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Welcome!

Welcome!. Rebekka van acker Rebekka.vanacker@microsoft.com. Agenda for today. Licensing in the cloud. Microsoft’s cloud offering. How to buy online services. How is it sold to KMO/PME….MOSP. Some acronyms…. The online services experience…. Online Services Program characteristics.

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  1. Welcome! Rebekka van acker Rebekka.vanacker@microsoft.com

  2. Agenda for today

  3. Licensing in the cloud

  4. Microsoft’s cloud offering

  5. How to buy online services

  6. How is it sold to KMO/PME….MOSP

  7. Some acronyms…

  8. The online services experience…

  9. Online Services Program characteristics Customer Type • New customer looking for lowest cost option • Existing Select & Open Value customers Agreement Terms • Evergreen – Auto Renewal • 1 Year Subscription Term • Billing Starts Immediately • Monthly Billing Available Offers • Suites and Component offerings • USL’s

  10. What does the “MOSA” say

  11. What does the MOSA say…

  12. License model: the User Subscription License

  13. Value for our Customers • Try before you buy • Easily subscribe through an Online experience • Low minimum quantity required, starting at quantity 5 (for BPOS) • Simple and easy digital signature of agreement

  14. Pricing • Pricing available on portal • Margin for partners • Volume discounts

  15. Operational aspects

  16. The portal

  17. Quick look at the different offerings BPOS

  18. Standard and Dedicated Platforms BPOS-Standard (BPOS-S) BPOS-Dedicated (BPOS-D)

  19. BPOS components & pricing Exchange Online Standard €4,26 Business Productivity Online Suite Includes: Exchange Standard SharePoint Standard Office Communications Live Meeting Standard €8,52 Office SharePointOnline Standard €4,47 40%off Office Communications Online (IM and Presence) €1,70 Office Live Meeting Standard €3,83 Exchange OnlineDesklessWorker €1,70 Deskless Worker Suite €2,56 SharePoint OnlineDesklessWorker €1,70 20

  20. Quick look at the different offerings Azure

  21. Windows Azure Pricing Options Compute Per Service Hour Starting at $0.12/service hour + Variable instance sizes Business EditionPer DB per Month Up to 10GB DB $99.99 + Bandwidth charges • Bandwidth • Per GB stored & transactions • Blob & table $0.15 / GB • Storage Access = $0.10 / 100K Transactions • Web Edition Per DB per Month • Up to 1GB DB • $9.99 + Bandwidth charges • Storage • Per GB transfer in or out of a datacenter • US/EU Bandwidth = $0.10 in / $0.15 out / GB • Asia Pacific = $0.30 in / $0.45 out / GB • Connectivity • Per Connection and Transaction • Service Bus = $3.99 per Connection-month • Access Control = $1.99 per 100k Transactions Data Transfers Windows Azure and SQL Azure data transfers within a sub-region are not subject to Bandwidth charges

  22. Windows Azure Purchase Options

  23. Quick look at the different offerings Windows Intune

  24. Introducing Windows Intune Windows Intune brings together cloud services for PC management and security with the latest version of Windows Enterprise for customers with unmanaged PCs and basic IT needs  • Help Manage & Secure PCs Anywhere • Inventory hardware and software • Protect PCs from malware • Manage updates • Proactively monitor PCs • Provide remote assistance • Set security policies • The Best Windows Experience • Upgrade to Windows 7 Enterprise • Standardize on a single version of Windows • Upgrades to future Windows versions

  25. All-In-One PC Management Solution Online Management & Protection + (Client Upgrade Subscription) (Service Subscription) Download from Microsoft Hosted by Microsoft

  26. Windows Intune Pricing and Licensing • Cloud service for PC Management & Security • Upgrades to Windows 7 Enterprise and Future Versions 11 € PC/month

  27. Licensing Windows Intune Microsoft Online Subscription Program (MOSP)

  28. Use Rights / Benefits for Windows Intune • Windows 7 Enterprise • Future Upgrade Rights • Downgrade and Reimage Rights • MDOP Purchase Rights • Virtual Desktop Access (VDA) • Run 4 Additional VMs • Windows Fundamentals for Legacy PCs • Extended Hotfix Support

  29. Quick look at the different offerings CRM online

  30. How to buy CRM Online for KMO/PME *Cancellation fee is waived if customer migrates to CRM on-premise from CRM Online

  31. Quick look at the different offerings Office 365

  32. Announcing Microsoft Office 365 BRINGING TOGETHER CLOUD VERSIONS OF OUR MOST TRUSTED COMMUNICATIONS AND COLLABORATION PRODUCTS WITH THE LATEST VERSION OF OUR DESKTOP SUITE FOR BUSINESSES OF ALL SIZES.

