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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 Confidential – No Public Release
                                2
Microsoft Software Assurance


 Presentation for Large Account Resellers
             Thomas Kablau
      Licensing Marketing Manager
            Microsoft Australia
          Phone 612 9870 2909
         tkablau@microsoft.com
Agenda


  Software Assurance Overview

  Software Assurance Features Review

  Getting Started with Benefits Activation and
  Management




                   Microsoft Confidential – No Public Release
                                 4
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.


                    Microsoft Confidential – No Public Release
                                  5
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



                     Microsoft Confidential – No Public Release
                                   6
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


                                     Microsoft Confidential – No Public Release
Availability varies by feature and region. Offerings subject to change.
                                                 7
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

                                     Microsoft Confidential – No Public Release
Availability varies by feature and region. Offerings subject to change.
                                                 8
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.

                                     Microsoft Confidential – No Public Release
Availability varies by feature and region. Offerings subject to change.
                                                 9
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.

                                     Microsoft Confidential – No Public Release
Availability varies by feature and region. Offerings subject to change.
                                                10
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).




                                     Microsoft Confidential – No Public Release
Availability varies by feature and region. Offerings subject to change.
                                                11
           Desktop Offerings
                                              Open          Select       Open        Select      Open Value     Campus/      EA/ EA
                                            License/       License/     Value     License SAM     Company-       School    Subscription
                                            Academic       Academic      (OSL       / Select     wide Option   Agreement
                         Offerings            Open         Select**       and      Academic       (OSL and      Academic
                                                                        MYO in       SAM**         MYO in        SAM**
                                                                        EMEA)                      EMEA)


Productivity     New Version Rights                                                                                       


                 Spread Payments                                                                                           

                 Home Use Program                                                                                          
                 (Office)

                 Employee Purchase                                                                                            
                 Program

Support          TechNet Online                                                                                              
                 Concierge Chat

Tools            Windows Pre-                                                                                                
                 installation
                 Environment Tool

                 Corporate Error                                                                                             
                 Reporting

                 Enterprise Source                                                                                             
                   Licensing Program

Training         eLearning                                                                                                


                 Training Vouchers                                                                                           




           * Availability varies by offering and region  Microsoft Confidential – No Public Release
           ** Academic Programs do not include Enterprise Source Licensing Program, Training
                                                                        12
              Vouchers, or EPP and Work at Home replaces Home Use Program
   Server Offerings

                                                         Open         Select       Open        Select        Open      Campus/     EA/ EA
                                                       License/      License/      Value      License        Value      School    Subscripti
                                                       Academic      Academic                  SAM /       Company-   Agreement      on
                                 Offerings               Open         Select                   Select        wide      Academic
                                                                                             Academic       Option       SAM
                                                                                                SAM


Productivity      New        Version Rights                                                                                    
                  Spread       Payments                                                                                         
Support           Problem       Resolution                             **                                                        
                  Support
                         Web Support for
                          Standard Edition
                         Business Hour
                          Telephone and Web
                          Support for
                          Enterprise Edition
                     TechNet Online Concierge           **            **                                                       
                      Chat
                             Premium Content
                  TechNet       Plus                                   **                                                       
                         Managed
                          Newsgroups
                         TechNet Plus
                          Subscription Media
                     Extended Lifecycle Hot-fix                        **                                                       
                      Support
Tools             Windows Pre-installation                                                                                        
                  Environment Tool
                  Corporate       Error Reporting                                                                                 

                  “Cold” Backup for                                                                                            
                  Disaster Recovery
Training          eLearning                                                                                                    



                                                              Microsoft Confidential – No Public Release
        * Availability varies by offering and region
        ** Not included with Academic Open/Select                            13      SA required on both Server and CAL
        *** Requires Platform or Core CAL
Long Term Value Proposition

                      Training Vouchers                                      Extended Lifecycle
                                                                                 Hot-fixes
                      Problem Resolution               eLearning              “Cold” Server
                           Support                                              Backups
 Acquire more up-      (web and phone)
 front and spread                                                             Corporate Error
payments annually                                 Home Use Program
                       TechNet Plus &                                           Reporting
                       TechNet Online
                       Concierge Chat                                          New Version
                         (knowledge             Employee Purchase                Rights
                          resources)                Program

Annual budget and        Windows Pre-
       pricing            installation                                          Protect
 predictability for      Environment
 life of agreement     (Standard Image)              Worker                   Investment
                                                  Proficiency &
                       Deployment                 Value to Org
  Practical            Planning &                                            Problem Resolution
                        Execution                                                 Support
 Acquisition                                                                  (web and phone)

                                Microsoft Confidential – No Public Release
                                             14
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.




