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Microsoft 101 Training for Large Account Resellers. Microsoft Volume Licensing Program’s. Agenda. Software Assurance and Benefits Open Programs Select Agreements Enterprise Agreements Academic Programs. Microsoft Software Assurance. Presentation for Large Account Resellers Thomas Kablau

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Microsoft 101 training for large account resellers l.jpg

Microsoft 101 Training for Large Account Resellers

Microsoft Volume Licensing Program’s


Agenda l.jpg
Agenda

  • Software Assurance and Benefits

  • Open Programs

  • Select Agreements

  • Enterprise Agreements

  • Academic Programs


Microsoft software assurance l.jpg

Microsoft Software Assurance

Presentation for Large Account Resellers

Thomas Kablau

Licensing Marketing Manager

Microsoft Australia

Phone 612 9870 2909

[email protected]


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Agenda

  • Software Assurance Overview

  • Software Assurance Features Review

  • Getting Started with Benefits Activation and Management


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Gain a Competitive Edge with Volume Licensing

Microsoft Volume Licensing programs scale to meet customer needs:

  • Offer manageable and cost-effective ways to acquire Microsoft technology to maintain competitive edge.

  • Programs and benefits tailored to fit size and purchasing style.

  • Cost-effective access to Microsoft software.

  • Software Assurance maximizes ROI.


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What is Software Assurance?

“We have added a maintenance offering, called Software Assurance, which far exceeds the traditional upgrade and support contracts within the industry. It's a collection of deployment tools, training, support, employee discounts and product upgrades that provide substantive and measurable business value and help our customers reduce costs.”

- Steve Ballmer, CEO - Microsoft


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Enhance Control of Technology Strategy

  • Spread out payments annually and reduce up-front costs.

  • New Version Rights – Rights to license the latest versions at no additional cost.

    • Save on the latest Microsoft technology.

    • Avoid increased costs associated with new version releases – lock in price for term of agreement.

  • “Cold” Backup Server licenses for disaster recovery

Availability varies by feature and region. Offerings subject to change.


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Enhance Control of Technology Strategy

  • Windows Pre-installation Environment

    • Tool based on Microsoft Windows XP Professional that speeds deployment through automation.

    • Allows customers to build custom deployment solutions.

    • Facilitates deployment of consistent configurations.

  • Extended Lifecycle Hotfix—no need to sign an upfront contract for the ability to request a hot-fix in a product’s extended support phase.

  • Corporate Error Reporting

    • Tool to collect information on errors across the Microsoft environment

    • Maps solutions to system failures

    • Gives you control over what data is sent to Microsoft

Availability varies by feature and region. Offerings subject to change.


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Maximize ROI

  • Training vouchers

    • Selected instructor-led courses using Official Microsoft Learning Products offered at Microsoft Certified Partners for Learning Solutions (CPLS).

  • eLearning

    • Self-paced online Microsoft training courses.

    • Designed by subject matter experts to be used as traditional training or as just-in-time reference resources.

    • Includes pre-assessment tests to help focus training need.

    • Incorporates multimedia animations, simulations, and demonstrations.

Availability varies by feature and region. Offerings subject to change.


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Maximize ROI cont.

  • Home Use Program

    • Eligible staff may install Microsoft Office System products on home computers for business and personal use.

    • “Anytime, anywhere” work hours.

  • Employee Purchase Program

    • Up to 3 copies of selected software titles at a discount.

    • Contributes to employee satisfaction.

Availability varies by feature and region. Offerings subject to change.


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Increase Business Productivity

  • Problem Resolution Support—web and business-hour telephone support (Server SA)

  • TechNet Online Concierge Service— one-on-one live web-chat with a Microsoft support Advisor.

  • TechNet Plus — access to up-to-date technical content and managed newsgroups (Server SA).

Availability varies by feature and region. Offerings subject to change.


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Desktop Offerings

* Availability varies by offering and region

** Academic Programs do not include Enterprise Source Licensing Program, Training Vouchers, or EPP and Work at Home replaces Home Use Program


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Server Offerings

* Availability varies by offering and region

** Not included with Academic Open/Select

*** Requires Platform or Core CAL

SA required on both Server and CAL


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Long Term Value Proposition

Training Vouchers

Extended Lifecycle Hot-fixes

Problem Resolution Support (web and phone)

eLearning

“Cold” Server Backups

Acquire more up-front and spread payments annually

Corporate Error Reporting

Home Use Program

TechNet Plus & TechNet Online Concierge Chat (knowledge resources)

New Version Rights

Employee Purchase Program

Annual budget and pricing predictability for life of agreement

Windows Pre-installation Environment (Standard Image)

Protect Investment

Worker Proficiency & Value to Org

Deployment Planning & Execution

Problem Resolution Support (web and phone)

Practical Acquisition


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Clarity to Make an Informed Decision

“There will be real dollars added to the budget as a result of the SA enhancements. From eLearning to training vouchers, the total business value of SA is going to far outstrip the cost of the product. ”

  • Julie Giera, Research Fellow - Forrester Research

    “The Yankee Group estimates the Software Assurance incremental benefits are worth from $8,000 - $10,000 for small businesses with as few as 100 users, to hundreds of thousands - and even millions – of dollars for very large enterprises with more than 100,000 end users.”

