Academic Licensing Overview

Topics Microsoft Partner Opportunities SPLA Update ISVR Update Transactional Programs Academic Licensing Portfolio EES Program Overview The Breadth Opportunity Office 365 in Education Sales Tools & Resources

Partner Opportunities Integrated Software Solutions Partner Hosting Services Transactional Volume Licensing Microsoft Confidential – For Partner Use Only

Services provider license agreement - SPLA

SPLA Program Overview With the Services Provider License Agreement (SPLA) Program, service providers can license Microsoft products on a monthly basis during a three-year agreement termto provide software services and hosted applications to your customers. Monthly reporting and payment based on use SPLA makes offering software services simple because you, not the customer, are the licensee. Key Program Benefits No up-front costs; pay as you go and pay for only what was available for customers to use during the previous month Deliver customized services in dedicated or shared hosting environment Access to most current Microsoft products Test and evaluate products for 90 days Academic pricing for qualified edu users Wide Selection of Products Available Windows Server operating system Microsoft SQL Server Microsoft Dynamics business software Microsoft Office SharePoint Server Microsoft Exchange Server Microsoft Exchange Hosted Services Microsoft System Center Microsoft Office…………….. and more Microsoft Confidential – For Partner Use Only

Highlights for FY13 Latest Resources Product Launches Hosting Office License Mobility No SPLA contract refresh in 2012 Latest SQL 2012 sales support materials available on MPN at: https://partner.microsoft.com SQL 2012 launched April 2012 Windows Server 2012 coming soon Next wave of Office, SharePoint, Exchange, Lync coming in Fall 2012 Hosting Office is now available by licensing the full solution stack: Win Server + RDS + Office See licensing brief on MPN for details Allows customers to extend current VL investments to the cloud. Allows Service Providers to streamline sales motion & offer shared infrastructure hosting Microsoft Confidential – For Partner Use Only

Flexible Licensing Options for the Cloud Customers can move to the cloud at their own pace Providers can capture partner cloud opportunity Value to Customers Value to Server Providers Single license transaction at best available price (5 to 50,000+ FTE) Move licensing freely across deployment options Better planning and faster deployment or expansion with Partner as SME Access to cloud benefit for academic breadth customers Reduced data center infrastructure cost to host customer apps Streamlined service selling motion as licensing is removed as a hurdle Business growth in new cloud service capabilities Microsoft Confidential – For Partner Use Only

Independent software Vendor (ISV) royalty licensing program

ISV Royalty Program Overview The Microsoft ISV Royalty Licensing (ISV Royalty) Program offers ISVs a convenient way to license Microsoft® Products and integrate them into a software business application. The ISV Royalty Program is not a reseller program, but one that grants ISVs the rights to license Products as part of a Unified Solution. What is a Unified Solution? A software product that you license to end users that… Includes one or more Microsoft Products and… Can include third party software and… Adds significant and primary functionality to the Products. To Participate in ISVR Direct Program: Commit to a minimum of U.S. $300,000 in revenue to Microsoft over the three year agreement term, plus other requirements To Participate: in ISVR Indirect Program: No minimum revenue commitment Work through authorized Distributors to sign up for the program, monthly reporting, etc. Microsoft Confidential – For Partner Use Only

Partner Opportunity Ability to deliver a total solution Opportunities with academic end users Offer a single resource for your users and avoid software deployment delays You can offer licenses with special academic pricing to qualified academic end users Extended product life cycle Potential cost reductions After Microsoft releases a new version of a Product, you can sell licenses for the previous version as integrated in your value-added business solution for up to 24 additional months Opportunity to cut costs for goods sold by allowing you to preconfigure your installation with Products. You may be able to reduce installation, configuration, update, and support costs Potential revenue increases One organization-wide agreement You can redistribute Microsoft licenses and Embedded Maintenance upgrade coverage with your solution to provide an additional revenue stream for potential profit You can include affiliates associated with your organizations under one agreement Microsoft Confidential – For Partner Use Only

Highlights for FY13 New Product Launches Contract & Materials Refresh ISVR Indirect for new ISVs New Self Hosting Use Rights SQL 2012 launched April 2012 Next wave of Office, SharePoint, Exchange, Lync coming in Fall 2012 No ISVR contract refresh in 2012 Program support materials lightly updated – get the latest on MPN Easy to participate for new ISVs No minimum revenue requirement No Microsoft Managed Account requirement Work through your distributor To provide your Unified Solution as a hosted service Option to license through SPLA or license required software through a VL agreement See licensing brief on MPN for details ISVR Licensing Program guide ISVR Licensing Program success stories ISVR product list Microsoft Confidential – For Partner Use Only

Transactional licensing Microsoft Confidential – For Partner Use Only

MSFT Academic Volume Licensing Select Plus EES LAR Channel Customer size Open OVS-ES Disti + AER Perpetual Offerings Subscription Offerings * School Enrollment subscription offering also available for primary/secondary institutions Microsoft Confidential – For Partner Use Only

