{"id":42758,"date":"2026-03-25T11:26:28","date_gmt":"2026-03-25T11:26:28","guid":{"rendered":"https:\/\/wegg.it\/?p=42758"},"modified":"2026-03-25T11:29:17","modified_gmt":"2026-03-25T11:29:17","slug":"maac-perche-la-negoziazione-del-commitment-azure-e-un-tema-caldo","status":"publish","type":"post","link":"https:\/\/wegg.it\/eng\/maac-perche-la-negoziazione-del-commitment-azure-e-un-tema-caldo\/","title":{"rendered":"MACC: why the Azure commitment negotiation is a hot topic"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"42758\" class=\"elementor elementor-42758\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-53e0c95 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"53e0c95\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-531edbf\" data-id=\"531edbf\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8bb2f54 elementor-hidden-mobile elementor-view-default elementor-widget elementor-widget-icon\" data-id=\"8bb2f54\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" xmlns:xlink=\"http:\/\/www.w3.org\/1999\/xlink\" id=\"Livello_1\" x=\"0px\" y=\"0px\" viewBox=\"0 0 92.25 92.25\" style=\"enable-background:new 0 0 92.25 92.25;\" xml:space=\"preserve\"><polygon points=\"90.25,2.93 90.25,88.84 1.41,0 0,1.41 88.84,90.25 2.93,90.25 2.93,92.25 92.25,92.25 92.25,2.93 \"><\/polygon><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5ee191b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5ee191b\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-2c6e3a6\" data-id=\"2c6e3a6\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-20926b3 elementor-widget elementor-widget-image\" data-id=\"20926b3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"800\" height=\"429\" src=\"https:\/\/wegg.it\/wp-content\/uploads\/2026\/03\/business-g173acb8a9_1920-1024x549.jpg\" class=\"attachment-large size-large wp-image-42760\" alt=\"Copertina articolo &quot;MACC: perch\u00e9 la negoziazione del commitment Azure \u00e8 un tema caldo&quot;\" srcset=\"https:\/\/wegg.it\/wp-content\/uploads\/2026\/03\/business-g173acb8a9_1920-1024x549.jpg 1024w, https:\/\/wegg.it\/wp-content\/uploads\/2026\/03\/business-g173acb8a9_1920-300x161.jpg 300w, https:\/\/wegg.it\/wp-content\/uploads\/2026\/03\/business-g173acb8a9_1920-768x412.jpg 768w, https:\/\/wegg.it\/wp-content\/uploads\/2026\/03\/business-g173acb8a9_1920-1536x824.jpg 1536w, https:\/\/wegg.it\/wp-content\/uploads\/2026\/03\/business-g173acb8a9_1920-18x10.jpg 18w, https:\/\/wegg.it\/wp-content\/uploads\/2026\/03\/business-g173acb8a9_1920.jpg 1587w\" sizes=\"(max-width: 800px) 100vw, 800px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-025de72 elementor-widget elementor-widget-post-info\" data-id=\"025de72\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"post-info.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<ul class=\"elementor-inline-items elementor-icon-list-items elementor-post-info\">\n\t\t\t\t\t\t\t\t<li class=\"elementor-icon-list-item elementor-repeater-item-8dd652e elementor-inline-item\" itemprop=\"datePublished\">\n\t\t\t\t\t\t<a href=\"https:\/\/wegg.it\/eng\/2026\/03\/25\/\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-icon-list-text elementor-post-info__item elementor-post-info__item--type-date\">\n\t\t\t\t\t\t\t\t\t\t<time>March 25, 2026<\/time>\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t<\/a>\n\t\t\t\t<\/li>\n\t\t\t\t<\/ul>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a3e7748 elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"a3e7748\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">MACC: perch\u00e9 la negoziazione del commitment Azure \u00e8 un tema caldo<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-71e4747 elementor-widget elementor-widget-text-editor\" data-id=\"71e4747\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h2><strong><span class=\"NormalTextRun SCXW181867337 BCX8\"><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\" data-ccp-parastyle-defn=\"{&quot;ObjectId&quot;:&quot;679f3b2c-153b-5071-bf1d-4b0991a9f682|1&quot;,&quot;ClassId&quot;:1073872969,&quot;Properties&quot;:[201342446,&quot;1&quot;,201342447,&quot;5&quot;,201342448,&quot;1&quot;,201342449,&quot;1&quot;,469777841,&quot;Times New Roman&quot;,469777842,&quot;Times New Roman&quot;,469777843,&quot;Times New Roman&quot;,469777844,&quot;Times New Roman&quot;,201341986,&quot;1&quot;,469769226,&quot;Times New Roman&quot;,268442635,&quot;24&quot;,469775450,&quot;font-claude-response-body&quot;,201340122,&quot;2&quot;,134233614,&quot;true&quot;,469778129,&quot;font-claude-response-body&quot;,335572020,&quot;1&quot;,335559705,&quot;1040&quot;,335559740,&quot;240&quot;,201341983,&quot;0&quot;,134233118,&quot;true&quot;,134233117,&quot;true&quot;,469778324,&quot;Normal&quot;]}\">Come firmare un impegno Azure quando le regole del gioco cambiano<\/span><\/span><\/span><\/strong><\/h2><p><span data-contrast=\"none\"><em><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">La negoziazione del MACC\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">&#8211;\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">l&#8217;impegno di spesa Azure pluriennale che Microsoft chiede alle organizzazioni di firmare\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">&#8211;<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0sta diventando uno dei momenti pi\u00f9 delicati del rinnovo contrattuale, proprio mentre le regole del gioco cambiano. Chi si siede al tavolo senza dati propri rischia di firmare un commitment\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">gonfiato su proiezioni errate<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">: questo articolo spiega perch\u00e9 e come evitarlo.<\/span><\/em><\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-78357f7 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"78357f7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span data-contrast=\"none\"><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">Negli ultimi diciotto mesi il mondo delle licenze Microsoft <\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">si \u00e8 evoluto pi\u00f9 rapidamente<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0che nell&#8217;ultimo decennio.<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-charstyle=\"apple-converted-space\" data-ccp-charstyle-defn=\"{&quot;ObjectId&quot;:&quot;2fd183b4-ad5c-5199-9fc7-89a6d0356079|1&quot;,&quot;ClassId&quot;:1073872969,&quot;Properties&quot;:[201342446,&quot;1&quot;,201342447,&quot;5&quot;,201342448,&quot;1&quot;,201342449,&quot;1&quot;,469777841,&quot;Aptos&quot;,469777842,&quot;&quot;,469777843,&quot;Aptos&quot;,469777844,&quot;Aptos&quot;,201341986,&quot;1&quot;,469769226,&quot;Aptos&quot;,268442635,&quot;24&quot;,469775450,&quot;apple-converted-space&quot;,201340122,&quot;1&quot;,134233614,&quot;true&quot;,469778129,&quot;apple-converted-space&quot;,335572020,&quot;1&quot;,469778324,&quot;Default Paragraph Font&quot;]}\">\u202f<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">Chi gestisce i rinnovi EA lo percepisce chiaramente: le conversazioni al tavolo delle trattative\u00a0<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">stanno cambiando rispetto a dieci anni fa.