  • Laura DiDio, Senior Analyst - Yankee Group

  • Determine potential Software Assurance ROI for your business

    – SA ROI report by Forrester Research offers analysis based on the real data you input (no cost for analysis).

    • The report will help those with purchasing authority evaluate the financial value of Software Assurance benefits to your business.

    • Access SA ROI report at http://www.microsoft.com/licensing.


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    Activating and Managementof Software Assurance Benefits

    • Access to benefits can be assigned to one or more Benefits Administrators.

    • Assign responsibility for benefits administration

      • Internal Employee from your company (for example, IT administrator or purchasing agent)

      • Trusted technology Partner

    • Centralized benefits administration through Microsoft Volume Licensing Site (MVLS)

      • Manage Software Assurance benefits –

        • Training vouchers & eLearning

        • Home Use Program and Employee Purchase Program usage

        • TechNet Online Concierge & TechNet Plus

        • Problem Resolution Support


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    Activating and Managementof Software Assurance Benefits

    • Microsoft Volume Licensing Services (MVLS)

      • Online resource to help customers manage your Microsoft licensing agreements and access your licensing order information and purchase history.

      • From this site you can view your licensing information easily and in one place, including details about your Volume License agreements, license orders, and Volume License Product Keys. You can also find answers to questions and download software.

      • To access your agreement information, you must first sign in to Microsoft Passport.

      • https://licensing.microsoft.com/eLicense/L1033/default.asp


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    Software Assurance BDM Messaging: Clearly Better for Your Bottom Line

    • Software Assurance can help your business be more competitive and agile by:

      • Increasing control over the costs, predictability, and availability of Microsoft software over the term of your agreement.

      • Providing valuable benefits that help you realize ROI faster.

      • Increasing productivity across your entire organization.

      • Decreasing IT costs while increasing independence and maximizing efficiency.


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    Maximize ROI with Predictable Protection

    • Software Assurance provides powerful tools to deploy and manage Microsoft technology and keep your organization productive.

    • A three-year agreement provides forecasting visibility and protection against inflation.

    • Spread payments over three years to predict and manage software costs.

    • Make your software environment more predictable, reliable, and consistent with Software Assurance benefits.


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    Enhance Productivity

    • Realize the full value of your investment in Microsoft technology with home-use rights, employee purchase plans, technical training opportunities, and more.

    • Minimize the time and cost impact of IT support, freeing resources for core business needs.

    • Reduce procurement and record-keeping overhead with a three-year agreement.

    • Maximize IT staff and end-user competency through training and support.


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    Software Assurance Helps Your IT Staff Support the Business

    • Microsoft Software Assurance provides proven resources to enhance control of IT environments, including:

      • The means to support businesses more easily and productively.

      • Tools to train staff and end-users for greater IT self-reliance.

      • Rights to the most current versions of Microsoft software covered.

    • Software Assurance can make your organization more productive by:

      • Providing resources and support for smoother, more manageable deployments.

      • Decreasing support calls with more proficient end users through eLearning courses.

      • Increasing mobility through home-use and employee purchase rights.

    • Software Assurance:

      • Provides access to assistance and options.

      • Increases IT self-reliance.

      • Reduces costs and provides access to benefits of enhanced TechNet.

      • Speeds and simplifies deployment.

      • Increases IT staff proficiency.

      • Reduces the impact of attrition.

      • Reduces help desk overhead.

      • Keeps your IT environment standard and current.


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    Software Assurance:Better Tools for Lower Risk: IT Pro Messaging

    • Microsoft Software Assurance eliminates the need to manage multiple, separate software usage scenarios for:

      • Home use.

      • Disaster-recovery scenarios.

    • Software Assurance maximizes the value of Microsoft Volume Licenses to organizations by:

      • Supporting compliance for home-use scenarios.

      • Simplifying processes for procurement and record-keeping.

    • Reduce business risk and enhance business productivity with contract terms.

      • Indemnification and extended product warranty

      • Use rights for training and evaluation licenses

    • Get support for additional usage scenarios to maximize ROI.

      • Reduce risk exposure with Software Assurance benefits that provide for home use and employee purchases.

    • Lower procurement costs and increase business productivity.

      • Reduce procurement and record-keeping overhead with a three-year agreement.


