Παρουσίαση με θέμα: "Licensing Marketing Manager"— Μεταγράφημα παρουσίασης:
1Licensing Marketing Manager Preparation Workshop for the Microsoft Certified Professional (MCP) Exam Designing and Providing Microsoft Volume Licensing Solutions to Small and Medium OrganizationsKonstantinos KritisLicensing Marketing ManagerMicrosoft Hellas
2Microsoft 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 ( ,
3Procedure 1 day training for giving the 70-671 exam In the next 3 days:You will receive instructions for giving the exam and the link with the materialMATERIAL :PPTs (training)Localized training material, prep testsExam ScenariosDon’t forget to complete the evaluation form
4Microsoft Volumenlizenzprogramme - September 2005 How the Exam worksIn EnglishThe test is scenario-basedYou 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 3hrsYou 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.
5How the Exam works Please read the customer scenario carefully. 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.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!
6Agenda Product Licensing VL Programs Software Assurance Case Studies 30 minute break at (Light lunch)15 minute break at 17:00 (Coffee break)Hint: Please keep notes and ask for clarification whenever is required!
8Microsoft Sells Licenses, Not Software We sell licenses to use software… We don’t sell the softwareSoftware can only be used within parameters defined by the licenseMatch customer needsMicrosoft® Windows® XP ProfessionalEND-USER LICENSE AGREEMENTIMPORTANT-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.The common perception is a misconceptionIt is a common misconception that software, once purchased, may be used by the person(s) who bought it in any, and every way they want.Customers think that they can buy one software product and then re-install it more than once.Although this may be physically possible, it is actually against the law.Intellectual Property (IP) allows people to own their creativity and innovation in the same way that they own physical property.The owner of IP can control and be rewarded for its use, and this encourages further innovation and creativity to the benefit of all involved.The four main types of IP are:Patents for inventions - new and improved products and processes that are capable of industrial application.Trade Marks for brand identity - of goods and services allowing distinctions to be made between different traders.Designs for product appearance - of the whole or a part of a product resulting from the features of, in particular, the lines, contours, colors, shape, texture or materials of the product itself or its ornamentation.Copyright for material - literary and artistic material, music, films, sound recordings and broadcasts, including software and multimedia.Source: UK Government IP Web siteMicrosoft does not sell software, it sells the right to use the software. Use of the software outside of the rights defined is a breach of the vendor’s IPR.IP is protected by law in a number of ways. A software owner can protect their rights by:Civil action brought by the copyright ownerCriminal proceedings brought by:A criminal enforcement authority, for example, Trading Standards, the Police or HM Customs Actions by HM Customs and ExciseA private prosecution brought by the rights holderAnd Microsoft is no different than other software companies like IBM & Oracles (for example). If license are not used within the parameters defined, Microsoft has the right to revoke the right to use.
9Server LicensingMicrosoft servers can be licensed according to the following licensing models.Licensing ModelLicenses RequiredServer ExampleServers – Operating SystemsServer license + CAL + optional external connectorWindows ServerServers – Server/CALExchange ServerServers – Management ServersServer license + device management licenseSystem Center Configuration ManagerServers – Per ProcessorPer processor licenseSQL ServerSpeaker Notes:As per the PUR, the licensing models for servers are as follows:Servers – Operating SystemsServers – Server/CALServers – Management ServersServers – Per ProcessorServers – Specialty Servers
10Standard and Enterprise CALs A CAL allows client computers access to the services of a serverA Standard CAL allows client computers access to a limited set of fundamental services of the serverClient gets basic functionsStandard CALAn Enterprise CAL allows client computers access to more advanced services of the serverIt “adds to” rather than includes the functionality of the Standard CALEnterprise CALClient gets more functionsBOTH CALs are required to give clients access to all functionsInstructor Note:Enterprise CAL (or Additive CAL) was introduced in FY07, with the launch of Wave12 (Office2007, Vista and Exchange).These enterprise features can be enabled through the Admin module, simply by choosing from the menu “Enable Enterprise Features”, and entering the Enterprise CAL product key.For example, with Exchange Server 2007, the Enterprise CAL provides these additional features:Advanced Exchange ActiveSync PoliciesUnified MessagingPer-User/Per-Distribution List JournalingManaged Folders (Custom Folders)Forefront Online Security for Exchange (formerly Exchange Hosted Filtering)Forefront Security for Exchange ServerIn Office SharePoint Server, the additional features include:Business Data CatalogExcel ServicesReport CenterInfoPath Forms ServicesKey Performance Indicator (KPI)Filter Web PartsQuestion to class : If a customer needs the functionality in server that requires the Enterprise CAL, do they need to buy the Standard/Base CAL? - YesStandard CALClient gets basic functions2007 Office System Server Licensing
11Servers and CALs – Per Device Server LicenceSlide Overview:To understand the notion of Device CALsNotes to Presenter (Microsoft Confidential):Ensure that attendees understand that a device CAL entitles them to access the services of that type of server anywhere on the networkThe CAL is not only product-specific, but it is also version-specific, which means that the version of the CAL must be at least the same or higher than the installed version of the server.Note that a Windows Server CAL is required whether you use client software supplied by Microsoft or software from a third party vendorSupporting Information:Transition:The other way of licensing a CAL...Device CALNumber of CALs equal to total number of devices accessing or utilising the server(s)
12Servers and CALs – Per User Server LicencePhone and /or PDASlide Overview:To understand the notion of User CALsNotes to Presenter (Microsoft Confidential):Make sure that people realise that this is a frequent and usual scenario – use your own example of many devices connecting to getWindows Device and User CALs can be used on the same server. For ease of management and tracking though, Microsoft recommends that customers choose to acquire CALs on either a device or user basis.Give examples at the end of the slide as to when a Device CAL would be useful – perhaps in a manufacturing organisation where a PC was used for lots of people to enter timesheet informationSupporting Information:Transition:And the final aspect with CALs is to understand that there are different Client Access Licensing Modes...User CAL One CAL covers the total number of devices accessing or utilising the server owned by one person
13Check-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).
14Check-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).Speaker Notes:Answer Key: Option B is correct. A CAL is a license that gives the user the right to access the services of the server.Option A is incorrect. A CAL is not a software product.Option C is incorrect. A CAL is not a software product license for preferred customers.Option D is incorrect. OEMs do not use CALs.Option B is correct.