How we go to Market Transactional Channel View Microsoft Large Account Reseller (LAR) Distributor Authorized Education Reseller (AER) End Customer Microsoft Confidential – For Partner Use Only

Subscription v. Transactional Licensing Subscription Transactional Annual licenses permit use during specified term Software Assurance included Always licensed for most current version Annual count and payment for desktop platform products Perpetual licenses permit use of specific version for any length of time (customer owns license) Software Assurance optional Pay-as-you-go Enrollment for educationsolutions (And THROUGH OVS-ES) Open LICENSE for academic Microsoft Confidential – For Partner Use Only

EES: Single Offering – Two Contracts EES (CASA + Enrollment for Education Solutions) Common Features & Benefits 1,000 FTE + OVS-ES (Open Value Subscription - Education Solutions) 5 FTE + Microsoft Confidential – For Partner Use Only

Easy Compliance Customized Solutions Simplified Administration & Asset Management Key Benefits of Subscription Count employees once per year and you’re fully covered for desktop platform products licensed. Add additional products, either institution-wide, departmental-wide, or for individual devices at any time. Subscription licensing eliminates need to track licenses of the selected desktop platform products on every PC. Easily track and manage software assets with self-service online tools VLSC Flexible Access with Win 8 Lower Total Cost of Ownership (TCO) Cloud on Your Terms Flexible access with Windows 8 Roaming Rights, Windows to Go, Windows Virtual Desktop Access (VDA) Maximize the value of your investment with access to current technology, Work at Home (WAH) rights, student licensing, evaluation rights, Software Assurance, and more. Free access to Office 365 Plan 2 through the Microsoft Online Subscription Program (MOSP) available at www.office365.com. Coming Soon: Office 365 Open so you can sell directly to your customers. Microsoft Confidential – For Partner Use Only

Desktop Platform Product Options Professional Desktop Platform Suite Enterprise Desktop Platform Suite Above desktop platform products (DPPs) must be licensed organization-wide based on FTE employee count and may be licensed individually or in the Desktop suite. Individual CAL Suite components are not desktop platform products, but must be licensed organization-wide. Add the Microsoft Desktop Optimization Pack (MDOP) for Software Assurance as part of your Professional Desktop Platform Suite or Enterprise Desktop Platform Suite. Microsoft Confidential – For Partner Use Only

Additional Software Products A broad selection of software and services are available as additional products and may be licensed by individual licenses in any quantity. Qualifying products include: Desktop applications Client Access Licenses (CALs) Server products Microsoft IT Academy Exceptions may apply. A complete list of additional products is located on the Microsoft Product List at: http://www.microsoftvolumelicensing.com/userights/PL.aspx.

Licensing Made Simple Academic Open/ Select Plus EES/ OVS-ES Office 365 (and Office 365 Open coming soon) DreamSpark Microsoft Confidential – For Partner Use Only

Adding More Value to EES Education Server Platform (ESP) Depth SALES DEV TOOLS STUDENT Breadth DREAMSARPK OPTION READINESS TOOLS UP TO DATE DISCOUNT With free software download FREE & FEE Office 365 for Education Cloud versions of our most trusted communications and collaboration products Free Plan A2 through EES and www.office365.com Microsoft Confidential – For Partner Use Only

The SMB Opportunity Higher Ed Depth ANNUITY ANNUITY Primary / Secondary Worldwide Breadth ANNUITY ANNUITY ANNUITY Microsoft Confidential – For Partner Use Only

The Subscription Opportunity with Win 8 and Office 2013 This important Win 8 launch together with the upcoming Office 2013 launch poses ripe opportunity to grow your subscription business. New launches pose decision point for customers: purchase more perpetual licenses or switch to subscription. Sell the benefits of subscription to drive net new annuity business. SHORT WINDOW of best opportunity before Win 8 and Office 15 launch to take advantage of UTD discount as it applies to latest (N) or previous version (N-1) Target SMB Customers with UTD Up-to-Date (UTD) discount is available through the OVS-ES agreement for net new subscription customers signing a 3-year agreement. Up to 50% Discount On 1st year price of the eligible quantity of platform products on 3 year agreements See www.mseducommunity.com/ees for more details and customer ready materials. Microsoft Confidential – For Partner Use Only

Acquiring Coverage via OVS-ES Open Value Subscription for Education Solutions (OVS-ES) eAgreement Automates & expedites deal processing Lowering operational costs Provides real-time validation Ability to create multiple agreements at the same time Multiple stakeholders (e.g. “creator” versus “submitter”) Ability to attach documents Microsoft Confidential – For Partner Use Only