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    Software Assurance: Streamline Record Keeping:

    • Because it helps simplify procurement and record-keeping processes, Microsoft Software Assurance maximizes the value of Volume Licensing to your organization.

      • With Microsoft Software Assurance, you can eliminate the need to manage multiple, separate software usage scenarios for home use.

      • New version rights enhance software asset management.

    • Work anywhere, anytime.

      • Decrease risk exposure with Software Assurance benefits that provide for home use and employee purchases.


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    Software Assurance: Clear Advantages: Procurement Messaging

    • Microsoft Software Assurance is available to help you maximize the return on your organization’s technology investment.

    • SA helps streamline your procurement and record-keeping processes.

      • Available at time of license acquisition or included by default depending on your Volume Licensing plan

      • Supports compliance for home-use and disaster-recovery scenarios

      • Rights to the most current versions of Microsoft software covered

      • Access to employee purchase plans and online training



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    Microsoft Open Licensing Programs

    Thomas Kablau

    Licensing Marketing Manager

    Ph – 02 9870 2909

    Email – [email protected]


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    Agenda

    • Brief overview of Open Govt

    • Open Business and Open Volume

    • Open License Value

    • Renewing Open Agreements

    • Open Agreements and Transferring licenses


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    Open License Purchase Plans - Commercial

    OpenValue

    Stay current with L&SA, spread payments annually, streamline affiliate purchasing with one agreement

    OpenBusiness

    Easy entry minimum, up-front orders, broad reseller base

    OpenVolume

    Compelling value proposition for customers based on a volume commitment


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    Open Government Licensing

    • Additional discount off commercial price for Federal, State and Local agencies

    • 2 year agreement

    • Minimum entry of just one license

    • L or L&SA SKUs available

    • No signed agreement

    • Same channel model and Software Assurance Benefits as Open Business and Volume


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    Open Licence – Business/Volume

    • Positioning

    • Qualifying Criteria

    • How it Works

    • Route to Market

    • Software Assurance Benefits


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    Positioning

    • Low entry threshold – minimum five licenses

    • Simple two-year agreement

    • Media purchased seperately

    • Easier than managing multiple FPPs

    • Customers have access to web-based licence management tool


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    Open Licence Pools

    Initial Open licence purchase order

    Open licence Price Level

    Applications

    Office XP = 2 points

    Systems

    Windows XP Pro upgrade= 2 points

    Servers

    Windows Server 2003 = 15 points

    500 points

    500 points

    Open Volume

    500 points

    5 licences

    Open Business


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    How It Works

    Step 1

    Write a ‘shopping list’ of products

    Assign each product to the relevant ‘product pool’

    Assign points to each product

    Add up the points in each product pool separately

    Find your licensing model for each product pool

    Step 2

    Step 3

    Step 4

    Step 5


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    100 x Office XP

    250 x Windows XP

    2 x MapPoint 2002

    4 x Project 2002

    1 x Windows 2000 Server

    1 x FrontPage 2002

    1 x Exchange 2000 Server

    100 x Exchange 2000 CAL


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    How It Works

    Step 1

    Write a ‘shopping list’ of products

    Assign each product to the relevant ‘product pool’

    Assign points to each product

    Add up the points in each product pool separately

    Find your licensing model for each product pool

    Step 2

    Step 3

    Step 4

    Step 5


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    APPLICATIONS

    100 x Office XP

    2 x MapPoint 2002

    4 x Project 2002

    1 x FrontPage 2002

    SYSTEMS

    250 x Windows XP Pro

    SERVERS

    1 x Windows 2000 Server

    1 x Exchange 2000 Server

    100 x Exchange 2000 CAL


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    How It Works

    Step 1

    Write a ‘shopping list’ of products

    Assign each product to the relevant ‘product pool’

    Assign points to each product

    Add up the points in each product pool separately

    Find your licensing model for each product pool

    Step 2

    Step 3

    Step 4

    Step 5


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    APPLICATIONS

    100 x Office XP

    100 x 2 points = 200

    2 x MapPoint 2002

    2 x 1 point = 2

    4 x Project 2002

    4 x 1 point = 4

    1 x FrontPage 2002

    1 x 1 point = 1

    SYSTEMS

    250 x Windows XP

    250 x 2 points = 500

    SERVERS

    1 x 15 points = 15

    1 x Windows 2000 Server

    1 x 15 points = 15

    1 x Exchange 2000 Server

    100 x 1 point = 100

    100 x Exchange 2000 CAL


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    How It Works

    Step 1

    Write a ‘shopping list’ of products

    Assign each product to the relevant ‘product pool’