                                     Microsoft Confidential – No Public Release
                                                  15
Activating and Management
of 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
                        Microsoft Confidential – No Public Release
                                     16
Activating and Management
of 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
                        Microsoft Confidential – No Public Release
                                     17
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.

                       Microsoft Confidential – No Public Release
                                    18
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.
                      Microsoft Confidential – No Public Release
                                   19
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.

                      Microsoft Confidential – No Public Release
                                   20
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.


                               Microsoft Confidential – No Public Release
                                            21
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.


                               Microsoft Confidential – No Public Release
                                            22
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.
                      Microsoft Confidential – No Public Release
                                   23
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

                      Microsoft Confidential – No Public Release
                                   24
Questions?




  Microsoft Confidential – No Public Release
               25
Microsoft Open Licensing Programs


               Thomas Kablau
         Licensing Marketing Manager
              Ph – 02 9870 2909
        Email – tkablau@microsoft.com
Agenda


 Brief overview of Open Govt
 Open Business and Open Volume
 Open License Value
 Renewing Open Agreements
 Open Agreements and Transferring licenses




                  Microsoft Confidential – No Public Release
                               27
Open License Purchase Plans - Commercial



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




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




                                        Open Volume
                               Compelling value proposition for customers based
                                           on a volume commitment



                            Microsoft Confidential – No Public Release
                                         28
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




                    Microsoft Confidential – No Public Release
                                 29
Open Licence – Business/Volume

     Positioning
     Qualifying Criteria
     How it Works
     Route to Market
     Software Assurance Benefits




           Microsoft Confidential – No Public Release
                        30
 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



                   Microsoft Confidential – No Public Release
                                31
   Open Licence Pools



 Initial Open licence purchase order                                   Open licence
                                                                       Price Level

Applications      Systems                   Servers
Office XP = 2     Windows XP Pro            Windows
points            upgrade                   Server 2003 =
                  = 2 points                15 points


  500 points        500 points                500 points               Open Volume


                    5 licences                                         Open Business



                          Microsoft Confidential – No Public Release
                                       32
   How It Works

         Write a „shopping list‟ of products
Step 1


Step 2   Assign each product to the relevant ‗product pool‘




Step 3   Assign points to each product




Step 4   Add up the points in each product pool separately




Step 5   Find your licensing model for each product pool



                               Microsoft Confidential – No Public Release
                                            33
    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
      Microsoft Confidential – No Public Release
                   34
   How It Works

Step 1   Write a ‗shopping list‘ of products




Step 2   Assign each product to the relevant „product pool‟




Step 3   Assign points to each product




Step 4   Add up the points in each product pool separately




Step 5   Find your licensing model for each product pool



                                Microsoft Confidential – No Public Release
                                             35
APPLICATIONS
               100 x Office XP
               2 x MapPoint 2002
               4 x Project 2002
               1 x FrontPage 2002
SYSTEMS




               250 x Windows XP Pro



               1 x Windows 2000 Server
SERVERS




               1 x Exchange 2000 Server
               100 x Exchange 2000 CAL

                          Microsoft Confidential – No Public Release
                                       36
    How It Works

Step 1   Write a ‗shopping list‘ of products




Step 2   Assign each product to the relevant ‗product pool‘




Step 3   Assign points to each product




Step 4   Add up the points in each product pool separately




Step 5   Find your licensing model for each product pool



                                Microsoft Confidential – No Public Release
                                             37
               100 x Office XP                              100 x 2 points = 200
APPLICATIONS


               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



               1 x Windows 2000 Server                        1 x 15 points = 15
SERVERS




               1 x Exchange 2000 Server                       1 x 15 points = 15

               100 x Exchange 2000 CAL                          100 x 1 point = 100
                                  Microsoft Confidential – No Public Release
                                               38
   How It Works

Step 1   Write a ‗shopping list‘ of products




Step 2   Assign each product to the relevant ‗product pool‘




Step 3   Assign points to each product




Step 4   Add up the points in each product pool separately




Step 5   Find your licensing model for each product pool



                                Microsoft Confidential – No Public Release
                                             39
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
                                                                   Total = 207
SYSTEMS




               250 x Windows XP                          160 x 2 points = 500
                                                                        Total = 500

               1 x Windows 2000 Server                      1 x 15 points = 15
SERVERS




               1 x Exchange 2000 Server                     1 x 15 points = 15
               100 x Exchange 2000 CAL                       100 x 1 point = 100
                                                                         Total = 130
                                  Microsoft Confidential – No Public Release
                                               40
   How It Works