\u00a0<\/span><\/span><span class=\"LineBreakBlob BlobObject DragDrop SCXW81613595 BCX8\"><span class=\"SCXW81613595 BCX8\">\u00a0<\/span><br class=\"SCXW81613595 BCX8\" \/><\/span><\/span><\/p><p><span data-contrast=\"none\"><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">I team<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0di vendita Microsoft sono incentivati su\u00a0<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">AI e ricavi cloud<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">e\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">in sede di <\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">trattativa commerciale<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0troviamo sempre pi\u00f9 spesso argomenti come\u00a0<\/span><span class=\"NormalTextRun SpellingErrorV2Themed SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">Copilot<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0e la spesa Azure che fino a poco tempo fa\u00a0<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">erano discussioni separate<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">. Non lo sono pi\u00f9. C&#8217;\u00e8 un filo che collega tutto, ed \u00e8 importante capirlo prima di sedersi a negoziare.<\/span><\/span><span class=\"LineBreakBlob BlobObject DragDrop SCXW81613595 BCX8\"><span class=\"SCXW81613595 BCX8\">\u00a0<\/span><br class=\"SCXW81613595 BCX8\" \/><\/span><\/span><\/p><p><span data-contrast=\"none\"><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">Dal 1\u00b0 maggio 2026, Microsoft introduce\u00a0<\/span><\/span><a class=\"Hyperlink SCXW81613595 BCX8\" href=\"https:\/\/wegg.it\/eng\/m365-e7-cosa-ce-davvero-dentro-la-frontier-suite\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span class=\"TextRun Underlined SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-charstyle=\"Hyperlink\">M365 E7\u00a0<\/span><\/span><\/a><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u201cThe\u00a0<\/span><span class=\"NormalTextRun SpellingErrorV2Themed SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">Frontier<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0Suite\u201d a 99 dollari per utente al mese<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">. \u00c8 un salto significativo rispetto all&#8217;attuale architettura E3\/E5 e non si tratta di un semplice aggiornamento di funzionalit\u00e0.\u00a0<\/span><\/span><span class=\"LineBreakBlob BlobObject DragDrop SCXW81613595 BCX8\"><span class=\"SCXW81613595 BCX8\">\u00a0<\/span><br class=\"SCXW81613595 BCX8\" \/><\/span><\/span><\/p><p><span data-contrast=\"none\"><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">Il bundle include\u00a0<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SpellingErrorV2Themed SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">Copilot<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">&#8211; che da solo\u00a0<\/span><\/span><a class=\"Hyperlink SCXW81613595 BCX8\" href=\"https:\/\/www.perspectives.plus\/p\/microsoft-ai-numbers-good-bad-ugly\" target=\"_blank\" rel=\"noreferrer noopener\"><span class=\"TextRun Underlined SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-charstyle=\"Hyperlink\">non ha avuto la penetrazione sperata sul mercato<\/span><\/span><\/a><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0&#8211; ma soprattutto include\u00a0<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">Agent 365<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">,\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">il modulo che permette di creare, orchestrare e governare agenti AI all&#8217;interno dei processi aziendali.<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">Ed \u00e8 qui che la conversazione sui prezzi cambia natura. Per usare gli agenti, la parte pi\u00f9 avanzata e strategicamente rilevante della suite,\u00a0<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">sono richiesti\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">dei<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">crediti<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">,<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">\u00a0alcuni dei quali\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">si basano su<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">lla sottostante\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">infrastruttura Azure\u00a0<\/span><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">con\u00a0<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">fatturazione a consumo<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">.\u00a0<\/span><\/span><span class=\"LineBreakBlob BlobObject DragDrop SCXW81613595 BCX8\"><span class=\"SCXW81613595 BCX8\">\u00a0<\/span><br class=\"SCXW81613595 BCX8\" \/><\/span><\/span><\/p><p><span data-contrast=\"none\"><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">Ogni agente attivato, ogni workflow automatizzato, ogni task delegato all&#8217;AI genera consumo cloud misurabile.\u00a0<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">AI e cloud non sono pi\u00f9 due conversazioni separate<\/span><\/span><span class=\"TextRun SCXW81613595 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW81613595 BCX8\" data-ccp-parastyle=\"font-claude-response-body\">: sono la stessa conversazione.<\/span><\/span><\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ac3d862 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"ac3d862\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3><strong style=\"color: inherit; font-family: inherit; font-size: 1.75rem;\"><span class=\"TextRun SCXW96246575 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW96246575 BCX8\" data-ccp-charstyle=\"Strong\">La struttura del MACC<\/span><\/span><\/strong><\/h3>\n<p><span data-contrast=\"none\">Gli agenti sono il motore di consumo pi\u00f9 difficile da stimare, ma non sono l&#8217;unico. <\/span><\/p>\n<p><span data-contrast=\"none\">Qualsiasi&nbsp;<\/span><b><span data-contrast=\"none\">workload&nbsp;Azure<\/span><\/b><span data-contrast=\"none\"> &#8211; database, macchine virtuali, storage, analytics &#8211; genera spesa che si accumula nel tempo. \u00c8 su questa spesa complessiva che Microsoft chiede alle organizzazioni di prendere impegni formali. Si chiamano&nbsp;<\/span><b><span data-contrast=\"none\">MACC &#8211;&nbsp;<\/span><\/b><a href=\"https:\/\/learn.microsoft.com\/it-it\/azure\/cost-management-billing\/benefits\/macc\/track-consumption-commitment?tabs=portal\"><b><span data-contrast=\"none\">Microsoft Azure&nbsp;Consumption&nbsp;Commitment<\/span><\/b><\/a><b><span data-contrast=\"none\">&nbsp;<\/span><\/b><span data-contrast=\"none\">&#8211; e funzionano cos\u00ec: ci si impegna su&nbsp;<\/span><b><span data-contrast=\"none\">un volume di consumo Azure annuale<\/span><\/b><span data-contrast=\"none\">, in cambio di uno sconto sulle tariffe standard. Quello sconto&nbsp;&#8211;&nbsp;tecnicamente chiamato&nbsp;<\/span><a href=\"https:\/\/learn.microsoft.com\/en-us\/marketplace\/azure-consumption-commitment-benefit\"><b><span data-contrast=\"none\">Azure Commitment Discount<\/span><\/b><\/a><span data-contrast=\"none\">&nbsp;&#8211;&nbsp;viene applicato&nbsp;<\/span><b><span data-contrast=\"none\">mese per mese sui servizi effettivamente consumati<\/span><\/b><span data-contrast=\"none\">&nbsp;durante il periodo di validit\u00e0 dell&#8217;accordo.