    Assign points to each product

    Add up the points in each product pool separately

    Find your licensing model for each product pool

    Step 2

    Step 3

    Step 4

    Step 5


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    APPLICATIONS

    100 x Office XP

    100 x 2 points = 200

    2 x 1 point = 2

    2 x MapPoint 2002

    4 x 1 point = 4

    4 x Project 2002

    1 x FrontPage 2002

    1 x 1 point = 1

    Total = 207

    SYSTEMS

    160 x 2 points = 500

    250 x Windows XP

    Total = 500

    SERVERS

    1 x 15 points = 15

    1 x Windows 2000 Server

    1 x 15 points = 15

    1 x Exchange 2000 Server

    100 x 1 point = 100

    100 x Exchange 2000 CAL

    Total = 130


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    How It Works

    Step 1

    Write a ‘shopping list’ of products

    Assign each product to the relevant ‘product pool’

    Assign points to each product

    Add up the points in each product pool separately

    Find your licensing model for each product pool

    Step 2

    Step 3

    Step 4

    Step 5


    Slide42 l.jpg

    500

    500

    500

    OPEN VOLUME

    Applications

    Systems

    Servers

    OPEN VOLUME – required 500+ per pool

    OPEN

    BUSINESS

    OPEN BUSINESS – no points, no pools, just a minimum of 5 licences


    Route to market l.jpg

    Customer

    Route to Market

    eOpen

    Order

    Invoice

    Order

    Order

    Invoice

    Invoice

    Distributor

    Reseller


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    Software Assurance

    • Entirely optional purchase with Open licence

    • Available for all products

    • Linked to term of agreement (two years)

      • Start new agreement to buy SA

    • Paid for at point of purchase

    • Coverage expires with agreement

    • Renewable in two-year blocks


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    Open Licence Value

    • Positioning

    • How it Works

    • Route to Market


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    Positioning

    • 3 Year Agreement

    • Low entry threshold – minimum five licenses

    • Benefits –

    • Stay current

    • Spread payments

    • Bundled training and support tools (SA)

    • Free media with initial order

    • Standardisation advantages – Company Wide Option


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    Open License Value - CWO

    • Single price per desktop for standardising on one or more of the Platform Products

    • Further discounted price for enrolling in Desktop Pro

    Microsoft Office Professional

    Windows Professional Upgrade

    Core CAL

    Windows CAL

    Exchange CAL

    SMS CAL

    SharePoint™ CAL


    Route to market48 l.jpg

    Customer

    Route to Market

    MVLS

    Fee payment

    Order

    Invoice

    MSA

    Order

    Invoice

    ALP


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    START

    Recommend Open Business or Open Volume

    No

    Does the customer want to purchase L&SA, and spread their payments annually?

    How many desktops does

    the customer have?

    Yes

    >250

    <250

    • Does customer show interest in –

    • Growth Management?

    • Standardisation?

    • Asset Management?

    • Centralised purchasing?

    Recommend Open License Value

    Possibly Select or

    Enterprise Agreement

    No

    Recommend OLV Company Wide Option

    Yes





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    Microsoft Select Agreement

    Presentation for Large Account Resellers

    Mike Parker

    Licensing Specialist

    Microsoft Australia


    Select licence l.jpg

    The purpose of this presentation is to:

    specify what is involved in a Select Licence agreement

    identify which products qualify

    explain how to determine pricing levels

    outline payment structure

    SelectLicence


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    Positioning

    • Transactional program

    • Three year agreement with optional one-year or three-year renewal

    • Perpetual licences

    • 250+ PCs

    • Volume-based pricing

    • Flexibility

      • Monthly ordering

      • No commitment


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    Software Programs

    • Three product pools

      • Applications: Microsoft Office products and development tools

      • Systems: Windows Professional Upgrade

      • Servers: Server licences, Client Access licences, Connectors

    • Choose between:

      • Licence-only (L)

      • Licence with Software Assurance (L & SA)

      • Software Assurance-only (SA)

    • Work At Home licences

    • Licences for training and evaluation


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    Pools and Points

    Licence Types

    New licences

    Windows Pro Upgrade

    Software Assurance


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    Forecast and Price Level

    Level B

    Level A

    Level C

    Level D

    Level C

    Applications

    Level A

    Systems

    Level B

    Servers

    1.500

    12.000

    30.000

    75.000

    Points (3 years)


    Volume vs forecast l.jpg
    Volume vs. Forecast

    Level D

    Points

    75.000

    Level C

    30.000

    Level B

    12.000

    Level A

    1.500

    AGREEMENT TERMINATED




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    Indirect Route to Market

    Large Account Reseller

    Contract and price level

    Ordering & invoicing

    Customer


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    What Is Not Permitted?