15Product Licensing 1 Windows Server 2008 license with User-CAL Your customer has 2 full-time and 12 part-time employees that sharedesktops. There is one Microsoft Windows 2008 Server that needs tobe upgraded in order to keep up with sales growth.Which options are the most cost effective?Windows Server 2008 license with User-CALWindows Server 2008 license with Device CALsWindows Server 2008 license with External Connector
16Per 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)
17External ConnectorExternal Connector Licence External users (not employees) may be licensed with individual CALs or a single EC Licence (per server)
18Server/CAL Licensing: Example Microsoft Windows XP ProWindows Server 2008CALWindows Server 2008 CALClient LicensesThe InternetExternal UserCALServer LicensesExchange ServerWindows Server 2008SQL per ProcessorExchange Server CALTerminal LicensesWindows Server 2008 CALTerminal Server CAL (or Windows Remote Desktop Services CAL)Exchange CALWindows Server 2008External Connector LicenseExchange Server CALSpeaker Notes:In the sample network configuration presented on the screen, the licenses that would be requiredfor the devices connected to the network are as follows:The customer would require two licenses for the physical server; Microsoft Windows Server 2003 and Microsoft Exchange Server 2003.Client computers accessing the server would require CALs.The server always defines the CAL. For example, a client device accessing a server using Windows would need a Windows CAL.An External Connector license is also required for all authenticated external users that access the server.Exchange Server CAL
19Updated Core CAL Suite from August 2011 SharePoint Enterprise CALSC Service Manager CMLLync Enterprise CALSC Data Protection Manager CMLForefront UAG CALWindows RMS CALExchange Enterprise CALSC Operations Manager CMLForefront Protection Suite SLLync Standard CALSharePoint Standard CALWindows Server CALExchange Standard CALSC Configuration Manager CMLForefront Endpoint ProtectionNetwork InfrastructureCollaborationManagementSecurity
20Standard CAL Enterprise CAL Plus CAL CALSStandard CALEnterprise CALPlus CALExchange Server 2010, calender,contactsUnified Messaging,archiving,anti-virus, anti-spam, …-SharePoint Server 2010sites, content,Communities, searchBusiness Connectivity ServicesExcel Services, …Lync Server 2010IM, presenceAudio Conferencing,Web Conferencing,Video ConferencingEnterprise-VoIPOCS 2007 R2Call Management
21System Center Products DescriptionSystem CenterConfiguration Manager(SCCM)Assesses, deploys, and updates servers, client computers,and devicesData Protection Manager(SCDPM)Data protection, backup,and recoverySCDPM 2010: Server license included in MLOperations Manager(SCOM)Insight into the state, health and performanceof the IT environmentService Manager(SCSM)Integrated platform for automating and adapting IT service management best practicesVirtual Machine Manager(SCVM)Management solution for virtualized data centers with centralized managementof the IT InfrastructureServer license included in MLOSE = Operating System Environment
22Product Licensing 2Your customer has 2000 sales representatives with a notebook and ahandheld device each. There are 800 desktops in the main office.They want to launch an online store to increase sales. Their networkcomprises Windows Server 2003, Exchange Server 2007, SharePointServer 2007 and SQL Server 2005 for the online store.What options below do you recommend? (all answers that apply)Core CAL Suite per DeviceCore CAL Suite per UserWindows Server User-CALExchange Server Device-CALSQL Server CALsSQL Server per processor licensesSharePoint Portal Server CAL
23Product licensing 3 You customer has 350 desktops running Office and Core CAL Suite. Their network contains 6 Windows Servers2003. They now plan to deploy Systems Center Configuration Manager Server 2007.Which additional licenses does the customer need?SQL CALs onlySQL CALs and SMS CALsSQL Per Processor Licenses and SCC with SQL 2008 TechnologySQL Per Processor Licenses onlySCC with SQL 2005 Technology
24Windows Small Business Server (SBS): 1–2 Box Solution Maxed out at 75 Users or Devices
25What's in Small Business Server 2008? Standard EditionPremium EditionStandard Edition plus a second server runningWindows Server 2008SQL Server 2008 Standard Edition for Small BusinessWindows Server 2008Windows SharePoint Services v3Exchange Server 2010Forefront Security for Exchange 120 day trialIntegration with Office Live Small BusinessStandard CALWorks for both editionsPremium CALNeeded for Users or Devices accessing SQL
26Checkpoint questionThis 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, Premium1x Small Business Server, Premium + 50x SBS CAL (Standard) + 25x SBS CAL, Premium1x Small Business Server, Standard + 75x SBS CAL (Standard) + 1x SQL Server + 25x SQL CALAnswer 2: 1x Essential Business Server, Premium + 175x EBS CAL (Standard) + 25x EBS CAL, Premium. You cannot mix CALs for different server products, e.g. SBS and EBS CALs, but you can mix Standard and Premium CALs.
27Windows Server 2008 and Virtualization Rights Why virtualization? Server consolidation and reduce energy costs
28Office 2010: Simplified Suite Line-up Licensing Benefits Across SuitesMore Value in Each SuiteLicensing BenefitsNew Suite Line-upNew PCs OnlyOEM, PKC and FPP OnlyVolume License OnlyStarter*Home & StudentHome & BusinessProfessionalStandardPro PlusWord StarterExcel StarterWordExcelPowerPointOneNoteWordExcelPowerPointOneNoteOutlookWordExcelPowerPointOneNoteOutlookPublisherAccessWordExcelPowerPointOneNoteOutlook w/BCMPublisherWordExcelPowerPointOneNoteOutlook w/BCMPublisherAccessInfoPathCommunicatorNew SKUNewNewNewNewNewNew SKUNewNew FeaturesIncludes advertisingReduced functionalityOptimized for server integrationSharePoint IntegrationAdvanced IRMIM and presenceOutlook w/ BCM included only in Volume Licensing SuitesInstall 1 copy on up to 3 licensed devicesProduct Key Card to unlock single imageNew PCs only1 license / 2 deviceUnlocks the SKUs preloaded with Office Single ImageDoes not include mediaFull Package Product1 license / 1 device (Home & Student: 3 devices)Portable device rightsLicense is transferableIncludes mediaVolume LicensingUnlimited installs per licensed deviceDowngrade rightsPortable device rightsChoice of physical media or downloadSoftware Assurance can be PurchasedSoftware AssuranceLowers the Price of AcquisitionFlexible Annual PaymentMoves expense from CAPEX to OPEXReduces upgrades tied to hardwarePreinstalled on new PCs only1 license / 1 deviceDoes not include mediaObjective and Key MessagesThe idea here is to focus on what the SKU’s are for each one of the three Retail and OEM/PKC SKU’s and the two VL SKU’s to highlight the new apps (One Note and Web Apps) and the new SKU (Office 2010 Home and Business).Starting with the left side of (more pertinent to OEM/PKC/FPP) the first four columns on the left.Some key points to highlight include:New Home and Business SKUPKC’sNew PCs only1 license for 1 deviceUsed to unlock the SKUs preloaded with Office Single ImageDoes not include mediaApplies across all OEM, PKC and FPP SuitesIncreased functionality adds valueStarter being OEM onlyIncludes advertisingReduced functionalityWeb Apps with Windows Live for the OEM/PKC/FPPAs for the two VLs, some key points to highlight include:Lowers the Price of Acquisition ( N-1 UTD)Flexible Annual PaymentMoves software expense from CAPEX to OPEXReduces upgrades tied to hardwareOptimized for server integrationIRM protectionWorkflowXL/Access servicesPresenceBCM only included in Volume Licensing SuitesWeb Apps included in VL suites Deployed on SharePoint for manageability & controlAccess Web Apps on Windows Live
29Microsoft Office 2010 in Volume Licensing StandardProfessional PlusWordExcelPowerPointOneNoteOutlookPublisherAccessInfoPathCommunicator -> LyncGroove -> SharePoint WorkspaceIn the MCP exam you should recommend Office Standard 2010 or Office Professional Plus 2010.Office Home&Business, Office Home&Student and Office Professional will never be the correct answer.
30Desktop Applications Volume Licensing OEM, PKC FPP Licensed per device Perpetual use rights (not in EAS / OVS)Downgrade rights-Re-imaging rightsPortable use rightsRe-assignment rights(No need to buy new licenseswhen hardware is replaced)Use on a Terminal ServerSoftware Assurance Benefits:Roaming Use RightsHome Use rightseLearningOffice MLP
31Windows Desktop OS OEM and FPP are the only way to purchase a “full” Windows desktop OS licenceWindows 7 Professional sold through Volume Licensing is an “Upgrade” license onlyNot 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
32Tι 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.
