Microsoft Software Assurance for Volume Licensing <Presenter name> <Date> Today’s Discussion What is Microsoft Software Assurance for Volume Licensing? The business opportunity The customer opportunity Targeting prospective customers Selling Software Assurance Benefits across the phases of the software lifecycle Call to Action Where to go for additional information What is Software Assurance? A comprehensive offering that helps you maximize the value of your technology investment More then just maintenance, Software Assurance offers a broad range of benefits to help deploy, manage, migrate and support software Collectively, these benefits help boost organizational performance with better budget predictability, lowered operating expenses, and support for employee productivity Evolution of Software Assurance Today, a maintenance offering with a broad range of benefits Deployment Expand access Launch Base Differentiate planning, to differentiated Offering and add value differentiated OS, technologies scale benefits • Rights to new • Training to help • Deployment • Access to new software versions build technical skills assistance through innovative desktop • Budget predictability and learn new services technologies and software • Support around the deployment models • Access to tools to clock to assist IT and to help ensure help troubleshoot minimize help desk operational and minimize calls efficiency downtime • Windows Vista • Perks for employees Enterprise and related to help boost morale technologies and support flexible work arrangements 2001-2002 2003-2005 2006 2007-Present Comprehensive Benefits at Every Phase Packaged Services: New Version Rights Desktop Deployment Step-Up License Availability Planning Services Spread Payments SharePoint Deployment Planning Services Business Value Deployment Services Windows® Fundamentals for Exchange Deployment Legacy PCs Planning Services Extended Hotfix Support Windows® Vista Enterprise Training Vouchers E-Learning 24x7 Problem Resolution Support Home Use Program TechNet Benefits for Software Assurance Office Multi-Language Pack Cold Backup for Disaster Recovery Employee Purchase Program Enterprise Source License Program The Partner Opportunity Enables long-term relationships The more benefits a customer activates and uses, the more likely they are to renew Increases customer satisfaction Commitment to Microsoft enables you to demonstrate value across the software lifecycle Creates new business opportunities Grow service revenue by cross-selling products and assist with deployment planning The Customer Opportunity Positive Impact on Business Value Reduce Costs Provides customers access to benefits that can help them save on acquisition of new software, training, support, consulting services, all leading to reduced total cost of ownership Empower Workers Provides IT Professionals, Developers, and end-users the tools, training, and support they need to help deliver business value and get the most out of Microsoft’s flexible, scalable application platform Secure The Infrastructure Prepares IT Professionals to help maximize and secure core infrastructure through integrated management and security solutions that help increase organizational agility, reduce system complexity, improve services, and help control costs Targeting Customers Customer Target Profile Customers most likely to acquire or renew their agreements with Software Assurance are those that: Are early or mainstream adopters of technology and have Microsoft software running their business solutions Recognize the value of having additional resolution support coverage, exclusive technology, and/or deployment services Have activated and used one or more Software Assurance benefits Have deployed the most recent versions of Microsoft Office, Microsoft Windows desktop and server operating systems Value for Every Role Business Leaders Confidence that their technology can have a positive impact on the bottom line Real Value: Predictable payments and budgeting help lower operating expenses including support, training, and deployment costs; increased employee productivity Technical Leaders More flexibility, support, and tools to deploy, manage, and migrate software Real Value: Easier license management; cost-effective desktop deployment; improved IT security; increased operational agility; access to security and management resources to assist in migration IT Professionals Improved productivity for IT staff and Information Workers can with training and support Real Value: Skill-building training; desktop flexibility; smoother migrations; enhanced employee performance and job satisfaction Benefit Relevance by Role Business Leaders Technical Leaders IT Professionals New Version Rights Spread Payments Step-Up License Availability Packaged Services Window s Vista Enterprise Microsoft Desktop Optimization Pack for