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Preparation Workshop for the Microsoft Certified Professional (MCP) Exam 70-671 Designing and Providing Microsoft Volume Licensing Solutions to Small and.

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Παρουσίαση με θέμα: "Preparation Workshop for the Microsoft Certified Professional (MCP) Exam 70-671 Designing and Providing Microsoft Volume Licensing Solutions to Small and."— Μεταγράφημα παρουσίασης:

1 Preparation Workshop for the Microsoft Certified Professional (MCP) Exam Designing and Providing Microsoft Volume Licensing Solutions to Small and Medium Organizations Konstantinos Kritis Licensing Marketing Manager Microsoft Hellas

2 Microsoft Certified Professional (MCP) in Licensing Ποια είναι τα οφέλη για εσάς;  Η ύπαρξη 2 τουλάχιστον MCPs αποτελεί μία από τις βασικές προϋποθέσεις για την απόκτηση του Volume Licensing Competency καθώς και την διάκριση της εταιρία σας ως Microsoft Silver Competent Partner.  Η κατάρτιση MCP αποτελεί σημαντικό επαγγελματικό εφόδιο για τους πιστοποιημένους συνεργάτες σας αλλά και όχημα παραγωγικότητας για την επιχείρηση σας.  Περισσότερες πληροφορίες από τον Μιχάλη Μεταξά ( , v-

3 Procedure  1 day training for giving the exam  In the next 3 days: You will receive instructions for giving the exam and the link with the material You will receive instructions for giving the exam and the link with the material  MATERIAL : PPTs (training) PPTs (training) Localized training material, prep tests Localized training material, prep tests Exam Scenarios Exam Scenarios  Don’t forget to complete the evaluation form

4 How the Exam works  In English  The test is scenario-based  You will be given a business case (5 business cases) for a specific customer, and there will be 4-8 questions that are based on that business case.  The questions are multiple choice.  If there is more than one correct answer, you will get a hint: “Choose two” or “Choose all that apply”  The exam will last between 2hrs and 3hrs  You will need 700 points (out of 1000) to pass the exam (70%)  There are no “impossible” answers. Each answer is potentially possible, but may be not the “best” solution for the customer based on the criteria as stated in the given business case.

5 How the Exam works Please read the customer scenario carefully. Please read the customer scenario carefully. After you finish reading, answer the questions in the given time. After you finish reading, answer the questions in the given time. The customer scenario provides information for reference that you need in completing these questions. The customer scenario provides information for reference that you need in completing these questions. After completing the questions, you will see a review screen. This screen allows you to review your answers and to make changes before you move to the next section of the exam. After completing the questions, you will see a review screen. This screen allows you to review your answers and to make changes before you move to the next section of the exam. You cannot return to this customer scenario after you begin a new section! You cannot return to this customer scenario after you begin a new section!

6 Agenda Product Licensing Product Licensing VL Programs VL Programs Software Assurance Software Assurance Case Studies Case Studies 30 minute break at (Light lunch) 30 minute break at (Light lunch) 15 minute break at 17:00 (Coffee break) 15 minute break at 17:00 (Coffee break) Hint: Please keep notes and ask for clarification whenever is required!

7 Product Licensing Copyright © 2005 Microsoft Corporation. All rights reserved. Microsoft and other Microsoft products are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Microsoft makes no warranties, express or implied, in this document. This information is provided to help guide your authorized use of products you license; it is not your agreement. Your use of products licensed under your volume license agreement is governed by the terms and conditions of that agreement. In the case of any conflict between this information and your agreement, the terms and conditions of your agreement control.

8 Microsoft Sells Licenses, Not Software We sell licenses to use software… We don’t sell the software We sell licenses to use software… We don’t sell the software Software can only be used within parameters defined by the license Software can only be used within parameters defined by the license Match customer needs Match customer needs Microsoft® Windows® XP Professional END-USER LICENSE AGREEMENT IMPORTANT-READ CAREFULLY: This End-User License Agreement ("EULA") is a legal agreement between you (either an individual or a single entity) and Microsoft Corporation for the Microsoft software product identified above, which includes computer software and may include associated media, printed materials, "online" or electronic documentation, and Internet-based services ("Product"). An amendment or addendum to this EULA may accompany the Product. YOU AGREE TO BE BOUND BY THE TERMS OF THIS EULA BY INSTALLING, COPYING, OR OTHERWISE USING THE PRODUCT. IF YOU DO NOT AGREE, DO NOT INSTALL OR USE THE PRODUCT; YOU MAY RETURN IT TO YOUR PLACE OF PURCHASE FOR A FULL REFUND. 1. GRANT OF LICENSE. Microsoft grants you the following rights provided that you comply with all terms and conditions of this EULA: *Installation and use. You may install, use, access, display and run one copy of the product on a single computer, such as a workstation, terminal or other device (“workstation computer"). The product may not be used by more than two processors at any one time on any single workstation computer. You may permit a maximum of 10 computers or other electronic devices (each a “device") to connect to the workstation computer to utilize the services of the product solely for File and Print services, Internet Information Services, and remote access (including connection sharing and telephony services). The 10 connection maximum includes any indirect connections made through "multiplexing" or other software or hardware which pools or aggregates connections. Except as otherwise permitted by the NetMeeting, Remote Assistance, and Remote Desktop features described below, you may not use the product to permit any device to use, access, display or run other executable software residing on the workstation computer, nor may you permit any device to use, access, display, or run the product or product's user interface, unless the device has a separate license for the product.

9 Server Licensing Microsoft servers can be licensed according to the following licensing models. Licensing ModelLicenses RequiredServer Example Servers – Operating Systems Server license + CAL + optional external connector Windows Server Servers – Server/CAL Server license + CAL + optional external connector Exchange Server Servers – Management Servers Server license + device management license System Center Configuration Manager Servers – Per Processor Per processor licenseSQL Server

10 Standard and Enterprise CALs A CAL allows client computers access to the services of a server An Enterprise CAL allows client computers access to more advanced services of the server It “adds to” rather than includes the functionality of the Standard CAL Standard CAL Enterprise CAL A Standard CAL allows client computers access to a limited set of fundamental services of the server Client gets basic functions Standard CAL Client gets basic functions Client gets more functions BOTH CALs are required to give clients access to all functions

11 Server Licence Device CAL Number of CALs equal to total number of devices accessing or utilising the server(s) Servers and CALs – Per Device CALs = 7

12 User CAL One CAL covers the total number of devices accessing or utilising the server owned by one person Servers and CALs – Per User CALs = 1 Server Licence Phone and /or PDA

13 Check-point Question (1 of 2) What is a CAL?   A CAL is a software product that enables a user to access the services of the server.   A CAL is a license that gives a user the right to access the services of the server.   A CAL is a software product license for preferred customers.   A CAL is a special kind of license used by Original Equipment Manufacturers (OEMs).

14 Check-point Question (1 of 2): Solution What is a CAL?   A CAL is a software product that enables a user to access the services of the server.   A CAL is a license that gives a user the right to access the services of the server.   A CAL is a software product license for preferred customers.   A CAL is a special kind of license used by Original Equipment Manufacturers (OEMs). Option B is correct.

