Multi Cloud Leverage Negotiation. The buyer side framework.

The multi cloud leverage negotiation framework is the load bearing cross hyperscaler commercial framework. It anchors the actual customer commitment across four hyperscalers against a single buyer side framework.

The four hyperscaler commitment vehicles in scope are:

• Amazon Web Services Enterprise Discount Program (EDP). Commitment based discount across AWS list prices.
• Microsoft Azure Consumption Commitment (MACC). Three year Azure commit running alongside the Microsoft EA.
• Google Cloud Platform Committed Use Discount (CUD). Resource based and spend based commit on GCP.
• Oracle Cloud Infrastructure Universal Credits. Term based credits across OCI services.

This guide sets out each commitment framework, the hyperscaler marketplace framework, the hyperscaler data egress framework, the hyperscaler ramp framework, and how to anchor leverage across the four vehicles together.

Read the related AWS services practice, the Google Cloud services practice, the AWS EDP negotiation, the AWS multi cloud negotiation leverage strategy, the Microsoft Azure cost optimization, the GCP negotiation leverage framework, the Google Cloud CUD negotiation, and the Oracle OCI FinOps framework.

The multi cloud leverage framework

The multi cloud leverage framework anchors the customer multi cloud estate against the broader hyperscaler commitment framework. It segments across four hyperscaler commit vehicles:

1. AWS Enterprise Discount Program (EDP). Spend based commit at AWS.
2. Microsoft Azure Consumption Commitment (MACC). Three year Azure commit tied to the EA.
3. Google Cloud Platform Committed Use Discount (CUD). Resource and spend based commit at GCP.
4. Oracle Cloud Infrastructure Universal Credits. Term based credits at OCI.

The framework typically anchors against three year and five year terms with annual commit levels. Material commercial leverage at the multi cloud renewal cycle is delivered against the actual customer multi cloud workload framework.

The buyer side move is to anchor the customer multi cloud leverage framework against the customer workload framework, with the hyperscaler competitive framework set against the customer multi cloud estate. Read the related AWS multi cloud negotiation leverage strategy.

The AWS EDP framework

The broader AWS Enterprise Discount Program (EDP) framework is the load bearing AWS commercial framework. The broader AWS EDP framework anchors the actual customer AWS framework against the broader AWS commit framework, typically across one year, three year, and five year terms. The broader AWS EDP framework typically delivers between five and twenty percent against AWS list prices, with bespoke AWS EDP frameworks at upper customer scale delivering material commercial leverage. The buyer side move is to anchor the actual customer AWS EDP framework against the actual customer AWS consumption framework, with the broader actual customer Microsoft Azure MACC framework, the broader Google Cloud Platform CUD framework, and the broader Oracle Cloud Infrastructure Universal Credits framework anchored against the broader actual customer AWS EDP framework. Read the related AWS EDP negotiation.

The Microsoft Azure MACC framework

The broader Microsoft Azure Consumption Commitment (MACC) framework is the load bearing Microsoft Azure commercial framework. The broader MACC framework anchors the actual customer Microsoft Azure framework against the broader Microsoft Azure commit framework, typically across three year terms with annual commit levels. The broader MACC framework typically anchors against the broader Microsoft EA framework, with the broader Microsoft Enterprise Customer Investment framework typically delivering material commercial leverage at the broader Microsoft Azure consumption framework. The buyer side move is to anchor the actual customer Microsoft Azure MACC framework against the actual customer Microsoft Azure consumption framework, with the broader Microsoft Azure Reserved Instance framework, the broader Microsoft Azure Savings Plan framework, and the broader Microsoft Azure Hybrid Benefit framework anchored against the broader actual customer Microsoft Azure framework. Read the related Microsoft Azure cost optimization.

The Google Cloud Platform CUD framework

The Google Cloud Platform Committed Use Discount (CUD) framework is the load bearing GCP commercial framework. It anchors the customer GCP estate against the GCP commit framework across one year and three year terms.

The CUD framework segments across four GCP commit vehicles:

• Resource based CUD. Tied to Google Compute Engine instance families.
• Spend based CUD. A dollar commit against eligible GCP services.
• Flex CUD. Shorter term flexible commit on selected services.
• Sustained Use Discount (SUD). Automatic discount earned through continuous use.