Softw are Assurance Training Vouchers E-Learning Home Use Program Office Multi-Language Pack Employee Purchase Program Enterprise Source Licensing Program 24x7 Problem Resolution Support Cold Backups for Disaster Recovery TechNet Subscription through Softw are Assurance Extended Hotfix Support Value by Organization Size Small organizations Usually have relatively simple IT scenarios Tend to benefit most from the basics of Software Assurance: enhanced support, new version rights, and home use rights Mid-size organizations Those with fewer than 1,000 users and fewer than 500 PCs have more complex IT needs Interested in training options and improving the efficiency of IT Enterprise organizations Have the most complex IT scenarios In addition to the core Software Assurance benefits, enterprises get value from assistance with migration and support Selling Software Assurance Customer Insights New Customers Current/Renewing Customers Most important consideration Customers who use their benefits factors: renew at a higher rate Cost of Software Benefits strongly associated with Assurance renewals: Ability to upgrade to new Training Vouchers versions Employee Purchase Program Predictability in software Home Use Program budget forecasting TechNet Subscription Eliminate the time- 24x7 Problem Resolution consuming process of Support obtaining new licenses for upgrades New Version Rights Microsoft Software Assurance Topline Report, CMG Market Research and Insights, September 2007. Increasing Software Assurance Renewals, WWLP Analytics, September 2007 Real Customer Issues – Real SA Value Issue How SA Can Help SA Benefits Capital expenses Provide access to new versions as New Version Rights related to new software they are released during SA Step-Up License Availability acquisition coverage, ability to upgrade to a Spread Payments higher edition, and option to spread the cost of purchasing new software over a three-year period Cost and complexity of Provide consulting services, training, Packaged Services deploying new and support to help achieve Training Vouchers software, and getting seamless software migrations and E-Learning the most out of maximize technology efficiencies and 24x7 Problem Resolution Support software investment performance. TechNet Benefits for SA Home Use Program Planning and Provide technologies, training and Microsoft Windows Fundamentals for implementing a smooth tools to ensure smooth migration, Legacy PCs migration to Windows while allowing continued use of Microsoft Desktop Optimization Pack Vista hardware without compromising Desktop Deployment Planning security and stability. Services Training Vouchers TechNet Benefits for SA 24x7 Problem Resolution Support Real Customer Issues – Real SA Value Issue How SA Can Help SA Benefits Cost and time involved Provide instructor-led training to help Training Vouchers with helping build IT build technical skills, prepare for E-Learning technical skills and deployment, and support your Home Use Program learn new software organization’s infrastructure. Online learning and home use rights to help employees get up to speed fast. Cost and time related to Provide resources and tools to 24x7 Problem Resolution Support supporting accelerate problem resolution and TechNet Benefits for SA organizational reduce downtime, in turn lowering Extended Hotfix Support infrastructure and costs and improving productivity. providing internal product support Selling SA To New Customers Start the conversation early and make sure the customer understands the business value proposition of Software Assurance Position Software Assurance as part of a complete solution – including software and services Identify customer pain points and align them with Software Assurance benefits to demonstrate how they bring value to the organization Build a proposal based on your knowledge of the customer’s needs and incorporate appropriate benefit value messaging Demonstrate a customer’s potential ROI and compare with the costs of training, consulting services, support, and acquiring full licenses every three years Show that Software Assurance typically costs less than competitors’ maintenance programs and it includes a more comprehensive range of benefits Underline that Software Assurance is the most cost-effective way to acquire licenses for the next release Building the Relationship Building relationships with customers around Software Assurance is a continuum; help customers realize the value over time Getting customers to activate and use their benefits is critical to helping customer realize value and driving renewals At a minimum, encourage customers to use the “anchor” benefits to help get them on the path to renewal Encourage customers to use their benefits: Early - Soon after signing or renewal Often - To increase the customer’s engagement with Microsoft products across the