15 Product Licensing 1

16 Per Processor Licensing SQL Server Standard running in the physical OSE, 4 physical processors (regardless of cores) = 4 processor licenses (no CALs required) SQL Server Standard running in 2 virtual OSEs, 2 virtual processors used = 2 processor licenses (no CALs required)

17 External Connector External Connector Licence External users (not employees) may be licensed with individual CALs or a single EC Licence (per server)

18 Server/CAL Licensing: Example Microsoft Windows XP Pro Windows Server 2008CAL Microsoft Windows XP Pro Windows Server 2008 CAL Client Licenses Microsoft Windows XP Pro Windows Server 2008 CAL Windows Server 2008 External Connector License The Internet External User CAL External User Server Licenses Exchange Server Windows Server 2008 Terminal Licenses Windows Server 2008 CAL Terminal Server CAL (or Windows Remote Desktop Services CAL) Exchange CAL Exchange Server CAL SQL per Processor

19 Windows Server CAL Exchange Standard CAL SC Configuration Manager CML SharePoint Enterprise CAL Exchange Enterprise CAL Lync Standard CAL Forefront UAG CAL SC Operations Manager CML SC Data Protection Manager CML SC Service Manager CML Windows RMS CAL Forefront Protection Suite SL Updated Core CAL Suite from August 2011 Forefront Endpoint Protection SharePoint Standard CAL Lync Enterprise CAL

20 CALSStandard CALEnterprise CALPlus CAL Exchange Server , calender, contacts Unified Messaging, archiving, anti-virus, anti-spam, … - SharePoint Server 2010 sites, content, Communities, search Business Connectivity Services Excel Services, … - Lync Server 2010IM, presence Audio Conferencing, Web Conferencing, Video Conferencing Enterprise- VoIP OCS 2007 R2IM, presence Audio Conferencing, Web Conferencing, Call Management

21 System Center Products System Center ProductDescription System Center Configuration Manager (SCCM) Assesses, deploys, and updates servers, client computers, and devices System Center Data Protection Manager (SCDPM) Data protection, backup, and recovery SCDPM 2010: Server license included in ML System Center Operations Manager (SCOM) Insight into the state, health and performance of the IT environment System Center Service Manager (SCSM) Integrated platform for automating and adapting IT service management best practices System Center Virtual Machine Manager (SCVM) Management solution for virtualized data centers with centralized management of the IT Infrastructure Server license included in ML

22 Product Licensing 2

23 Product licensing 3

24 Windows Small Business Server (SBS): 1–2 Box Solution Maxed out at 75 Users or Devices

25 What's in Small Business Server 2008? Windows Server 2008 Windows SharePoint Services v3 Exchange Server 2010 Forefront Security for Exchange 120 day trial Integration with Office Live Small Business Standard Edition plus a second server running Windows Server 2008 SQL Server 2008 Standard Edition for Small Business Standard Edition Premium Edition Standard CAL Works for both editions Premium CAL Needed for Users or Devices accessing SQL

26 Checkpoint question This customer needs SBS CALs for all 75 employees. 25 of them need access to SQL Server. Which solution will you suggest if Open Value Companywide will be used? This customer needs SBS CALs for all 75 employees. 25 of them need access to SQL Server. Which solution will you suggest if Open Value Companywide will be used?  1x Small Business Server, Premium + 75x SBS CAL, Premium  1x Small Business Server, Premium + 50x SBS CAL (Standard) + 25x SBS CAL, Premium  1x Small Business Server, Standard + 75x SBS CAL (Standard) + 1x SQL Server + 25x SQL CAL

27 Windows Server 2008 and Virtualization Rights

28 New SKU New Suite Line-up WordExcelPowerPointOneNote Outlook w/BCM PublisherAccessInfoPathCommunicator OEM, PKC and FPP Only Volume License Only New PCs Only Licensing Benefits New WordExcelPowerPointOneNote Outlook w/BCM Publisher WordExcelPowerPointOneNoteOutlookPublisherAccess WordExcelPowerPointOneNoteOutlook New SKU WordExcelPowerPointOneNote Word Starter Excel Starter New *Includes advertising *Reduced functionality Optimized for server integration SharePoint Integration SharePoint Integration Advanced IRM Advanced IRM IM and presence IM and presence Outlook w/ BCM included only in Volume Licensing Suites Install 1 copy on up to 3 licensed devices Web Apps included in VL suites Web Apps included in VL suites Deployed on SharePoint for manageability & control Deployed on SharePoint for manageability & control Product Key Card to unlock single image New PCs only New PCs only 1 license / 2 device 1 license / 2 device Unlocks the SKUs preloaded with Office Single Image Unlocks the SKUs preloaded with Office Single Image Does not include media Does not include media Full Package Product 1 license / 1 device (Home & Student: 3 devices) 1 license / 1 device (Home & Student: 3 devices) Portable device rights Portable device rights License is transferable License is transferable Includes media Includes media Volume Licensing Unlimited installs per licensed device Unlimited installs per licensed device Downgrade rights Downgrade rights Portable device rights Portable device rights Choice of physical media or download Choice of physical media or download Software Assurance can be Purchased Software Assurance can be Purchased Software Assurance Lowers the Price of Acquisition Lowers the Price of Acquisition Flexible Annual Payment Flexible Annual Payment Moves expense from CAPEX to OPEX Moves expense from CAPEX to OPEX Reduces upgrades tied to hardware Reduces upgrades tied to hardware Preinstalled on new PCs onlyPreinstalled on new PCs only 1 license / 1 device1 license / 1 device Does not include mediaDoes not include media More Value in Each Suite Licensing Benefits Across Suites

29 Microsoft Office 2010 in Volume Licensing Office Standard Office Professional Plus Word Excel PowerPoint OneNote Outlook Publisher Access InfoPath Communicator -> Lync Groove -> SharePoint Workspace

30 Desktop Applications 30 Volume Licensing OEM, PKC FPP Licensed per device Perpetual use rights (not in EAS / OVS) Downgrade rights-- Re-imaging rights-- Portable use rights- Re-assignment rights (No need to buy new licenses when hardware is replaced) - Use on a Terminal Server-- Software Assurance Benefits: Roaming Use Rights Home Use rights eLearning Office MLP

31 Windows Desktop OS OEM and FPP are the only way to purchase a “full” Windows desktop OS licence Windows 7 Professional sold through Volume Licensing is an “Upgrade” license only Not designed to be installed on a “naked” PC * Προϋπόθεση για την αγορά λειτουργικού, μέσα από τα προγράμματα αδειών χρήσης, είναι η ύπαρξη νόμιμου προ- εγκατεστημένου λειτουργικού συστήματος

32 Tι ισχύει μόνο για τα Windows O/S…  Για καινούριους υπολογιστές η άδεια που απαιτείται παραμένει να είναι μόνο τα προ-εγκατεστημένα Windows (OEM).  Για εταιρείες που επιθυμούν τρόπο επικύρωσης ή νομιμοποίησης των άδειων χρήσης του λειτουργικού του οποίου η προέλευση είναι αβέβαιη ή τα αποδεικτικά των αδειών χρήσης έχουν χαθεί και δεν είναι δυνατόν να αντικατασταθούν: GGWA (Get Genuine Windows Agreement) Πλήρης άδεια χρήσης των Windows 7, Windows Vista Business ή εναλλακτικά των Windows XP Professional (δικαίωμα downgrade) Δεν απαιτείται η απεγκατάσταση του λογισμικού που πρέπει να νομιμοποιηθεί.

33 Windows Desktop OS Page 33 Qualifying OS for Windows 7 Professional Upgrade via VL Open Value, Open License, Select License, Select Plus Enterprise Agreement, Open Value Company-wide (new) Enterprise Agreement, Open Value Company-wide (existing) Academic Windows 7 (32-bit or 64-bit) Enterprise Professional Ultimate Home Premium--- Starter Edition--- Windows Vista (32-bit or 64-bit) Enterprise Business Ultimate Home Premium--- Home Basic--- Windows XP (32-bit or 64-bit) Professional Tablet Edition Home Edition--- Windows 2000 Professional - Windows NT Workstation Windows 98 (incl. 2nd Edition) - Apple Macintosh -

34 Windows Desktop OS 34 Volume LicensingOEMFPP UpgradeFull version and upgrade Perpetual use rights (not in EAS / OVS) License lives and dies with the hardware Perpetual Downgrade rights - Re-imaging rights-- Online license management (VLSC) -- Software Assurance Benefits: Additional Functionality Virtualization Rights Roaming Use Rights Purchase right for MDOP Add Software Assurance within 90 days

35 Windows Desktop OS Windows 7 Professional: 1 instance Windows 7 Professional: 1 instance Windows 7 Professional + Software Assurance = Windows 7 Enterprise: 1+4 instances Windows 7 Professional + Software Assurance = Windows 7 Enterprise: 1+4 instances Page 35 Windows 7 Professional Windows 7 Enterprise