33Open Value Company-wide Windows Desktop OSQualifying OS for Windows 7 Professional Upgrade via VLOpen Value,Open License,Select License,Select PlusEnterprise Agreement,Open Value Company-wide(new)(existing)AcademicWindows 7 (32-bit or 64-bit)EnterpriseProfessionalUltimateHome Premium-Starter EditionWindows Vista (32-bit or 64-bit)BusinessHome BasicWindows XP (32-bit or 64-bit)Tablet EditionHome EditionWindows 2000 ProfessionalWindows NT Workstation 4.0Windows 98 (incl. 2nd Edition)Apple Macintosh
34Windows Desktop OS Volume Licensing OEM FPP Upgrade Full version and upgradePerpetual use rights (not in EAS / OVS)License lives and dies with the hardwarePerpetualDowngrade rights-Re-imaging rightsOnline license management (VLSC)Software Assurance Benefits:Additional FunctionalityVirtualization RightsRoaming Use RightsPurchase right for MDOPAdd Software Assurancewithin 90 days
35Windows Desktop OS Windows 7 Professional: 1 instance Windows 7 Professional + Software Assurance = Windows 7 Enterprise: 1+4 instancesWindows 7ProfessionalWindows 7Enterprise
36(Upgrade) & SA Windows VDA may be licensed separately Additional featuresMultilanguage User Interface (MUI)BitLocker Drive EncryptionBitLocker to GoAppLockerSearch FederationSubsystem for Unix-based Applications (SUA)Direct Access (Windows Server 2008 R2 required)BranchCache (Windows Server 2008 R2 required)Additional use rightsLocal 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 serversRoaming Use Rights: The single primary user of the licensed device may remotely access instances running on servers from a qualifying 3rd party deviceWindows VDAmay belicensed separately(e.g. for Thin Clients)Additional features may be used even after Software Assurance has expired.Virtualization rights and Roaming Use Rights expire with Software Assurance.(Upgrade) & SA
37Volume Activation 2.0 (1) Microsoft Microsoft (2) MAK KMS Proxy IndividualPurposeCentrally managed activation of multiple PCsPer machine activationCentrally managed activationof multiple PCsActivationsOne time; No re-activation requiredRe-activationat least every 180 daysPC environmentPCs may/may not connect to the InternetPCs usually connect to InternetManaged PCs that regularly connect to corporate networksHow PCs activateOne connection to Microsoft to activate multiple PCsEach PC connects to Microsoft to activateEach PC connects to company network to activate/re-activate(1)KMSHostMicrosoftMicrosoftProxy(2)KMSClientsKMSHost
39Προεγκατεστημένο λογισμικό (ΟΕΜ/DSP) ΕΜΠΟΡΙΚΗ ΠΟΛΙΤΙΚΗ ΑΔΕΙΩΝ ΛΟΓΙΣΜΙΚΟΥ MICROSOFTΠροεγκατεστημένο λογισμικό (ΟΕΜ/DSP)Λογισμικό προ-εγκατεστημένο μαζί με νέο Η/Υ αποκλειστικά από κατασκευαστές Η/Υ με σκοπό την μεταπώλησηΣυνοδεύει 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 κόστοςΥποστήριξη πελάτη από κατασκευαστή – όχι από MicrosoftΠακέτα Λιανικής (Retail – Full Packaged Products / FPP - PKC)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 χρήσηςΟι 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.
40ΕΜΠΟΡΙΚΗ ΠΟΛΙΤΙΚΗ ΑΔΕΙΩΝ ΛΟΓΙΣΜΙΚΟΥ MICROSOFT Προγράμματα Αδειών Χρήσης (Volume Licensing Programs)Απευθύνονται σε εταιρίες που επιθυμούν να προμηθευτούν τουλάχιστον 5 άδειεςΜεταφέρσιμες άδειες (εκτός της περίπτωση του λειτουργικού Windows)Άδειες για όλα τα προϊόνταΜειωμένο κόστος διαχείρισης & επώνυμες άδειεςΕπιπλέον δικαιώματα (SA Benefits, downgrade, etc.)Καλύτερα επίπεδα τιμών ανάλογα με την ποσότηταΕυέλικτοι τρόποι αγοράς (π.χ. τριετής εξόφληση)Online ServicesΑπευθύνονται κυρίως σε μικρές και μεσαίες εταιρίες που θέλουν να αποκτήσουν λογισμικό πληρώνοντας μηνιαία συνδρομή και χρησιμοποιώντας το ως υπηρεσίαΠεριλαμβάνει προϊόντα που διατίθενται ως συνδρομητική υπηρεσία και φιλοξενούνταιαπό 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
41ΕΜΠΟΡΙΚΗ ΠΟΛΙΤΙΚΗ ΑΔΕΙΩΝ ΛΟΓΙΣΜΙΚΟΥ MICROSOFT Hosting – SPLAΑπευθύνεται 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).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
42Volume License Positioning CustomerSegmentTransactionalComprehensive (Relational)Perpetual(Owned)Non-Perpetual(Time-defined)Small andMid-SizedOrganizationsOpen ValueOpen Value Company-WideOpen Value SubscriptionLarge OrganizationsAll marketsOEM(5-250 PC)Microsoft Select Plus( > 250 PC)Discussion: EA targets for sales, balance how we can position EA to transactional large customers.We offer different Volume Licensing programs, in two dimensions: by customer segment and by transaction1. The vertical dimension is the customer segment.We distinguish between Small and Mid-Sized Organizations, typically any company between five and 500 PCs, and Large Organizations with 250+ PCs. Note that there is an overlap between these segments.For each of these two segments, we have a separate Volume Licensing training.Please bear in mind that Large Organizations sometimes also use a Volume Licensing program that is meant for Small and Mid-Sized Organizations, for example, when they need relatively few licenses.This is why we do recommend that LARs and ESAs attend both Volume Licensing training sessions.2. On the horizontal dimension you see Transactional and Annuity-Based programs.A Transactional program requires a license to be obtained before the installation takes place.OEM, FPP, Open License and Select Plus are all based on this approach. Customers can “buy as and when they need” the licenses.The administrative overhead can be a major burden for both you and your customer.That is why we also have Annuity-Based Programs, which allow an annual count of the number of PCs or installed copies, annual ordering and annual payment.The benefits are obvious: a massive reduction of the administrative overhead and spread payments.Other points to note:Open Value (OV) Perpetual is not annual ordering for True Up. Annual ordering is for EA,EAS and OVS. You can say use 1st and pay later. For OV you need to buy within 30 days from time of install. EA,EAS,OVS would be annually.Annuity-based programs are for customer who want a stronger relationship and commitment with MS.EA is best for companies with >250 PCs, and OV for those <250 PCsEntity-Wide standardizationTIP: Customer’s procurement process provides clue into their purchasing habit – and therefore whether you can propose enterprise-wide standardization
43Transactional and Relational Licensing Transactional LicensingRelational LicensingPayment term: pay up-front (Ad-hoc purchases)Payment term: Spread, predictable payments, 0% interestObtain licenses if and when neededAnnual orderingLicensing programs:Open LicenseSelect Plus1Open Value CWEnterprise AgreementCharacteristicsFlexibleNo ongoing commitmentsAppropriate for decentralized decision taking and orderingNo price protectionFinance your purchasesReduced overhead costsLower cost per licenseAppropriate for centralized decision taking and orderingLong-term price protectionExplain it in terms of payment flexibility/one-off.Licenses can be obtained in two distinct ways:Transactional Licensing means that the license follows the software program. If you decide to install a particular copy or make another copy, then a license is needed. This approach is very flexible: you only obtain licenses if and when needed.Volume Licensing programs that use this approach are Open License for Small and Mid-Sized Organizations and Select Plus for enterprises with at least 250 PCs.When many installations take place, the administrative overhead of monitoring installations, placing purchase orders and processing invoices make licensing a time-consuming process. As an alternative, customers can deploy Annuity-Based Licensing, which means that the customer only needs to count its desktops or installed copies, place a purchase order and pay one invoice per annum.Volume licensing programs that are Annuity-Based are MYO License*, OSL* and Open License Value for organizations with 5 to 250+ PCs, and Enterprise Agreement and Enterprise Subscription Agreement for Larger Organizations.*EMEA only programsIn the case of Contoso, which uses a lot of Microsoft solutions, if I was the IT manager, transactional licensing would be too expensive to bear. With 0% interest, I might as well spread the payment out.1 Spread payments for L&SA and SA-only.
44Licensing for SMO - Sales Track March 2006 (draft)OEM / COEMSupport for all OEM Licensed software programs is provided by the hardware assembler, not MicrosoftThis 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 softwareSoftware Assurance & OEMSoftware Assurance Must be acquired within 90 days of the OEM Licensing acquisitionAcquisition of SA provides Volume Licensing usage rights tothe OEM LicensingReimaging, downgrade right, right to move Office OEM10000 units for OEMSupportSupport is an important issue with regards to OEM licensing. License agreements between Microsoft and OEM partners clearly state that the support is to be provided by the OEM in all cases. This is reflected in the amount that Microsoft charges OEMs for its software.
45Why Volume Licensing?Volume Licensing programs provide customers the ability to buy just the rights required and the flexibility in acquiring it.These programs offer supplementary benefits, such as:Up-front or annual spread paymentsAdditional savings and benefits associated with technology standardization on the desktopCross-Language RightsRe-imaging RightsPortable Use RightsSoftware AssuranceDowngrade RightsSimplify license management with single agreement and online tracking tool (VLSC)One VL key for activation – lower administration costsSpeaker Notes:Volume Licensing programs offer SMB organizations the flexibility to choose theway these organizations acquire their software licenses. By separating thelicense from the media and documentation, and packaging, Volume Licensingoffers cost-effective pricing, based on the size of the acquisition.SMB organizations require custom-tailored licensing solutions for their variousneeds. Microsoft Volume Licensing programs offer customized options and avariety of benefits that far outweigh those offered by Full Packaged Product(FPP) or Original Equipment Manufacturer (OEM) licensing solutions. Thesebenefits include:The right to downgrade to any previous version of the software.The right to use other language versions of the software.The right to copy software onto multiple devices from one standard image, using Volume Licensing media.The right to install a second license on a portable computer. Note: This right is applicable to applications only.