Office 365 in education

Office 365 Academic PlansAvailable to your Customers through www.office365.com Voice Plan A4 Exchange Plan 2 SharePoint Plan 2 Lync Plan 2 Office Pro Plus Office Web Apps Lync Plus (Voice) Plan A3 Exchange Plan 2 SharePoint Plan 2 Lync Plan 2 Office Pro Plus Office Web Apps Office Pro Plus Voicemail & Compliance Archiving Access, Excel, Forms, Visio Services Free! Plan A2 \ Exchange Plan 1 SharePoint Plan 1 Lync Plan 2 Office Web Apps Office Web Apps IM & Presence Collaboration Portal Conferencing Email, calendar, AV/AS, Personal Archive Individual Plans: Exchange Online Plan 2 Exchange Online Plan 1 for Alumni Exchange Online Archiving Office Web Apps with SharePoint Online Plan 2 SharePoint Online Extra Storage Lync Online Plan 3 Office Pro Plus Subscription Customers can order via Microsoft Online Subscription Program www.office365.com Microsoft Confidential – For Partner Use Only

Selling with the Cloud Free A2 helps you broaden your sales offerings so you can sell in more services, drive ongoing management business, and reinforce your trusted advisor role. Sell in more services to support customer’s move to the cloud. Managed Services (ongoing management & monitoring) Cloud Migration Services (data, email, contacts, 3rd party apps) Drive ongoing annuity revenue with monitoring and management services Customized Solution Development Reinforce your trusted advisor role: help customers evaluate and plan for the cloud. Integration & Support Services (AD, user account creation, testing) Free A2 Direct customers to www.office365.com to get free A2 and other O365 services. Microsoft Confidential – For Partner Use Only

Office Web Apps for Students and Parents Office Web Apps When customers license Office 2010 and SharePoint Server 2010 CAL (Enterprise or Standard) for faculty/staff organization-wide, the customer’s students and their parents may use Office Web Applications at no charge for educational purposes. Bringing the Best Productivity Experience to the Browser Microsoft Confidential – For Partner Use Only

Resources for partners

Resources Licensing and Product Marketing Resources Sales & Marketing Resources for AERs, Distis www.mepn.com New Win 8 Education Sales app coming to Windows Store soon! AER Portal https://aer.microsoft.com/aer

Education Sales Tools https://www.mseducommunity.com/Resources/salestools Windows phone app Windows 7 Phone app alerts you to the latest news, customer ready content, and sales & marketing resources as they become available education sales gadget The desktop gadget gives you easy access to education-related sales, licensing, and marketing resources and training right from your desktop education sales playbook Identify sales opportunities based on a customer’s profile (new to advanced) and connect to related sales resources and training. Microsoft Confidential – For Partner Use Only

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Student Option Organizations may license selected products for use by their students on a personally-owned or an institution-owned computer designated for the student’s exclusive use. Free Electronic Delivery Fulfillment of Student Option software is now free through Electronic Software Download. ESD eliminates the burden of managing and distributing physical media. Note: Although not free, ESD is also available for WAH software Students in the Cloud Give students the power of the cloud with the free plan A2 available through MOSP. Full-time students Part-time students 3 Total FTE students *Office Professional Plus Subscription is also a DPP, however, unlike other DDPs which are licensed based on the FTE students, it requires a User Subscription License (USL) for each individual student organization-wide. How Student Option Works: All products under Student Option must be licensed for 100% of the students within the defined organization, based on student FTE. Student-only enrollments must meet the 5 Student FTE minimum (through AER) and include at least one Desktop Platform Product. Student Option software enjoys free Electronic Software Distribution (ESD) Microsoft Confidential – For Partner Use Only

MSDNAA Designer is now Microsoft DreamSparkwww.dreamspark.com Sparking a Revolution Free online DreamSpark subscription available to academic subscription customers for instructional purposes only Outfit your labs with the latest Microsoft developer, design, and server tools to support personal or in-class learning for students and educators Excludes Windows Operating System & Office. Updated EULA clarifies use rights. DreamSpark Premium subscription is also available for qualifying Higher Education STEM departments for instructional use only. Microsoft Confidential – For Partner Use Only

Microsoft IT Academy Program Empowers academic institutions to help students realize their skills and career potential through relevant, high-quality training programs. Employers want Institutions want Educators want Students want Skilled employees Productive workers Job-ready recruits The best outcomes Relevant learning Maximization of assets Attract students and talent Relevant curriculum Time-saving options Engaged students Real-world training Cutting-edge skills Valuable credentials Microsoft Confidential – For Partner Use Only

EES Opportunity for Distis and AERs *No license fee; doesn’t include deployment or support costs associated with the service. Microsoft Confidential – For Partner Use Only

Qualifying with On-Premises Software * Customers with 5+ FTE can participate in EES using the OVE-ES contract through the Disti + Reseller channel. Customers with 1,000 + FTE may instead license through a LAR by signing the CASA+EES contract. Microsoft Confidential – For Partner Use Only

Academic Licensing Overview