Step 1   Write a ‗shopping list‘ of products




Step 2   Assign each product to the relevant ‗product pool‘




Step 3   Assign points to each product




Step 4   Add up the points in each product pool separately




Step 5   Find your licensing model for each product pool



                                Microsoft Confidential – No Public Release
                                             41
OPEN VOLUME




              500                     500                                      500


                    Applications                     Systems                         Servers




                OPEN VOLUME – required 500+ per pool
BUSINESS
 OPEN




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

                                       Microsoft Confidential – No Public Release
                                                    42
Route to Market


                       eOpen




                                                                           Invoice
                                                                   Order
           Order                                     Order


                                                     Invoice
           Invoice


Customer                    Reseller                              Distributor




                     Microsoft Confidential – No Public Release
                                  43
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




                    Microsoft Confidential – No Public Release
                                 44
Open Licence Value

  Positioning
  How it Works
  Route to Market




        Microsoft Confidential – No Public Release
                     45
    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




                     Microsoft Confidential – No Public Release
                                  46
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     Windows                                    Core CAL
  Professional       Professional
                       Upgrade                              Windows CAL

                                                           Exchange CAL

                                                                 SMS CAL

                                                         SharePoint™ CAL




                    Microsoft Confidential – No Public Release
                                 47
Route to Market


                    MVLS

                                               Fee




                                                                            Invoice
                                                              Order
                                             payment
           MSA




                       Order


                            Invoice
Customer                                                              ALP




                 Microsoft Confidential – No Public Release
                              48
    START                                      Recommend Open Business
Does the customer             No                   or Open Volume
 want to purchase
L&SA, and spread
  their payments              Yes                 How many desktops does
    annually?                                       the customer have?




            >250                                  <250



      Possibly Select or    Does customer show                               No    Recommend Open
     Enterprise Agreement   interest in –                                            License Value
                            •Growth Management?
                            •Standardisation?
                            •Asset Management?                               Yes   Recommend OLV
                            •Centralised purchasing?                                Company Wide
                                                                                       Option


                                Microsoft Confidential – No Public Release
                                             49
Open Business/Volume Renewals




               Microsoft Confidential – No Public Release
                            50
Open Value Renewals




                Microsoft Confidential – No Public Release
                             51
Open Value CWO Renewals




               Microsoft Confidential – No Public Release
                            52
 Microsoft Select Agreement



Presentation for Large Account Resellers
              Mike Parker
          Licensing Specialist
           Microsoft Australia
                 Select Licence



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




                    Microsoft Confidential – No Public Release
                                 54
                     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




                        Microsoft Confidential – No Public Release
                                     55
              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



                   Microsoft Confidential – No Public Release
                                56
                  Pools and Points


Applications            Systems                                  Servers

Office Pro L/SA   5     Windows XP                       2       Windows 2003       15
Excel             1     upgrade                                  Server
Project           2                                              SQL Server Std Per 50
                                                                 Proc L/SA




                        Licence Types
                         New licences
                      Windows Pro Upgrade
                      Software Assurance
                         Microsoft Confidential – No Public Release
                                      57
          Forecast and Price Level


               Level A Level B Level C Level D


Applications Level C


Systems      Level A



Servers      Level B


                1.500       12.000           30.000             75.000
                                                      Points (3 years)
                   Microsoft Confidential – No Public Release
                                58
         Volume vs. Forecast

Points




                                                      Level D   75.000


                                                      Level C
                                                                30.000

                                                      Level B
                                                                12.000

                                                      Level A
                                                                1.500


                          AGREEMENT TERMINATED




             Microsoft Confidential – No Public Release
                          59
           Select Agreement with Affiliates


                Microsoft Business Agreement (MBA)


                      Microsoft Select Agreement
                                   Product pools

                            Forecast and price levels


Microsoft Select Enrolment                             Microsoft Select Enrolment
    Customer affiliate(s)                                      Customer affiliate(s)

         Microsoft                                                        Microsoft

   Large Account Reseller                                    Large Account Reseller


                             Microsoft Confidential – No Public Release
                                          60
               Select Agreement with Outsourcing


                        Microsoft Business Agreement (MBA)


                            Microsoft Select Agreement
                                      Product pools

                               Forecast and price levels


Microsoft Select Enrolment                                  Microsoft Select Enrolment
Customer affiliate(s)                                               Customer affiliate(s)

Microsoft                                                                    Microsoft