46Qualified Desktop Qualified Desktop means any PC, portable computer, workstation or similar device that is used by or for the benefit of the customer in its EnterpriseQualified Desktops do not includeserversIndustry devices = Line-of-Business-Devicesdevices running an embedded OS that do not access a VDI
47Open Regional Affiliates To qualify as an Open regional affiliate, a corporateaffiliate 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.Speaker Notes:In Open License, the name mentioned on the agreement must be that of the legal entity using the software. However, re-ordering by other entities within the same holding is permitted.Entities within the Open Value and Open Value Subscription programs can share the same agreement across entities in the same territory.In certain situations, multinational customers can share their Open License authorization number with their affiliates. This enables affiliates to place orders under one authorization number and at associated price levels.The Open License Agreement provides corporate customers with the ability to extend their purchasing power to qualifying affiliates throughout a single geographic region. Affiliates are permitted to take advantage of the Open customer’s price level without an upfront order commitment. This is on the condition that the order is placed with a participating Microsoft reseller within the affiliate's country and during the term of the Open authorization number.The Regional Affiliate program defines specific regions and participating countries for sharing authorization numbers.Definition Criteria:“The participating affiliate owns and controls, is owned and controlled by, or is under common ownership and control with the Open customer.”
48AffiliatesAn affiliate organisation is one that is more than 50% owned by the main customerCustomers and their affiliates in the European Union and European Free Trade Association can share an agreementCustomers can choose how to handle affiliates when entering into an agreement based on entity wide standardisationSlide Overview:For attendees to understand how an affiliate is defined and how they are handled within a licensing agreementNotes to Presenter (Microsoft Confidential):Look at the link below for a comprehensive description of the European Free Trade Association.Supporting Information:Details on affiliates with Open and Open Licence Agreements at:When entering into an agreement based on entity wide standardisation (Open Value Companywide and Open Value Subscription) customers have three options:Not to include any affiliatesInclude only a specific set of affiliatesInclude all affiliates within the territory plus all affiliates that will be founded or acquired during the agreement termIf the customer chooses the third option, then new affiliates are automatically covered by the Open Value agreement. Depending on the type of agreement, licences for the selected companywide products must be ordered at the end of the month (Open Value Companywide) or on the next anniversary of the agreement (Open Value Subscription).Transition:And moving on to what a customer needs to do to start an agreement
49Centralized-Decentralized Purchasing Volume Licensing programCustomer needAgreement for one company in one regionAgreement for multiple companies in one regionAgreement for multiple companies across regionsOpen License–Open ValueSelect PlusEnterprise AgreementExplain entity/territory in context of geo – have it on slideDefinitions- Entity: An organization or being that possesses separate existence for tax purposes. Examples would be corporations, partnerships, estates, and trusts.- “Customer” means the entity that has entered into this agreement and its Affiliates;affiliate: Any legal entity that owns, is owned by, or is under common ownership with the customer.“territory” means the region in which customer is located.Lead customer = Company signing the VL agreement. Can include multiple companies (affiliate) reporting into it.
50Product Use Rights/MSLT Agreement with MicrosoftMicrosoft Software Licence Terms (MSLT, EULA)Certificate of Authenticity (COA) is the license proofDownload fromFPPOEMAgreement with OEM or System BuilderMicrosoft Software Licence Terms (MSLT)Certificate of Authenticity (COA) is the license proofAgreement with MicrosoftProduct Use Rights
51Check-point Question (1 of 3): Solution Which of the following software license types wouldaccompany a personal laptop computer with pre-loadedsoftware, purchased from a consumer outlet?Certificate of Authenticity and End User Licensing Agreement (or MSLT)Certificate of Authenticity and Product Use RightsProduct Use Rights and End User Licensing AgreementProduct Use RightsSpeaker Notes:Answer key: Option A is correct. A personal laptop with pre-loaded software purchased from a consumer outlet comes with a Certificate of Authenticity and an End User License Agreement.Option B: This is only partially correct.Option C: This is only partially correct.Option D: This is incorrect.Option E: This is incorrect.Option A is correct.
52The 7 items needed to provide right to own Your AgreementYour enrollments (where applicable – EA, Select)Microsoft Online Record (MVLS, eOpen)Proof of Purchase (PO, receipt, etc.)Records of any transfer of license (in or out)COA (in case of OEM / DSP)Date of Purchase – Hardware vs. Software (in case of OEM / DSP)
54Open licenseΠΡΟΥΠΟΘΕΣΕΙΣ: 5 Άδειες (για άδειες λειτουργικού only upgrades*)ΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: ΙσόβιαΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ: 2 έτηΤΙΜΕΣ: «Κλειδώνει» το επίπεδο τιμών για τα 2 έτη (επιπλέον αγορές)ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α (NL), CΠΛΗΡΩΜΗ: Άμεση – το συνολικό ποσό (Προπληρωμή)Software Assurance: Προαιρετικό (για εξασφάλιση νέων εκδόσεων)ΚΑΤΗΓΟΡΙΕΣ ΠΡΟΪΟΝΤΩΝ: Operating Systems, Servers, ApplicationsACADEMIC, GOVERMENTNL πόντοιC 500+ πόντοι
55Pricing and PaymentOpen 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.Speaker Notes:The Open License term:Starts on the effective date of the initial order, and runs for a full 24 months, ending on the last day of the calendar month in which the term ends.Lasts for two years from the date of the initial order.Reordering – Reordering under an existing Open authorization number can be done any timeduring its two year term. The Open License Agreement does not involve any restrictions on theminimum reorder size.Reorder price levels remain equivalent to the price level defined by the initial order. Thus,reordering within the agreement term has no direct impact on the price levels or the expirationdates.Expiration: Customers cannot place a reorder when the term of an Open License Agreementends. Customers can, however, renew Software Assurance by starting a new Open LicenseAgreement.Open Licenses are perpetual licenses. Thus, although the term of agreement ends after twoyears, the right to use the license is everlasting.
56Calculating Points and Pools OPEN BUSINESS – LEVEL NLMinimum order of five licenses or one single processor Server License++++OPEN VOLUME – LEVEL CPOINTSSpeaker Notes:Open License Business customers can:Start their agreement by acquiring as few as five licenses, or a single processor server license.Note: A single license, along with Software Assurance, amounts to two licenses. Software Assurance counts as a separate license.Note: Other products that require only a single license to start an agreement are detailed in the Product List.Order licenses in any combination of products and product types.Open License Volume uses points and pools to achieve the Open Volume price level. Microsoftproducts are categorized into three types of product pools:ApplicationsSystemsServersFor each product pool, customers initiate a separate Open agreement, and receive anauthorization number as a part of the process. Each Microsoft product is assigned a point valueunder Open Volume. In many cases, a single product license equates to more than one point.The point values for the products can be found by using the product Price List.POOLS5ApplicationSystemMinimum 500 points requiredServerEach product is assigned a point value
57Calculating Points and Pools (Cont.) SoftwareNos.PointsTotal PointsOffice XP MapPoint 2002 Project 2002 FrontPage 20022 11 190ApplicationsWith 500 points in the Systems pool the customer is qualified for an Open Volume Agreement for Systems.97Windows XP Professional Upgrade2502500SystemsSpeaker Notes:To calculate points and pools in Open License Volume:Compile a list of software that you need.Assign each product to the relevant product pool.Assign points to each product.Add up the points in each product pool separately.Find your price level for each product pool.The points accumulated in each pool determine the agreement that the product pool would beeligible for. The minimum points required for an Open License Volume Agreement are 500.Windows 2000 Server Exchange 2000 Server Exchange CAL1 1 45Servers75Note: Full OS licenses are not included in Volume Licensing programs.