    • Enrolment by orgs with < 50% ownership

    • Reselling

    • Aggregation: e.g. franchises, clubs etc

    • Lending, leasing, renting or hosting(only via Outsourcing Enrolment)


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    Transferring Select Licences

    • In the event of a merger, divestiture, or acquisition

    • To an affiliate

    • Other transfers require Microsoft’s consent in writing


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    Software Assurance

    • Optional purchase with Select licence

      • Mandatory if Software Assurance Membership

    • Available for all products

    • Obtain for remaining duration of Select Agreement (1, 2 or 3 years)

    • Amortized payments of L & SA and SA-only

    • Coverage expires with agreement

    • Renewable



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    Software Assurance Server Offerings

    SA required on both Server and CAL


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    Support Tools

    • explore.ms

    • MVLS


    Select l icen s e summary l.jpg
    Select License Summary


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    When to Offer Transactional Programs

    • Customer cannot commit to entity-wide standardisation

    • Customer doesn’t want Software Assurance (SA)

    • Customer doesn’t want Office Professional

    • Customer doesn’t want Core Client Access Licence (CAL)

    • In addition to an annuity-based program for obtaining additional products



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    Academic Licensing Programs

    Andrea McDonald

    Academic Licensing Specialist

    02 9870 2913

    0404 827 876

    [email protected]


    Agenda73 l.jpg
    Agenda

    • User Definitions

    • Program Options

    • Perpetual Agreements

    • Campus Agreement and School Agreement (CASA)

    • Software Assurance Benefits

    • Select Student Licensing


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    Academic User Definitions

    • Guideline link*:

      http://www.microsoft.com/australia/education/howtobuy/meud/institutions.aspx

    • Educational Institution

    • Administration offices/Board of studies

    • Students

    • Education systems/consortia

    • Higher Education Research Labs

    • Public Libraries

    • Charitable Organisations

      * May be updated with new agreements


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    Academic Licensing Programs

    • 4 licensing models for Academic customers

    • Transactional licensing: Perpetual

      • Academic Select (L)

      • Academic Open (L)

      • Software Assurance available (L+SA)

    • *Subscription licensing: Non-perpetual

      • Campus Agreement – Higher Education

      • School Agreement -- K12/Primary grades

        *Includes all the benefits of Software Assurance.


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    Transactional Licensing – Open Agt

    • Perpetual licenses

      • Paying for ownership

    • Academic Open License

      • 2yr term

      • Widely accessible through any reseller

      • Software Assurance optional.

      • Media separately orderable.


    Transactional licensing select agt l.jpg
    Transactional Licensing – Select Agt

    • Perpetual licenses

      • Paying for ownership

    • Academic Select License

      • 3yr term

      • Large Account Reseller (LAR)

      • Forecast license model (1500 pts)

      • Approximately 250 or more PCs

      • Software Assurance optional


    Slide78 l.jpg

    Is a Subscription Agreement For You?

    • Are you looking for a simple and flexible licensing agreement?

    • Are you looking for a complete solution to software compliancy?

    • Are you interested in receiving product upgrades at no additional cost?

    • Do you like the idea of one annual payment?

    • Do you want support resources, tools, and training for no extra charge?


    Subscription licensing casa l.jpg
    Subscription Licensing - CASA

    • Easy compliance

      • All eligible devices included.

    • Low administration

      • Subscription eliminates need to track licenses.

    • Stay current on technology

      • Subscription allows the most current version of the software products.

    • Simple budgeting and purchasing

      • One annual payment.

    • Excellent value

      • Cost effective way to use the license & access to current technology.

      • SA Benefits

        • including support resources, tools, and eLearning courses.


    Subscription licensing school agreement l.jpg
    Subscription Licensing - School Agreement

    • K-12 Subscription Licensing Program

      • Commitment based

      • 300 Points

    • Simple Agreement Structure

      • Master

      • Subscription Enrolment

      • Anniversary orders

    • Desktop Calculations

    • Pricing Levels

    • Flexible Product Selection

    • Staff Work At Home Rights

      • template

    • Student Licensing Option


    Meet minimum order requirements sa l.jpg
    Meet Minimum Order Requirements - SA

    Example: School Agreement customer with 100 eligible PCs

    • Selects Office Professional, FrontPage, and Core CAL

    • Selects two Class Server Licenses

    • Adds application, system, and CAL units to server units to determine total units


    Subscription licensing campus agreement l.jpg
    Subscription Licensing - Campus Agreement

    • Higher education subscription program

      • Commitment based

      • 300 Points

    • Simple agreement structure

      • Master

      • Subscription Enrolment

      • Anniversary orders

    • FTE Calculations

    • Pricing Levels

    • Flexible product selection

    • Staff Work At Home rights

      • template

    • Student licensing option (100%)


    Meet minimum order requirement ca l.jpg
    Meet Minimum Order Requirement - CA

    Example: University with 300 FTE

    • Selects Office Professional

    • Selects 2 SQL Server Standard Processor Licenses

    • Adds application, system, and CAL units to server units to determine total units


    What s the process l.jpg
    What’s the process?

