Enterprise Agreements: More Than Just a Procurement Exercise – A Conversation with Our CTO

Enterprise Agreements (EAs) have long been viewed as a procurement exercise—a way to secure vendor discounts and streamline licensing. But as businesses evolve, so too must their approach to EAs. They are no longer just about cost savings; they play a critical role in shaping an organisation’s technology strategy, security posture, and financial planning.

We sat down with Microsoft MVP and our CTO, Rob Quickenden, to explore the broader value of EAs, the common pitfalls businesses face, and why early engagement is key to maximising value.

While price is an important factor, the real value of an EA comes from aligning it with business and technology goals.

“It’s not just about cost savings,” Rob explains. “It’s value savings. You might not be spending less overall, but you’re spending more effectively—consolidating technologies, eliminating redundant vendors, and funding new initiatives.”

For example, many businesses operate with fragmented security stacks, juggling 30 to 40 different security vendors. “If you’re already buying a Cisco EA that includes Cisco security or a Microsoft EA that includes Defender,” Rob continues, “why continue paying for third-party tools that duplicate functionality? The right partner helps you join those dots.”

One of the biggest missed opportunities in EA negotiations is failing to take advantage of vendor incentives.

“Most vendors—Cisco, Microsoft—have funding streams to help you adopt and deploy the technologies in your EA,” Rob says. “That could mean Microsoft funding for AI adoption or Cisco incentives for their AI-driven security solutions. But if you’re just focused on price at renewal time, you might not even be aware of these opportunities.”

Organisations that engage early in EA discussions can work with partners who understand these funding programs, ensuring they capitalise on every available benefit.

“EA conversations need to start early—at least four to five months before renewal for a Microsoft EA,” Rob advises. “If you wait until renewal, all you’re doing is negotiating price. The real value comes when you take a step back and ask: ‘Is this the right agreement for what we need today and tomorrow?’”

This strategic approach allows businesses to reassess their technology roadmap, explore new capabilities, and ensure they are leveraging vendor investments to their full potential.

EAs are often seen as an IT decision, but their financial impact extends far beyond the tech team. To get a broader perspective, we spoke with our CFO, Laurance, about how finance leaders view EA investments.

“From a finance perspective, an EA isn’t just a licensing agreement—it’s a multi-year financial commitment that affects cash flow, capital allocation, and overall business agility,” Laurance explains. “The key question for finance isn’t just ‘How much does this cost?’ but ‘How does this investment drive efficiency and support business growth?’”

Laurance highlights that predictable spend is a major benefit of an EA. “Unlike ad hoc purchasing, an EA provides stability in budgeting, reducing unexpected costs. At the same time, finance leaders need to ensure that every pound spent contributes to a clear return—whether through vendor consolidation, improved security, or enabling new revenue-generating initiatives.”

He also stresses the importance of collaboration between finance and IT: “IT teams tend to focus on functionality, while finance looks at the long-term financial impact. The best EA decisions happen when both teams work together, ensuring that the investment aligns with both operational needs and financial strategy.”

Enterprise Agreements are no longer just about procurement. They are strategic assets that, when approached correctly, can drive efficiency, security, and business transformation.

By engaging early, taking advantage of vendor incentives, and aligning IT and finance objectives, organisations can ensure that their EA investment delivers maximum value—far beyond just cost savings.

Are you making the most of your EA? Let’s start the conversation now, before your next renewal.