58Check-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.Speaker Notes:Answer key: Option B is correct. The customer can order L&SA under an existing Open Volume Authorization Number. The advantage is a price that is lower than a new Open License, which would yield an Open License Business price level.Option B is correct.
59Supporting Tools Customers: Partners: 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.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.Speaker Notes:The License Configurator:Is a pre-sales tool for channel partners to create licensing quotes.Contains extensive information about Microsoft licensing solutions.Helps simplify licensing programs for customers by providing clarity on points, pools, and related Software Assurance benefits.Facilitates the partner sales process by providing part numbers, software program descriptions, and estimated retail prices.The License Configurator can be accessed through the Worldwide PartnerProgram Web site.
60Volume Licensing Service Center (VLSC) https://www. microsoft Formerly MVLSManage VL agreements and license acquisition activityView, manage and activate SA BenefitsDownload software (instead of physical media)Access product keys, including MAKs and KMS keysVLK: Office 2007MAK/KMS: Office 2010, Windows Server, Windows Desktop OSCompare license programs: License AdvisorSQL Server: no VLK; no MAK, no KMS -> product key on the server media
61Licensing for SMO - Sales Track March 2006 (draft)Open License SummaryFeatureBenefitTransactional Volume LicensingFlexibility: buy licenses if and when needed – no commitments, no contractOngoing volume discountsLower cost for acquisitions placed during the next two yearsLow entry levelMost customers qualifyOptional SAPredictable costs of new versionsTools: eOpen siteLicense management and Volume License KeysSummaryEntry level Volume Licensing:Easy to qualify.Flexible: buy as much or as little throughout term of agreement.SA entirely optional.Acquisitions accessible through secure, online portal (eOpen).
64Open valueΠΡΟΥΠΟΘΕΣΕΙΣ: 5 Άδειες (για άδειες λειτουργικού only upgrades)ΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: ΙσόβιαΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ: 3 έτηΤΙΜΕΣ: «Κλειδώνει» η τιμή για τα 3 έτη (price protection για επιπλέον αγορές)ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α (NL), CΠΛΗΡΩΜΗ: Τριετής εξόφληση (3 ισόποσες δόσεις)Software Assurance: Ενσωματωμένο (για εξασφάλιση νέων εκδόσεων)Επίπεδο A/NL : PCsΕπίπεδο C : PCs
65Open Value: Features & Benefits The Open Value program offers the following features and 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 renewalsSpeaker Notes:The Open Value program offers the following features and benefits:Entry Minimum – An initial order under the Open Value program would include a minimum of five licenses. Software Assurance is automatically included with the Open Value program.Agreement Structure – The Open Value program has a three-year agreement term, with the option to extend the agreement by three years at the end of the term. The Open Value program operates under a single agreement for all ongoing license acquisitions. In addition, license acquisitions for affiliates can be streamlined through a single agreement.Pricing and Payment – The size of the initial order determines the price level of the acquisition, and reorders are based on the initial price of the acquisition. In addition, Open Value is a Comprehensive program that enables customers to establish an annual schedule of predictable payments by spreading License &Software Assurance (L&SA) or Software Assurance-only payments equally over the term of the agreement.Purchase Options – Under the Open Value program, customers can acquire:New licenses that include Software Assurance.Windows Desktop Operating System Upgrade License with Software Assurance.Software Assurance for renewals.
66Open Value Companywide Licensing for SMO - Sales TrackMarch 2006 (draft)Open Value CompanywideBenefit: control costsMessage: 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 managementMessage: purchase Companywide and standardize all your PCs on the same software version, but still have the flexibility to run previous versions if required.
67Products available through Companywide Option Licensing for SMO - Sales TrackMarch 2006 (draft)Products available through Companywide OptionPlatformCompanywide ProductsPlatform DiscountDesktop Professional PlatformWindows 7 Professional Upgrade (ENT)Office Professional Plus 2010Core CAL115%1 Windows 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).Discount structureCompanywide (10%)Platform discount (15%)Volume discount if 250+ desktops (“C” instead of “NL)The Platform Discount will be granted to customers who choose the entire Small Business Platform or the entire Desktop Professional Platform. Mixing products from these platforms is allowed but won’t yield the Platform Discount.The Platform Discount is a “once in a lifetime opportunity”: only if one of the entire platforms is chosen at the start of the agreement will the discount be granted.
68Platform Options Platform Products OV/OVS 2008 Office Professional PlusCALEnterprise CALCore CALSBS Standard CALSBS Premium CALOSVista Business (Windows 7 Pro)Vista Business /w MDOP (Win7)Replacing the 2 preset Desktop platform options, will be individual Platform component SKUs with “Platform” pricing. These will be listed on the price list with “Platform” in the “Offering” column as well as reflected in the SKU description. This will allow customers to mix and match Platform components that best suit their business requirements. Customers may choose from:Office Small Business Edition, Office Professional Plus, or Office EnterpriseEnterprise CAL, Core CAL, Windows Small Business Server CAL Suite, or Windows Small Business Server Premium CAL Suite (Windows Essential Server CAL Suite and Premium CAL Suites available November 1st)Vista Business, or Vista Business w/MDOP
69Open Value: Features & Benefits Company-wide versionOpen Value Non-company-wideTarget CustomerFive + licensesFive to 250 desktopsAgreement TermThree yearsThree yearsLicense TypePerpetualPerpetualAnnual PaymentsYesYesTarget Customer MessagingAbility to spread payments for L&SA annuallySingle price per desktop for both platformsAdditional Savings OpportunitySignificant savings over FPP optionUp to 10 percent for individual productsSpeaker Notes:The Open Value program offers easier asset management because of the existence of onelicense agreement for all desktop needs. The Open Value program guarantees the same price forsoftware, which exists on desktops at the time of licensing, during the term of the agreement.Standardized savings across all desktops offer an additional savings opportunity on:One or more Enterprise Products.The Enterprise PlatformThe Small Business PlatformMicrosoft offers the best pricing to organizations that standardize on all three softwarecomponents in either the professional platform or the small business platform.Entry LevelMinimum of five licenses with Software AssuranceMinimum of five desktopsProducts OfferedMost popular Microsoft productsMost popular Microsoft productsBoth platforms
70Open Value (Non-Companywide) benefits Licensing for SMO - Sales TrackMarch 2006 (draft)Open Value (Non-Companywide) benefitsThe perpetual (ever-lasting) right to use the licenses that have been orderedThe right to install the current and previous versions – plus future versions that are released while the agreement lastsFree media kitsOther Software Assurance benefitsOffice Home Use RightseLearningProblem Resolution SupportTechNetRight to install a Cold Backup ServerThe distribution of media kits also includes new versions that are shipped until the agreement expiry date.
71Options at agreement expiry Licensing for SMO - Sales TrackMarch 2006 (draft)Options at agreement expiryCustomers can renew Software Assurance3-year Open Value renewalNew Open Value agreementOther type of agreement30-day grace period with backdating4 x Office Pro: initial 3 licenses plus one obtained through a reorder.
72Check-point Question (1 of 5) Which of the following statements are true?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.Speaker Notes:Answer Key: Option C is correct. Software Assurance is built into all Open Value Agreements.Options A, B, D, and E are incorrect. Software Assurance is built into all Open Value Agreements.Option C is correct.
73Check-point Question (2 of 5) When ordering Open Value, which of the following members can be responsible for configuring and completing the agreement on the eAgreements tool?DistributorResellerMicrosoftCustomerSpeaker Notes:Answer Key: Options A and B are correct: Generally, the distributor is responsible for configuring and completing the agreement on the eAgreements tool. In some parts of the world, however, the reseller may perform this task, instead of the distributor.Options A and B are correct.
74Check-point Question (3 of 5): Solution Which of the following products fall under the Professional Platform?Windows 7 Professional UpgradeMicrosoft Office Small Business EditionMicrosoft Core CALMicrosoft Office Professional Plus EditionSpeaker Notes:Answer Key: Options A, C, and D are correct. Windows Professional Desktop Upgrade, Microsoft Core CAL, and Microsoft Office Professional Edition fall under the Professional Platform.Option B is incorrect. Microsoft Office Small Business Edition falls under the Small Business Platform.Options A, C, and D are correct.