    • Complete a CASA*

    • Specify your FTE or D/top count**

    • Choose the Microsoft products and meet the minimum order requirement

    • Submit the Subscription Enrolment

      *if a 3.x has been signed no need to re submit

      ** depends on the Agreement type


    Student select enrolment l.jpg
    Student Select Enrolment

    • Must have an Academic Select Agreement

    • Extension of VL to students

    • Products offered:

      • Office Pro & STD

      • Win XP Pro Upgrade

      • Perpetual license (no SA)

      • Min 25 licenses

    • Administration & records


    Software assurance benefits l.jpg
    Software Assurance Benefits*

    • SA Benefits links:

      http://www.microsoft.com/licensing/programs/sa/offerings_chart.mspx

      http://www.microsoft.com/education/SoftwareAssurance.aspx

    • TechNet Plus**

    • TechNet Online Concierge Chat**

    • Microsoft Windows Preinstallation Environment (WinPE)

    • Corporate Error Reporting

    • Extended Lifecycle Hot-Fix Support

    • Cold Back Up for DR

    • eLearning

      * additional SA Benefit to be released

      ** must have a min of 5 Servers in CASA


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    And finally….

    • CASA 3.4

    • Academic Select 6.4

    • Charity Open

    • Available from MAY 16th

      • Existing Agts will run for 120 days from launch



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    Enterprise Agreement Sales Cycle

    April 2005

    Robert Vogler

    National Licensing Manager


    Agenda90 l.jpg
    Agenda

    • Enterprise Agreement & Subscription Agreement Basics

    • Basic Qualifying Steps

    • Engagement Process

    • Processing Checklist

    • Resources Available



    What is an enterprise agreement l.jpg
    What is an Enterprise Agreement?

    Microsoft’s premier perpetual software licensing program that allows our strategic customers to take advantage of the savings that can be realised through their commitment to standardisation and maintenance of software across their entire enterprise.


    Product offerings l.jpg
    Product Offerings

    • All EAs contain Software Assurance as a mandatory component

      • There is not such thing as a “license only” EA.

    • Platform Enterprise Products

      • Chosen Enterprise Products must be ordered for all qualifying desktops

      • Component or Platform EA

        • Office Professional

        • Windows Pro Upgrade

        • Core CAL

      • Desktop Professional = ALL of above

    • Additional Products

      • All other products that have coverage for Software Assurance are available as Additional Products.

      • Qty of 1 or more can be ordered.



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    What is a Subscription Enterprise Agreement?

    Microsoft’s premier non-perpetual software licensing program that allows our strategic customers to take advantage of the savings that can be realised through their commitment and standardisation of software across their entire enterprise.


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    Subscription

    Enterprise Subscription Agreement



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    Direct v Indirect

    • Microsoft sells EAs through 2 distinct sales models in Australia

      • Commercial EAs are all Direct

        • Pricing is set by Microsoft Regional Sales (MRS)

          • Customer Price Sheet

        • Customer is invoiced by, and pays, MRS

        • MRS pays channel partner a fee to provide licensing services

      • Government EAs are Indirect

        • Pricing is agreed between reseller (LAR) and customer

          • Channel Price Sheet to LAR from MRS

        • Customer is invoiced by, and pays, LAR

        • LAR pays MRS and retains a margin



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    General Approach

    • Lead with MS Technology Qualification first…Do NOT lead with Licensing.

      • You need to be satisfied the customer has bought into our product value proposition before anything else.

    • Do not try and put a square peg in a round hole

      • Not all customers see the value in maintenance across their entire enterprise (even when SA Benefits are included)

      • Software Assurance in key business areas thru Select may be a more appropriate approach.

      • We will not sign up EAs at any cost

    • Properly qualify a customer as an EA candidate before contemplating any further action (see next slides)

      • Ensure the customer answers all the basic qualifying questions (positively) before proceeding down EA model

      • Second guessing only leads to hard work and bad deals


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    Basic Qualifying Questions

    • Does the customer have > 250 PCs

      • Minimum EA commitment is 250 PCS

      • If all other qualifying questions are positive, customer may be good OPEN Value – Enterprise-wide Option candidate

    • Can the customer commit to covering their entire enterprise with a/multiple Microsoft Platform product

      • The more platform products the customer commits to, the stronger the candidate

    • Can the customer commit to annual payments for an agreement term of minimum of three years

      • If customer has difficulty with the 3yr term because of unpredictable growth, then a Subscription-based agreement may be more suitable

    • Does the customer see the value of standardising on Office, Windows O/S, Core CAL, across their entire organization

      • Fundamental: If the customer does not have a strong positive position on standardisation, then this customer is not a candidate for an EA.


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    Basic Qualifying Questions (Cont.)

    • Does the customer believe IT play a critical role in the success and competitive advantage of the business.