  33. Productivity Offers for All Customer Segments • Live@edu+ • Office Professional Academic • Academic Institutions • For students, educators & staff • Includes Windows Live tools for collaboration & communication • Transitions to Office 365 for Education (Timing TBD) • Office 365 for Small Businesses + Office Subscription • Small Business • Organizational Use • No IT or IT Partner • Low monthly subscription price • Focus on simplicity • Community help • Office 365 • for Enterprises • For Any Sized Organization: SMB, MM, Corp Acct, &EPG • Internal IT or IT partner required • Rich set of workloads and features • Range of offers by user type • 24x7 phone support • Windows Live +Office Home & Business • Individual and Consumer • Personal Use • Ad funded/low cost

  34. Includes… Office 365 for Small Businesses and Professionals • 1-25 users (max of 50 allowed) • No IT needed • Easy to try out • Simple and easy to use • Works with Microsoft Office • Financially-backed 99.9% uptime guarantee • Self-Help and Community Support KEY CAPABILITIES • Exchange Email, Calendar, Contacts & Personal Archive • 25 GB Mailbox • ActiveSync Mobile Support • SharePoint Team Sites 1 • Office Web Apps • Simple Public Website 2 • Online Access databases • Lync Rich Client • Online meetings 3 • Desktop Sharing • Multiparty IM & PC-to-PC Calling • Self-Help and Community Support Office 365 (Plan P1) 5,25€/user/month 1 One site collection, authenticated external user access enabled for up to 50 unique users/month. 2 Includes ready-to-use templates, option to add custom domain. 3 Online meetings limited to 50 participants.

  35. There are several scenarios where Office 365 for enterprises better meets the needs of small organizations When Is Office 365 for Small Businesses Not Enough? • Need Active Directory Sync • Ability to sync/manage user groups Need advanced archive capabilities Email archiving for legal compliance Need BES Blackberry Enterprise Server Growing to >50 users More than 50 PC org today or tomorrow 24x7 Phone support Higher touch vs. community support 1 2 3 4 5 Office 365 for Enterprises

  36. Office 365 for EnterprisesUser Segments: Right features for the right users Kiosk Worker Information Worker Low cost offering to users that do not have messaging and collaboration capabilities today Rich feature offering that meets a users full messaging and collaboration needs • User Segment Offers: Plan K Family • 500 MB mailbox • No SharePoint storage allocation • Outlook Web Access (full version, not OWA light) • POP support • Email, calendar, contacts • Forefront antivirus and anti-spam • Site search capabilities • Office Web Apps • User Segment Offers: Plan E Family • 25GB mailbox • 500MB SharePoint storage • Full Client Connectivity (MAPI/IMAP) • Mobility • Lync (real time communications) • Advanced Exchange & SharePoint capabilities • Office Professional Plus • On-premises access rights • Key • Differentiators

  37. For Information Workers – Plan E Family Components Suites Office 365 E4 25,5 €/mo Includes: Exchange Plan 2 SharePoint Plan 2 Lync Plan 2 Office ProPlus Office Web Apps Lync Plus (Voice) Voice Office Pro Plus Office 365 E3 22,75€/mo Includes: Exchange Plan 2 SharePoint Plan 2 Lync Plan 2 Office ProPlus Office Web Apps Voicemail & advanced archive capabilities Access/Excel/Form/ Visio Services Office 365 E2 $14,25/mo Includes: Exchange Plan 1 SharePoint Plan 1 Lync Plan 2 Office Web Apps Office Web Apps Email, calendar, AV/AS, Personal Archive Office 365 E1* 9€/mo Includes: Exchange Plan 1 SharePoint Plan 1 Lync Plan 2 Collaboration w/ Sites Conferencing IM & presence Add-Ons: SP Online Storage (1GB) – $2.50 Extranet (PAL) – $2.00 Blackberry Support (BES) – $10.00 Offer Details: Plan 2 include Plan 1 features Office Web Apps requires SharePoint Online Voice requires on-premises servers Prices shown at ERP *Service Plan that maps to current BPOS

