Maximizing supplier value does not require a multi-year transformation. With the right visibility and negotiation discipline, procurement teams can deliver measurable results within a 90-day window.

For Microsoft, one of the most impactful changes was the removal of Enterprise Agreement (EA) pricing levels for Online Services on November 1. Microsoft had hinted at this shift when they released the pricing structure for Copilot, which was priced identically across all levels. Now, all Online Services will be priced at Level A. All on-prem software will still have level A through D pricing, but on-prem products are making up less and less of overall Microsoft expenditures.

If there’s one prevailing trend across the purchasing situations, we help clients navigate at Green Cabbage, it’s constant change in how solutions are marketed, sold, and consumed, often coupled with the assumption that “new” automatically means “better.” This raises an important question: How often do suppliers change, and what impact does that have on customers? Given the vast range of categories and suppliers we support, we’ll explore this question through a focused example: Salesforce....