Outsourcer                                                        Large Account Reseller

Large Account Reseller
                                Microsoft Confidential – No Public Release
                                             61
                           Indirect Route to Market



Contract and price level




                                                                             Ordering & invoicing
                                              Large
                                              Account
                                              Reseller




                                              Customer




                                Microsoft Confidential – No Public Release
                                             62
                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)




                     Microsoft Confidential – No Public Release
                                  63
           Transferring Select Licences


In the event of a merger, divestiture, or
acquisition
To an affiliate
Other transfers require Microsoft‘s consent in
writing




                  Microsoft Confidential – No Public Release
                               64
            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




                   Microsoft Confidential – No Public Release
                                65
               Software Assurance Desktop Offerings


                                                                   Select   Select licence
               OFFERINGS                                          licence       SAM
PRODUCTIVITY     New Version Rights                                             
                 Spread Payments                                                
                 Home Use Program (Office)                                      
                 Employee Purchase Program                                       
                 TechNet Online Concierge Chat -
SUPPORT
                 Premium Content
                                                                                 
TOOLS            WinPE                                                           
                 Corporate Error Reporting                                       
                 Enterprise Source Licensing
                 Program
                                                                                 
TRAINING         eLearning                                                      
                 Training Vouchers                                               




                              Microsoft Confidential – No Public Release
                                           66
           Software Assurance Server Offerings


                                                                           Select   Select licence
               OFFERINGS                                                  licence       SAM

PRODUCTIVITY     New Version Rights                                                     
                 Spread Payments                                                        
                 Problem Resolution Support
SUPPORT          
                 
                     Web Support for Standard Edition
                     Business Hour Telephone and Web Support
                                                                                        
                     for Enterprise Edition


                 TechNet Online Concierge Chat                                          
                 TechNet Plus
                    Managed Newsgroups                                                 
                    TechNet Plus Subscription Media

                 Extended Lifecycle Hot-Fix
                 Support                                                                
TOOLS            WinPE                                                                   
                 Corporate Error Reporting                                               
TRAINING         eLearning                                                              

                                                              SA required on both Server and CAL
                                   Microsoft Confidential – No Public Release
                                                67
Support Tools




explore.ms
MVLS




  Microsoft Confidential – No Public Release
               68
             Select License Summary


Feature                                     Benefit

                                            Flexibility to buy licences if and
Transactional
                                            when needed

                                            Less overhead than FPP or Open
Monthly ordering
                                            licence

Initial pricing based on volume             Immediate savings and no initial
forecast                                    purchase order required

Optional Software Assurance                 Predictable costs of new versions

                                            Economies of scale and
Single agreement for all affiliates
                                            manageability




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                                     69
   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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                                70
Questions?



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                71
Academic Licensing Programs

      Andrea McDonald

  Academic Licensing Specialist

          02 9870 2913
          0404 827 876
     andreamc@microsoft.com
Agenda

 User Definitions
 Program Options
 Perpetual Agreements
 Campus Agreement and School Agreement (CASA)
 Software Assurance Benefits
 Select Student Licensing




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                             73
 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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                                                    74
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.



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                                   76
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

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                                   77
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?


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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.

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                                          79
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
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                                          80
 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

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                                  81
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%)



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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
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                                 83
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

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                                               84
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

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                               85
 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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                                               86
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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                                   87
Questions?



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                88
Enterprise Agreement Sales Cycle


                April 2005

              Robert Vogler
        National Licensing Manager
Agenda


Enterprise Agreement & Subscription Agreement Basics
Basic Qualifying Steps
Engagement Process
Processing Checklist
Resources Available




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                                90
Enterprise Agreement & Subscription EA Basics
 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.




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                               92
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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Enterprise Agreement 6

Features                                                       Benefits
Savings on standardisation                                     Lower cost of ownership


Additional products through the EA. Can be added at any        Easier to manage licences under single agreement
time during term.
Fixed pricing for products added at signing for the term of    Increased budget certainty & price protection
the enrolment
Load (previously ordered) software when you need it and        Easier deployment, simplified budgeting and
report annually                                                administration.
Annual payments                                                Budgeting certainty, lower administration


Software Assurance Membership                                  All Software Assurance benefits entity-wide


Access to evaluation copies of product                         Ensure that the product will fit your requirements prior to
                                                               purchase


Access to training copies of product                           Help to ensure that staff get maximum return on
                                                               investment

Local empowerment flexibility                                  Ability to better tailor licensing solution to customer need




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                                                              94
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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                                95
Enterprise Subscription Agreement

 Feature                                                        Benefit
 Savings on standardisation                                     Lower cost of ownership


 Additional products through the EA. Can be added at any        Easier to manage licences under single agreement
 time during term.

