Page 18 - ELA - Enterprise Licence Agreement

My Experience of Selling ELAs

1. Customer software budget is growing
/ comms is shrinking

2. Software / Apps is number 1 IT priority
(followed by Cloud)

3. Software licenses are a real
headache to manage - My customer
called in KPMG to audit software
licenses!

4. Big up-front bonus payments

5. Fastest growing (revenue) proposition