36 Windows VDA may be licensed separately (e.g. for Thin Clients) Additional use rights Local use: You may run on the licensed device, at any one time: 1 instance in the POSE + up to 4 instances in VOSEs. Remote access: You may remotely access from the licensed device, at any one time: 1 instance in the POSE + up to 4 instances in VOSEs on servers Roaming Use Rights: The single primary user of the licensed device may remotely access instances running on servers from a qualifying 3 rd party device Additional features Multilanguage User Interface (MUI) BitLocker Drive Encryption BitLocker to Go AppLocker Search Federation Subsystem for Unix-based Applications (SUA) Direct Access (Windows Server 2008 R2 required) BranchCache (Windows Server 2008 R2 required) (Upgrade) & SA

37 Volume Activation 2.0 MAK KMS ProxyIndividual Purpose Centrally managed activation of multiple PCs Per machine activation Centrally managed activation of multiple PCs ActivationsOne time; No re-activation required Re-activation at least every 180 days PC environment PCs may/may not connect to the Internet PCs usually connect to Internet Managed PCs that regularly connect to corporate networks How PCs activate One connection to Microsoft to activate multiple PCs Each PC connects to Microsoft to activate Each PC connects to company network to activate/re-activate Microsoft Proxy Microsoft KMS Host KMS Clients KMS Host (1) (2)

38 Volume Licensing Copyright © 2005 Microsoft Corporation. All rights reserved. Microsoft and other Microsoft products are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Microsoft makes no warranties, express or implied, in this document. This information is provided to help guide your authorized use of products you license; it is not your agreement. Your use of products licensed under your volume license agreement is governed by the terms and conditions of that agreement. In the case of any conflict between this information and your agreement, the terms and conditions of your agreement control.

39 ΕΜΠΟΡΙΚΗ ΠΟΛΙΤΙΚΗ ΑΔΕΙΩΝ ΛΟΓΙΣΜΙΚΟΥ MICROSOFT Προεγκατεστημένο λογισμικό (ΟΕΜ/DSP)  Λογισμικό προ-εγκατεστημένο μαζί με νέο Η/Υ αποκλειστικά από κατασκευαστές Η/Υ με σκοπό την μεταπώληση  Συνοδεύει άπαξ τον ηλεκτρονικό υπολογιστή ή server στον οποίο εγκαταστάθηκε αρχικά από τον κατασκευαστή του (System Builder ή OEM Κατασκευαστή), χωρίς τη δυνατότητα μεταφοράς σε άλλον υπολογιστή/server.  Χαμηλό κόστος  Υποστήριξη πελάτη από κατασκευαστή – όχι από Microsoft Πακέτα Λιανικής (Retail – Full Packaged Products / FPP - PKC) πακέτα λιανικής Retail / FPP είναι  Τα πακέτα λιανικής Retail / FPP είναι διαθέσιμα μέσω καταστημάτων λιανικής πώλησης και απευθύνονται τόσο σε οικιακούς χρήστες όσο και σε πολύ μικρές εταιρίες έως 10 Η/Υ. Στην συσκευασία περιλαμβάνονται τα αποθηκευτικά μέσα και οι έντυποι όροι της άδειας χρήσης  Οι άδειες ενεργοποίησης PKC (Product Key Card) αποτελούν ένα νέο τρόπο αγοράς συγκεκριμένων εκδόσεων του Microsoft Office 2010 και απευθύνονται τόσο σε οικιακούς χρήστες όσο και σε πολύ μικρές εταιρίες έως 10 Η/Υ. Οι κάρτες PKC ενεργοποιούν το προ-εγκατεστημένο λογισμικό στον Η/Υ εφόσον υπάρχει το αντίστοιχο image του MS Office 2010.

40 ΕΜΠΟΡΙΚΗ ΠΟΛΙΤΙΚΗ ΑΔΕΙΩΝ ΛΟΓΙΣΜΙΚΟΥ MICROSOFT Προγράμματα Αδειών Χρήσης (Volume Licensing Programs)  Απευθύνονται σε εταιρίες που επιθυμούν να προμηθευτούν τουλάχιστον 5 άδειες  Μεταφέρσιμες άδειες (εκτός της περίπτωση του λειτουργικού Windows)  Άδειες για όλα τα προϊόντα  Μειωμένο κόστος διαχείρισης & επώνυμες άδειες  Επιπλέον δικαιώματα (SA Benefits, downgrade, etc.)  Καλύτερα επίπεδα τιμών ανάλογα με την ποσότητα  Ευέλικτοι τρόποι αγοράς (π.χ. τριετής εξόφληση) Online Services  Απευθύνονται κυρίως σε μικρές και μεσαίες εταιρίες που θέλουν να αποκτήσουν λογισμικό πληρώνοντας μηνιαία συνδρομή και χρησιμοποιώντας το ως υπηρεσία  Περιλαμβάνει προϊόντα που διατίθενται ως συνδρομητική υπηρεσία και φιλοξενούνται από την Microsoft μέσω του Microsoft Online Services Portal (υποστηρίζονται από τα Datacenters της Microsoft με SLA 99.9%). από την Microsoft μέσω του Volume License προγράμματος : Enterprise Agreement

41 Άδειες νομιμοποίησης / επικύρωσης λογισμικού (Get Genuine)  Τα συγκεκριμένα προγράμματα αφορούν πελάτες που θέλουν να νομιμοποιήσουν το λογισμικό για το οποίο δεν κατέχουν άδεια χρήσης.  Ως άδεια GGWA (Get Genuine Windows Agreement) για εταιρίες που θέλουν να νομιμοποιήσουν τουλάχιστον 5 άδειες λειτουργικού (OS) και ως GGK (Get Genuine Kit) για πελάτες που θέλουν να νομιμοποιήσουν λιγότερες από 5 άδειες ΕΜΠΟΡΙΚΗ ΠΟΛΙΤΙΚΗ ΑΔΕΙΩΝ ΛΟΓΙΣΜΙΚΟΥ MICROSOFT Hosting – SPLA  Απευθύνεται κυρίως σε μικρές και μεσαίες εταιρίες που θέλουν να αποκτήσουν λογισμικό πληρώνοντας μηνιαία συνδρομή και χρησιμοποιώντας το ως υπηρεσία (Software-as-a-Service).  Το πρόγραμμα ονομάζεται Service Provider License Agreement και επιτρέπει την πληρωμή του λογισμικού ανάλογα με την χρήση (ανά μήνα/ανά χρήστη).

42 Volume License Positioning Customer Segment TransactionalComprehensive (Relational) Perpetual (Owned) Perpetual (Owned) Non-Perpetual (Time-defined) Small and Mid-Sized Organizations Open Value Open Value Company-Wide Open Value Subscription Large Organizations All markets OEM Entity-Wide standardization TIP: Customer’s procurement process provides clue into their purchasing habit – and therefore whether you can propose enterprise- wide standardization Microsoft Select Plus (5-250 PC) ( > 250 PC)

43 Transactional and Relational Licensing Transactional LicensingRelational Licensing Payment term: pay up-front (Ad-hoc purchases) Payment term: Spread, predictable payments, 0% interest Obtain licenses if and when neededAnnual ordering Licensing programs:  Open License  Select Plus 1 Licensing programs:  Open Value CW  Enterprise Agreement Characteristics  Flexible  No ongoing commitments  Appropriate for decentralized decision taking and ordering  No price protection Characteristics  Finance your purchases  Reduced overhead costs  Lower cost per license  Appropriate for centralized decision taking and ordering  Long-term price protection 1 Spread payments for L&SA and SA-only.

44 OEM / COEM Support for all OEM Licensed software programs is provided by the hardware assembler, not Microsoft Support for all OEM Licensed software programs is provided by the hardware assembler, not Microsoft This is stipulated in the system builder license (attached to the side of the system builder pack) This is stipulated in the system builder license (attached to the side of the system builder pack) Value of OEM providing end-user support justifies lower pricing for OEM software Value of OEM providing end-user support justifies lower pricing for OEM software Software Assurance Must be acquired within 90 days of the OEM Licensing acquisition Software Assurance Must be acquired within 90 days of the OEM Licensing acquisition Acquisition of SA provides Volume Licensing usage rights to Acquisition of SA provides Volume Licensing usage rights to the OEM Licensing the OEM Licensing Reimaging, downgrade right, right to move Office OEM Reimaging, downgrade right, right to move Office OEM Software Assurance & OEM

45 Why Volume Licensing? These programs offer supplementary benefits, such as:   Up-front or annual spread payments   Additional savings and benefits associated with technology standardization on the desktop   Cross-Language Rights   Re-imaging Rights   Portable Use Rights   Software Assurance   Downgrade Rights   Simplify license management with single agreement and online tracking tool (VLSC)   One VL key for activation – lower administration costs Volume Licensing programs provide customers the ability to buy just the rights required and the flexibility in acquiring it.

