Not a discount. A seat at the specification.
Two or three active vendors — we'd suggest one large, one small, so you find out whether the standard holds at both ends of the scale. We set up the tenant and a one-page vendor onboarding guide with you.
Criteria we've seen work:
Operational — vendor self-onboarding time · trace drill: who viewed build X and when · revocation drill · control plane outage drill · tenant administration effort per month
Economic — VDI seats not provisioned during the pilot · change in days from vendor selection to vendor productive · IT and security hours saved on provisioning and deprovisioning
Integration — records appearing correctly in your SIEM · approvers signing in through your existing SSO
Honest feedback, including the parts that don't flatter us. Permission to describe the deployment shape anonymously once it's running — no names unless you offer them. And your regulator's actual questions, not a sanitized version.