  38. For Information Workers – Standalone Plans • Plan 2 includes all features included in Plan 1; offers are inclusive and not additive • Office Web App Plans include SharePoint Online • Workload Standalone Plans Key Features Exchange Online (Plan 1) $5.00 Email, Calendar, Contacts, Personal Archive, e-Discovery, AV/AS Exchange Online (Plan 2) $10.00 Voicemail & advanced archive capabilities SharePoint Online (Plan 1) $5.25 Collaboration with Sites, AV SharePoint Online (Plan 2) $10.25 Forms, data visualization, Access/Excel/Visio services Lync Online (Plan 1) $2.00 Instant Messaging & Presence, AV Lync Online (Plan 2) $6.50 Virtual Meetings Office Professional Plus $12.00 Client productivity applications & web apps (Outlook, Excel, Word, PowerPoint, Communicator, Access, InfoPath, Publisher, OneNote) Office Web Apps (with SPO Plan 1) $11.25 Web App includes SharePoint Online Plan 1* Office Web Apps (with SPO Plan 2) $16.25 Web App includes SharePoint Online Plan 2* * Office Web Apps include SharePoint Online

  39. Office 365 Plan E3 Suite Discount • All Office 365 Suites provide discounts • Office 365 Plan E3 Suite offers 38% discountoff of the sum of the standalone components Sum of Components = $38.75 $ 12.00 38% Discount +$ 4.50 +$ 2.00 Office 365 E3 $24/mo Includes: Exchange Plan 2 SharePoint Plan 2 OC Plan 2 Office Pro Plus Office Web Apps +$ 5.00 +$ 5.25 +$ 5.00 $ 5.00 Exchange Plan 1 Exchange Plan 2 SharePoint Plan 1 SharePoint Plan 2 Lync Plan 1 Lync Plan 2 Office Sub w/ Web Apps

  40. For Kiosk Workers – Plan K Family Profile of a typical Kiosk Worker: • Spends 5-10% or less of their time on a PC • Shares a terminal with other kiosk workers • Hasn’t had access to a corporate mailbox in the past • Examples: manufacturing line worker, retail clerk, mail couriers Plan K Suites built to address different Kiosk worker needs: Office 365 K1: • Addresses most kiosk worker scenarios, where customers want to provide light email and access to a company portal • Provides capability to view Office documents Office 365 K2: • Addresses kiosk workers that require information access & simple data input • Includes Office Web Apps editing capabilities for an additional cost Suites Components Office Web Apps $6.00 Office 365 K2 9€/mo Includes: Exchange Kiosk SharePoint Kiosk Office Web Apps SharePoint Online Kiosk Not offered standalone Office 365 K1 3,5 €/mo Includes: Exchange Kiosk SharePoint Kiosk Exchange Online Kiosk $2.00

  41. Office 365 Licensing Programs Enterprise Agreement (EA) Online Subscription Program (MOSP) Syndication/ Telco (Online Subscription Reseller) Academic (CASA) Public Sector (Go’vt EA & MOSP) Primary purchase path for Enterprise and Corporate Accounts Primary purchase path for Small and Midsized organizations Broadening reach for Small and Midsized organizations Primary purchase path for Universities and Schools Primary purchase path for Governments

  42. Lync 2010 licensing recap

  43. Server/Client Access License (CAL) Model Pricing and Licensing Basic Constructs External Connector Licenses Client Access Licenses Server Licenses • External Connector permits unlimited number of external authenticated users to access Server. • CAL is required for each authenticated user or device accessing the server. • Three available CALs: • License required for each instance of a Lync Server 2010 Front End Server Role • Sold in two editions: Enterprise CAL Plus CAL Enterprise External Connector Plus External Connector Standard CAL Standard External Connector • Enterprise CAL and Plus CAL are “Additive” to the Standard CAL. • Any CAL works with either Server Edition. • CAL alternative for external users only. Other External User Options Available

  44. Microsoft Lync Pricing and Licensing Unites voice, IM, audio, video, and Web conferencing into one application, enabling collaborative, engaging, and accessible interactions from anywhere! No Price Change $31 USD Servers Client Access Licenses Client Provides highly secure and reliable system with easy management tools and lower cost of ownership for IT professionals. No Price Change $699 USD R2 Standard CAL Provides highly secure and reliable system with easy management tools and lower cost of ownership along with high availability and resiliency. Standard CAL No Price Change $31 USD • Instant Messaging & Presence • Instant Messaging & Presence R2 Enterprise CAL ~23% Decrease $107 USD No Price Change $3,343 USD • Audio, Video, and Web Conferencing Enterprise CAL NEW! Plus CAL $107 USD Conferencing & Enterprise Voice Telephony New CAL Purchasing Flexibility • Enterprise Voice Telephony Note: All prices shown reflect Open NL (L Only) pricing for the U.S. only.

  45. Lync Software Assurance Migration Paths R2 OCS **Grandfathering Policy** R2 Lync Server 2010 Plus CAL Rights to Rights to Rights to Rights to Rights to Rights to Rights to Lync Server 2010 Plus External Connector

  46. Some other news…

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