46 Qualified Desktop Page 46 Qualified Desktop means any PC, portable computer, workstation or similar device that is used by or for the benefit of the customer in its Enterprise Qualified Desktops do not include servers Industry devices = Line-of-Business-Devices devices running an embedded OS that do not access a VDI

47 Open Regional Affiliates To qualify as an Open regional affiliate, a corporate affiliate must: Be located in the same geographic region as the Open customer. Meet the definition criteria of a regional affiliate. Meet any additional affiliate definition for its specific region. Definition Criteria: “The participating affiliate owns and controls, is owned and controlled by, or is under common ownership and control with the Open customer.”

48 Affiliates

49 Centralized-Decentralized Purchasing Volume Licensing program Customer need Agreement for one company in one region Agreement for multiple companies in one region Agreement for multiple companies across regions Open License –– Open Value – Select Plus Enterprise Agreement Lead customer = Company signing the VL agreement. Can include multiple companies (affiliate) reporting into it.

50 Product Use Rights/MSLT Agreement with Microsoft Microsoft Software Licence Terms (MSLT, EULA) Certificate of Authenticity (COA) is the license proof Download from Agreement with Microsoft Product Use Rights Agreement with OEM or System Builder Microsoft Software Licence Terms (MSLT) Certificate of Authenticity (COA) is the license proof

51 Check-point Question (1 of 3): Solution Which of the following software license types would accompany a personal laptop computer with pre-loaded software, purchased from a consumer outlet?   Certificate of Authenticity and End User Licensing Agreement (or MSLT)   Certificate of Authenticity and Product Use Rights   Product Use Rights and End User Licensing Agreement   Product Use Rights Option A is correct.

52 The 7 items needed to provide right to own 1.Your Agreement 2.Your enrollments (where applicable – EA, Select) 3.Microsoft Online Record (MVLS, eOpen) 4.Proof of Purchase (PO, receipt, etc.) 5.Records of any transfer of license (in or out) 6.COA (in case of OEM / DSP) 7.Date of Purchase – Hardware vs. Software (in case of OEM / DSP)

53 Open License Copyright © 2005 Microsoft Corporation. All rights reserved. Microsoft and other Microsoft products are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Microsoft makes no warranties, express or implied, in this document. This information is provided to help guide your authorized use of products you license; it is not your agreement. Your use of products licensed under your volume license agreement is governed by the terms and conditions of that agreement. In the case of any conflict between this information and your agreement, the terms and conditions of your agreement control.

54 Open license ΠΡΟΥΠΟΘΕΣΕΙΣ: 5 Άδειες (για άδειες λειτουργικού only upgrades*) ΠΡΟΥΠΟΘΕΣΕΙΣ: 5 Άδειες (για άδειες λειτουργικού only upgrades*) ΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: Ισόβια ΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: Ισόβια ΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ: 2 έτη ΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ: 2 έτη ΤΙΜΕΣ: «Κλειδώνει» το επίπεδο τιμών για τα 2 έτη (επιπλέον αγορές) ΤΙΜΕΣ: «Κλειδώνει» το επίπεδο τιμών για τα 2 έτη (επιπλέον αγορές) ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α (NL), C ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α (NL), C ΠΛΗΡΩΜΗ: Άμεση – το συνολικό ποσό (Προπληρωμή) ΠΛΗΡΩΜΗ: Άμεση – το συνολικό ποσό (Προπληρωμή) Software Assurance: Προαιρετικό (για εξασφάλιση νέων εκδόσεων) Software Assurance: Προαιρετικό (για εξασφάλιση νέων εκδόσεων) ΚΑΤΗΓΟΡΙΕΣ ΠΡΟΪΟΝΤΩΝ: Operating Systems, Servers, Applications ΚΑΤΗΓΟΡΙΕΣ ΠΡΟΪΟΝΤΩΝ: Operating Systems, Servers, Applications ACADEMIC, GOVERMENT ACADEMIC, GOVERMENT NL  πόντοι C  500+ πόντοι

55 Pricing and Payment Open Licenses are to be paid for in full when acquired. Subsequent acquisitions may be made on an existing authorization number, or a new agreement may be initiated. The Open License Agreement is valid for two years from the date of the initial order. Reordering:   Is optional until the Open License Agreement expires.   Does not involve any restrictions on the minimum reorder size. On expiration, reorders cannot be placed, but Software Assurance can be renewed with a new Open Agreement.

56 Calculating Points and Pools OPEN BUSINESS – LEVEL NL OPEN VOLUME – LEVEL C Minimum order of five licenses or one single processor Server License Application POOLS System Server POINTS Each product is assigned a point value Minimum 500 points required

57 Calculating Points and Pools (Cont.) Servers Systems Applications Windows 2000 Server Exchange 2000 Server Exchange 2000 CAL Windows XP Professional Upgrade Office XP MapPoint 2002 Project 2002 FrontPage 2002 Total Points PointsNos.Software With 500 points in the Systems pool the customer is qualified for an Open Volume Agreement for Systems. Note: Full OS licenses are not included in Volume Licensing programs.

58 Check-point Question (2 of 2) A leading publishing firm had entered into an Open Licensing Volume Agreement for servers. The firm had placed an initial order for server software programs, worth 575 points in total. The initial order was placed on March 11, The customer now wants to order an Exchange Server plus 22 CALs with Software Assurance on April 15, Which of the following should the client opt for?   L&SA as a new Open License Business (LEVEL NL).   L&SA on the existing Open Volume (Level C) authorization number.   Software Assurance, using a new Open License Business.   None of the available licensing programs would allow this. Option B is correct.

59 Supporting Tools 1.Customers:  Microsoft License Advisor: An easy-to-use, online resource that can help customers find and select Microsoft products, choose the right Volume Licensing program, and determine estimated retail pricing (ERP) based on their software needs. 2.Partners:  Microsoft LicenseWise: The “one-stop shop” that can help partners recommend product and licensing solutions for their customers, optimize the sales process, and build new revenue opportunities.  eAgreements for OV and OV Subscription 2008: Partners, resellers, and distributors can complete and validate Open Value and Open Value Subscription 2008 Corporate and Government license agreements online with preformatted templates that customers can accept electronically. 1.Customers:  Microsoft License Advisor: An easy-to-use, online resource that can help customers find and select Microsoft products, choose the right Volume Licensing program, and determine estimated retail pricing (ERP) based on their software needs. 2.Partners:  Microsoft LicenseWise: The “one-stop shop” that can help partners recommend product and licensing solutions for their customers, optimize the sales process, and build new revenue opportunities.  eAgreements for OV and OV Subscription 2008: Partners, resellers, and distributors can complete and validate Open Value and Open Value Subscription 2008 Corporate and Government license agreements online with preformatted templates that customers can accept electronically.

60 Page 60 Volume Licensing Service Center (VLSC) https://www.microsoft.com/licensing/servicecenter/Home.aspx Formerly MVLS Manage VL agreements and license acquisition activity View, manage and activate SA Benefits Download software (instead of physical media) Access product keys, including MAKs and KMS keys VLK: Office 2007 MAK/KMS: Office 2010, Windows Server, Windows Desktop OS

61 Open License Summary FeatureBenefit Transactional Volume Licensing Flexibility: buy licenses if and when needed – no commitments, no contract Ongoing volume discounts Lower cost for acquisitions placed during the next two years Low entry levelMost customers qualify Optional SAPredictable costs of new versions Tools: eOpen site License management and Volume License Keys

62

63 Open Value Copyright © 2005 Microsoft Corporation. All rights reserved. Microsoft and other Microsoft products are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Microsoft makes no warranties, express or implied, in this document. This information is provided to help guide your authorized use of products you license; it is not your agreement. Your use of products licensed under your volume license agreement is governed by the terms and conditions of that agreement. In the case of any conflict between this information and your agreement, the terms and conditions of your agreement control.