      • Customer may only see IT as a necessary evil and only be looking at ways to cut purchasing costs. Typically only value they will see is to push for lowest price.

    • Does the customer see the value in staying current

      • Fundamental:As a key component to EA is maintenance, if customer does not see value in being at latest version of technology, this is not an EA candidate

      • EAs should not be viewed as the cheapest way to get to the next scheduled version, with a view to then ceasing coverage.

    • Does your primary customer contact make a signed commitment on behalf of the customer Organisation

      • Fundamental: If not, then seek out the key authority and re-qualify the questions above

    • Does your customer have adequate budget for the initial annual payment if an EA is signed.

      • Potentially a negotiation consideration. Customer cannot defer annual payments…so flexible payment plan needs to be considered and factored into overall list of concessions. Need to call this out as early as possible in the sales cycle.


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    Further Qualifying/Prioritisation Questions

    • Does customer find it license/Software Asset Management difficult

      • Explain key EA features of simplification, and ease of license administration/tracking

    • Does the customer have/had issues of non-compliance

      • An EA can be a good mechanism for a customer to “finance” their way out of a major compliance issue

      • Explain key EA features of simplification, and ease of license administration/tracking

    • Is there strong growth/deployment potential over the next 3-5 years

      • EA Offers predictable annual payment and true-up schemes for high growth customers

      • Ability to deploy covered products immediately, and pay for any incremental copies at anniversary

      • Explain key EA features of simplification, and ease of license administration/tracking

    • Does the customer have a centralised purchasing model

      • Key question to influence final structure of EA and potential length of sales cycle.

      • Centralised purchasing model is best

      • Decentralised model introduces, fragmentation of EA deal, as different divisions want different components (or not at all). Requires more effort (longer sales cycle), and greater risk of one division derailing the whole EA concept


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    Further Qualifying/Prioritisation Questions(cont.)

    • Clearly identify customer’s key EA value hot-buttons to determine strength of EA potential:

      • Access to most recent versions of Platform (and Additional products)

      • Access to Software Assurance Benefits elements (prioritise actual components the customer sees value in)

      • Lower Total Cost of Ownership

      • Reduced risk of non-compliance

      • Simplified License tracking

      • Simplified Budgetary Planning

      • Facilitation of long-term relationship with MS

      • Pricing



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    Engagement Principles

    • The Licensing Partner should be engaged early in Sales Cycle

      • To provide background licensing information

      • To develop Select vs EA comparison models

      • Jointly develop licensing value proposition

    • Engage Licensing Specialists only when customisation is necessary

    • Include SA Benefits messaging in every engagement

    • As a minimum, build core Services into every deal upfront

    • Identify key stakeholders and key road blocks

    • Develop EA Evaluation Plan



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    Engagement Gotchya’s!

    • Identify and engage with the key decision-makers in the business as early as possible.

    • Are any major decision makers/influencers going to be absent during the negotiations?

      • Identify and build into lifecycle timeline

    • Does this deal require Board-Level Approval?

      • Identify board meeting schedule, and key customer advocate who will present to Board

    • Are there any customer re-organisations being rumoured/threatened

      • Incorporate into negotiation strategy

    • Is the licensing partner in synch with account team strategy, or is there a potential for each to be offering a different licensing model



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    EA Negotiation Principles

    • Get all requests/concessions out on the table before we start to negotiate

      • Negotiate the T&Cs at the same time as the financials

      • Develop a negotiation strategy in conjunction with Licensing Specialist before committing to any concessions

    • You must be convinced of the importance of the requested concession before engaging the Licensing team

      • Don’t just be a pass-thru mechanism for the customer wish-list

    • Ensure MS Account Team supports your negotiation strategy

    • Always look to counter a price concession request with a value argument

    • Follow “Give & Get” approach

      • Do not devalue a concession by not getting something in return

      • “We’ll get the deal if we give this” = Wrong Answer

    • Remember: The Licensing Specialist is prepared to walk away from the EA if they believe it is a bad deal for Microsoft.

      • Consider; Long-term effects, Precedence



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    Enterprise Agreement Contracts

    Microsoft Business Agreement (MBA)

    • Master Ts & Cs for all subsidiary contracts.

    • Evergreen. Only needs to be signed once.

    • Government EAs use GITC in place of MBA

    Enterprise Agreement

    • Program Rules

      Enterprise Enrolment

    • Defining the Enterprise - who’s in and who’s out

    • Product Selection and Pricing (indirect)

    • Independent 3 year term

      Supply Agreement (Direct only)

    • Product Selection and Pricing

    Enterprise Subscription Agreement

    • Program Rules

      Enterprise Subscription Enrolment

    • Defining the Enterprise - who’s in and who’s out

    • Product Selection and Pricing (indirect)

    • Independent 3 year term

      Supply Agreement (Direct only)

    • Product Selection and Pricing

    Amendments

    • Any of the above contracts may have a separate amendment to alter specific Ts & Cs


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    Contracting Entities

    • Microsoft Operations Pte Ltd

      • Regional licensor of Microsoft products.

