Case Study Project Services

Controlling software costs and delivering value

Leading international airline, Middle East

In brief


  • Critical cloud transformation initiatives seen as strategic change agenda
  • Heavily decentralized environment through acquisitions
  • Poor visibility of their complex environment
  • Need to consolidate multiple contracts across the globe with disparate acquired entities
  • Cost control and optimization key criteria for success


  • Customer satisfaction, quality and speed of execution paramount
  • SAM assessment delivered capturing deployment data from 28 countries within 4 weeks across multiple time zones
  • Provided consultation on cost consolidation based on an optimized deployment state
  • Provided a total cost of ownership analysis on Azure to reduce IT capex/opex
  • Resulting insights led to significant cost savings and new centralised multi-year licencing deal


Our customer is a leading international airline with a turnover of approximately US$25.8 billion, employing over 62,000 staff making it one of the biggest employers in the Middle East. It has major business units operating in passenger and cargo services, as well as being a global player in airport logistical services.


Being a market leader in the aviation business it needs to leverage technology across every aspect of their business. This included a number of critical cloud transformation initiatives to address the challenge of a very decentralized environment and to consolidate a patchwork of acquired companies, particularly in their logistics business. But to do this required understanding the local requirements of a disparate software estate, getting visibility across their international operations and address multiple contracts with the acquired entities. Once this information was captured and collated, a clearer picture of cost optimization through cloud computing could be ascertained.


This was one of the most high profile and complex Software Asset Management (SAM) projects for Halian – customer satisfaction, quality and speed of execution were all paramount to our customer and Microsoft.

Halian’s approach with the airline and Microsoft was two-fold. Firstly, by consolidating all Microsoft contractual information into one source through extensive research and interviews, a clear software inventory was identified. This meant capturing deployment data from 28 countries within a four week period across multiple time zones. Secondly, Halian provided a proactive workshop with the customer on cost optimization based on a desired deployment state. This included a total cost of ownership analysis on Azure to reduce IT capital and operating expenses.


The airline were able to use the analysis of the contract reviews to consolidate and leverage additional discounts for their software consumption needs from Microsoft. They were given a deep, consolidated insight into both their own and any acquired legacy Microsoft estate and were able to align their requirements more efficiently with any relevant procurement of new software. This meant the airline was able to start their transition from a capex to opex financial model and invested over $1m to build new scalable cloud solutions in Azure. Microsoft were able to offer significant value in renewing their multi-million dollar enterprise contract with the airline for a three year period.

“Before engaging with Halian to map the airlines’ global licensing requirements, they did not have an idea of how much software was being used across different global sites. Especially their ground handling arm which was in the dark and now there is a full view of everything that is being consumed across 28 locations in 22 different countries from Australia over Asia, India, Middle East, Europe, US to Brazil. This has supported our customer managing their cross-charging to the local entities and eventually also reducing their software usage across all those sites.”

Jacob Wolff, Microsoft Practice Manager for Halian International