64 Open value ΠΡΟΥΠΟΘΕΣΕΙΣ: 5 Άδειες (για άδειες λειτουργικού only upgrades) ΠΡΟΥΠΟΘΕΣΕΙΣ: 5 Άδειες (για άδειες λειτουργικού only upgrades) ΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: Ισόβια ΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: Ισόβια ΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ: 3 έτη ΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ: 3 έτη ΤΙΜΕΣ: «Κλειδώνει» η τιμή για τα 3 έτη (price protection για επιπλέον αγορές) ΤΙΜΕΣ: «Κλειδώνει» η τιμή για τα 3 έτη (price protection για επιπλέον αγορές) ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α (NL), C ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α (NL), C ΠΛΗΡΩΜΗ: Τριετής εξόφληση (3 ισόποσες δόσεις) ΠΛΗΡΩΜΗ: Τριετής εξόφληση (3 ισόποσες δόσεις) Software Assurance: Ενσωματωμένο (για εξασφάλιση νέων εκδόσεων) Software Assurance: Ενσωματωμένο (για εξασφάλιση νέων εκδόσεων) Επίπεδο A/NL : PCs Επίπεδο C : 250+ PCs

65 Open Value: Features & Benefits Entry Minimum – Initial order of a minimum of five licenses. Agreement Structure – A single agreement with a three-year agreement term. Pricing and Payments – The L&SA payments can be spread equally over the term of the agreement. Purchase Options – Flexibility to acquire:  New licenses with Software Assurance.  Software Assurance for renewals The Open Value program offers the following features and benefits:

66 Open Value Companywide Benefit: control costs Benefit: control costs Message: receive Microsoft's best prices for software, including 10% discounts (for Platform products) when you purchase Companywide. Price protection ensures your costs will not increase over those three years. Message: receive Microsoft's best prices for software, including 10% discounts (for Platform products) when you purchase Companywide. Price protection ensures your costs will not increase over those three years. Benefit: simplify license management Benefit: simplify license management Message: purchase Companywide and standardize all your PCs on the same software version, but still have the flexibility to run previous versions if required. Message: purchase Companywide and standardize all your PCs on the same software version, but still have the flexibility to run previous versions if required.

67 Products available through Companywide Option Platform Companywide Products Platform Discount Desktop Professional Platform Windows 7 Professional Upgrade (ENT) Office Professional Plus 2010 Core CAL 1 15% Discount structure 1.Companywide (10%) 2.Platform discount (15%) 3.Volume discount if 250+ desktops (“C” instead of “NL) 1Windows CAL + Exchange CAL + SharePoint Portal Server CAL + Systems Center Configuration Manager CML. Can be obtained for every device (Device CAL) or for every user (User CAL).

68 Platform Options Platform Products OV/OVS 2008 OfficeProfessional Plus CALEnterprise CAL Core CAL SBS Standard CAL SBS Premium CAL OSVista Business (Windows 7 Pro) Vista Business /w MDOP (Win7) 68

69 Open Value: Features & Benefits Minimum of five desktopsMinimum of five licenses with Software Assurance Entry Level Yes Perpetual Three years Five to 250 desktops Most popular Microsoft products Both platforms Most popular Microsoft productsProducts Offered Up to 10 percent for individual products Significant savings over FPP option Additional Savings Opportunity Single price per desktop for both platforms Ability to spread payments for L&SA annually Target Customer Messaging YesAnnual Payments PerpetualLicense Type Three yearsAgreement Term Five + licensesTarget Customer Company-wide versionOpen Value Non-company-wide

70 Open Value (Non-Companywide) benefits The perpetual (ever-lasting) right to use the licenses that have been ordered The perpetual (ever-lasting) right to use the licenses that have been ordered The right to install the current and previous versions – plus future versions that are released while the agreement lasts The right to install the current and previous versions – plus future versions that are released while the agreement lasts Free media kits Free media kits Other Software Assurance benefits Other Software Assurance benefits  Office Home Use Rights  eLearning  Problem Resolution Support  TechNet  Right to install a Cold Backup Server

71 Options at agreement expiry Customers can renew Software Assurance Customers can renew Software Assurance  3-year Open Value renewal  New Open Value agreement  Other type of agreement 30-day grace period with backdating 30-day grace period with backdating

72 Check-point Question (1 of 5) .  Software Assurance is optional in Open Value.   Software Assurance is not offered in Open Value.   Software Assurance is built into all Open Value Agreements. .  Software Assurance is built in only for Open Value company-wide.   Software Assurance is not included in Open Value Subscription. Which of the following statements are true? Option C is correct.

73 Check-point Question (2 of 5)   Distributor   Reseller   Microsoft   Customer When ordering Open Value, which of the following members can be responsible for configuring and completing the agreement on the eAgreements tool? Options A and B are correct.

74 Check-point Question (3 of 5): Solution   Windows 7 Professional Upgrade   Microsoft Office Small Business Edition   Microsoft Core CAL   Microsoft Office Professional Plus Edition Which of the following products fall under the Professional Platform? Options A, C, and D are correct.

75 Open Value summary Open Value Open License CustomerLead customer + optional affiliates Single legal entity License typePerpetual  Product portfolioMost products  License portfolioL&SA, SAL, L&SA, SA Duration36 full calendar months24 full calendar months Optional renewal36 calendar monthsSA for 2 or 3 years OrderingInitial order of 5+ licenses (L&SA, SA) Initial order of 5 line items (L, SA) ReorderingOptional – place within the month of installation Optional – place before installation PaymentAnnual or up-frontUp-front Price protectionFor subsequent payments– Price levelsSingle levelTwo levels Media kitsIncludedOptional

76 Open Value Subscription Copyright © 2005 Microsoft Corporation. All rights reserved. Microsoft and other Microsoft products are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Microsoft makes no warranties, express or implied, in this document. This information is provided to help guide your authorized use of products you license; it is not your agreement. Your use of products licensed under your volume license agreement is governed by the terms and conditions of that agreement. In the case of any conflict between this information and your agreement, the terms and conditions of your agreement control.

77 Open Value SUBSCRIPTION ΠΡΟΥΠΟΘΕΣΕΙΣ: Τουλάχιστον 5 Η/Υ, 1 Τουλάχιστον άδεια από τα προϊόντα βασικής «Πλατφόρμας», Αγορά αδειών προϊόντων βασικής πλατφόρμας για όλους τους Η/Υ ΠΡΟΥΠΟΘΕΣΕΙΣ: Τουλάχιστον 5 Η/Υ, 1 Τουλάχιστον άδεια από τα προϊόντα βασικής «Πλατφόρμας», Αγορά αδειών προϊόντων βασικής πλατφόρμας για όλους τους Η/Υ ΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ ΚΑΙ ΕΝΟΙΚΙΑΣΗΣ: 3 έτη ΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ ΚΑΙ ΕΝΟΙΚΙΑΣΗΣ: 3 έτη ΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: Προσωρινή ΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: Προσωρινή ΤΙΜΕΣ: «Κλειδώνει» η τιμή του ενοικίου για τα 3 έτη (Price Protection) ΤΙΜΕΣ: «Κλειδώνει» η τιμή του ενοικίου για τα 3 έτη (Price Protection) ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α (NL), C ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α (NL), C ΠΛΗΡΩΜΗ: Τριετής πληρωμή ενοικίων ΠΛΗΡΩΜΗ: Τριετής πληρωμή ενοικίων Software Assurance: Ενσωματωμένο (για εξασφάλιση νέων εκδόσεων) Software Assurance: Ενσωματωμένο (για εξασφάλιση νέων εκδόσεων) Επίπεδο A/NL : PCs Επίπεδο C : 250+ PCs

78 OVS Program: Features and Benefits Three-year agreement with annual True- up/True-down Various software available under the program Non-perpetual licenses All Eligible PCs licensed Price protection Entry minimum of five computers OVS Features & Benefits

79 Open Value Subscription Platform Products Platform Companywide products Platform discount Small Business Platform Windows 7 Professional Upgrade (ENT) Office Professional Plus 2010 Windows Small Business Server CAL 5% Desktop Professional Platform Windows 7 Professional Upgrade (ENT) Office Professional Plus 2010 Core CAL 5% Discount structure 1.Companywide 2. UTD Discount (50% in the first year for previous editions of Platform Products ) 3.Platform discount (5%) 4.Volume discount if 250+ desktops (“C” instead of “NL” in price list – EMEA only)

80 Platform Options Platform Products OV/OVS 2008 OfficeProfessional Plus CALEnterprise CAL Core CAL SBS Standard CAL SBS Premium CAL OSVista Business (Windows 7 Pro) Vista Business /w MDOP (Win7) 80

81 Open Value Subscription: expiry options Agreement expires after 36 months Agreement expires after 36 months Customers’ options: Customers’ options:  Renewal  New agreement  Buy-out:  Initial fee * number of desktops * 1,75 + initial fee * desktops added in 3 rd year  Other licensing solution  Delete and destroy

82 Option D is correct. Check-point Question (2 of 2): Solution  Licenses on a short-term basis  OV Subscription software temporary licenses  Software Assurance coverage  Customers do not own licenses Which of the following prevents customers from transferring the OV Subscription?