&nbsp;<\/span>&nbsp;<\/p>\n<p><span data-contrast=\"none\">\u00c8 un beneficio reale, ma con una caratteristica importante:&nbsp;<\/span><b><span data-contrast=\"none\">Microsoft non ha alcun obbligo contrattuale di replicarlo nei cicli successivi<\/span><\/b><span data-contrast=\"none\">. Ogni sconto \u00e8 specifico all&#8217;accordo che lo ha generato.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">&nbsp;<\/span><\/p>\n<p><span data-contrast=\"none\">In un contesto in cui&nbsp;<\/span><b><span data-contrast=\"none\">il consumo cloud \u00e8 sempre pi\u00f9 legato all&#8217;adozione di tecnologie AI<\/span><\/b><span data-contrast=\"none\"> &#8211; agenti, automazioni, workflow &#8211; la cui diffusione reale all&#8217;interno delle organizzazioni \u00e8 difficile da prevedere con precisione, la dimensione di quell\u2019impegno di spesa diventa&nbsp;<\/span><b><span data-contrast=\"none\">una decisione strategica<\/span><\/b><span data-contrast=\"none\">, non solo commerciale. Un commitment Azure sovradimensionato non \u00e8 solo un costo finanziario: \u00e8 un segnale che l&#8217;organizzazione&nbsp;<\/span><b><span data-contrast=\"none\">sta pagando oggi per un futuro che non sa ancora se&nbsp;avr\u00e0 la forza,&nbsp;<\/span><\/b><span data-contrast=\"none\">in termini di risorse e&nbsp;volont\u00e0 organizzativa,&nbsp;<\/span><b><span data-contrast=\"none\">di costruire<\/span><\/b><span data-contrast=\"none\">.&nbsp;<\/span>&nbsp;<\/p>\n<p><span data-contrast=\"none\">Tutto questo si inserisce in un quadro contrattuale che \u00e8 esso stesso in evoluzione &#8211; e la direzione \u00e8 chiara. Microsoft sta progressivamente&nbsp;<\/span><a href=\"https:\/\/wegg.it\/contratti-microsoft-in-arrivo-un-aumento-di-costi-per-la-sostituzione-dellea\/\"><span data-contrast=\"none\">spostando le organizzazioni<\/span><\/a><span data-contrast=\"none\">&nbsp;verso&nbsp;<\/span><b><span data-contrast=\"none\">il Microsoft Customer Agreement (MCA),<\/span><\/b><span data-contrast=\"none\">&nbsp;con l&#8217;obiettivo dichiarato di avere&nbsp;<\/span><b><span data-contrast=\"none\">un unico framework contrattuale attraverso tutte le industrie e le dimensioni<\/span><\/b><span data-contrast=\"none\">.&nbsp;<\/span>&nbsp;<\/p>\n<p><span data-contrast=\"none\">Non \u00e8 pi\u00f9 una questione di&nbsp;se, ma di quando. In Italia, mercato diretto, il processo \u00e8 gi\u00e0 in corso: nel 2025 sono stati coinvolti&nbsp;<\/span><b><span data-contrast=\"none\">i contratti<\/span><\/b><span data-contrast=\"none\">&nbsp;<\/span><b><span data-contrast=\"none\">EA composti prevalentemente da servizi cloud<\/span><\/b><span data-contrast=\"none\">&nbsp;e&nbsp;<\/span><b><span data-contrast=\"none\">il segmento Level A<\/span><\/b><span data-contrast=\"none\">,&nbsp;ovvero le organizzazioni fino a 2400 punti licenza (quindi grossomodo 2400 utenti), come si legge&nbsp;<\/span><a href=\"https:\/\/partner.microsoft.com\/en-sg\/blog\/article\/accelerating-growth-through-partners-in-the-era-of-ai\"><span data-contrast=\"none\">nel blog<\/span><\/a><span data-contrast=\"none\">&nbsp;dei Partner Microsoft.&nbsp;Questo permette di ipotizzare che nei prossimi anni&nbsp;il perimetro si estender\u00e0 anche&nbsp;<\/span><b><span data-contrast=\"none\">alle&nbsp;aziende&nbsp;di dimensioni maggiori.<\/span><\/b><span data-contrast=\"none\">&nbsp;<\/span>&nbsp;<\/p>\n<p><span data-contrast=\"none\">La differenza rispetto all&#8217;EA non \u00e8 solo amministrativa,&nbsp;\u00e8 strutturale.&nbsp;L&#8217;EA garantiva&nbsp;<\/span><b><span data-contrast=\"none\">un blocco del prezzo per l&#8217;intera durata triennale e sconti negoziati a monte<\/span><\/b><span data-contrast=\"none\">, indipendentemente dalla crescita dei consumi. Una posizione conquistata in negoziazione rimaneva valida per tre anni. In MCA questa logica \u00e8 completamente diversa: <\/span><b><span data-contrast=\"none\">lo sconto non \u00e8 un diritto acquisito<\/span><\/b><span data-contrast=\"none\">, ma va guadagnato dimostrando crescita dei consumi anno su anno. Uno sconto ottenuto in un ciclo precedente non si porta dietro,&nbsp;va rigiustificato con&nbsp;<\/span><b><span data-contrast=\"none\">una narrativa di crescita credibile e dati concreti.<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">&nbsp;<\/span><\/p>\n<p><span data-contrast=\"none\">Microsoft ha gi\u00e0&nbsp;<\/span><a href=\"https:\/\/wegg.it\/microsoft-addio-livelli-di-sconto-nei-contratti-ea-e-mpsa\/\"><span data-contrast=\"none\">rimosso&nbsp;<\/span><b><span data-contrast=\"none\">gli sconti strutturali<\/span><\/b><\/a><b><span data-contrast=\"none\">&nbsp;nell&#8217;EA a novembre 2025<\/span><\/b><span data-contrast=\"none\">, con aumenti dei costi fino al 30% su alcuni segmenti: in MCA, quella protezione non esiste per definizione. Secondo alcune&nbsp;<\/span><a href=\"https:\/\/www.linkedin.com\/posts\/clouddetective_finops-microsoftlicensing-azure-activity-7427802330965749760-d5-M\/?utm_medium=ios_app&amp;rcm=ACoAAA8SbvUBeBW0FessX34rdE9shpKHH73W6ZU&amp;utm_source=social_share_send&amp;utm_campaign=whatsapp\"><span data-contrast=\"none\">fonti non ufficiali di mercato<\/span><\/a><span data-contrast=\"none\">&nbsp;vicine a Microsoft, a partire dal 2 marzo 2026 tutti i nuovi contratti MACC e quelli rinnovati &#8211; sia nei mercati diretti che indiretti &#8211;&nbsp;dovranno essere firmati nell&#8217;ambito del MCA-E.&nbsp;Se \u00e8 confermato che il MACC non sar\u00e0 pi\u00f9 ancorato all&#8217;EA, \u00e8 un segnale che&nbsp;<\/span><b><span data-contrast=\"none\">il processo di transizione non \u00e8 graduale<\/span><\/b><span data-contrast=\"none\">: \u00e8 gi\u00e0 in corso, e riguarda chiunque abbia un rinnovo in agenda nei prossimi mesi.<\/span>&nbsp;<\/p>\n<p><span data-contrast=\"none\">In questo contesto, la tendenza&nbsp;dei team&nbsp;di vendita Microsoft potrebbe essere quella di proporre curve di crescita aggressive per giustificare&nbsp;<\/span><b><span data-contrast=\"none\">sconti a contratto per commitment elevati<\/span><\/b><span data-contrast=\"none\">. Scenari di adozione&nbsp;AI&nbsp;ambiziosi, stime di utilizzo degli agenti basate su benchmark di settore ottimistici, proiezioni di consumo cloud potrebbero&nbsp;<\/span><b><span data-contrast=\"none\">assumere una maturit\u00e0 organizzativa<\/span><\/b><span data-contrast=\"none\">&nbsp;che spesso non corrisponde alla realt\u00e0 dei primi 18 mesi di deployment.