Enrollment for Educations Solutions

1. Enrollment for Educations Solutions Partner L200, Phase II

2. Volume Licensing in Education Subscription • CASA programme: * Campus enrollment (FE/ HE)*Schools enrollment NEW! • EES CASA progamme:*EES OVS programme: *OVS-ES Perpetual • Academic Select • Academic Select Plus • Academic Open • Academic FPP

3. EES Key Pillars Single Offer for Customers with 5 FTEs and Above Target Customers Annual Counting Additional Products Student Licensing Higher Ed & Primary/ Secondary One Annual Count of Employees (FTE) License in any quantity ESD for efficient deployment That offers unique options for how small vs. large customers buy. Partner L200, Phase II

4. 4 Steps to Getting Started with EES • Define your Organisation: • Customers may define their organisation as: their entire institution with or without affiliates, by department, school site or other defined user grouping. • Count Full Time Equivalent (FTE) employees: • All customers subscribing to EES will count FTEs to license their chosen products. • Meet the minimum of 5 FTEs within the organisation: • Academic organisations that meet the requirements under the QEU with 5 FTE or more qualify for EES. • License at least one Desktop Platform Product organisation wide. Partner L200, Phase II

5. Counting Faculty/Staff FTE Employees EES offers the convenience of licensing products based on the number of faculty/staff (FTE) employees in the organisation. *NB* The definition varies between regions, please ensure you use EMEA’s! Note: In EMEA, counting FTEs follows this formula: FTE Employees = faculty and staff who work more than 200 hours per year. Agreement definition: ‘Faculty means any employees, contractors and volunteers who teach or perform research for the institution for more than 200 hours per annum.’

6. Desktop Platform Product Options Professional Desktop Platform Suite Enterprise Desktop Platform Suite • Above Desktop Platform Products must be licensed organisation-wide and may be licensed individually or in the Desktop suite. • Individual CAL Suite components are not Desktop Platform Products, but must be licensed organisation-wide. Partner L200, Phase II

7. Additional Products with EES EES (Subscription) Campus and School (Subscription) Desktop Platform (Institution Wide) Desktop Platform and Additional Products (Institution-wide only) Additional Products (Organisation-wide, departmental wide or for an individual license) Partner L200, Phase II

8. How Products are Licensed Partner L200, Phase II

9. EES Student Option • Organisations may license selected products for use by their students on a personally owned or an institution-owned computers designated for the student’s exclusive use. Calculate Student FTE within customer’s defined “organisation” • 100% of students in participating institution or department must be included. Total student FTE count Part-time Students 3 Full-time Students + = • Student-only enrollments must meet the 5 Student FTE minimum and include at least one Desktop Platform Product. • All products available under Student Option must be licensed for 100% of the students within the defined organisation. Partner L200, Phase II

10. EES Scales from Breadth to Depth Disti + AER Channel Scale Strategy • Net new breadth annuity business starting at 5 FTE • “Plain vanilla” program aligns to Disti’s volume business • No exceptions • No amendments • e-Agreements (OVS-ES) – automation reduces operational costs and allows for addition of net new resellers. • Pricing: Level E and Level F LAR Single-Tier Channel • Single-tier depth channel aligns to LAR business model (1,000 or more FTE) • Additional volume pricing tiers support largest customers(Levels A, B, C, D) • BD support for custom deals Level A Level B Level C Level D Level E Level F LAR Channel Disti + AER

11. CASA/EES/OVS-ES Comparison

12. Contract Availability and EOL Summary • Campus and School Agreement is evergreen and remains in market. • School Enrollment remains in market, as-is, with no targeted end of life. • Campus Enrollment end of life is February 28, 2011. • Extensions not supported past Feb 28, 2011. • EES Phase 1 December contract end of life is May 31, 2011. • All extensions supported per T&Cs. OVS-ES on e-Agreements EES Phase 2 March Contract (CASA + EES) EES Phase 1 Dec Contract (CASA + EES) Campus Enrollment School Enrollment Campus and School (Master) Agreement 3.5 Partner L200, Phase II

13. Enabling Smooth Transitions to EESEarly Transition Option for 3 Year Campus/School Enrollments Sign Enrollment Termination Form (Form available on explore.ms) Option: Transition to OVS-ES at 1 or 2 year anniversary Sign OVS-ES Agreement Attach to OVS-ES e-agreement Y0 Y1 Y2 Y3 School Enrollment Campus Enrollment 3 year Term Campus or School Enrollment • Form can only be used to terminate at anniversary. • Must be submitted with OVS-ES. • Only available for customers on annual payment enrollments. or Note: This is an OPTION. Customers are not required to transition early. For customers that need to keep their 3-year commitment to honour their tender, etc. this option may not be right for them. Partner L200, Phase II

14. EES Customer Benefits: Easy Compliance: Count your employees once per year and you are fully covered for all products licensed organization wide Customized Solutions: Easily add additional products, either institution-wide, departmental-wide, or for individual devices Simplified Asset Management: Easily track and manage your software assets with self-service online tools such as Microsoft Volume Licensing Service Center (VLSC) Low Administration: Subscription licensing eliminates the need to track licenses for the selected desktop platform products on every PC. Lower Total Cost of Ownership (TCO): Maximize the value of your investment with access to current technology, Work at Home (WAH) rights, student licensing, evaluation rights, Software Assurance, and more. 1 2 3 4 5 Partner L200, Phase II

15. Opportunity for Customers Pull forward IT initiatives delayed by budget constraints. Become a 21st century institution through improved collaboration tools for teachers and students. Improve security and manageability with System Center and Forefront solutions Partner L200, Phase II

16. Simplified Sales Motion One set of program rules, versus multiple guidelines makes it easier for Partners to sell One enrollment for both Campus and School, leaving fewer contracts to manage Device count of school enrollment is outdated, FTE count better fits the academic market today Simplified contract reduces the complexity for both customers and partners Competitive Advantage of the Offering Programme features (e.g. FTE counting) present new opportunities to take on competitive challenges. Licensing options cover spectrum of customers, enabling Partners to go after new accounts Deepen the Customer Relationship Full integration of Live@edu within the offering Partner Opportunity with EES Partner L200, Phase II

17. Selling with the EES Playbook Organized by IT maturity stage: • New • Growth • Proficient • Advanced Carousel scrolls through plays Customer profile and needs addressed by this play Recommended sales opportunities, guidance, and messaging Links to related resources, case studies, and training Partner L200, Phase II

18. Get Sales Resources Delivered to You Get all selling materials delivered to your DESKTOP Download the Readiness Gadget at: mseducommunity.com/ees Access EES Licensing and Sales Resources: https://partner.microsoft.com/global/40143070 Partner L200, Phase II