83 Open Value Subscription – Open Value with Companywide Option comparison (1/2) Open Value Subscription Open Value with Companywide Option CustomerLead customer + optional affiliates  License typeNon-perpetualPerpetual Product portfolioAll products; Companywide Products only available Companywide All products; Small Business & Desktop Professional Products also through Companywide Option License portfolioNon-perpetual L&SA, buy-outL (perpetual) & SA, SA Duration36 + optional 36 months  OrderingInitial order for 5+ PCs 

84 Open Value Subscription – Open Value with Companywide Option comparison (2/2) Open Value Subscription Open Value with Companywide Option PaymentAnnualAnnual or up-front Price protection for Companywide Products For subsequent payments and reorders  Price protection for Additional Products For subsequent payments and reorders For subsequent payments, not for reorders Price levelsSingle level 1  1 1 Platform discount5%15% Media kitsIncluded  1 Discount for 250+ desktops in EMEA

85 Positioning Open Value Subscription – Open Value Companywide For customers who want to prepare for a license reduction For customers who want to minimize short-term cost For customers who prefer annual ordering for companywide products Open Value Subscription For customers who want to minimize long-term cost For customers who feel uncomfortable with the idea of having non-perpetual licenses Open Value Companywide 85

86 Program 1

87 Program comparisons

88 Open Value customer benefits Microsoft Open License Microsoft Open Value Subscription Microsoft Open Value Microsoft Open Value + Companywide Option Spread payments– Annual ordering––– 1) Standardization–– Multiple entities– Ownership – Subscription with optional buy-out ––– Agreement 2-year agreement 3-year contract Price protection–– 1) 1) for Companywide products only

89 Choice of products Microsoft Open License Microsoft Open Value Subscription Microsoft Open Value Microsoft Open Value + Companywide Option Choice of products Microsoft business products Companywide Products (Additional Products through Open Value) Companywide Products + Additional Products Software Assurance Optional StandardizationOptional Minimum5 x L, SA 1 5 x L&SA, SA5 PCs 1 L&SA counts as L + SA

90 Payments Microsoft Open License Microsoft Open Value Microsoft Open Value + Companywide Option Microsoft Open Value Subscription Spread payments – Price protection –– 2) Cost of Software Assurance 2 years – coverage until end of agreement Reflects remaining contract duration Included in annual price per desktop Decreasing license count ––– 1) Companywide Products must be ordered annually 2) For Companywide Products only

91 Price levels Microsoft Open License Microsoft Open Value Subscription Microsoft Open Value Microsoft Open Value + Companywide Option Entry price level: 5 licenses/ desktops Volume discount if 250 PCs+ 1) – 2) Platform Discount ––15%5% Up-to-date Discount ––– 50% on 1 st year fee 1)500 points required 2)Only available for Company wide products. Additional products are available through a single price level.

92 Overall Comparison

93 Independent Software Vendors (ISVs) – companies that develop software solutions – interested in embedding Microsoft  products within their own value- added business solution ISV Run-Time License. Some licensed products offered through the ISV Royalty Licensing Program are offered with additional restricted use rights. Your customers can use these applications only with the unified solution with which they were acquired. Your customers cannot use the Microsoft licensed products to run any other application, to develop new applications, or in any context independent of the unified solution with which they were acquired. ISV Run-Time License. Some licensed products offered through the ISV Royalty Licensing Program are offered with additional restricted use rights. Your customers can use these applications only with the unified solution with which they were acquired. Your customers cannot use the Microsoft licensed products to run any other application, to develop new applications, or in any context independent of the unified solution with which they were acquired.

94 ISV Requirements Must be an Independent Software Vendor with, or developing, a solution in the marketplace Must be an Independent Software Vendor with, or developing, a solution in the marketplace Minimum of U.S. $10,000 (or published non-U.S. currency amount if applicable) in royalties paid to Microsoft in two years (eight full calendar quarter agreement term) Minimum of U.S. $10,000 (or published non-U.S. currency amount if applicable) in royalties paid to Microsoft in two years (eight full calendar quarter agreement term) Maintain “Certified” or “Gold” level membership in the Microsoft Partner Program or purchase Microsoft Professional Support Services with five prepaid incidents Maintain “Certified” or “Gold” level membership in the Microsoft Partner Program or purchase Microsoft Professional Support Services with five prepaid incidents Monthly reporting of distributed Microsoft licenses Monthly reporting of distributed Microsoft licenses Provide product support for the unified solutions Provide product support for the unified solutions For more information regarding the Microsoft Partner Program, please go to

95 What Is a SPLA? The Services Provider License Agreement (SPLA) allows an organization to license Microsoft products and use them to provide software services to its customers. The Services Provider License Agreement (SPLA) allows an organization to license Microsoft products and use them to provide software services to its customers. Agreement term Agreement term  Three-year term; may be extended Payment term Payment term  Monthly reporting and payment based on actual use  No up-front commitment required  Annual price protection Licensing Per Processor or SAL (Subscription Access License)

96 Is SPLA Right for Your Business? With the SPLA, services providers and independent software vendors (ISVs) can license Microsoft products on a monthly basis during a three-year agreement term. They can use these products to provide software services and hosted applications to their customers. The SPLA may be right for you if you have one of the following business models:

97 Transferring Licenses Open License: Open License:  Can only transfer entire Open License including all reorders Open Value: Open Value:  May only transfer fully paid licenses in connection with a merger or [takeover]. Open Value Subscription: Open Value Subscription:  Same plus : may only transfer licenses acquired under this agreement by first exercising buy-out option

98 Check-point Question A large mining group in Colorado plans to standardize its 2,000 computers on Microsoft Windows XP Professional and Office Professional. They also need Core CAL. Which Volume Licensing program best fits this organization's requirements?   Microsoft Campus Agreement   Enterprise Agreement   Select License   Open License Option B is correct.

99 Check-point Question A New York based insurance group wants the flexibility of enabling its regional offices, with 200 computers each, choose and purchase Microsoft products when required. It is also interested in making an initial purchase of 1,000 Microsoft Office Professional licenses. Which program best fits these requirements?   Enterprise Agreement   Enterprise Subscription Agreement   Open License   Select License Option D is correct.

100 Check-point Question A medium-sized distributor of diesel engine lubricants in Canada, needs to standardize its computer applications. The organization is concerned about the overhead of managing licenses and staying current with the technology. Which Volume Licensing program would you recommend to this customer?   Original Equipment Manufacturer   Open License Volume   Select License   Open Value Option D is correct.

101 Terminology Perpetual V Non-Perpetual Perpetual V Non-Perpetual Entities Entities Centralised V Decentralised Centralised V Decentralised Transactional V Relational/Comprehensive Transactional V Relational/Comprehensive

102 Perpetual and Non-Perpetual Licensing

103 Centralized and Decentralized Licensing

104 Transactional  Relational Programs

105 A customer owns Office 2003 licenses without SA. He now wants to obtain new Office Licenses with SA. Which volume licensing program or programs will somehow reward the customer for these existing licenses?  Open License  OV Non Company Wide License  OVS  Both OV NCW License and OVS

106 Software Assurance Copyright © 2005 Microsoft Corporation. All rights reserved. Microsoft and other Microsoft products are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Microsoft makes no warranties, express or implied, in this document. This information is provided to help guide your authorized use of products you license; it is not your agreement. Your use of products licensed under your volume license agreement is governed by the terms and conditions of that agreement. In the case of any conflict between this information and your agreement, the terms and conditions of your agreement control.

