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Convincing the customer Azure can be cheaper

Azure migration cases are only won by the correct application of Azure hybrid benefits in combination with Optimization benefits, such as right sizing, snoozing and the application reserved instances.


Despite the fact that Microsoft places a lot of emphasis on application modernization as the main motivation for persuading customers to migrate to Azure, the hundreds of cases we have done over the past three years show that the decisive motivation to move strategically to Azure the factor is price.

That makes selling an Azure migrate case so difficult, because more than 90% of customers believe that


Azure is much more expensive than a legacy hosting environment. And in the first instance it is. In a 'lift & shift' scenario, where the OS licenses are purchased including the VM. (PAYG pricing). In that case, the average price of an Azure environment is 42% more expensive than the legacy environment. And that is where many quotations fail, because the customer is not or insufficiently convinced to look further into the optimization of the Azure costs.


2021-03-15 15_19_52-Typical Price levels Azure Migrate journey.pptx - PowerPoint.png


The accompanying graph shows the different steps that need to be taken to bring the price of Azure down substantially. The values ​​mentioned are average price levels that we have aggregated over hundreds of cases. You could think of these numbers as a benchmark. As an attainable goal.


The biggest challenge is to convince the customer in the feasibility of these steps to achieve an Azure cost reduction. The most important thing is to be transparent about this. To show the customer what the options are from which he / she can choose and to make motivated choices together. Because the customer participates in making the choices, this increases the chance that they will agree with your proposal.

The Smart Azure Calculator facilitates this process from start to finish. This application makes it possible to make these savings costs together with the customer and immediately provide insight into the impact.

Would you even like to try this and experience how powerful this approach is? Send me an email and I prepare the case for you so you can see how it works.


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Herb Prooy
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