software lifecycle Deep - To exemplify the anchor benefits that improve customer return on investment Broad - By many people throughout the organization Software Assurance Benefits and the Software Lifecycle Software Lifecycle Phases Phase Description Plan Managing and controlling costs are always top priorities. The New Version Rights benefit ensures access to the latest versions of Microsoft software. The Spread Payments benefit reduces initial outlay and assists with budget planning over the term of the agreement. Deploy Help reduce the cost and complexity of deployment. Customers work with a pre-qualified consultant to create a deployment plan to help their organization evolve to a more secure, well-managed and cost effective desktop or server environment . Use Customers can position the organization and people to help maximize their technology investment in order to create, manage, and drive business growth. Training, workforce, and Windows optimization benefits can help enhance business performance. Maintain Software Assurance provides comprehensive support coverage, including 24x7 phone support, Web support during business hours, and access to TechNet Subscription through Software Assurance. Transition If a customer’s organization runs legacy software or hardware, or needs more than just mainstream product support, they’re covered with benefits such as Windows Fundamentals for Legacy PCs, and Extended Hotfix Support. Plan •New Version Rights •Step-up License Availability •Spread Payments Planning Benefits New Version Rights – Access new software versions released during the term of your coverage – at no additional charge to your organization Helps lower the costs associated with software acquisition Simplifies procurement and forecasting Step-Up License Availability – Migrate your software from a lower-level software edition to a higher-level edition of certain products Preserves and extends your technology investment Flexibility to take advantage of enhanced features and technology Spread Payments – Allows predictable payments and easier budget management Take advantage of greater flexibility in your technology expenditures by paying over time Forecast annual software requirements up to three years in advance Deploy •Packaged Services: •Desktop Deployment Planning Services •SharePoint Deployment Planning Services •Exchange Deployment Planning Services •Business Value Planning Services Packaged Services Packaged Services: Plan and prepare for successful deployment of new software through the four types of consulting engagements: Desktop Deployment Planning Services SharePoint Deployment Planning Services Exchange Deployment Planning Services Business Value Planning Services, offers particular focus on business analysis and optimizing performance of Office 2007 With these service offerings you can: Access expert consulting services Reduce deployment costs Improve deployment timeline and readiness Maximize the value of your software Free up resources Desktop Deployment Planning Services Desktop Deployment Planning Services (DDPS): Helps lower the cost and complexity of deploying the latest Microsoft Office and Windows desktop software Work with a pre-qualified Microsoft provider to create a comprehensive deployment plan including analysis, business case, process, and technical procedures Consulting services reduce the interaction time required to install desktop applications and operating systems Installation can take a few moments or can be completely automated using Zero Touch Installation with System Center Configuration Manager 2007 Number of engagement days based on Software Assurance coverage Learn more about DDPS SharePoint Deployment Planning Services SharePoint Deployment Planning Services (SDPS): Customized consulting helps lower the cost and complexity of deploying Microsoft Office SharePoint Server A pre-qualified consultant will share best practices, analyze your organizational environment and provide tools and services that help manage implementation and the migration of data Service areas include collaboration and portals, enterprise search, and web and portal content management A customized roadmap includes a comprehensive business plan, timelines, and resources to help transform collaborative processes using SharePoint Number of engagement days based on Software Assurance coverage Learn more about SDPS Exchange Deployment Planning Services Exchange Deployment Planning Services (EDPS): Designed to help guide your organization through the deployment planning stages of a Microsoft Exchange implementation A pre-qualified consultant will review new Microsoft Exchange product features, share best practices, and analyze organizational requirements Through hands-on deployment training and collaboration, and your consultant will help create comprehensive deployment and implementation