AWS EDP, Azure MCA-E and Google Cloud committed-use deals were not designed to be friendly to the buyer. We benchmark hyperscaler commitments, restructure committed-spend portfolios, and renegotiate enterprise discount programmes for clients spending $5M to $500M+ a year.
Hyperscaler commitment programmes — AWS Enterprise Discount Programme, Azure Microsoft Customer Agreement Enterprise, Google Cloud committed-use — are designed for one outcome: lock in multi-year spend at a discount that looks generous, then let the rest of the bill grow around it.
Most enterprises sign these deals shaped by the hyperscaler account team and modeled by the hyperscaler's own consumption forecast. We bring buyer-side modelling, real benchmark data, and the leverage that comes from running a true multi-cloud option in parallel.
We do not deliver FinOps tooling. We do not optimise cloud architecture or run lift-and-shift programmes. Our remit is the commercial layer: commitments, contracts, discounts, terms, and the negotiated relationship with the hyperscaler.
Three hyperscalers, three commercial models, three sets of incentives. We work each one against its own playbook and use the others as leverage where realistic.
Most cloud commitment negotiations run 10 to 12 weeks. Multi-cloud restructures and mid-term renegotiations can run longer.
Cloud advisory is most often delivered on success-based engagements where the baseline commit and the renegotiated commit are both measurable. See engagement models →
Account-level consumption, service mix, RI/SP coverage, drawdown trajectory and forward demand. Where the hyperscaler is over-forecasting, we surface it. Where you are under-utilising existing commit, we measure it.
Term, ramp, drawdown rights, swap rights, growth triggers and termination remedies. The commit shape decides the next three years — not the headline discount.
Benchmark headline and effective discount against comparable accounts. Build credible alternative-cloud or workload-repatriation scenarios where they exist. Sequence the leverage against the hyperscaler's quarter-end.
Redline the order form, MSA addenda and product-specific schedules. Move the lines that matter: marketplace pass-through, third-party committed-spend, AI/GPU pricing, data egress, exit assistance.
Lead or co-lead the sessions with the hyperscaler. Take the calls you do not want to take, hold the line on the terms that matter, and let the buyer retain final decision authority on the deal.
Hand over the drawdown calendar, alerting rules, marketplace-routing strategy and forward-renegotiation triggers. The next commit conversation starts the day the ink dries.
"They reshaped a $90M three-year AWS commitment so that the effective discount — not the headline number — moved by nineteen points. Everything else was theatre."
Send us the hyperscaler, the current annual commit, and the renewal date. We will model the negotiable headroom within one business day.