107 What is Microsoft Software Assurance? A comprehensive maintenance offering that helps customers get most value from software investment A comprehensive maintenance offering that helps customers get most value from software investment Sell SA Benefits as part of solution Sell SA Benefits as part of solution  Customers can benefit immediately for lifetime of agreement  Microsoft program exceeds standard upgrade and support—with no additional cost beyond current maintenance price SOFTWARE ASSURANC E

108 Software Assurance Benefits Training Training Vouchers E-Learning Home Use Program Support 24x7 Problem Resolution Support Extended Hotfix Support Specialized Cold Back-up for Disaster Recovery Enterprise Source Licensing Program Spread Payments Software Assurance Benefits New Products New Version Rights Step Up Licenses Windows 7 Enterprise Microsoft Desktop Optimization Pack (MDOP) Deployment Office Roaming Use Rights Office Multi Language Pack (MLP) Packaged Services TechNet Benefits for Software Assurance Software Assurance Benefits

109 Software Assurance Pricing in Open License Windows Professional Windows Professional  SA = 29% of Upgrade License price per year Applications Applications  SA = 29% of Full License price per year Servers Servers  SA = 25% of Full License price per year Availability in Open License Availability in Open License  L + 2 years SA (‘L&SA’)  SA for 2 years (‘SA-only’) – for renewing Software Assurance or for enhancing OEM licenses and some products obtained through FPP within 90 days

110 What Software Assurance Means for You Software Assurance (SA) helps you: Software Assurance (SA) helps you:  Build long-term relationships: Drive benefit consumption—the more benefits a customer uses, the more likely they are to renew  Increase customer satisfaction: Demonstrate your value across the entire software lifecycle  Create new business opportunities: Assist with deployment planning and provide other services that build upon SA benefits Identify customer pain points and align them with Software Assurance benefits to demonstrate how they bring value to the organization Identify customer pain points and align them with Software Assurance benefits to demonstrate how they bring value to the organization

111 IssueSA BenefitHow They Help Cost and complexity of deployment Packaged Services: - Desktop Deployment Planning Services - SharePoint Deployment Planning Services Provides consulting services to develop an actionable deployment plan Employee Productivity New version rights Home Use Program, Roaming Use Rights E-Learning Old Technology vs. New Technology IT staff and end-user trainingTraining Vouchers, E-LearningHelps employees get up to speed fast with Microsoft education solutions Budget unpredictabilitySpread PaymentsSpreads the cost of purchasing new software over a set period of time Product Support24x7 Problem Resolution Support, TechNet Accelerates problem resolution and reduces downtime, in turn lowering costs Addressing Customer Issues - Examples

112 ROI of customer SA spending Demonstrate a customer’s potential ROI and compare with the costs of training, consulting services, support, and acquiring full licenses every three years SA BENEFITDESCRIPTIONCOST Packaged ServicesDelivers structured engagements to assist with planning and deployment including Desktop, SharePoint, Exchange, and Business Value Planning Services 1500$ per day Windows 7 EnterpriseHelps organizations lower costs, reduce risks, and stay connected Calculate the upgrade cost of win 7 additional offerings prices at 250$ Training VouchersProvides in-depth technical classroom training for IT professionals and developers 350$ /day Home Use Program (HUP)Increases productivity by giving employees licensed copies of Microsoft Office programs for their home you need to check vs ERP prices office pro plus, visio, project E-Learning: Applications, Systems, Servers Offers self-paced interactive training designed for end-users and IT Professionals 55 $ - 400$ per license (pc and server) Office Multi Language Pack (MLP) Enables IT to deploy a single Office 2007 image with support for 37 languages cost of MLP ERP is 100euro in OLP 24 x 7 Phone Support Incidents Enhances existing Premier Support agreements by providing around-the-clock incident support $590 per incident TechNet Plus DirectGives IT staff easy access to all the S/W for testing purposes, and access to experts and technical info 2400$ per subscription (1 ID per server license) Cold Backup for Disaster Recovery Helps maintain IT operating efficiency and protect mission-critical solutions Calculate the cost of a new s/w license for each server

113 Check-point Question (2 of 2)   A yearly subscription to IT Solutions and Engineering magazine   Access to additional copies of media and user guides   Access to content featuring IT information relevant to Microsoft server software   All of the above Juan Rodriguez, a software developer for Conquest IT Solutions, was recently informed that his organization had acquired Software Assurance with their server licenses, which enables him to take advantage of TechNet Plus Subscription. Which of the following describes the benefits of this feature for Juan? Option C is correct.

114 Check-point Question Plumpits Insurance Group, based in New York City, wants make an initial purchase of 1,000 Microsoft Office licenses. The organization wants to standardize its desktop software, and needs a licensing program that is perpetual. Plumpits also expects to increase the number of desktops after a year, and requires a licensing program that keeps the costs constant. Which of the following program best meet Plumpits' requirements? A. Enterprise Subscription Agreement B. Open Value Subscription C. Open License D. Open Value Company-wide Option D is correct!

115 Select Plus Licensing Copyright © 2005 Microsoft Corporation. All rights reserved. Microsoft and other Microsoft products are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Microsoft makes no warranties, express or implied, in this document. This information is provided to help guide your authorized use of products you license; it is not your agreement. Your use of products licensed under your volume license agreement is governed by the terms and conditions of that agreement. In the case of any conflict between this information and your agreement, the terms and conditions of your agreement control.

116 Customer Target Audience Midsize or larger businesses (same as Select) Midsize or larger businesses (same as Select) Typically purchase through a Select agreement Typically purchase through a Select agreement Value the flexibility of purchasing software when needed (project specific needs) Value the flexibility of purchasing software when needed (project specific needs) Want volume licensing pricing advantage across the organization and its affiliates Want volume licensing pricing advantage across the organization and its affiliates May not add SA in all their software purchases May not add SA in all their software purchases

117 Select Plus Licence Program Aimed at customers with 250+ desktopsPerpetual licences36 month Software Assurance optionalEvergreen agreementFour price levels based on points and poolsSelect SAM offeredMonthly orderingOptional payments

118 Select Plus Price Level There are 4 levels of pricing under the Select Plus Program Price Level is established at the Lead Affiliate Level Price Level is established at the Lead Affiliate Level All Affiliates associated with the Lead Affiliate will purchase at the price level All Affiliates associated with the Lead Affiliate will purchase at the price level The initial order qualifies an organization for the corresponding price level The initial order qualifies an organization for the corresponding price level Automatic tiered pricing when next price level is achieved Automatic tiered pricing when next price level is achieved 118

119 Automatic Tiered Pricing No point forecasting No point forecasting Additional discounts are applied to the order that achieves the next price level at any time in the year Additional discounts are applied to the order that achieves the next price level at any time in the year Purchases from all affiliates apply to the organization’s price level Purchases from all affiliates apply to the organization’s price level Compliance once per year. Purchases from the previous 12 months are reviewed Compliance once per year. Purchases from the previous 12 months are reviewed If the purchase minimum for the current level is not met the customer is moved down a maximum of one pricing level If the purchase minimum for the current level is not met the customer is moved down a maximum of one pricing level New AgreementAnniversary Compliance Check C B A T1 5,000 pts Server Pool Level B T2 20,000 pts Server Pool D D New price level on T2 transaction D pts pts 500 pts 4000 pts B

120 Q&A - Billing Options Q. When can a customer choose billing options? Q. When can a customer choose billing options? A. Customers can choose billing options at the time of the order using any of the three options available with Select Plus (Annual, Anniversary, Order anniversary). A. Customers can choose billing options at the time of the order using any of the three options available with Select Plus (Annual, Anniversary, Order anniversary). Q. Does each registered affiliate have its own affiliate anniversary date, or are these aligned to the lead affiliate’s anniversary? Q. Does each registered affiliate have its own affiliate anniversary date, or are these aligned to the lead affiliate’s anniversary? A. Each affiliate has their own anniversary date to use for billing and coverage alignment. A. Each affiliate has their own anniversary date to use for billing and coverage alignment.

