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Software License Advisory Services f or VentureTech Network Partners

Software License Advisory Services f or VentureTech Network Partners. Charles Patsios Sr. Manager-Alliances & Partnership Contact: 781.440.1133. Table of Contents . Partnering Overview: Why Software Spectrum? Software License Advisory Service Offering Rules of Engagement Next Steps.

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Software License Advisory Services f or VentureTech Network Partners

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  1. Software License Advisory Servicesfor VentureTech Network Partners Charles Patsios Sr. Manager-Alliances & Partnership Contact: 781.440.1133

  2. Table of Contents • Partnering Overview: Why Software Spectrum? • Software License Advisory Service Offering • Rules of Engagement • Next Steps

  3. Who is Software Spectrum? After 20 years of selling software to business customers – “we still love what we do….” Software Spectrum, a Level 3 Communications company, is a global business-to-business software services provider with sales locations, operations and technical support centers throughout North America, Europe and Asia/Pacific. Software Spectrum markets to corporate, government and education organizations throughout the world via a field sales force, a telephone-based sales force, and the Company's electronic catalog. • $2.5 billion in annual revenue • #1 Microsoft Global Large Account Reseller & Enterprise Software Advisor • #1 IBM LSP and TCI software reseller in North America • #1 SunONE software reseller in North America • Install based includes the F500, G500, F1000, and larger-midsize customers • Represent and service1200+ softwarepublishers license programs world-wide

  4. What’s our Impact of Reselling Software to the Bottom Line? TYPE OF REVENUE SOURCE BOTTOM LINE: • Software licensing is our focus • No conflict or competition for “hardware or services” • Full licensing services & consultation for your clients

  5. Go to Mid-Market Strategy: Options • Sell Direct into SMB using existing infrastructure? • New SMB Business Unit? • Acquire a major SMB player? • Outsource? • Web-based Engine? • Partner with IT Service Providers……. …………… for the long term!

  6. Why a Partnership with Software Spectrum? • The *MidMarket is the fastest growing segment for bell weather software publishers such as Microsoft, IBM, SunONE, and many other leading technology providers • IT Service Providers in particular are recognized as the major influencers in this segment. • They’ve earned the role of “trusted advisor” with their clients who look toward them for answers to business solutions and enablement of technology • IT Service Providers, however, do not invest in licensing expertise as part of their “core competence” and… • Most do not have pertinent authorizations such as LAR, ESA, & LSP…Software Spectrum does! • As a “trusted software advisor,” Software Spectrum has earned a client base that includes Fortune 500 and Global 500 enterprises and thousands of large & mid-sized companies. • With 10+ licensing options available to Microsoft’s mid-market and enterprise customers alone and the introduction of .NET subscription models, the license advisory services available from Software Spectrum are growing in demand *Mid-market defined as clients with desktop counts of 250 – 5,000 PCs Our investment in software license services as a core offer provides us the opportunity to deliver these services to the clients of IT Service Providers

  7. Convergence of Interests Publisher Certified Partners Software Spectrum SMB Corporate Fortune 1000 Fortune 500 Global 500 Fortune 1000 Major Accounts 5,000 PCs to 50,000 PCs 5 PCs to 249 PCs 1,500 - 5,000PCs 250 - 5,000 PCs #1 Large Account Reseller Gold Certified Partner #1 Enterprise Software Advisor Premium Partner

  8. Convergence of Interests Publisher Certified Partners Software Spectrum SMB Corporate Fortune 1000 Fortune 500 Global 500 Fortune 1000 Major Accounts 5,000 PCs to 50,000 PCs 5 PCs to 249 PCs 1,500 - 5,000PCs 250 - 5,000 PCs #1 Large Account Reseller Gold Certified Partner #1 Enterprise Software Advisor Premium Partner

  9. Convergence of Interests Publisher Certified Partners Software Spectrum SMB Corporate Fortune 1000 The Mid-Market Fortune 500 Global 500 Fortune 1000 Major Accounts 250 – 5,000 PCs 5,000 PCs to 50,000 PCs 5 PCs to 249 PCs 1,500 - 5,000PCs 250 - 5,000 PCs #1 Large Account Reseller Gold Certified Partner #1 Enterprise Software Advisor Premium Partner

  10. Roles in the Sales Cycle Software Publisher IT Service Provider Software Spectrum Roles organizations play in sales cycle Reporting Compliance Deployment Asset Mgmt Customer Svc Solution Sale Platform Sale Sell License / Contract / Billing Business & Legal T’c & C’s Pricing Methodology No Role Primary Role A successful sales & service model is a structured co-existence that provides benefits to the Software Publisher, the Certified IT Partner, and our mutual Customers.