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">&nbsp;<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f310027 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"f310027\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3><strong style=\"color: inherit; font-family: inherit; font-size: 1.75rem;\"><span class=\"TextRun SCXW139190457 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW139190457 BCX8\" data-ccp-charstyle=\"Strong\">Le difficolt\u00e0 legate alla stima del MACC<\/span><\/span><\/strong><\/h3><p><span data-contrast=\"none\">Il commitment\u00a0<\/span><b><span data-contrast=\"none\">deve essere un pavimento, non un soffitto<\/span><\/b><span data-contrast=\"none\">. Il punto di partenza\u00a0<\/span><b><span data-contrast=\"none\">\u00e8 il consumo storico reale<\/span><\/b><span data-contrast=\"none\">, con un margine di crescita documentato e conservativo, tipicamente il 10-15% annuo su progetti gi\u00e0 avviati e a budget. Tutto ci\u00f2 che va oltre quella soglia dovrebbe essere strutturato come opzione, non come obbligo.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Il problema \u00e8 che quasi ogni ambiente EA accumula nel tempo\u00a0<\/span><b><span data-contrast=\"none\">inefficienze difficili da vedere dall&#8217;esterno<\/span><\/b><span data-contrast=\"none\">: risorse inutilizzate, subscription dimenticate, workload sovradimensionati. Ma c&#8217;\u00e8 un livello di complessit\u00e0 ulteriore che raramente emerge spontaneamente al tavolo delle trattative: <\/span><b><span data-contrast=\"none\">non tutta la spesa Azure storica conta allo stesso modo<\/span><\/b><span data-contrast=\"none\">.\u00a0<\/span>\u00a0<\/p><p><span data-contrast=\"none\">Piani di supporto, alcune tipologie di\u00a0crediti e\u00a0le offerte Marketplace non esplicitamente designate nell&#8217;accordo sono tipicamente\u00a0<\/span><a href=\"https:\/\/learn.microsoft.com\/en-us\/marketplace\/azure-consumption-commitment-benefit\"><b><span data-contrast=\"none\">escluse<\/span><\/b><span data-contrast=\"none\">\u00a0<\/span><b><span data-contrast=\"none\">dal conteggio degli\u00a0Eligible\u00a0Services<\/span><\/b><\/a><span data-contrast=\"none\">. Se il commitment viene costruito\u00a0<\/span><b><span data-contrast=\"none\">su una lettura grezza del consumo passato senza verificare la composizione di quella spesa<\/span><\/b><span data-contrast=\"none\">, si rischia di\u00a0<\/span><b><span data-contrast=\"none\">impegnarsi su una base gonfiata<\/span><\/b><span data-contrast=\"none\">,\u00a0pagando per anni qualcosa che non avrebbe mai contribuito a raggiungere la soglia.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">A questo si aggiunge\u00a0<\/span><b><span data-contrast=\"none\">una conseguenza concreta<\/span><\/b><span data-contrast=\"none\">\u00a0che vale la pena conoscere nel dettaglio. Se a fine periodo il consumo di\u00a0Eligible\u00a0Services non raggiunge il commitment, Microsoft emette\u00a0<\/span><a href=\"https:\/\/learn.microsoft.com\/en-us\/azure\/cost-management-billing\/benefits\/macc\/track-consumption-commitment?tabs=portal\"><b><span data-contrast=\"none\">una\u00a0Shortfall\u00a0Invoice\u00a0(un conguaglio)\u00a0per la differenza<\/span><\/b><\/a><span data-contrast=\"none\">. Quei soldi non vanno persi in senso stretto: nella maggior parte dei casi\u00a0<\/span><b><span data-contrast=\"none\">vengono convertiti in credito spendibile su Azure<\/span><\/b><span data-contrast=\"none\">\u00a0nei mesi successivi.\u00a0<\/span>\u00a0<\/p><p><span data-contrast=\"none\">La logica \u00e8 che il cliente aveva gi\u00e0 preso un impegno finanziario\u00a0&#8211;\u00a0se non lo raggiunge con il consumo reale, lo completa con\u00a0<\/span><b><span data-contrast=\"none\">un pagamento che rimane per\u00f2 dentro l&#8217;ecosistema Microsoft<\/span><\/b><span data-contrast=\"none\">. \u00c8 meglio di una penale secca, ma solo se l&#8217;organizzazione ha effettivamente intenzione di\u00a0<\/span><b><span data-contrast=\"none\">continuare a consumare Azure a quei livelli<\/span><\/b><span data-contrast=\"none\">. Se il footprint cloud \u00e8 in riduzione, o se la spesa era gonfiata da inefficienze nel frattempo risolte, quel\u00a0prepayment\u00a0diventa un vincolo,\u00a0soldi gi\u00e0 pagati che si \u00e8 obbligati a spendere su una piattaforma a prescindere dalle esigenze reali.\u00a0<\/span>\u00a0<\/p><p><b><span data-contrast=\"none\">Il caso pi\u00f9 critico rimane quello del mancato rinnovo<\/span><\/b><span data-contrast=\"none\">: se l&#8217;accordo scade senza un nuovo\u00a0Enrollment, il credito non viene applicato e\u00a0<\/span><b><span data-contrast=\"none\">il cliente paga il delta senza ricevere nulla in cambio<\/span><\/b><span data-contrast=\"none\">.<\/span>\u00a0<\/p><p><span data-contrast=\"none\">Va infine quantificata esplicitamente\u00a0<\/span><b><span data-contrast=\"none\">la quota del consumo proiettato che dipende dall&#8217;adozione della\u00a0Frontier\u00a0Suite<\/span><\/b><span data-contrast=\"none\">. Il costo della licenza \u00e8 noto\u00a0&#8211;\u00a099 dollari per utente al mese\u00a0&#8211;\u00a0quindi pianificabile. Quello che non lo \u00e8\u00a0<\/span><b><span data-contrast=\"none\">sono gli scenari di consumo Azure generati dall&#8217;uso di Agent 365<\/span><\/b><span data-contrast=\"none\">: quanti agenti verranno effettivamente attivati, con quale frequenza, su quali processi. \u00c8 questa componente che va separata e trattata come variabile\u00a0&#8211;\u00a0non come base del commitment.\u00a0<\/span>\u00a0<\/p><p><span data-contrast=\"none\">I\u00a0<\/span><b><span data-contrast=\"none\">servizi Azure<\/span><\/b><span data-contrast=\"none\">\u00a0che entrano in gioco nell&#8217;esecuzione degli agenti sono\u00a0<\/span><b><span data-contrast=\"none\">quelli che generano consumo misurabile e potenzialmente\u00a0eligible\u00a0per il MACC<\/span><\/b><span data-contrast=\"none\">. Ma la loro incidenza reale dipende interamente da quanti agenti vengono\u00a0deployati\u00a0e con quale intensit\u00e0 d&#8217;uso: \u00e8 esattamente il tipo di variabile che\u00a0i team\u00a0di vendita Microsoft tendono a stimare in modo ottimistico\u00a0e che invece va trattata con\u00a0<\/span><b><span data-contrast=\"none\">un margine di incertezza esplicito<\/span><\/b><span data-contrast=\"none\">.