121 Q&A : Auto tiered pricing Q. If a customer is at Level A and does not meet compliance the first year, are they placed on hold the next year? Q. If a customer is at Level A and does not meet compliance the first year, are they placed on hold the next year? A. YES. If a customer is at Level A and purchases fewer than 500 annual points in a product pool for a given year, the customer’s account is put on hold for that pool until the customer reaches the 500 point level again. An order for the minimum annual points automatically reactivates the product pool, with no need to sign new forms or renegotiate the agreement terms. A. YES. If a customer is at Level A and purchases fewer than 500 annual points in a product pool for a given year, the customer’s account is put on hold for that pool until the customer reaches the 500 point level again. An order for the minimum annual points automatically reactivates the product pool, with no need to sign new forms or renegotiate the agreement terms.

122 Check-point Question (2 of 2) After the customer sets the price level, identify the parties who agree on the final pricing, from the options given.   Microsoft and the customer   The customer and the LAR   The LAR and Microsoft Option B is correct.

123 Enterprise Agreements Copyright © 2005 Microsoft Corporation. All rights reserved. Microsoft and other Microsoft products are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. Microsoft makes no warranties, express or implied, in this document. This information is provided to help guide your authorized use of products you license; it is not your agreement. Your use of products licensed under your volume license agreement is governed by the terms and conditions of that agreement. In the case of any conflict between this information and your agreement, the terms and conditions of your agreement control.

124 Το Enterprise Agreement έχει σχεδιαστεί για σημαντικούς εταιρικούς και κυβερνητικούς πελάτες που τους ενδιαφέρει να υιοθετήσουν ομοιογενή πλατφόρμα λογισμικού (Centralized Organizations) Το Enterprise Agreement έχει σχεδιαστεί για σημαντικούς εταιρικούς και κυβερνητικούς πελάτες που τους ενδιαφέρει να υιοθετήσουν ομοιογενή πλατφόρμα λογισμικού (Centralized Organizations) Καλύπτει όλους τους υπολογιστές ενός οργανισμού (min. 250 PCs) Καλύπτει όλους τους υπολογιστές ενός οργανισμού (min. 250 PCs) Ανάλογα με τον αριθμό των Η/Υ ο πελάτης αποκτά ένα ανάλογο level έκπτωσης Ανάλογα με τον αριθμό των Η/Υ ο πελάτης αποκτά ένα ανάλογο level έκπτωσης Η Microsoft τιμολογεί απευθείας τον τελικό πελάτη και ο Σύμβουλος Λογισμικού (ESA) προσφέρει υπηρεσίες στον πελάτη που αφορούν τη διαχείριση του συμβολαίου Η Microsoft τιμολογεί απευθείας τον τελικό πελάτη και ο Σύμβουλος Λογισμικού (ESA) προσφέρει υπηρεσίες στον πελάτη που αφορούν τη διαχείριση του συμβολαίου Enterprise Agreements

125 ΠΡΟΥΠΟΘΕΣΕΙΣ: 250 PCs (για άδειες λειτουργικού only upgrades) ΠΡΟΥΠΟΘΕΣΕΙΣ: 250 PCs (για άδειες λειτουργικού only upgrades) ΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: Ισόβια ΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: Ισόβια ΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ: 3 έτη ΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ: 3 έτη ΤΙΜΕΣ: «Κλειδώνει» η τιμή για τα 3 έτη (price protection για επιπλέον αγορές) ΤΙΜΕΣ: «Κλειδώνει» η τιμή για τα 3 έτη (price protection για επιπλέον αγορές) ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α, B, C, D ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α, B, C, D ΠΛΗΡΩΜΗ: Τριετής εξόφληση (3 ισόποσες δόσεις) ΠΛΗΡΩΜΗ: Τριετής εξόφληση (3 ισόποσες δόσεις) Software Assurance: Ενσωματωμένο (για εξασφάλιση νέων εκδόσεων) Software Assurance: Ενσωματωμένο (για εξασφάλιση νέων εκδόσεων) Οι νέοι υπολογιστές που θα αποκτηθούν μετά την υπογραφή της σύμβασης δηλώνονται μία φορά κάθε επέτειο και η αποπληρωμή γίνεται άμεσα για όλο το ποσό (true up) Οι νέοι υπολογιστές που θα αποκτηθούν μετά την υπογραφή της σύμβασης δηλώνονται μία φορά κάθε επέτειο και η αποπληρωμή γίνεται άμεσα για όλο το ποσό (true up) Οι πελάτες που επιλέγουν όλη την πλατφόρμα παίρνουν επιπλέον 15% έκπτωση Οι πελάτες που επιλέγουν όλη την πλατφόρμα παίρνουν επιπλέον 15% έκπτωσηόλη την πλατφόρμαόλη την πλατφόρμα To επίπεδο τιμής των επιπλέον προϊόντων εξαρτάται από το επίπεδο των Enterprise προϊόντων To επίπεδο τιμής των επιπλέον προϊόντων εξαρτάται από το επίπεδο των Enterprise προϊόντων A: 250 – PC B: – PC C: – PC D: PC Enterprise Agreements

126 Enterprise subscription Eίναι παρόμοιο με το EA … Eίναι παρόμοιο με το EA …  Ίδιο πρόγραμμα software  Ίδια επίπεδα τιμών  Ίδιο κανάλι  Ίδια δομή  Ίδια επιπλέον προνόμια … αλλά έχουμε να κάνουμε με σχήμα ενοικίασης (leasing) … αλλά έχουμε να κάνουμε με σχήμα ενοικίασης (leasing)

127 Introduction to the Enterprise Agreements ESAEAFEATURES Subscription-based model Channel-assisted procurement model Three-year agreement term Entity-wide standardization Optional, additional software programs available  Non-perpetual licenses  Perpetual licenses Comprehensive program Suitable for organizations with 250+ desktops

128 Enrollment and Entities Enterprise Agreement programs are structured for centralized organizations. Multiple entities can share an agreement if they are part of the same organization. Advantages of multiple entities sharing an agreement:  The price level is determined by the requirements of the organization and all the affiliates under the agreement. Therefore, it is easier to achieve a favorable price level.

129 Procurement DesktopsThree year L&SA Price Level 250 – 2,399A 2,400 – 5,999B 6,000 – 14,999C 15,000 and overD Payments are spread over three years and made in three equal annual installments. The price level is calculated at the beginning of the enrollment. The price per desktop is fixed for the term of the enrollment.

130 Check-point Question (1 of 2) You are an Enterprise Software Advisor. One of your customers is a medium-sized manufacturing company that wants to standardize desktop software with Microsoft Enterprise products and get access to the latest versions. They have 300 desktops that they would like to license. However, due to budget constraints, they are looking for ways to defray costs. Identify the license agreement that is most appropriate for your customer.   Select License   Enterprise Agreement   Enterprise Subscription Agreement Option C is correct.

131 Check-point Question (2 of 2) What should the customer do when the Enterprise Enrollment Agreement expires after a duration of three years?   The customer has to acquire a new Enterprise Agreement.   The customer will own perpetual licenses for the then-current versions of products acquired under the Enterprise Agreement.   The customer has to count the new qualified desktops that they have bought in the last year of the agreement. Options B and C are correct.

132 VL Agreements – key words…

133 Skills Measured by Exam

134

135

136 Windows 7 Professional / Enterprise Windows Vista Business / Enterprise –Functionality, Upgrade, Downgrade (OEM,VL) Windows Server –Editions and Virtualization Rights, User CAL / Device CAL, External Connector Exchange Server –Standard CAL and Enterprise CAL OCS Server / Lync Server –Standard CAL and Enterprise CAL SharePoint Server –Windows SharePoint Services / SharePoint Foundation –SharePoint Server / SharePoint Server fIS Core CAL Suite / Enterprise CAL Suite SQL Server –Server+CAL / per Proc Management Servers –SCCM, SCOM


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