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Microsoft 101 Training for Large Account Resellers

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 Software Assurance. Presentation for Large Account Resellers Thomas Kablau

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Microsoft 101 Training for Large Account Resellers

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  1. Microsoft 101 Training for Large Account Resellers Microsoft Volume Licensing Program’s

  2. Agenda • Software Assurance and Benefits • Open Programs • Select Agreements • Enterprise Agreements • Academic Programs

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

  4. Agenda • Software Assurance Overview • Software Assurance Features Review • Getting Started with Benefits Activation and Management

  5. 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.

  6. 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

  7. 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 Availability varies by feature and region. Offerings subject to change.

  8. 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 Availability varies by feature and region. Offerings subject to change.

  9. 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. Availability varies by feature and region. Offerings subject to change.

  10. 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. Availability varies by feature and region. Offerings subject to change.

  11. 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). Availability varies by feature and region. Offerings subject to change.

  12. Desktop Offerings * Availability varies by offering and region ** Academic Programs do not include Enterprise Source Licensing Program, Training Vouchers, or EPP and Work at Home replaces Home Use Program

  13. Server Offerings * Availability varies by offering and region ** Not included with Academic Open/Select *** Requires Platform or Core CAL SA required on both Server and CAL

  14. Long Term Value Proposition Training Vouchers Extended Lifecycle Hot-fixes Problem Resolution Support (web and phone) eLearning “Cold” Server Backups Acquire more up-front and spread payments annually Corporate Error Reporting Home Use Program TechNet Plus & TechNet Online Concierge Chat (knowledge resources) New Version Rights Employee Purchase Program Annual budget and pricing predictability for life of agreement Windows Pre-installation Environment (Standard Image) Protect Investment Worker Proficiency & Value to Org Deployment Planning & Execution Problem Resolution Support (web and phone) Practical Acquisition

  15. 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.

  16. Activating and Managementof 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

  17. Activating and Managementof 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

  18. 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.

  19. 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.

  20. 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.

  21. 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.

  22. 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.

  23. 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.

  24. 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

  25. Questions?

  26. Microsoft Open Licensing Programs Thomas Kablau Licensing Marketing Manager Ph – 02 9870 2909 Email – tkablau@microsoft.com

  27. Agenda • Brief overview of Open Govt • Open Business and Open Volume • Open License Value • Renewing Open Agreements • Open Agreements and Transferring licenses

  28. Open License Purchase Plans - Commercial OpenValue Stay current with L&SA, spread payments annually, streamline affiliate purchasing with one agreement OpenBusiness Easy entry minimum, up-front orders, broad reseller base OpenVolume Compelling value proposition for customers based on a volume commitment

  29. 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

  30. Open Licence – Business/Volume • Positioning • Qualifying Criteria • How it Works • Route to Market • Software Assurance Benefits

  31. 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

  32. Open Licence Pools Initial Open licence purchase order Open licence Price Level Applications Office XP = 2 points Systems Windows XP Pro upgrade= 2 points Servers Windows Server 2003 = 15 points 500 points 500 points Open Volume 500 points 5 licences Open Business

  33. How It Works Step 1 Write a ‘shopping list’ of products Assign each product to the relevant ‘product pool’ Assign points to each product Add up the points in each product pool separately Find your licensing model for each product pool Step 2 Step 3 Step 4 Step 5

  34. 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

  35. How It Works Step 1 Write a ‘shopping list’ of products Assign each product to the relevant ‘product pool’ Assign points to each product Add up the points in each product pool separately Find your licensing model for each product pool Step 2 Step 3 Step 4 Step 5

  36. APPLICATIONS 100 x Office XP 2 x MapPoint 2002 4 x Project 2002 1 x FrontPage 2002 SYSTEMS 250 x Windows XP Pro SERVERS 1 x Windows 2000 Server 1 x Exchange 2000 Server 100 x Exchange 2000 CAL

  37. How It Works Step 1 Write a ‘shopping list’ of products Assign each product to the relevant ‘product pool’ Assign points to each product Add up the points in each product pool separately Find your licensing model for each product pool Step 2 Step 3 Step 4 Step 5

  38. 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 SYSTEMS 250 x Windows XP 250 x 2 points = 500 SERVERS 1 x 15 points = 15 1 x Windows 2000 Server 1 x 15 points = 15 1 x Exchange 2000 Server 100 x 1 point = 100 100 x Exchange 2000 CAL

  39. How It Works Step 1 Write a ‘shopping list’ of products Assign each product to the relevant ‘product pool’ Assign points to each product Add up the points in each product pool separately Find your licensing model for each product pool Step 2 Step 3 Step 4 Step 5

  40. APPLICATIONS 100 x Office XP 100 x 2 points = 200 2 x 1 point = 2 2 x MapPoint 2002 4 x 1 point = 4 4 x Project 2002 1 x FrontPage 2002 1 x 1 point = 1 Total = 207 SYSTEMS 160 x 2 points = 500 250 x Windows XP Total = 500 SERVERS 1 x 15 points = 15 1 x Windows 2000 Server 1 x 15 points = 15 1 x Exchange 2000 Server 100 x 1 point = 100 100 x Exchange 2000 CAL Total = 130

  41. How It Works Step 1 Write a ‘shopping list’ of products Assign each product to the relevant ‘product pool’ Assign points to each product Add up the points in each product pool separately Find your licensing model for each product pool Step 2 Step 3 Step 4 Step 5

  42. 500 500 500 OPEN VOLUME Applications Systems Servers OPEN VOLUME – required 500+ per pool OPEN BUSINESS OPEN BUSINESS – no points, no pools, just a minimum of 5 licences

  43. Customer Route to Market eOpen Order Invoice Order Order Invoice Invoice Distributor Reseller

  44. 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

  45. Open Licence Value • Positioning • How it Works • Route to Market

  46. 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

  47. 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 Professional Windows Professional Upgrade Core CAL Windows CAL Exchange CAL SMS CAL SharePoint™ CAL

  48. Customer Route to Market MVLS Fee payment Order Invoice MSA Order Invoice ALP

  49. START Recommend Open Business or Open Volume No Does the customer want to purchase L&SA, and spread their payments annually? How many desktops does the customer have? Yes >250 <250 • Does customer show interest in – • Growth Management? • Standardisation? • Asset Management? • Centralised purchasing? Recommend Open License Value Possibly Select or Enterprise Agreement No Recommend OLV Company Wide Option Yes

  50. Open Business/Volume Renewals

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