    • Microsoft Regional Sales

      • Regional distributor of Microsoft Products.

    • Microsoft Institute Pty Ltd

      • Australian company who licenses and distributes Federal Government EA licences.


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    Microsoft Operations (MO)

    • Regional licensor of all Microsoft products

    • Commercial customers enter contracts with MO for the right to use MS software

      • MBA

      • Enterprise Agreement

      • Enterprise Enrolment

      • Enterprise Subscription Agreement

      • Enterprise Subscription Enrolment

      • Select Agreement

      • Select Enrolment


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    Microsoft Regional Sales (MRS)

    • Regional distributor of all Microsoft products

    • Commercial customers enter contracts with MRS for the supply of products and media

      • Enterprise Supply Agreement

      • Customer Price Sheet

    • Large Account Resellers pay MRS for all Indirect agreement licences

      • State and Local Government EAs

      • Legacy commercial indirect EAs

      • Via Channel Price Sheet

      • Select




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    Enterprise Agreement (Direct)

    • MBA active?

      • If not, new MBA v6.3 will need to be signed. Most commercial customers should have MBAs by now.

    • Credit Application Approved by MRS and SAP account established?

      • Account Profile document required if customer refuses to release financial results or other information

    • Enterprise Agreement v6.3

      • EA 6.3 caters for both Direct and Indirect enrolments

    • Enterprise Enrolment v6.3 (Direct)

      • Designate previous enrolment number if SA-only renewal

    • Supply Agreement (per enrolment) v6.3

    • Customer Price Sheet (CPS)

      • Attachment to Supply Agreement

      • Signed by Customer

    • Customer Purchase Order

      • Must match CPS

      • Made out to MRS

    • 2 original copies of all contracts must be provided


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    Enterprise Subscription Agreement (Direct)

    • MBA active?

      • If not, new MBA v6.3 will need to be signed. Most commercial customers should have MBAs by now.

    • Credit Application Approved by MRS and SAP account established?

      • Account Profile document required if customer refuses to release financial results or other information

    • Enterprise Subscription Agreement v6.3

      • EA Subscription 6.3 caters for both Direct and Indirect enrolments

    • Enterprise Subscription Enrolment v6.3 (Direct)

    • Supply Agreement (per enrolment) v6.3

    • Customer Price Sheet (CPS)

      • Attachment to Supply Agreement

      • Signed by Customer

    • Customer Purchase Order

      • Must match CPS

      • Made out to MRS

    • 2 original copies of all contracts must be provided



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    Enterprise Agreement (Indirect) - State & Local Government (except Sth Aust)

    • GITC active and current?

      • GITC agreements have set time spans.

    • Enterprise Agreement v6.x active and current?

      • Government agencies may be able to enrol under Whole of Government Master

      • Each State government has own negotiated Enterprise Agreement version linked to GITC.

    • Enterprise Enrolment – v6.1 (Indirect)

      • Designate previous enrolment number if SA-only renewal

      • Use standard indirect enrolment (no specific government enrolments)

    • Enterprise Enrolment Amendment v6.x (Indirect)

      • Sets pricing to Local Government level D

    • Channel Price Sheet (CPS)

      • Signed by LAR

    • LAR Purchase Order

      • Must match CPS

      • Made out to MRS

    • 2 original copies of all contracts must be provided


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    Enterprise Subscription Agreement (Indirect) - State & Local Government (except Sth Aust)

    • GITC active and current?

      • GITC agreements have set time spans.

    • Enterprise Subscription Agreement v6.x active and current?

      • Government agencies may be able to enrol under Whole of Government Master (if signed)

      • Each State government has own negotiated Enterprise Subscription Agreement version linked to GITC.

    • Enterprise Subscription Enrolment – Indirect V6.1 (indirect)

      • Designate previous enrolment number if SA-only renewal

      • Use standard indirect enrolment (no specific government enrolments)

    • Enterprise Subscription Enrolment Amendment v6.x (Indirect)

      • Sets pricing to Local Government level D

    • Channel Price Sheet (CPS)

      • Signed by LAR

    • LAR Purchase Order

      • Must match CPS

      • Made out to MRS

    • 2 original copies of all contracts must be provided



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    Resources Available (cont)

    • http://www.microsoft.com/licensing

      • Current PUR

      • Current Product List

      • SA Benefits

      • Licensing Briefs: http://www.microsoft.com/licensing/resources/volbrief.mspx

    • Product Licensing Web “PL Web” (available soon)

      • Searchable by product

      • Aggregates PUR, Product List and Licensing Briefs

      • Product Licensing Summary

      • Archived PUR



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