Licensing Isn't About the Discount - It's About the Details

By Don Lewis, Director of Licensing Advisory, Synergy Technical

I’ve spent decades in the licensing world—at an LSP, inside Microsoft, and now here at Synergy Technical. And if there’s one truth I’ve carried with me through all of it, it’s this:

The savings are always in the details.

Not even the promo.

The real savings? They’re hiding in SKU choices, configuration decisions, and buried line items that don’t match the way you actually work. Or, as I like to say: there’s always spare change in the couch.

Read The Ultimate Guide: What is Microsoft CSP?

Why I Love Licensing (Yes, Really)

I know not everyone gets excited about license entitlements and per-user scenarios, but I do. Because when it’s done right, licensing becomes a lever for real business impact.

I’ve helped organizations save hundreds of thousands of dollars—not by negotiating harder, but by licensing smarter. By aligning the tools they buy with how their people work. By consolidating shelfware. By spotting SKUs that don’t belong. By giving honest advice—even when it means Synergy Technical makes a little less.

That last part may not always thrill our CEO (sorry, Ro), but it’s the right thing to do. And customers remember that.

EA vs. CSP: It’s Not About the Acronym

Enterprise Agreements worked great for a long time—especially when the tech was more predictable and the workforce was more stable. But now, with cloud workloads, dynamic headcounts, and tools that evolve faster than the fiscal year, CSP offers a level of adaptability the EA just doesn’t.

Here’s the difference:

• In an EA, you bet on a 3-year forecast and hope you don’t miss.
• In CSP, you adjust based on what’s actually happening in your business.

And if you’ve got the right partner, you’re not just buying licenses—you’re managing them with intention.

What I Look for When I Review an Environment

When someone asks me to do a licensing review, here’s what I dig into:

• Are there duplicate tools that could be eliminated with built-in Microsoft features?
• Are users over-licensed—or under-licensed based on role?
• Are add-ons being used? If not, why are they still there?
• Is the billing structure aligned with the customer’s fiscal model?
• Are we leaving value on the table—like unused training, advisory hours, or security tools?

I’m not looking for a big win in one place. I’m looking for lots of small wins that add up—month after month.

There are people who can sell you a license. And then there are people who can show you what that license is actually worth.

If your licensing partner isn’t asking questions, digging into your usage, or calling out redundant tools, they’re not managing your investment. They’re just sending invoices.

I’ll always be the guy flipping the cushions to find what’s been overlooked—not because it’s fun (though, honestly, it kind of is), but because it matters.

You’re already paying for a lot of capability. Let’s make sure you’re using every bit of it.

Ready to transform your licensing strategy? Contact us today to schedule a consultation, learn more about the Microsoft CSP licensing benefits, or start optimizing your Microsoft cloud services with a trusted partner by your side. Let’s modernize your cloud journey together!