75Licensing for SMO - Sales Track March 2006 (draft)Open Value summaryOpen ValueOpen LicenseCustomerLead customer + optional affiliatesSingle legal entityLicense typePerpetualProduct portfolioMost productsLicense portfolioL&SA, SAL, L&SA, SADuration36 full calendar months24 full calendar monthsOptional renewal36 calendar monthsSA for 2 or 3 yearsOrderingInitial order of 5+ licenses (L&SA, SA)Initial order of 5 line items (L, SA)ReorderingOptional – place within the month of installationOptional – place before installationPaymentAnnual or up-frontUp-frontPrice protectionFor subsequent payments–Price levelsSingle levelTwo levelsMedia kitsIncludedOptionalOpen License allows affiliates to share an Open License Authorization Number for reordering. However, customers cannot accumulate licenses needed by multiple affiliates to a single initial purchase order.
77Open Value SUBSCRIPTION ΠΡΟΥΠΟΘΕΣΕΙΣ: Τουλάχιστον 5 Η/Υ, 1 Τουλάχιστον άδεια από τα προϊόντα βασικής «Πλατφόρμας», Αγορά αδειών προϊόντων βασικής πλατφόρμας για όλους τους Η/ΥΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ ΚΑΙ ΕΝΟΙΚΙΑΣΗΣ: 3 έτηΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: ΠροσωρινήΤΙΜΕΣ: «Κλειδώνει» η τιμή του ενοικίου για τα 3 έτη (Price Protection)ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α (NL), CΠΛΗΡΩΜΗ: Τριετής πληρωμή ενοικίωνSoftware Assurance: Ενσωματωμένο (για εξασφάλιση νέων εκδόσεων)Επίπεδο A/NL : PCsΕπίπεδο C : PCs
78OVS Program: Features and Benefits Three-year agreement with annual True-up/True-downVarious software available under the programNon-perpetuallicensesAll Eligible PCs licensedPrice protectionEntry minimum of five computersOVSFeatures &BenefitsSpeaker Notes:The OV Subscription program is a non-perpetual license, which provides a time-limited right to use a particular software program.The OV Subscription program offers the following features:Entry Minimum – OV Subscription requires an entry minimum of five desktops, which means that most organizations can participate in this program.Agreement Structure – OV Subscription is a three-year agreement with annual ordering, which allows for adjustments in desktop counts and product deployment. The orders are placed annually for the actual number of desktops being used, thus considerably reducing administrative overheads.Price and Payments – The license price remains constant for the term of the agreement. This facilitates budgeting. The only increase in budget will be for the new desktops that may be added.Purchase Options – Customers can choose a mix of software programs from both the Enterprise Platform and the Small Business Platform, and obtain licenses along with Software Assurance for any combination of software.Enterprise-wide – OV Subscription is enterprise-wide, which means that all eligible desktops are licensed. The enterprise-wide feature is especially beneficial to customers who desire to have one or more Enterprise Platform product or Small Business Platform product across eligible desktops.
79Open Value Subscription Platform Products Licensing for SMO - Sales TrackMarch 2006 (draft)Open Value Subscription Platform ProductsPlatformCompanywide productsPlatform discountSmall Business PlatformWindows 7 Professional Upgrade (ENT)Office Professional Plus 2010Windows Small Business Server CAL5%Desktop Professional PlatformCore CALDiscount structureCompanywideUTD Discount (50% in the first year for previous editions of Platform Products )Platform discount (5%)Volume discount if 250+ desktops (“C” instead of “NL” in price list – EMEA only)Office Standard Edition as well as separate Office products (Word, Excel, Access, PowerPoint, InfoPath, Outlook and Publisher) are available as Additional Products. Office Standard Edition carries a higher price than Office Small Business Edition and Office Professional, though, because the latter two products are always chosen for all desktops.
80Platform Options Platform Products OV/OVS 2008 Office Professional PlusCALEnterprise CALCore CALSBS Standard CALSBS Premium CALOSVista Business (Windows 7 Pro)Vista Business /w MDOP (Win7)Replacing the 2 preset Desktop platform options, will be individual Platform component SKUs with “Platform” pricing. These will be listed on the price list with “Platform” in the “Offering” column as well as reflected in the SKU description. This will allow customers to mix and match Platform components that best suit their business requirements. Customers may choose from:Office Small Business Edition, Office Professional Plus, or Office EnterpriseEnterprise CAL, Core CAL, Windows Small Business Server CAL Suite, or Windows Small Business Server Premium CAL Suite (Windows Essential Server CAL Suite and Premium CAL Suites available November 1st)Vista Business, or Vista Business w/MDOP
81Open Value Subscription: expiry options Licensing for SMO - Sales TrackMarch 2006 (draft)Open Value Subscription: expiry optionsAgreement expires after 36 monthsCustomers’ options:RenewalNew agreementBuy-out:Initial fee * number of desktops * 1,75 + initial fee * desktops added in 3rd yearOther licensing solutionDelete and destroy
82Check-point Question (2 of 2): Solution Which of the following prevents customers from transferring the OV Subscription?Licenses on a short-term basisOV Subscription software temporary licensesSoftware Assurance coverageCustomers do not own licensesSpeaker Notes:Answer key: Option D. A customer cannot transfer an OV Subscription license because the customer does not own the license. A license can only be transferred if the customer owns it.Option D is correct.
83Licensing for SMO - Sales Track March 2006 (draft)Open Value Subscription – Open Value with Companywide Option comparison (1/2)Open Value SubscriptionOpen Value with Companywide OptionCustomerLead customer + optional affiliatesLicense typeNon-perpetualPerpetualProduct portfolioAll products; Companywide Products only available CompanywideAll products; Small Business & Desktop Professional Products also through Companywide OptionLicense portfolioNon-perpetual L&SA, buy-outL (perpetual) & SA, SADuration36 + optional 36 monthsOrderingInitial order for 5+ PCs
84Licensing for SMO - Sales Track March 2006 (draft)Open Value Subscription – Open Value with Companywide Option comparison (2/2)Open Value SubscriptionOpen Value with Companywide OptionPaymentAnnualAnnual or up-frontPrice protection for Companywide ProductsFor subsequent payments and reordersPrice protection for Additional ProductsFor subsequent payments, not for reordersPrice levelsSingle level 1 1Platform discount5%15%Media kitsIncluded1 Discount for 250+ desktops in EMEA
85Positioning Open Value Subscription – Open Value Companywide For customers who want to prepare for a license reductionFor customers who want to minimize short-term costFor customers who prefer annual ordering for companywide productsOpen Value SubscriptionFor customers who want to minimize long-term costFor customers who feel uncomfortable with the idea of having non-perpetual licensesOpen Value Companywide
86Program 1 Your customer has 175 Desktops with various versions of Windows and Office. They want to use Windows Vista and Office Professional Enterprise 2007 on all desktopsWhich volume license program would you recommend?Open Value Company-wideSelect LicenseEnterprise AgreementEnterprise Subscription Agreement
87Licensing for SMO - Sales Track March 2006 (draft)Program comparisons
88Open Value customer benefits Licensing for SMO - Sales TrackMarch 2006 (draft)Open Value customer benefitsMicrosoft Open LicenseMicrosoft Open Value SubscriptionMicrosoft Open ValueMicrosoft Open Value + Companywide OptionSpread payments–Annual ordering1)StandardizationMultiple entitiesOwnershipSubscription with optional buy-outAgreement2-year agreement3-year contractPrice protection 1)Notice: no final decision has been taken so far about extending the price protection to additional products so the note at the bottom of the table may disappear in a next version of this presentation.1) for Companywide products only
89Licensing for SMO - Sales Track March 2006 (draft)Choice of productsMicrosoft Open LicenseMicrosoft Open Value SubscriptionMicrosoft Open ValueMicrosoft Open Value + Companywide OptionChoice of productsMicrosoft business productsCompanywide Products (Additional Products through Open Value)Companywide Products + Additional ProductsSoftware AssuranceOptionalStandardizationMinimum5 x L, SA 15 x L&SA, SA5 PCsIn Open License, Software Assurance counts as a license.1 L&SA counts as L + SA
90Licensing for SMO - Sales Track March 2006 (draft)PaymentsMicrosoft Open LicenseMicrosoft Open ValueMicrosoft Open Value + Companywide OptionMicrosoft Open Value SubscriptionSpread payments–Price protection 2)Cost of Software Assurance2 years – coverage until end of agreementReflects remaining contract durationIncluded in annual price per desktopDecreasing license countClick on the box at the top of the table to show:Ordering and payments for the OLV perpetual programs (click on the box “Open License Value” or the box “Open License Value Companywide”)Ordering and payments for OLV Subscription (click on the box “Open License Value Subscription”)You will automatically return to this slide.The price protection does not apply to additional copies of additional products.Notice: no final decision has been taken so far about extending the price protection to additional products so the note at the bottom of the table may disappear in a next version of this presentation.1) Companywide Products must be ordered annually2) For Companywide Products only
91Licensing for SMO - Sales Track March 2006 (draft)Price levelsMicrosoft Open LicenseMicrosoft Open ValueMicrosoft Open Value + Companywide OptionMicrosoft Open Value SubscriptionEntry price level: 5 licenses/ desktopsVolume discount if 250 PCs+ 1)– 2)Platform Discount15%5%Up-to-date Discount50% on 1st year feeClick on the box “Open License Value Subscription” for an explanation and an example of the up-to-date discount. You will automatically return to this slide.500 points requiredOnly available for Company wide products. Additional products are available through a single price level.
