Key Hacks for Negotiating an AWS Enterprise Discount Program

Key Hacks for Negotiating an AWS Enterprise Discount Program

Amazon Web Services (AWS) remains a dominant force, offering a vast array of services tailored to meet the diverse needs of businesses worldwide. For enterprises leveraging AWS at scale, the AWS Enterprise Discount Program (EDP) presents a compelling opportunity to unlock significant cost savings and streamline cloud infrastructure management. However, securing favorable terms in an AWS EDP requires strategic finesse and negotiation prowess.

In this guide, we'll delve into common mistakes when adopting EDP and essential strategies to empower organizations seeking to optimize their cloud investments through this program. From leveraging market insights to fostering collaborative relationships with AWS representatives, these key hacks will equip you with the tools to negotiate a mutually beneficial agreement.

Mistakes While Adopting AWS EDP

Overcommitting based on growth projections

  • Overcommitting to AWS resources can lead to inefficient resource utilization and higher costs. If your organization commits to more resources than it actually needs, you may end up wasting valuable resources and incurring unnecessary expenses. Predicting AWS usage accurately can be challenging due to the dynamic nature of cloud environments and evolving business needs. However, leveraging historical usage data, workload patterns, and growth forecasts, you can develop informed projections that balance optimism and caution.

Choosing the right savings opportunities

  • Businesses often proceed with AWS EDP without exploring other avenues for optimizing costs and maximizing AWS spending efficiency. It's essential to consider various pricing models offered by AWS, including:

    Reserved Instances (RI): RIs can yield discounts of up to 72% compared to on-demand pricing and provide capacity reservations within specific Availability Zones. Standard RIs offer the highest discounts but lack flexibility regarding instance families, OS types, or tenancies. Convertible RIs offer greater flexibility at the cost of slightly lower discounts.

    Compute Savings Plans: This plan involves making an hourly spending commitment for one or three years, automatically applied to eligible Amazon EC2, Fargate, and Lambda usage, resulting in potential savings of up to 66%.

Ineffective negotiation due to lack of knowledge

  • Poor negotiation stemming from insufficient knowledge is a common pitfall in Amazon EDP negotiations. Many organizations enter these negotiations without thoroughly understanding their needs and expenditures. Frequently, they fail to accurately forecast their AWS growth, comprehend their total cost of ownership under EDP, or account for AWS app spending, contributing to their committed spend.

Preparation for Negotiations

  • Data-driven needs analysis: Start by conducting a comprehensive assessment of your organization's cloud usage patterns, workload requirements, and growth projections. Collecting and analyzing this data will provide valuable insights into your organization's AWS usage and help you identify areas where cloud cost optimization is possible. By leveraging data-driven analysis, you'll be better equipped to articulate your organization's needs and negotiate from a position of strength.
  • Benchmarking your savings: Research AWS pricing models and benchmark your organization's costs against industry peers and competitors. Understanding the competitive landscape and market trends will provide context for evaluating proposed discounts and offers. By benchmarking against industry standards, you can quote the industry savings standard and negotiate more effectively to secure favorable terms.
  • Long-term commitments: Consider negotiating multi-year contracts with AWS to demonstrate your organization's long-term commitment to the platform. Long-term commitments are often rewarded with deeper discounts and preferential pricing, resulting in significant cost savings throughout the agreement. Emphasize your organization's willingness to invest long-term in AWS services and explore options for structuring multi-year contracts that align with your budget and strategic objectives.

Navigating EDP Negotiations

  • Complete Visibility in Discount Tiers

    Your discount hinges on two factors: the annual prepayment commitment amount and the term length. This breakdown should delineate the discounts corresponding to each designated threshold, encompassing consumption bands above and below your forecasted annual spending band.

  • Utilizing the grace period

    If your usage falls short of the prepaid commitment, you remain liable to AWS for the committed amount. Conversely, exceeding your prepaid amount before the term concludes necessitates paying the on-demand list price for additional services until the term's end. To mitigate the risk of paying the on-demand list price for an extended period, consider requesting a grace period in your EDP agreement. This provision would extend your negotiated EDP discount rate beyond the prepaid amount for a specified duration, offering added flexibility and cloud cost savings.

  • Enterprise support pricing and Services

    There are two aspects of EDP services: The pricing structure and the support services.

    As per the pricing structure, enterprise support pricing is determined based on a percentage factor of your annual committed consumption. It's advisable to seek clarity from AWS regarding the percentage linked with various consumption bands alongside your committed consumption volume.

    For the support services, inquire about the guaranteed response times for each severity level of support cases (e.g., critical, urgent, high, etc.). This detailed information should be incorporated into your proposal for a well-informed decision-making process.


Navigating AWS Enterprise Discount Program negotiations requires careful planning, strategic foresight, and collaboration. Organizations can secure favorable terms that drive significant cost savings and operational efficiency by leveraging market insights, fostering open communication with AWS representatives, and emphasizing long-term commitments and growth potential. With these key strategies, you can unlock the full potential of an AWS EDP with CloudKeeper EDP+ to propel your organization toward cloud success.