Meet Cisilion’s Microsoft Licensing Experts
Microsoft licensing can feel overwhelming, especially as Microsoft evolves pricing, AI capabilities, and premium add-ons. Organisations want clarity, confidence and a partner who can turn complexity into simple, strategic decisions. That is exactly what Cisilion’s Licensing Team delivers.
Below, meet Kelly Smith, James Dunbar, and Tori Barnard as they share their backgrounds, perspectives and the insights that drive their work with customers every day.
Kelly Smith – Microsoft Solutions Specialist
Kelly has been with Cisilion for almost a year and has been in licensing for over 20 years. Early in her IT career, she found herself gravitating toward work that required deeper thinking and clearer communication.
“My first office job was in IT, but I realised I preferred the consultative approach of software licensing.”
As she grew into her role, Kelly noticed a recurring misconception among customers. “Many customers assume that buying E3, E5 or F3 automatically makes them compliant, secure or fully licensed.” She quickly became passionate about correcting that assumption, helping organisations see the nuances that make licensing a strategic decision rather than a checkbox exercise.
Her style is grounded in clarity. Kelly has a talent for breaking down Microsoft’s terminology into something simple and accessible, turning complexity into certainty. She believes understanding is the foundation of smart decision making and wants every customer to feel informed rather than overwhelmed.
“I focus on using clear, simple language to cut through Microsoft terminology.”
As Microsoft continues to update its pricing and introduce new commitment models, Kelly sees these changes influencing far more than cost alone. “Price increases change buying behaviour, architecture decisions and governance maturity.” This broader lens allows her to guide clients through decisions that consider both immediate needs and long-term implications.
Her favourite part of the job is helping customers not only understand their choices but also truly grasp the reasoning behind them. She works closely with Cisilion’s architects, procurement specialists, and delivery teams to ensure licensing aligns to technology plans and business strategy.
Looking ahead, Kelly is excited by the shift toward more flexible, AI driven consumption models and how these will reshape customer expectations.
James Dunbar – Microsoft Solutions Specialist
James has been with Cisilion for well over 2 years and has been in Licensing for almost 10 years. James entered Microsoft licensing because he believed in the long-term potential of the Microsoft ecosystem. He wanted to build a career in a space defined by continuous innovation and stability.
“I always believed that Microsoft would drive innovation and provide job security.”
Over time, he noticed a pattern among customers. “The biggest misconception is not revisiting the decision as Microsoft and the business evolve.” This gap often creates overspend or missed value, and James is passionate about correcting it.
James is known for his visual approach. “I use clear visual aids to help customers understand complex licensing options.” This helps customers understand their options quickly and empowers them to make data driven decisions.
He sees Microsoft’s growing catalogue of premium add-ons as one of the most impactful changes ahead.
“These add-ons often look like a way to avoid full SKU upgrades, but they fundamentally change how clients buy and realise value.”
What motivates James most is uncovering savings and aligning licensing choices to organisational strategy. He works closely with Cisilion’s wider teams, supporting client workshops, RFPs, and architectural planning to ensure licensing always fits into the bigger picture.
Looking ahead, he is energised by how deeply Microsoft is embedding AI across its platforms and how this will redefine decision making.
Tori Barnard- Head of Microsoft Product and Licensing
Tori has been with Cisilion for 6 and a half years and in Licensing for over 20 years. Tori moved into licensing after having her first child, choosing a role where she could build deep relationships while working in a space that sits at the heart of every organisation’s digital operations.
“I moved into licensing consultancy because Microsoft’s ecosystem underpins how almost every organisation operates.”
She is driven by connection. For Tori, licensing is not just about products or entitlement models. It is about people, collaboration, and trust. She loves working with clients in a way that feels personal and supportive, ensuring they feel confident throughout their licensing journey.
“Building strong relationships and partnerships, and seeing collaboration translate into outcomes, is the most rewarding part of my job.”
Her warm and engaging style helps customers feel at ease even when discussing complex topics. She brings stability and reassurance, making each conversation feel straightforward and approachable.
Her personality ensures customers feel supported by someone who genuinely cares.
Why Organisations Choose Cisilion
Kelly, James, and Tori each bring something distinct to the table, yet together they reflect Cisilion’s core strengths: clarity, trust, commercial intelligence, and strong partnership.
Their work ensures customers not only understand licensing but use it strategically to control cost, reduce risk, and prepare for the future. This commitment is echoed across Cisilion’s client stories, including those like Hillingdon Council where partnership and guidance were essential drivers of success.