Voted Best Answer
Jan 10, 2019 - 02:11 AM
Microsoft's focus on consumption of cloud services is, in part, meant to prevent overselling of cloud. If an organisation has a significant amount of unused Office 365/Azure, scorecards will start to turn red - and no-one (at any vendor) wants that. Using this in your discussions can help with setting expectations on cloud adoption.
Equally, I'd challenge the idea that moving to cloud = getting screwed over by vendors. While it does happen that organisations purchase cloud that isn't right for them, I don't think that is the intention of most vendors and, as has been said in answer to other questions, Microsoft tend to be the more reasonable of the vendors.
Going into a contract negotiation and not having a clear understanding of things such as your user profiles, your current way of working, your planned future state of working, technical debt, bandwidth for migrations etc. is, I would say, a much bigger reason for cloud purchases that don't work out as expected/planned/promised.
While cloud has particular challenges in certain industries/job roles, where it works, it works well - for everyone.
Know what you are (and are not) willing/able to move to cloud...and over what timescale
Make this clear in negotiations - engage with Microsoft and explain your concerns/reasons
If cloud is on your roadmap, but more slowly than Microsoft would like - negotiate staggered purchases and rollouts for cloud