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">A questo si aggiunge un secondo livello di incertezza: non \u00e8 scontato che\u00a0<\/span><b><span data-contrast=\"none\">tutti questi servizi rientrino effettivamente tra gli\u00a0Eligible\u00a0Services del MACC<\/span><\/b><span data-contrast=\"none\">. La lista di ci\u00f2 che conta verso il commitment viene definita contratto per contratto, e chiedere al proprio interlocutore Microsoft di metterlo per iscritto \u00e8 uno dei passaggi che raramente viene fatto e che invece\u00a0<\/span><b><span data-contrast=\"none\">pu\u00f2 cambiare significativamente la matematica della negoziazione<\/span><\/b><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-dae007e elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"dae007e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3><strong style=\"color: inherit; font-family: inherit; font-size: 1.75rem;\"><span class=\"TextRun SCXW5348941 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW5348941 BCX8\" data-ccp-parastyle=\"font-claude-response-body\" data-ccp-parastyle-defn=\"{&quot;ObjectId&quot;:&quot;679f3b2c-153b-5071-bf1d-4b0991a9f682|1&quot;,&quot;ClassId&quot;:1073872969,&quot;Properties&quot;:[201342446,&quot;1&quot;,201342447,&quot;5&quot;,201342448,&quot;1&quot;,201342449,&quot;1&quot;,469777841,&quot;Times New Roman&quot;,469777842,&quot;Times New Roman&quot;,469777843,&quot;Times New Roman&quot;,469777844,&quot;Times New Roman&quot;,201341986,&quot;1&quot;,469769226,&quot;Times New Roman&quot;,268442635,&quot;24&quot;,469775450,&quot;font-claude-response-body&quot;,201340122,&quot;2&quot;,134233614,&quot;true&quot;,469778129,&quot;font-claude-response-body&quot;,335572020,&quot;1&quot;,335559705,&quot;1040&quot;,335559740,&quot;240&quot;,201341983,&quot;0&quot;,134233118,&quot;true&quot;,134233117,&quot;true&quot;,469778324,&quot;Normal&quot;]}\">Come prepararsi alla negoziazione<\/span><\/span><\/strong><\/h3><p><span data-contrast=\"none\">Sapere in anticipo su quali fronti si svilupper\u00e0 la discussione \u00e8 gi\u00e0 un vantaggio. I temi sul tavolo sono sostanzialmente due:\u00a0<\/span><b><span data-contrast=\"none\">la stima degli scenari di consumo legati agli agenti AI<\/span><\/b><span data-contrast=\"none\">\u00a0e\u00a0<\/span><b><span data-contrast=\"none\">l&#8217;analisi dei dati storici di consumo Azure<\/span><\/b><span data-contrast=\"none\">. Fronti diversi, ma\u00a0entrambi richiedono la stessa premessa:\u00a0avere dati propri, indipendenti da quelli che presenter\u00e0 Microsoft.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Sul fronte storico, il punto di partenza sono gli strumenti nativi Microsoft &#8211; Azure Cost Management, i report di billing dell&#8217;EA o del MCA &#8211; che permettono di <\/span><b><span data-contrast=\"none\">ricostruire i consumi per servizio,\u00a0subscription\u00a0e periodo<\/span><\/b><span data-contrast=\"none\">. Un&#8217;analisi completa dovrebbe includere\u00a0<\/span><b><span data-contrast=\"none\">anche la spesa SaaS legata a M365<\/span><\/b><span data-contrast=\"none\">: non perch\u00e9 contribuisca direttamente al MACC, ma perch\u00e9 determina il contesto di adozione da cui dipende la crescita del consumo Azure.\u00a0<\/span>\u00a0<\/p><p><span data-contrast=\"none\">Sapere quante licenze M365 sono attive, quali funzionalit\u00e0 vengono effettivamente usate e a che punto \u00e8 l&#8217;adozione di\u00a0Copilot\u00a0\u00e8 indispensabile\u00a0<\/span><b><span data-contrast=\"none\">per\u00a0stimare in modo credibile quanto consumo cloud generer\u00e0 la\u00a0Frontier\u00a0Suite<\/span><\/b><span data-contrast=\"none\">\u00a0nei prossimi dodici-ventiquattro mesi. Lo stesso esercizio serve a identificare\u00a0<\/span><b><span data-contrast=\"none\">piani E3 o E5 sovradimensionati rispetto all&#8217;uso<\/span><\/b><span data-contrast=\"none\">\u00a0<\/span><b><span data-contrast=\"none\">reale<\/span><\/b><span data-contrast=\"none\">: ottimizzarli prima della negoziazione non \u00e8 solo un&#8217;operazione di risparmio, ma un modo per\u00a0affrontare le trattative\u00a0con una\u00a0baseline pulita\u00a0&#8211;\u00a0e\u00a0<\/span><b><span data-contrast=\"none\">con budget recuperato<\/span><\/b><span data-contrast=\"none\">\u00a0che pu\u00f2 essere\u00a0<\/span><b><span data-contrast=\"none\">riallocato in modo pi\u00f9 consapevole sul commitment Azure<\/span><\/b><span data-contrast=\"none\">.<\/span>\u00a0<\/p><p><span data-contrast=\"none\">Il problema emerge quando si cerca di\u00a0<\/span><b><span data-contrast=\"none\">stimare<\/span><\/b><span data-contrast=\"none\">\u00a0<\/span><b><span data-contrast=\"none\">il commitment futuro avendo la serie storica costruita sull&#8217;EA.<\/span><\/b><span data-contrast=\"none\">\u00a0<\/span>\u00a0<\/p><p><span data-contrast=\"none\">Nell&#8217;EA la spesa viene aggregata\u00a0<\/span><b><span data-contrast=\"none\">a livello di\u00a0enrollment<\/span><\/b><span data-contrast=\"none\">, con un ciclo annuale di\u00a0true-up e prezzi che incorporano gi\u00e0 gli sconti programmati per livello. In MCA questa struttura non esiste pi\u00f9: al suo posto ci sono\u00a0<\/span><b><span data-contrast=\"none\">billing accounts, billing profiles e invoice sections<\/span><\/b><span data-contrast=\"none\">, con fatturazione mensile e prezzi che partono dal list price. I report dei due framework hanno colonne diverse, logiche di aggregazione diverse, logiche di prezzo diverse. Il rischio \u00e8 di arrivare alla trattativa\u00a0con una serie storica che, oltre\u00a0<\/span><b><span data-contrast=\"none\">ad avere gi\u00e0 del\u00a0waste\u00a0incorporato<\/span><\/b><span data-contrast=\"none\">, non \u00e8 leggibile nella logica del nuovo contratto e costruire un commitment su dati che non rispecchiano come la spesa verr\u00e0 misurata in MCA.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Gli strumenti nativi Microsoft non sono sufficienti per questo lavoro.\u00a0<\/span><b><span data-contrast=\"none\">Azure Cost Management<\/span><\/b><span data-contrast=\"none\">\u00a0vede solo il perimetro Microsoft,\u00a0<\/span><b><span data-contrast=\"none\">non offre un\u00a0layer\u00a0di normalizzazione tra EA e MCA<\/span><\/b><span data-contrast=\"none\">\u00a0&#8211;\u00a0i dati storici restano in un silo, quelli del nuovo framework in un altro. L&#8217;allocazione dei costi dipende interamente\u00a0<\/span><b><span data-contrast=\"none\">dalla<\/span><\/b><span data-contrast=\"none\">\u00a0<\/span><b><span data-contrast=\"none\">qualit\u00e0 dei tag sulle risorse<\/span><\/b><span data-contrast=\"none\">, che in ambienti complessi \u00e8 spesso incompleta. E sul fronte del commitment,\u00a0<\/span><b><span data-contrast=\"none\">gli strumenti nativi<\/span><\/b><span data-contrast=\"none\">\u00a0<\/span><b><span data-contrast=\"none\">mostrano il consumo corrente rispetto alla soglia<\/span><\/b><span data-contrast=\"none\">, ma non offrono forecasting strutturato per stimare se e quando quella soglia verr\u00e0 raggiunta.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p><p><a href=\"https:\/\/focus.finops.org\/\"><span data-contrast=\"none\">FOCUS<\/span><\/a><span data-contrast=\"none\">, lo standard aperto per la normalizzazione dei costi cloud sviluppato dalla\u00a0FinOps\u00a0Foundation, colma questo\u00a0gap. Traduce i dati storici dell&#8217;EA\u00a0<\/span><b><span data-contrast=\"none\">in una tassonomia comune con MCA<\/span><\/b><span data-contrast=\"none\">, restituendo una baseline pulita e strutturata nella logica del nuovo framework.