 Fixed pricing for products added at signing for the term of    Increased budget certainty & price protection
 the enrolment

 Load (previously ordered) software when you need it and        Easier deployment, simplified budgeting and
 report annually                                                administration.

 Annual payments                                                Budgeting certainty, lower administration


 Software Assurance Membership                                  All Software Assurance benefits entity-wide


 Access to evaluation copies of product                         Ensure that the product will fit your requirements prior to
                                                                purchase

 Access to training copies of product                           Help to ensure that staff get maximum return on
                                                                investment

 Annual reporting of quantities (up or down)                    Accommodates fluctuation in usage
                                                                (acquisition/divestiture)

 Buy-out option                                                 Safety net at end of term/move to perpetual


 Local empowerment flexibility                                  Ability to better tailor licensing solution to customer need
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                                                               96
Matrix - EA/EA Subscription

 Features                                               EA                             EA Subscription
 Savings on standardisation                             Yes                            Yes

 Additional products through the EA                     Yes                            Yes

 Fixed pricing for products added at signing for        Yes                            Yes
 the term of the enrolment

 Load (previously ordered) software when you            Yes (True Up)                  Yes
 need it and report annually

 Fixed pricing for products added at signing for        Yes                            Yes
 the term of the enrolment
 Flexibility to decrease quantities                     No                             Yes

 Access to evaluation copies of product                 Yes                            Yes

 Access to training copies of product                   Yes                            Yes

 Buy-Out Option                                         Not Applicable                 Yes

 Perpetual Licence at end of term                       Yes                            No

 SA-only pricing from second term                       Yes                            Not Applicable (no ownership)

 Local empowerment flexibility                          Yes                            Yes




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                                                                97
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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Basic Qualifying Steps
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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                                           100
 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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                                                101
 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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                                                     102
 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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                                                      103
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 Process
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


                           Microsoft Confidential – No Public Release
                                        106
Sample EA Evaluation Plan
                           Event                                       Date           Go/No Go    Action
Customer to select LAR/ESA                                           27 Aug                      Customer

Complete Credit Application & send for approval                      27 Aug               *      Customer

Have legal review Microsoft agreements                               3 Sept               *      Customer

Finalise Products & Quantities                                       3 Sept                      Customer/
                                                                                                 ESA

Generate Preliminary Customer Price Sheet for review                 6 Sept                      MS

Finalise Customer Price Sheet                                        8 Sept               *      MS

Generate amendments (start date, SA, underlying Lic)                 8 Sept                      MS

Fill out Agreement paperwork                                         10 Sept                     MS/ESA

Sign agreements & amendments                                         10 Sept              *      Customer

Raise PO on MS Regional Sales                                        10 Sept              *      Customer

Submit paperwork to MS Sydney for Review                             15 Sept              *      ESA




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                                                          107
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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                                    108
Negotiation Checklist
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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Agreement Structure
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                                   Enterprise Subscription
     Program Rules                                          Agreement
  Enterprise Enrolment                                      Program Rules
     Defining the Enterprise - who‘s                     Enterprise Subscription
     in and who‘s out                                       Enrolment
     Product Selection and Pricing                          Defining the Enterprise - who‘s
     (indirect)                                             in and who‘s out
     Independent 3 year term                                Product Selection and Pricing
  Supply Agreement (Direct only)                            (indirect)
     Product Selection and Pricing                          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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                                  115
Processing Checklists
Contract Hierarchy (Direct)

                                            MBA



                                                                              Enterprise
              Select                     Enterprise
                                                                             Subscription
            Agreement                    Agreement
                                                                              Agreement




    Enrolment       Enrolment   Enrolment          Enrolment           Enrolment      Enrolment




                                 Supply             Supply              Supply         Supply
                                Agreement          Agreement           Agreement      Agreement
                                  (MRS)              (MRS)               (MRS)          (MRS)




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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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                                       119
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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Contract Hierarchy – Government (Indirect)


                                   MBA/GITC
                                     /VSS




                                                                             Enterprise
            GOLP                    Enterprise
                                                                            Subscription
          Agreement                 Agreement
                                                                             Agreement




    LAN               LAN   Enrolment          Enrolment           Enrolment         Enrolment




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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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                                           122
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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                                           123
Resources Available
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



                       Microsoft Confidential – No Public Release
                                    127
Questions?



   Microsoft Confidential – No Public Release
                128

				
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