plans Number of engagement days is 1, 3, 5, 10, or 15, as determined by your Software Assurance coverage Learn more about EDPS Business Value Planning Services Business Value Planning Services (BVPS): Helps your organization's business decision makers develop a plan to maximize the business value of the Microsoft Office system A pre-qualified consultant will provide structured, multi-day engagements Your consultant will work with you to document, analyze, and design a plan that will help you unlock the potential of your existing investment, drive change, and improve your business processes Number of engagement days is 3, 5, 10, or 15, as determined by your Software Assurance coverage Learn more about BVPS Use: Windows Optimized Desktop Benefits Windows Vista Enterprise Microsoft Desktop Optimization Pack Vista Enterprise Centralized Desktop Enterprise Source Licensing Program The Optimized Desktop Flexible Offerings to Address Customer Needs Asset Inventory Services Application Virtualization Diagnostic & Recovery Toolset Includes all features of Advanced Group Policy Management Windows Vista Business plus: Desktop Error Monitoring Diskless PCs & Remote Boot Enterprise Desktop Virtualization Four Virtual Operating Systems Windows BitLocker™ Drive Encryption Enables business to: Multi-lingual User Interface (MUI) Find and Use Information Enable Mobile Workforce Subsystem for Unix-Based Apps (SUA) * Improve Security and Compliance Optimize Desktop Infrastructure Subscription Access Only Available Only Within Within Software Assurance Software Assurance For All Customers *Subscription Access within SA is required for VECD for Rich Clients only Windows Vista Enterprise Maximize Desktop Investment Available only to SA customers Windows BitLocker Drive Encryption Increased manageability Four Virtual OS Protects data in lost or stolen Diskless PC & Remote Boot PCs SUA Enables single image for multiple Multi-lingual User Interface (MUI) languages Reduces application compatibility issues on legacy applications Application compatibility PC manageability Flexible computing models Protect data on PCs DEM System Center System Center Virtual App Operations Server Manager 2007 Translating software inventory Enhancing group policy through Dynamically streaming into business intelligence change management software as a centrally managed service Proactively managing application Powerful tools to accelerate Simplifying deployment and operating system failures desktop repair and management of Virtual PCs Flexible Centralized Desktop Computing Options Flexible options for productivity, security and TCO Terminal Services for PCs and Thin-Clients Windows Vista Enterprise Centralized Desktops for PCs and Thin Clients Centralized Desktop Richer central user experience Server desktop or app. experience Central execution of Windows Session based Use centralized VMs with existing PCs PCs and thin-clients Data and Thin Client Rich user experience Local execution of centrally stored Windows Center Centrally managed apps w/ offline access Local execution of apps and Windows Eliminate local hard drives Reduce App to App compatibility issues Diskless PCs Application Virtualization for Desktop Investing in Continuous Value Refresh Multiple channels enable faster, more diverse value Standard business operating system + Differentiated Windows versions Windows Futures • Enhanced versions of Enterprise SKU Centralized Desktop • Annual rev of MDOP technologies + Differentiated services and subscription technologies • New MDOP Product additions • Expanded licensing and subscriptions Use: Training Benefits Training Vouchers E-Learning Training Benefits Training Vouchers can be used for instructor-led technical training that helps: Reduce overall IT training budget Build and refresh technical skills Prepare IT Professionals and developers for successful deployments E-Learning courses offer an online, interactive, self- paced learning experience that helps: Lower training costs Prepare end-users and IT Professionals for deployment Provide learning opportunities when and where it’s convenient Use: Workforce Benefits Home Use Program Office Multi-Language Pack Employee Purchase Program Workforce Benefits Home Use Program (HUP) gives employees the flexibility to use the same software at home that they use at work. HUP helps: Increase employee productivity using the latest Microsoft Office software Reduce IT burden Enhance job satisfaction Office Multi-Language Pack (Office MLP) provides a single Office 2007 image with support for 37 languages, while supporting individuals who create or edit content in multiple languages Employee Purchase Program (EPP) contributes to employee satisfaction by providing discounts on some of Microsoft’s most popular productivity and entertainment products. EPP helps: Boost morale Enhance employee loyalty Maintain 