92Desktop Standardisation Overall ComparisonOpen Value Company WideSelectEAEA SubEntry level5 PCs250 PCsPrice Bands5 – 250250+A, B, C & DLicence TypePerpetualNon-PerpetualAgreement term3 yearsDesktop StandardisationYesNoCompany WideTrue Up/DownTrue Up onlyN/ATrue-up onlySpread PaymentsNo*Software AssuranceIncludedOptional
93Independent Software Vendors (ISVs) – companies that develop software solutions – interested in embedding Microsoft products within their own value-added business solutionISV 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.Microsoft Operations ManagerMicrosoft Project ServerMicrosoft SharePoint® Portal ServerMicrosoft SQL Server™Microsoft Virtual PCMicrosoft Virtual ServerMicrosoft Visual Basic® for ApplicationsMicrosoft Speech Server (North America only)Microsoft Windows® Terminal Server Client Access Licenses (CALS) onlyMicrosoft Application CenterMicrosoft BizTalk® ServerMicrosoft Commerce ServerMicrosoft Content Management ServerMicrosoft Dynamics™ CRMMicrosoft Exchange ServerMicrosoft Host Integration ServerMicrosoft Internet Security and Acceleration ServerMicrosoft MapPoint® Business Mapping Software
94ISV RequirementsMust be an Independent Software Vendor with, or developing, a solution in the marketplaceMinimum 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 incidentsMonthly reporting of distributed Microsoft licensesProvide product support for the unified solutionsTo integrate or embed means to include a Microsoft product with the ISV’s application in any of the following ways:By embedding the Microsoft product into the ISV application code orBy including a Microsoft product along with the ISV’s application on the installation media orBy pre-installing the Microsoft product on a computer system that is part of the unified solutionFor more information regarding the Microsoft Partner Program, please go to
95What 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.Agreement termThree-year term; may be extendedPayment termMonthly reporting and payment based on actual useNo up-front commitment requiredAnnual price protectionLicensingPer Processor or SAL (Subscription Access License)The SPLA reduces the complexity of offering software services because you, not the customer, are the licensee.Services Provider Use Rights (SPUR)Subscriber Access License (SAL) and Per Processor ModelNot version specificAllows for commercial use of Microsoft productsGlobal ReachSoftware services can be delivered worldwide without licensing limitations
96Is 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:Application services providersPlatform infrastructure providersBusiness process outsourcers (BPO)PC rental companiesFranchisees and franchisesStreaming media providersIT outsourcers that provide software licensesWeb hosting providersIndependent software vendors that provide hosted applicationsMessaging or collaboration services providersWeb or Internet services providers
97Transferring Licenses Licensing for Small and Mid-Sized OrganizationsMarch 2006 (draft)Transferring LicensesOpen License:Can only transfer entire Open License including all reordersOpen Value:May only transfer fully paid licenses in connection with a merger or [takeover].Open Value Subscription:Same plus : may only transfer licenses acquired under this agreement by first exercising buy-out optionHow to transferYou may only transfer OSL software Perpetual Licenses to an affiliated or an unaffiliated third party and you must provide written notice of your intention to do this. For all other transfers of OSL software licenses, written consent is required. Any transfer made in violation of the requirements or restrictions will be void.When transfers are not permittedYou may not transfer:Licenses on a short-term basis.OSL software temporary licenses.SA coverage.Perpetual Licenses for any version of any product acquired through SA independently from the underlying Perpetual Licenses for which that SA coverage was ordered.Upgrade licenses for a desktop OS product separate from the underlying desktop OS license or from the computer system on which the software program is first installed.
98Check-point QuestionA 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 AgreementEnterprise AgreementSelect LicenseOpen LicenseSpeaker Notes:Answer key: Option B is correct. The Enterprise Agreement, designed for large organizations opting for Comprehensive Programs, is the appropriate Volume Licensing program in this case.Option A: This is incorrect. Campus Agreement is meant for educational organizations.Option C: This is incorrect. A Comprehensive Program, such as the Enterprise Agreement, is more appropriate for this organization.Option D: This is incorrect. Open Licenses are for small and mid-sized organizations.Option B is correct.
99Check-point QuestionA 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 AgreementEnterprise Subscription AgreementOpen LicenseSelect LicenseSpeaker Notes:Answer key: Option D is correct. Select License is the appropriate program for an organization that is planning to acquire a large number of licenses, but wants individual offices to have the ability to acquire licenses as and when required.Option A: This is incorrect. The Enterprise Agreement is a Comprehensive Program that is not appropriate for an organization that wants individual offices to acquire licenses as and when needed.Option B: This is incorrect. This License is for EMEA customers only.Option C: This is incorrect. The Open License is suitable for small and mid-sized organizations.Option D is correct.
100Check-point QuestionA 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 ManufacturerOpen License VolumeSelect LicenseOpen ValueSpeaker Notes:Answer key: Option D is correct. Open Value is a perpetual license with a Comprehensive Program for small and mid-sized organizations.Option A: This is incorrect. OEM licenses are for organizations that purchase hardware and software together.Option B: This is incorrect. The Open License Volume is for customers opting for Transactional Programs. In this case, the organization requires the benefits of a Comprehensive Program.Option C: This is incorrect. The Select License is for larger organizations. In this case, the organization requires the benefits of a Comprehensive Program.Option D is correct.
101Terminology Perpetual V Non-Perpetual Entities Centralised V DecentralisedTransactional V Relational/Comprehensive
102Perpetual and Non-Perpetual Licensing Licensing Essentials - Sales TrackMarch 2006Perpetual and Non-Perpetual LicensingPerpetual LicenseNon-Perpetual License‘Everlasting’ License‘Defined end date’ LicenseOpen LicenseOpen ValueOpen Value Company-WideOpen Value SubscriptionTransactional or Annuity-Based Licensing determines how and when you will buy licenses. Now let’s look at the kind of licenses.A Perpetual License is bought once and provides the right to use a particular version or a particular software program forever. This is also referred to as an ‘everlasting’ license. In the long run, this is often most cost-effective, but it does impact on a customer’s cash flow. Compare this to the choice between buying a new car or leasing one.A Non-Perpetual License is temporary, and provides a time-limited right to use a particular software program until a specific end-date. Non-Perpetual Licenses are only available through Annuity-Based Licensing Programs: OSL and Enterprise Subscription Agreement .
103Centralized and Decentralized Licensing Licensing Essentials - Sales TrackMarch 2006Centralized and Decentralized LicensingVolume Licensing programCustomer needAgreement for one entityAgreement for multiple entities in one territoryAgreement for multiple entities across territoriesOpen License–Open Value
104Transactional Relational Programs Licensing for SMO - Sales TrackMarch 2006 (draft)Transactional Relational ProgramsTransactional (Open License)Relational (OV, OV CW, OVS)Upfront payment → cash flowAnnual paymentsTransactional → no standardization; overhead costsMonthly or annual orderingNo price protection; no spread payments → budgetingLong-term price protectionSingle legal entity → inappropriate for decentralized useCentralized agreementSo far, we have reviewed the features of Open License. It is flexible, but we have also seen some drawbacks:The impact on the customer’s cash flow can be substantial, especially if many licenses with SA need to be bought and paid for upfront.Open License is based on Transactional Licensing, so the licenses must be ordered before the software programs are installed.Open License does not provide any price protection, so it is very difficult to predict what the budget should be for next year.An Open License is always entered into by a single legal entity, which makes manageability challenging and reduces the likelihood of achieving economies of scale.
