M365 Copilot at $30.00 per user per month. Sales Copilot at $20.00. Service Copilot at $50.00. Copilot for Finance, Studio, GitHub Business at $19.00, GitHub Enterprise at $39.00, plus the free tier that comes with Entra signed in users. The seven SKU lattice grows quarterly. Microsoft account teams attach them in parallel because each carries a separate quota. The right strategy commits to two Copilot SKUs across the estate, attaches each to the population where measurable benefit is defensible, and contracts the substitution rights that protect the choice through the next round of SKU repackaging.
The Copilot lattice is wider than most procurement teams realize. Six paid SKUs at varying attach prices, plus the free Copilot tier that ships with Entra signed in users. Each SKU carries a different base SKU requirement and a different unit price.
The horizontal productivity Copilot. Embedded in Word, Excel, Outlook, PowerPoint, Teams, Loop. Requires M365 E3, E5, A3, A5, Business Standard, or Business Premium as the base SKU.
The Dynamics 365 Sales overlay. CRM connected. Sells with or without a Dynamics base. Included free for Dynamics 365 Sales Premium and Sales Enterprise users.
The customer service overlay. Available standalone or as part of Dynamics 365 Customer Service Enterprise. Higher unit price reflects voice and case management coverage.
The Dynamics 365 Finance overlay. Reconciliation, collections, variance analysis. Narrow population. Compelling only with a Dynamics Finance footprint.
The agent and chatbot builder. Sold as tenant capacity plus per message consumption. The unit pricing model is fundamentally different from per user attach.
The developer Copilot. Business at $19.00 per user. Enterprise at $39.00 per user with private model and IP indemnification. Standalone purchase. Does not require an M365 base.
The right strategy in a typical enterprise commits to two Copilot SKUs, not seven. The selection is driven by measurable population fit, not by Microsoft attach quota. Three role profiles emerge from the data.
Sales engineers, consultants, account managers, analysts, executive assistants, communications, and customer success. The population that writes proposals, runs decks, drafts board memos, and lives inside Word, Excel, and Outlook. M365 Copilot lands here with the highest active user share and the most defensible benefit.
Typical addressable share of the white collar population is twenty four to thirty eight percent. The attach should land on this share, not the full white collar count.
Software engineers, platform engineers, data engineers, SREs. The benefit is measurable in commit velocity, code review cycle time, and pull request quality. GitHub Copilot Business or Enterprise is the right path.
The Enterprise SKU is only justified when private model isolation, IP indemnification, or audit logging meet a specific governance requirement. Otherwise GitHub Copilot Business is the right purchase.
Customer service agents, sales reps, finance operations. The role specific Copilots (Sales, Service, Finance) attach here. Justifiable only when the base Dynamics 365 footprint is already deployed and the workflow Copilot connects to live customer or transactional data.
Selective profile because the Dynamics dependency is a precondition. Without it, the role Copilots are duplicative of M365 Copilot at higher unit cost.
Studio, the role overlays without Dynamics, and the experimental Copilots that Microsoft is currently testing belong on the defer list for most enterprises. The economics depend on use cases that are not yet stable enough to commit on EA paper.
The exception is a defined agent program with a measurable backlog of automation cases and a Power Platform team in place to build them. Otherwise the Studio commitment carries unfunded shelfware risk.
Microsoft repackages the Copilot lattice every twelve to eighteen months. The contracted strategy survives the repackaging only with the right clauses in the EA. Four clauses do the protective work.
The contract maps each contracted Copilot SKU to any successor or rebranded SKU at the contracted per user price. The buyer continues to receive the contracted entitlement under whatever name Microsoft applies during the term.
The default twelve month commit becomes a quarterly true down right against the active user definition agreed in the contract. The seat count reduces to actual active use at the quarter boundary.
The negotiated per user price holds across seat additions inside the term. Microsoft does not reset the unit price on the next order. The clause is the single most important protection against Copilot list price increases between renewal dates.
The contracted population can step from one Copilot SKU to another mid term at the contracted price differential. A move from Sales Copilot to M365 Copilot inside the term occurs at the differential, not at full reset.
The seven SKU lattice with current pricing, the population fit framework, and the four EA clauses we negotiate to protect the strategy through the next round of Microsoft repackaging. Sent on request.
The Copilot attach decisions are renewal lever moves. Made early they are leverage. Made late they are commitments that survive multiple cycles regardless of measurable use.