The GCP CUD framework typically delivers between twenty and fifty seven percent against list prices. The buyer side move is to anchor the customer CUD framework against the actual GCP consumption profile. Read the related Google Cloud CUD negotiation.

The Oracle Cloud Infrastructure framework

The broader Oracle Cloud Infrastructure (OCI) Universal Credits framework is the broader Oracle Cloud Infrastructure commercial framework. The broader OCI Universal Credits framework anchors the actual customer Oracle Cloud Infrastructure framework against the broader OCI commit framework, typically across one year, two year, three year, four year, and five year terms. The broader OCI Universal Credits framework typically delivers material commercial leverage against the broader actual customer Microsoft Azure framework, the broader Amazon Web Services framework, and the broader Google Cloud Platform framework where the actual customer Oracle Database framework, the actual customer Oracle Middleware framework, and the actual customer Oracle Java framework are deployed. The buyer side move is to anchor the actual customer OCI framework against the actual customer Oracle Cloud Infrastructure consumption framework. Read the related Oracle OCI FinOps framework.

The hyperscaler marketplace framework

The hyperscaler marketplace framework is the hyperscaler third party software framework. It segments across four marketplaces:

• AWS Marketplace Private Offer. Custom pricing on AWS Marketplace SKUs.
• Microsoft Azure Marketplace. Third party software billed against MACC.
• Google Cloud Marketplace. Third party software billed against GCP commit.
• Oracle Cloud Marketplace. Third party software billed against OCI Universal Credits.

Each marketplace anchors against the customer hyperscaler commit, with Marketplace Private Offer purchases consuming the existing commitment. The buyer side move is to anchor the marketplace framework against the customer commit framework so that third party purchases pull double duty as commitment burn down. Read the related AWS Marketplace Private Offer negotiation.

The hyperscaler data egress framework

The hyperscaler data egress framework is the data transfer commercial framework. It segments across four hyperscaler egress vehicles:

• AWS data transfer. Cross region and outbound internet charges across the AWS regions.
• Microsoft Azure egress. Outbound bandwidth charged per Azure region pair.
• Google Cloud Platform egress. Outbound bandwidth across GCP regions and to the internet.
• Oracle Cloud Infrastructure egress. Lowest published rates among the four hyperscalers.

Data egress typically delivers material commercial leakage at the multi cloud framework, with the egress free tier anchored against the customer scale framework.

The buyer side move is to anchor the egress framework against the customer multi cloud architecture, picking the hyperscaler that holds the bulk of the data residency footprint and routing analytics, AI, and backup flows to minimize cross hyperscaler transfer. Read the related AWS data transfer egress negotiation.

The hyperscaler ramp framework

The hyperscaler ramp framework is the commit ramp up framework. It anchors the customer hyperscaler commit against a tiered annual commit profile:

1. Year one ramp. Fifty to seventy percent of the total committed framework, sized to actual run rate plus a buffer.
2. Year two ramp. One hundred percent of the total committed framework as the workload portfolio scales.
3. Year three ramp. One hundred percent of the total committed framework, with optional uplift if new workloads land.

The buyer side move is to anchor the ramp framework against the actual hyperscaler consumption profile so that year one is realistic and year three carries the contractual peak. Read the related Hyperscaler commit ramp strategy.

How we engage on multi cloud leverage

Redress engages on the multi cloud leverage framework across three engagement frameworks:

1. Multi cloud leverage assessment. Anchors against the customer AWS EDP, Microsoft Azure MACC, Google Cloud Platform CUD, and Oracle Cloud Infrastructure Universal Credits positions.
2. Multi cloud leverage negotiation. Anchors against the hyperscaler ramp framework, the marketplace framework, and the data egress framework.
3. Multi cloud Vendor Shield. Anchors against the always on multi vendor framework with year round buyer side advisory.

Read the related Vendor Shield, the Renewal Program, and the Benchmarking framework.

Redress is independent. Buyer side. Industry Recognized. Five hundred plus enterprise software engagements. $2B+ in client spend under advisory. Eleven vendor practices. One hundred percent buyer side. Read the related About Us page, the management team page, the locations page, and the contact page.