  11. How We Assist Managing Your Client’s Software Investments

  12. Software License Advisory Services Partner Profile • Tailored for partners who prefer to focus on delivering business solutions and technical services rather than software re-sales. • Suitable for IT Service Providers —Consultants, Systems Integrators, VARs and other trusted advisors— who might not provision software or just may not have specific authorizations such as Microsoft LAR, ESA, IBM TCI, LSP, but,….. • Have clients and prospects that express the need for sorting through the myriad of complex licensing options available to them.

  13. Benefits of Partnering with Software Spectrum The Value Proposition • Software Spectrum will provide a partner’s client with the in-depth understanding of these programs in an effort to arm them with the proper knowledge and analysis that will permit them to align with the right license offering. • Partners, in exchange for engaging Software Spectrum, will receive: • Access to Software License Advisors • Purchase Activity Reporting • Customized On-line Services • Co-Marketing Opportunities • Quarterly Commissions

  14. I. Access to Software License Advisors • Single point of contact for license consultation • Comprehensive knowledge & expertise • Proposes economical licensing options • Delivers cost-effective guidance through: • Contract interpretation • Licensing management • Comparative analyses • Service and advise on 1200+ software publisher programs • Our licensing advisors are “Software & Information Industry Association” certified and work hand-in-hand with you and your clients:

  15. II. Purchase Activity Reporting • Standard Reporting to Software Spectrum Partners: • Purchase Activity reporting provided monthly • Commission report and payments provided quarterly • Opportunity tracking with status of referred transactions “Reporting demonstrates trust and commitment through the timely delivery of information used for tracking opportunities, earned commissions, and recognition for influencing the technology”

  16. III. Online Services for your Clients / “My Account Center” This powerful resource is used globally by our customers. It’s now available to your clients through Software Spectrum My Account Center

  17. IV. Co-Marketing Opportunities • Heighten awareness and brand recognition to our *installed base • Promote your services at a local, national, or global level • Select from a variety of marketing opportunities including: • Customer Demand Generation Activities • National and Regional Events • On-line Marketing * Our reputation as a trusted software advisor has earned us a client base that includes Fortune 500 and Global 500 enterprises and thousands of large and mid-sized companies.

  18. V. Quarterly Commissions • 25% of gross margin on orders placed by your client • Eligible accounts include “net new” to Software Spectrum • Accounts that are “non-named” only • Fees paid on referred clients 36 months out • Remitted quarterly on customer paid invoices • Optional Microsoft Outsourcer Agreements available

  19. Getting Started • Complete and forward “Letter of Agreement” (LOA) to : Kristi Gordan, Contracts & Proposals Tel: (972) 864-3918 Software Spectrum, Inc. Fax: (972) 864-5956 2140 Merritt Drive Garland, TX 75041 • Submit each new opportunity via the “Lead Referral Form” and email to: Charles Patsios Tel: (781) 440-1133 Alliances & Partnerships Fax: (781) 440-7718 charlie.patsios@softwarespectrum.com • Contact your Software Spectrum Account Executive • Start Earning Recognition and Commissions “ It’s that easy!”

  20. Rules of Engagement • Register each opportunity with Software Spectrum • Software Spectrum will contact you with the following: • Approval status of referral confirming as “non-named” • Lead dispatched to appropriate Account Executive or Inside Sales Representative • Partner directs Software Spectrum with appropriate call to action (i.e.): • Work with client directly • Work in tandem with partner and client • Commissions paid on closed transactions

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