\u00a0<\/span>\u00a0<\/p><p><span data-contrast=\"none\">La tecnologia\u00a0<\/span><b><span data-contrast=\"none\">Cloud Cost\u00a0Optimization<\/span><\/b><span data-contrast=\"none\">\u00a0del nostro partner\u00a0Flexera\u00a0<\/span><a href=\"https:\/\/www.flexera.com\/blog\/finops\/the-role-of-finops-focus-in-enhancing-cloud-cost-management-and-beyond\/\"><span data-contrast=\"none\">supporta\u00a0FOCUS nativamente<\/span><\/a><span data-contrast=\"none\">, combinando\u00a0<\/span><b><span data-contrast=\"none\">la normalizzazione dei dati<\/span><\/b><span data-contrast=\"none\">\u00a0con\u00a0<\/span><b><span data-contrast=\"none\">capacit\u00e0 di analisi, allocazione e forecasting<\/span><\/b><span data-contrast=\"none\">\u00a0che gli strumenti nativi Microsoft non offrono. \u00c8 il prerequisito per qualsiasi stima affidabile del commitment: permette di isolare il\u00a0waste\u00a0accumulato, capire quali servizi contribuiscono al commitment e quali no, e costruire scenari di consumo che riflettono come la spesa verr\u00e0 effettivamente misurata in MCA.\u00a0<\/span>\u00a0<\/p><p><span data-contrast=\"none\">Il commitment iniziale\u00a0<\/span><b><span data-contrast=\"none\">sar\u00e0 comunque una stima<\/span><\/b><span data-contrast=\"none\">\u00a0&#8211;\u00a0ed \u00e8 normale che lo sia. L&#8217;obiettivo non \u00e8 la precisione assoluta al momento della firma, ma\u00a0<\/span><b><span data-contrast=\"none\">costruire una governance che nel tempo la migliori<\/span><\/b><span data-contrast=\"none\">. Una tassonomia\u00a0FinOps\u00a0strutturata, allineata dove opportuno alla logica TBM\u00a0&#8211;\u00a0il framework standard per tradurre i costi IT in linguaggio di business, mettendo allo stesso tavolo IT, Procurement e Finance con una visione condivisa della spesa\u00a0&#8211;\u00a0permette di\u00a0<\/span><b><span data-contrast=\"none\">allocare correttamente i costi e monitorare gli scostamenti rispetto al commitment.\u00a0<\/span><\/b>\u00a0<\/p><p><span data-contrast=\"none\">Con il tempo, man mano che\u00a0<\/span><b><span data-contrast=\"none\">i dati di consumo in MCA si accumulano e la governance si consolida<\/span><\/b><span data-contrast=\"none\">, le proiezioni diventano pi\u00f9 precise e il commitment pu\u00f2 essere affinato con maggiore confidenza,\u00a0arrivando a ogni rinnovo con dati propri,\u00a0verificati, difficili da contestare.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Sul fronte degli agenti, la stima va trattata esplicitamente come variabile,\u00a0non come dato. Quello che si pu\u00f2 fare \u00e8 definire\u00a0<\/span><b><span data-contrast=\"none\">una forchetta ragionata<\/span><\/b><span data-contrast=\"none\">: un\u00a0\u201cpavimento\u201d\u00a0basato sui\u00a0workload\u00a0gi\u00e0 avviati, e una componente AI separata, strutturata come\u00a0<\/span><b><span data-contrast=\"none\">opzione di crescita con soglie esplicite<\/span><\/b><span data-contrast=\"none\">\u00a0da non incorporare nella base del commitment finch\u00e9 l&#8217;adozione reale non la giustifica.\u00a0<\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fb46830 elementor-widget__width-initial elementor-widget elementor-widget-text-editor\" data-id=\"fb46830\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<h3><strong style=\"color: inherit; font-family: inherit; font-size: 1.75rem;\"><span class=\"TextRun SCXW190753962 BCX8\" lang=\"IT-IT\" xml:lang=\"IT-IT\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW190753962 BCX8\" data-ccp-charstyle=\"Strong\">Il commitment come scelta, non come conseguenza<\/span><\/span><\/strong><\/h3><p><span data-contrast=\"none\">La negoziazione del MACC tende a essere trattata\u00a0<\/span><b><span data-contrast=\"none\">come l&#8217;ultimo passaggio di un processo commerciale gi\u00e0 deciso<\/span><\/b><span data-contrast=\"none\">\u00a0&#8211;\u00a0una firma in fondo a una conversazione in cui i numeri erano gi\u00e0 stati scritti da qualcun altro. Non deve essere cos\u00ec.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">Chi arriva al tavolo\u00a0<\/span><b><span data-contrast=\"none\">con una propria analisi della spesa storica<\/span><\/b><span data-contrast=\"none\">,\u00a0<\/span><b><span data-contrast=\"none\">una stima indipendente degli scenari AI<\/span><\/b><span data-contrast=\"none\">\u00a0e\u00a0<\/span><b><span data-contrast=\"none\">una posizione chiara su cosa \u00e8\u00a0Eligible\u00a0e cosa non lo \u00e8<\/span><\/b><span data-contrast=\"none\">\u00a0sta portando una contro-narrativa fondata su dati. Ed \u00e8 l&#8217;unica posizione da cui \u00e8 possibile negoziare davvero\u00a0<\/span><b><span data-contrast=\"none\">la struttura del commitment<\/span><\/b><span data-contrast=\"none\">: le soglie, la componente variabile, le condizioni di rinnovo dello sconto.<\/span><\/p><p><span data-contrast=\"none\">Il contesto non \u00e8 favorevole a chi arriva impreparato. La transizione verso MCA rimuove\u00a0<\/span><b><span data-contrast=\"none\">le ultime protezioni strutturali<\/span><\/b><span data-contrast=\"none\">\u00a0che l&#8217;EA garantiva, e\u00a0<\/span><b><span data-contrast=\"none\">l&#8217;incertezza sull&#8217;adozione AI aggiunge una variabile<\/span><\/b><span data-contrast=\"none\">\u00a0che nessun benchmark di settore pu\u00f2 risolvere al posto\u00a0vostro.\u00a0<\/span>\u00a0<\/p><p><span data-contrast=\"none\">Ma la complessit\u00e0 \u00e8 prevedibile e quindi gestibile. I fronti della discussione sono noti,\u00a0<\/span><b><span data-contrast=\"none\">gli strumenti per analizzarli esistono<\/span><\/b><span data-contrast=\"none\">, e la logica per costruire un commitment difendibile \u00e8 la stessa che vale per qualsiasi decisione finanziaria seria:\u00a0<\/span><b><span data-contrast=\"none\">partire dai dati reali, isolare le variabili, non firmare impegni che dipendono da un futuro che non si controlla<\/span><\/b><span data-contrast=\"none\">.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;201341983&quot;:0,&quot;335559740&quot;:240}\">\u00a0<\/span><\/p><p><span data-contrast=\"none\">In\u00a0<\/span><a href=\"https:\/\/wegg.it\/\"><span data-contrast=\"none\">WEGG<\/span><\/a><span data-contrast=\"none\">\u00a0stiamo seguendo questa evoluzione da vicino, come\u00a0<\/span><b><span data-contrast=\"none\">consulenti ITAM e\u00a0FinOps<\/span><\/b><span data-contrast=\"none\">. Abbiamo gi\u00e0 sviluppato alcune riflessioni operative\u00a0su come affrontare la negoziazione del MACC in questo nuovo contesto\u00a0&#8211;\u00a0e ne parleremo nel webinar in programma il 15 aprile, dal titolo \u201c<\/span><b><span data-contrast=\"none\">Da EA a MCA: quel lavoro sottovalutato prima e dopo la firma che cambia il governo dei costi cloud<\/span><\/b><span data-contrast=\"none\">\u201d.<\/span>\u00a0<\/p><p><span data-contrast=\"none\">Se il tema\u00a0vi riguarda, \u00e8 il momento giusto per confrontarsi:\u00a0<\/span><a href=\"https:\/\/wegg.it\/governo-costi-cloud-transizione-ea-mca\/\"><span data-contrast=\"none\">qui<\/span><\/a><span data-contrast=\"none\">\u00a0il link per iscriversi al webinar.