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Microsoft to end plan-based licensing of Dynamics 365 Customer Engagement, aiming for focus on app value

by Jason Gumpert
July 17 2019

Microsoft will end the use of licensing by "plans" in Dynamics 365, the company revealed at its the Inspire 2019 partner conference this week.

The new approach goes into effect on October 1, 2019, as the above slide and tweet by Dynamics 365 CE professional Tommi Oksanen shows. Existing customers will see the new pricing model starting with renewals in Microsoft's fiscal 2020 at "the best renewal price" with additional incentives for CSPs selling over 100 seats.

The thinking, as Oksanen captured through a series of Microsoft slides, is that:

  • 80% of Dynamics 365 Customer Experience users use a single app
  • Plans are not aligning with value. For example, many of those customers end up paying less for the plan than they would if they were buying the single app that they really use.
  • Plans lead customers to focus on price rather than value in discussions with Microsoft and partners.
  • Paying for capabilities they don't need also impacts perception of value.
  • Plans prevent monetization of future enhancements.

The future for Dynamics 365 Customer Engagement will be to sell a base license with "attach licenses" if needed. Those attach licenses would be heavily ...

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About Jason Gumpert

As the editor of, Jason oversees all editorial content on the site and at our events, as well as providing site management and strategy. He can be reached at

Prior to co-founding, Jason was a Principal Software Consultant at Parametric Technology Corporation (PTC), where he implemented solutions, trained customers, managed software development, and spent some time in the pre-sales engineering organization. He has also held consulting positions at CSC Consulting and Monitor Group.

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