aligned with its future IT roadmap whilst also making cost-savings in the process. In addition, as a financial institution, it needed to do this securely to ensure it was remaining compliant with data protection regulations.

 

Gathering evidence

The organisation wanted to build a sustainable business case and a future-proofed contract that would encompass all its current and future requirements, and knew that Livingstone’s team of experts were just the right people to help achieve its objectives.

With a dedicated team of experienced, multi-disciplined licensing consultants and industry experts, and armed with in-depth knowledge of the organisation’s needs and requirements thanks to a long-standing relationship, Livingstone Group was able to hit the ground running.

Livingstone’s team worked closely with the organisation, involving procurement and IT teams as well as a number of executive-level stakeholders, to develop and execute an airtight negotiation strategy and an optimised budget. This process involved Livingstone’s tried-and-tested optimisation process of gathering data on usage, licensing and entitlement in order to build a realistic and optimised IT roadmap.

Gathering all the required data did present a challenge. The organisation had previously appointed another third-party service provider to manage the data collection process but the quality of information available was not up to the required standard. Livingstone was able to overcome this hurdle thanks to its knowledge of the customer and its industry expertise. This was a particularly important step as the data gathering played an essential part in building a strong, evidence-based case that the organisation could present to the vendor. This intelligence also helped Livingstone draw up an optimised budget.

By early last year Livingstone Group’s team concluded the project ahead of the renewal date. Having had a significant lead-time to prepare ahead of the renewal, Livingstone was able to help the organisation put together an intelligence-led, complete negotiation strategy that would ensure them the best possible outcome.

 

95% of goals achieved

Thanks to Livingstone’s team of Microsoft licensing and industry experts, the organisation was able to achieve 95% of its intended goals during negotiations, gaining more flexibility, achieving regulatory compliance and optimising its licensing costs.  Furthermore, when compared to its forecast, the new contract delivered costs savings of almost 20%. This was an unexpected but exceptionally good result considering the organisation was starting from an already optimised position and had already migrated to the cloud.

Livingstone was able to further streamline the optimisation process by involving all relevant stakeholders, from procurement to C-level. This ensured that the needs of every aspect of the business were taken into account ahead of the negotiations and that stakeholders across the board were aware of the importance of the optimisation process.

 

A Continuing Success Story

The organisation is committed to optimising its future software licensing needs and in engaging Livingstone Group to help it achieve its desired objectives and cost-savings. Livingstone will continue to help the organisation with all negotiations going forward an in exploring continuous optimisation services.

 

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“The biggest achievement for us during the entire process was that Livingstone was truly worked as part of the client’s organisation. With clear roles & responsibilities & with strong teamwork, we were really able to integrate with the company to fully understand its needs & requirements”

Head of Microsoft Consulting, Livingstone Group

 

 

 

 

 

 

 

 

 

 

 

 

“With our expertise & knowledge of Microsoft, we feel we have been able to deliver the best possible outcome for the organisation & look forward to continue growing the close relationship that we have built together”

Head of Microsoft Consulting, Livingstone Group