<\/span>\u00a0<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t<div class=\"elementor-column elementor-col-50 elementor-top-column elementor-element elementor-element-d4c0349\" data-id=\"d4c0349\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-54a6278 elementor-widget elementor-widget-text-editor\" data-id=\"54a6278\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Approfondimenti<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6dceb23 elementor-grid-1 elementor-posts--thumbnail-none elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-posts\" data-id=\"6dceb23\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;classic_columns&quot;:&quot;1&quot;,&quot;classic_columns_tablet&quot;:&quot;2&quot;,&quot;classic_columns_mobile&quot;:&quot;1&quot;,&quot;classic_row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:35,&quot;sizes&quot;:[]},&quot;classic_row_gap_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;classic_row_gap_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"posts.classic\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-posts-container elementor-posts elementor-posts--skin-classic elementor-grid\" role=\"list\">\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-36320 post type-post status-publish format-standard has-post-thumbnail hentry category-asset-intelligence category-asset-management category-monitoraggio-asset-it category-process-automation category-riduzione-attivita-manuali category-webinar tag-aitam tag-asset-it tag-automazione tag-excel tag-intelligenza-artificiale tag-it-asset-management tag-reportistica tag-sam\" role=\"listitem\">\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/wegg.it\/eng\/excel-aitam-evoluzioni-ai-nella-gestione-asset-it\/\" >\n\t\t\t\tDa Excel all&#8217;AITAM: metodi innovativi per gestire i tuoi asset IT\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-24748 post type-post status-publish format-standard has-post-thumbnail hentry category-approfondimenti category-asset-management category-riduzione-non-conformita category-risk-avoidance tag-compliance tag-licenze tag-licenze-ibm tag-risk-avoidance tag-sub-capacity\" role=\"listitem\">\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/wegg.it\/eng\/licenze-sub-capacity-ibm-compliance\/\" >\n\t\t\t\tLicenze sub-capacity IBM: garantire la compliance \u00e8 pi\u00f9 complesso\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-36444 post type-post status-publish format-standard has-post-thumbnail hentry category-approfondimenti category-asset-intelligence category-asset-management category-data-driven-decision-making category-monitoraggio-asset-it tag-ai tag-aitam tag-gestione-asset-it tag-intelligenza-artificiale\" role=\"listitem\">\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/wegg.it\/eng\/itam-come-ai-aiuta-a-decidere-meglio\/\" >\n\t\t\t\tITAM: come l\u2019AI pu\u00f2 aiutarci a decidere meglio\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-35397 post type-post status-publish format-standard has-post-thumbnail hentry category-approfondimenti category-asset-management category-riduzione-non-conformita category-riduzione-spesa-it category-spend-optimization tag-contratti-sap tag-sap tag-software-asset-management tag-spend-optimization tag-supporto-sap\" role=\"listitem\">\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/wegg.it\/eng\/contratti-supporto-sap-aumento-canone\/\" >\n\t\t\t\tContratti di supporto SAP: dal 2024 in aumento il canone annuale\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-36004 post type-post status-publish format-standard has-post-thumbnail hentry category-approfondimenti category-asset-management category-riduzione-non-conformita category-risk-avoidance category-software-non-in-regola tag-dora tag-enti-finanziari tag-gestione-del-rischio-ict tag-itam\" role=\"listitem\">\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/wegg.it\/eng\/dora-come-itam-supporta-enti-finanziari\/\" >\n\t\t\t\tDORA, in che modo ITAM supporta gli enti finanziari nell&#8217;adeguarsi?\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<article class=\"elementor-post elementor-grid-item post-25681 post type-post status-publish format-standard has-post-thumbnail hentry category-approfondimenti category-business-process-management category-digital-experience category-digital-service-experience category-digitalizzazione-processi category-process-automation tag-business-process-management tag-digitalizzazione tag-onboarding tag-processi-hr tag-servizi-hr\" role=\"listitem\">\n\t\t\t\t<div class=\"elementor-post__text\">\n\t\t\t\t<h3 class=\"elementor-post__title\">\n\t\t\t<a href=\"https:\/\/wegg.it\/eng\/migliorare-onboarding-con-il-digitale\/\" >\n\t\t\t\tMigliorare l&#8217;onboarding con il digitale\t\t\t<\/a>\n\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-bc87895 elementor-hidden-mobile elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"bc87895\" data-element_type=\"section\" data-e-type=\"section\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7e6f41e\" data-id=\"7e6f41e\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-01244f8 elementor-widget elementor-widget-image\" data-id=\"01244f8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" data-src=\"https:\/\/wegg.it\/wp-content\/uploads\/2022\/04\/02-s-pattern02.png\" title=\"02-s pattern02\" alt=\"02-s pattern02\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" class=\"lazyload\" style=\"--smush-placeholder-width: 1655px; --smush-placeholder-aspect-ratio: 1655\/388;\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cb98fd6 elementor-view-default elementor-widget elementor-widget-icon\" data-id=\"cb98fd6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"icon.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-icon-wrapper\">\n\t\t\t<div class=\"elementor-icon\">\n\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" xmlns:xlink=\"http:\/\/www.w3.org\/1999\/xlink\" id=\"Livello_1\" x=\"0px\" y=\"0px\" viewBox=\"0 0 92.25 92.25\" style=\"enable-background:new 0 0 92.25 92.25;\" xml:space=\"preserve\"><polygon points=\"90.25,2.93 90.25,88.84 1.41,0 0,1.41 88.84,90.25 2.93,90.25 2.93,92.25 92.25,92.25 92.25,2.93 \"><\/polygon><\/svg>\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f32d69c elementor-widget elementor-widget-heading\" data-id=\"f32d69c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Vorresti approfondire il tema della negoziazione del MACC<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a20b313 elementor-widget elementor-widget-heading\" data-id=\"a20b313\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">CONTATTACI PER APPROFONDIRE!<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-fe88395 elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"fe88395\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-372754d elementor-button-align-center elementor-widget elementor-widget-form\" data-id=\"372754d\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;step_next_label&quot;:&quot;Next&quot;,&quot;step_previous_label&quot;:&quot;Previous&quot;,&quot;button_width&quot;:&quot;100&quot;,&quot;step_type&quot;:&quot;number_text&quot;,&quot;step_icon_shape&quot;:&quot;circle&quot;}\" data-widget_type=\"form.