Build Your Bottom Line Welcome Introductions Agenda Netware to NT Migration Rebate Promotion Tammy Gibson Netware to NT Migration Rebate Program From now until April 30th, you’ll receive a 10% rebate (up to $2,000 per invoice) on all Microsoft BackOffice products sold under Open License that include Microsoft Windows NT Server CUP or BackOffice Server CUP, as well as SBS In order to receive a rebate, you must first register for the program http://www.microsoft.com/directaccess/netw are/rebate.htm SBS 4.5 Product enhancements include: – User limit increased from 25 to 50 – Maximum database size; 10 GB per database – Includes latest products, such as SQL 7.0, Exchange 5.5 and Proxy 2.0 – Y2K compliant SBS 4.5 Free upgrade from 4.0 to 4.5 Product availability Availability List availability dates. Describe where product can be purchased, or where to direct orders. W. Ruben Collazo email@example.com (813) 281-3918 Licensing Specialist Anti-Piracy Learning Objectives Explain the Open Licensing Program and why it works for Small & Medium sized business Understand point counts, price levels, product pools, pool minimums under the Open License program. Understand license types Clients & Servers Understand the Reseller Price List Fill out an order form Microsoft Volume Licensing Select Large (1,000 -100,000+ PC’s) Price based on volume Requires 2 year contract Specialized sales channel (LAR) Medium Open License (5 - 1000+ PC’s) Easy to acquire licenses Small Initial quantity sets discount Broad reseller channel Customer Benefits Simple transaction process – Customer only pays once Price based on volume (approximate discounts off ERP) – Level A = 18% discount – Level B = 22% Discount – Level C = 28% Discount Value of Open License Simple, Easy, cost-effective solution Eliminates the need for buying & managing Full Package Product For small & medium sized organizations. (As few as 5 computers qualify) Adds additional license rights. Such as the right to copy and distribute the original copy of the software. Up to number purchased. The original copy can be FPP, WWF etc. W. Ruben Collazo: Value of Open License Period starts at (Cont’d) first of month. Acquisition of licenses to match the number of users. Application concurrency is no longer available. Customer places an initial order that establishes a price level for the following 24 full calendar months. Upgrade rights are available for the covered products. Per Seat/Per Server still available for some Servers Reseller Benefits Build customer relationships – two year relationship – Upgrade advantage Less overhead for resellers Deployment opportunity for increased sales – Services – Asset Management through secure Website Cost Effective (FPP vs Open esp. Servers) When is software in use? Software is copied when it is installed on the hard disk of a computer or when it is loaded in the computer’s temporary memory (RAM). Computer software is protected against unauthorized copying and use by copyright law and other intellectual property laws and treaties. These laws and treaties grant the author, typically the publisher of the program, a number of exclusive rights, most importantly the right to make copies of the software. How Does the Open License Work? Products are ...And Assigned Applications Grouped... A Point Value... Systems . Servers . 2 points 30 points …Which Adds Up To A Discount Level... …Which Customers Can Use For Two Years 500 150 10 A B C (reorders at 1 point minimum) Three Different Product Pools Application Pool System Pool Server Pool Microsoft Office Microsoft Microsoft Windows ’98 BackOffice Server Upgrade Microsoft Office Microsoft Windows Microsoft Professional NT Workstation BackOffice Client v 4.0 upgrades Access License Office Upgrade Windows Upgrade Microsoft Windows Advantage NT Server Office Upgrade Windows NT Server Advantage Upgrade Microsoft Excel Microsoft Windows NT Server Client Access License Microsoft Word Point values Application Point System Pool Point Server Pool Point Pool Office 2 Windows 2 BackOffice 30 ’98 Upgrade Server Office 2 Windows 2 BackOffice 2 Professional NT Client Workstation Access v 4.0 License upgrades Office 2 Windows 2 Windows 15 Upgrade Upgrade NT Server Advantage Office 2 Windows 15 Upgrade NT Server Advantage Upgrade Excel 1 Windows 1 NT Sever Client Access License Word 1 Upgrade Advantage Get Current & Stay Current Example Office 4.x Upgrade Advantage Rights to future upgrades Buy Open License 2 years Upgrade Advantage Get Current & Stay Current Keep enrolled licenses up to date Aggregate to meet level requirements Pricing is not tiered It’s always the right time to buy upgrade advantage! – Office 2000 coming – Windows 2000 also on its way eMOLP (“Electronic Microsoft Open License Program”) Web-based delivery of license rights Replaces hard-copy License Certificate delivery Secured web site for customer Drives Internet commerce How does it work? •Process order •Post order information on distributor website Customer •Post confirmation to customer eMOLP website accesses •Send notification letter to customer secure •Authorization # eMOLP •Web site address web site •Customer creates password 24 hours 48 hours Licenses for Servers & Client Access Microsoft License Model - Servers & Clients are licensed separately Client Access License: Gives the right to access a SERVICE on the Server License Examples What level? 1 Server 5 Users 2 Servers 150 Users 5 Servers 250 Users Open Example A 50 Clients running Windows 95 already have access to One Windows NT Server F&P. (50 existing CALS). Customer wants to: (1) Upgrade all clients to Win NT Workstation (2) Implement email for the 50 clients on Exchange server. What part #s do you order and how many should you acquire? $ 15,201 ERP Answers example A 50 Work Station Licenses for Win NT x 2 = 100 points (systems product pool) 1 Server license for Exchange Server x 15 points (Server Product Pool) 50 Exchange Server CALS x 1 point = 50 points (Server Product Pool) Open Example B Current Situation: – 2 Netware Servers – 175 Clients using Windows 95 – 75 clients using Windows 3.11 Customer Objectives: – Migrate Servers to Windows NT Servers – Upgrade 75 computers to Windows 98 – Upgrade 175 clients to Windows NTW – Have 250 computers using File & Print Services. $ 48,291 ERP Example B - Answer 2 competitive upgrades for 2 Microsoft Windows NT Servers X 15 = 30 points (Server product pool) 250 NT Server CUP CALS x 1 = 250 points (Server product pool) 75 Windows 98 Upgrade X 2 = 150 points (systems Pool) 175 Windows NT Workstation x 2 = 350 points (systems pool) www.licenseonline.com Converting Influencers into Sellers Order fulfillment, customer tracking Conference with MCSP/VAP’s customers to close the sale Authorized Education Reseller Provides Microsoft District reporting Push/Pull Marketing Programs Provide Terms/Leasing Get the Button! Get the Button, Get the Business, Get the $$$ MCSP/VAP signs on via web and establishes profile Add the Button to your Website Customized to MCSP/VAP logo and pricing Online Quick Quote™ pricing tool www.licenseonline.com/gulfstates • Microsoft® Cordless Phone System • $159.00 Retail • Winners published on WebSite Resources Open License Video – www.microsoft.com/salesspecialist – CD-ROM or Video Resellers: www.microsoft.com/directaccess/license – Open License Bulletin newsletter – Open License sales materials – eMOLP Customers: www.microsoft.com/licensing Questions?