24x7 Problem Resolution Support TechNet Benefits for Software Assurance Cold Backups for Disaster Recovery 24x7 Problem Resolution Support 24x7 Problem Resolution Support helps reduce downtime and support costs Around-the-clock phone support for business critical issues Extended product support coverage for all Microsoft server, Microsoft Windows operating system, and Microsoft Office system products Unlimited online support and Web support for all Standard and Enterprise edition server products Additional value for Premier Support: Software Assurance-awarded incidents can be converted to Premier support incidents TechNet Benefits for SA Access to experts, technical tools, and resources: TechNet Online Concierge Chat: live, instant-message access to a Microsoft resource that can help pinpoint answers to IT challenges. Available to all IT staff TechNet Managed Newsgroups: IT Professionals can submit technical questions through online forums and have guaranteed response and accuracy with the answers provided. Available to all IT staff TechNet Plus Direct: Access all Microsoft full-version commercial software for evaluation; two complimentary Professional Support incidents; Beta software; E-Learning; and access to the TechNet Plus Library. Available to one IT Professional in your organization An additional support benefit, Cold Backups for Disaster Recovery, helps maintain and protect mission-critical solutions Transition Windows Fundamentals for Legacy PCs Extended Hotfix Support Windows Fundamentals for Legacy PCs Helps reduce the costs of owning legacy PCs, while improving their management and security Reduces personnel costs by minimizing the number of different operating systems that need to be managed Brings legacy desktops into a well-managed infrastructure using the same tools as Windows XP SP2 Deploy the minimum required functionality Delay short-term hardware acquisition costs by locking down the desktop Protects legacy PCs to the same high levels as Windows XP SP2 PCs Work on applications by using Web browsers and terminal emulation Extended Hotfix Support (EHS) Helps reduce support costs and makes it supports software transitions from Mainstream Support to Extended Support Type of Support Mainstream Support Phase Extended Support Phase Requests to change product design and features Security updates Other non-security hotfixes Complimentary support1 included with license, licensing program2, and other no- charge support programs Paid support (including pay-per-incident Premier and Essential applicability) Applies to business and Product category applicability Applies to all products developer software only Available Not available Available only with purchase of Extended Hotfix Support EHS: Business Rules You Should Know Program fee Products covered Enrolment fee for EHS is included as EHS applies to current service pack part of the SA purchase on select levels only products Must have SA coverage on product Fee for first hotfix is not included hotfix requested Enterprise Support contract The following products are eligible for Must have a Premier Support the EHS benefit (please review the Agreement. Only Premier Support licensing eligibility rules): offerings provide support on products Exchange Server in the extended phase of the product Microsoft Operations Manager lifecycle SMS Must enroll in Extended Hotfix SQL Server Support, subject to its terms and Windows Server conditions, prior to requesting a hotfix Windows Client Enrollment in EHS can be completed Office Professional at any time for those select products covered by the SA EHS Benefit Call to Action: New Customers Start the conversation early Position Software Assurance as part of a complete solution Align value Software Assurance to customer issues Build a customized proposal for your customer Compare with costs of not acquiring Software Assurance Address competitive concerns by comparing costs and breadth of benefits Call to Action: Existing Customers Help your customers activate and use their benefits Promote the consumption of key benefits Early - Soon after signing or renewal Often - To use benefits across the software lifecycle Deep - To exemplify the anchor benefits the prove return on investment Broad - By many people throughout the organization Ensure the right people are informed about SA benefits Revisit your customer’s entitlement/consumption quarterly Demonstrate value throughout the term of their coverage Where to go for Additional Information Customer-facing information about Software Assurance: http://www.microsoft.com/licensing/sa Sales guidance and resources: https://partner.microsoft.com/softwareassurance Training: https://training.partner.microsoft.com/plc Readiness: http://www.mmsreadiness.com/ LicenseWise: https://partner.microsoft.com/LicenseWise .
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