Microsoft Supplier Briefing

May 5, 2020 Now Your Desk!

Save Your Spot

An in-depth look at Microsoft’s famed T-36 Playbook with a focus on how sales teams drive consumption, push net-new spending, and eliminate uncertainty in your renewal. We discuss best practices for countering Microsoft’s approach and provide a detailed client case study.

Key Highlights:

  • Review the actual incentivizing factors for your Microsoft rep
  • How Azure plays into your negotiation strategy for an EA
  • How to align your efforts to counteract the Microsoft playbook
  • The impact of user profiling on deal size and cost reduction


Jack Schneeweis

Analyst II

Jack originally came to ClearEdge in July of 2016 and works on the Microsoft Team developing licensing scenarios in support of our clients’ large enterprise software renewals. He also supports our rapidly expanding cloud practice, with a focus on Microsoft Azure. Prior to ClearEdge, Jack served in Supplier Operations at Wayfair on the Product Performance Team, where he consulted with vendors and other business partners on a daily basis. His job entailed analyzing product performance data to minimize defect rates across vendor delivery networks; screening and improving packaging standards for all new suppliers seeking partnerships with Wayfair; and tracking and adjusting items and quantities on overseas containers for Wayfair’s Direct Asia Import program. Jack graduated cum laude from Northeastern University with a BS in Economics and a minor in Business Administration.

Steve Paradis

Principal Licensing Specialist

Steve recently joined ClearEdge Partners to support our team of analysts with all Microsoft licensing-related questions. He brings a long history of helping customers negotiate strategic Microsoft contracts and understand compliance requirements, as well as a wealth of knowledge of the Microsoft Partner ecosystem. Prior to ClearEdge, Steve was a corporate account manager at Crayon of Dallas and Comparex, two Microsoft reseller and services organizations, responsible for sales of Microsoft Software Licensing, Services and Software Asset Management (SAM) services. His primary focus has been centered around enterprise licensing (Enterprise Agreements, Server Cloud Enrollments, and MSPA agreements), cloud migration strategy and SAM services. Steve hold a BS in Business Management and is an MCP certified Microsoft Licensing resource.