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<form class=\"elementor-form\" method=\"post\" name=\"Contattaci per una consulenza\" aria-label=\"Contattaci per una consulenza\">\n\t\t\t<input type=\"hidden\" name=\"post_id\" value=\"42758\"\/>\n\t\t\t<input type=\"hidden\" name=\"form_id\" value=\"372754d\"\/>\n\t\t\t<input type=\"hidden\" name=\"referer_title\" value=\"MACC: perch\u00e9 la negoziazione del commitment Azure \u00e8 un tema caldo - WEGG\" \/>\n\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"queried_id\" value=\"42758\"\/>\n\t\t\t\n\t\t\t<div class=\"elementor-form-fields-wrapper elementor-labels-above\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-text elementor-field-group elementor-column elementor-field-group-name elementor-col-50 elementor-field-required\">\n\t\t\t\t\t\t\t\t\t\t\t\t<label for=\"form-field-name\" class=\"elementor-field-label\">\n\t\t\t\t\t\t\t\tNome:\t\t\t\t\t\t\t<\/label>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<input size=\"1\" type=\"text\" name=\"form_fields[name]\" id=\"form-field-name\" class=\"elementor-field elementor-size-sm  elementor-field-textual\" required=\"required\">\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-text elementor-field-group elementor-column elementor-field-group-email elementor-col-50 elementor-field-required\">\n\t\t\t\t\t\t\t\t\t\t\t\t<label for=\"form-field-email\" class=\"elementor-field-label\">\n\t\t\t\t\t\t\t\tCognome:\t\t\t\t\t\t\t<\/label>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<input size=\"1\" type=\"text\" name=\"form_fields[email]\" id=\"form-field-email\" class=\"elementor-field elementor-size-sm  elementor-field-textual\" required=\"required\">\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-email elementor-field-group elementor-column elementor-field-group-field_298f6a1 elementor-col-50 elementor-field-required\">\n\t\t\t\t\t\t\t\t\t\t\t\t<label for=\"form-field-field_298f6a1\" class=\"elementor-field-label\">\n\t\t\t\t\t\t\t\tEmail aziendale:\t\t\t\t\t\t\t<\/label>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<input size=\"1\" type=\"email\" name=\"form_fields[field_298f6a1]\" id=\"form-field-field_298f6a1\" class=\"elementor-field elementor-size-sm  elementor-field-textual\" required=\"required\">\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-tel elementor-field-group elementor-column elementor-field-group-field_fa5f1b6 elementor-col-50\">\n\t\t\t\t\t\t\t\t\t\t\t\t<label for=\"form-field-field_fa5f1b6\" class=\"elementor-field-label\">\n\t\t\t\t\t\t\t\tNumero di Telefono:\t\t\t\t\t\t\t<\/label>\n\t\t\t\t\t\t\t\t<input size=\"1\" type=\"tel\" name=\"form_fields[field_fa5f1b6]\" id=\"form-field-field_fa5f1b6\" class=\"elementor-field elementor-size-sm  elementor-field-textual\" pattern=\"[0-9()#&amp;+*-=.]+\" title=\"Sono accettati solo numeri e caratteri telefonici (#, -, *, ecc.).\">\n\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-text elementor-field-group elementor-column elementor-field-group-field_c83c665 elementor-col-50\">\n\t\t\t\t\t\t\t\t\t\t\t\t<label for=\"form-field-field_c83c665\" class=\"elementor-field-label\">\n\t\t\t\t\t\t\t\tRuolo aziendale:\t\t\t\t\t\t\t<\/label>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t<input size=\"1\" type=\"text\" name=\"form_fields[field_c83c665]\" id=\"form-field-field_c83c665\" class=\"elementor-field elementor-size-sm  elementor-field-textual\">\n\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-textarea elementor-field-group elementor-column elementor-field-group-message elementor-col-100\">\n\t\t\t\t\t\t\t\t\t\t\t\t<label for=\"form-field-message\" class=\"elementor-field-label\">\n\t\t\t\t\t\t\t\tSpiegaci meglio la tua situazione:\t\t\t\t\t\t\t<\/label>\n\t\t\t\t\t\t<textarea class=\"elementor-field-textual elementor-field  elementor-size-sm\" name=\"form_fields[message]\" id=\"form-field-message\" rows=\"4\"><\/textarea>\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-acceptance elementor-field-group elementor-column elementor-field-group-field_687c4cc elementor-col-100 elementor-field-required\">\n\t\t\t\t\t\t\t<div class=\"elementor-field-subgroup\">\n\t\t\t<span class=\"elementor-field-option\">\n\t\t\t\t<input type=\"checkbox\" name=\"form_fields[field_687c4cc]\" id=\"form-field-field_687c4cc\" class=\"elementor-field elementor-size-sm  elementor-acceptance-field\" required=\"required\" checked=\"checked\">\n\t\t\t\t<label for=\"form-field-field_687c4cc\">Ho preso visione dell'<a href=\"https:\/\/wegg.it\/privacy-policy\">informativa privacy<\/a> di WEGG e acconsento il trattamento dei miei dati.<\/label>\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-acceptance elementor-field-group elementor-column elementor-field-group-field_ea8ed71 elementor-col-100\">\n\t\t\t\t\t\t\t<div class=\"elementor-field-subgroup\">\n\t\t\t<span class=\"elementor-field-option\">\n\t\t\t\t<input type=\"checkbox\" name=\"form_fields[field_ea8ed71]\" id=\"form-field-field_ea8ed71\" class=\"elementor-field elementor-size-sm  elementor-acceptance-field\">\n\t\t\t\t<label for=\"form-field-field_ea8ed71\">Voglio rimanere in contatto con WEGG e ricevere contenuti gratuiti.<\/label>\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-type-text\">\n\t\t\t\t\t<input size=\"1\" type=\"text\" name=\"form_fields[field_d2bf274]\" id=\"form-field-field_d2bf274\" class=\"elementor-field elementor-size-sm \" style=\"display:none !important;\">\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t<div class=\"elementor-field-group elementor-column elementor-field-type-submit elementor-col-100 e-form__buttons\">\n\t\t\t\t\t<button class=\"elementor-button elementor-size-sm\" type=\"submit\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Invia<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/button>\n\t\t\t\t<\/div>\n\t\t\t<\/div>\n\t\t<\/form>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>La negoziazione del MACC &#8211; l&#8217;impegno di spesa Azure pluriennale sta diventando uno dei momenti pi\u00f9 delicati del rinnovo contrattuale.<\/p>","protected":false},"author":8837,"featured_media":42760,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[14,21,106,108,22],"tags":[312,752,533,311,753,746,205,309,749,51,20],"class_list":["post-42758","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-approfondimenti","category-asset-management","category-riduzione-non-conformita","category-riduzione-spesa-it","category-spend-optimization","tag-assistente-ai","tag-azure","tag-costi-azure-mca","tag-licenze-microsoft","tag-maac","tag-mca","tag-microsoft","tag-microsoft-365","tag-microsoft-367-e7","tag-sam","tag-spend-optimization"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.1.1 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>MACC: perch\u00e9 la negoziazione del commitment Azure \u00e8 un tema caldo - 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