105OV Non Company Wide License OVS Both OV NCW License and OVS 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 LicenseOV Non Company Wide LicenseOVSBoth OV NCW License and OVS
107What is Microsoft Software Assurance? A comprehensive maintenance offering that helps customers get most value from software investmentSell SA Benefits as part of solutionCustomers can benefit immediately for lifetime of agreementMicrosoft program exceeds standard upgrade and support—with no additional cost beyond current maintenance priceSOFTWARE ASSURANCEWhat is Microsoft Software Assurance for Volume Licensing?It’s a comprehensive maintenance offering that helps customers get the most value possible from their investment in Microsoft software.Solution=Microsoft Product + Software AssuranceSoftware Assurance needs to be sold as part of the solution. When customers purchase Microsoft products with SA, they gain access to an immediate set of benefits, that can help them realize the full value of their Microsoft investment. With SA customers get much more then industry standard upgrade and support services with no additional cost, after they pay the maintenance price.
108Software Assurance Benefits New ProductsNew Version RightsStep Up LicensesWindows 7 EnterpriseMicrosoft Desktop Optimization Pack (MDOP)DeploymentOffice Roaming Use RightsOffice Multi Language Pack (MLP)Packaged ServicesTechNet Benefits for Software AssuranceSoftware Assurance BenefitsTrainingTraining VouchersE-LearningHome Use ProgramSupport24x7 Problem Resolution SupportExtended Hotfix SupportSpecializedCold Back-up for Disaster RecoveryEnterprise Source Licensing ProgramSpread Payments
109Software Assurance Pricing in Open License Licensing for SMO - Sales TrackMarch 2006 (draft)Software Assurance Pricing in Open LicenseWindows ProfessionalSA = 29% of Upgrade License price per yearApplicationsSA = 29% of Full License price per yearServersSA = 25% of Full License price per yearAvailability in Open LicenseL + 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 daysThe pricing of SA is linked to the price of the license for the software program it applies to.It is priced at 29% of the license price per year for desktop OS and applications.For Server software programs (OS and applications), it is priced at 25% of the license price per year.SA coverage ends when the Open License expires. This makes ordering SA in an Open License reorder less attractive.SA-only is meant for SA and UA renewals and for situations where SA is obtained for Windows XP Professional OEM and FPP, Office 2003 OEM and Windows Server and Windows Small Business Server OEM and FPP.
110What Software Assurance Means for 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 renewIncrease customer satisfaction: Demonstrate your value across the entire software lifecycleCreate new business opportunities: Assist with deployment planning and provide other services that build upon SA benefitsIdentify customer pain points and align them with Software Assurance benefits to demonstrate how they bring value to the organizationSoftware Assurance can help you in a number of ways. It helps:Enable long-term relationships: Customers who have activated and used one of more of their benefits renew their agreements. In fact, benefit consumption is the strongest indicator for renewals – and a significant opportunity.Increase customer satisfaction: Greater satisfaction and commitment to the Microsoft platform enables you to demonstrate your value across through the entire software lifecycle – from facilitating smoother deployments, to lowering training, maintenance, and support costs.Create new business opportunities: Provide deployment planning and other services that leverage Software Assurance solutions and maintenance benefits.
111Addressing Customer Issues - Examples SA BenefitHow They HelpCost and complexity of deploymentPackaged Services:- Desktop Deployment Planning Services- SharePoint Deployment Planning ServicesProvides consulting services to develop an actionable deployment planEmployee ProductivityNew version rightsHome Use Program, Roaming Use RightsE-LearningOld Technology vs. New TechnologyIT staff and end-user trainingTraining Vouchers, E-LearningHelps employees get up to speed fast with Microsoft education solutionsBudget unpredictabilitySpread PaymentsSpreads the cost of purchasing new software over a set period of timeProduct Support24x7 Problem Resolution Support, TechNetAccelerates problem resolution and reduces downtime, in turn lowering costsLet’s look at common business scenarios customers may face and explain how Software Assurance benefits deliver real business value to your customer’s organization.
112ROI 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 yearsSA BENEFITDESCRIPTIONCOSTPackaged ServicesDelivers structured engagements to assist with planning and deployment including Desktop, SharePoint, Exchange, and Business Value Planning Services1500$ per dayWindows 7 EnterpriseHelps organizations lower costs, reduce risks, and stay connectedCalculate the upgrade cost of win 7 additional offerings prices at 250$Training VouchersProvides in-depth technical classroom training for IT professionals and developers350$ /dayHome Use Program (HUP)Increases productivity by giving employees licensed copies of Microsoft Office programs for their homeyou need to check vs ERP prices office pro plus, visio, projectE-Learning: Applications, Systems, ServersOffers self-paced interactive training designed for end-users and IT Professionals55 $ - 400$ per license (pc and server)Office Multi Language Pack (MLP)Enables IT to deploy a single Office 2007 image with support for 37 languagescost of MLP ERP is 100euro in OLP24 x 7 Phone Support IncidentsEnhances existing Premier Support agreements by providing around-the-clock incident support$590 per incidentTechNet Plus DirectGives IT staff easy access to all the S/W for testing purposes, and access to experts and technical info2400$ per subscription (1 ID per server license)Cold Backup for Disaster RecoveryHelps maintain IT operating efficiency and protect mission-critical solutionsCalculate the cost of a new s/w license for each server
113Check-point Question (2 of 2) 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?A yearly subscription to IT Solutions and Engineering magazineAccess to additional copies of media and user guidesAccess to content featuring IT information relevant to Microsoft server softwareAll of the aboveOption C is correct.
114Check-point Question A. Enterprise Subscription Agreement 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 AgreementB. Open Value SubscriptionC. Open LicenseD. Open Value Company-wideSpeaker Notes:Answer Key: Option D is correct. Open Value Companywide would be appropriate for an organization that wants to standardize its desktop software and control costs through spread payments. This program enables customers to increase the number of platform licenses. Customers can also plan their budgets, because the licensing cost remains constant throughout the licensing term.Option A is incorrect. Enterprise Subscription Agreement is a non-perpetual program.Option B is incorrect. Open Value Subscription is a non-perpetual program.Option C is incorrect. Open License is suitable for small and mid-sized organizations.Option D is correct!
116Customer Target Audience Midsize or larger businesses (same as Select)Typically purchase through a Select agreementValue the flexibility of purchasing software when needed (project specific needs)Want volume licensing pricing advantage across the organization and its affiliatesMay not add SA in all their software purchases
117Select 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 paymentsSlide Overview:To give an overview of the key features of a Select Licence agreementNotes to Presenter (Microsoft Confidential):There are different payment options available if a customer chooses SA – don’t get into that on this deck – this will be covered in the Part 2 moduleEnsure that the notion of forecasting is understoodSupporting Information:Customers order the licences in the month of installation and pay at that point too. If they have opted for L&SA for those licences then they can choose to spread the payments (more on this in Module 2).Select Licence is based on the customer’s forecast but Microsoft assesses the forecasts before entering into a Select Licence agreement.Don’t forget that early terminations may negatively impact your relation with the customer, and so you shouldn’t always offer Select to those customers that seem to meet the volume criteria – another program like Open Value Non-Companywide may very well be a better choice.Software Assurance is optional in Select but if a customer chooses to purchase L&SA, the cost is divided annually over the term of their agreement.Transition:We’ve mentioned that price levels are based on points and pools so let’s take a closer look at that
118Select Plus Price Level There are 4 levels of pricing under the Select Plus ProgramPrice Level is established at the Lead Affiliate LevelAll Affiliates associated with the Lead Affiliate will purchase at the price levelThe initial order qualifies an organization for the corresponding price levelAutomatic tiered pricing when next price level is achievedLevelPointsA500B4000C10000D25000
119Automatic Tiered Pricing No point forecastingAdditional discounts are applied to the order that achieves the next price level at any time in the yearPurchases from all affiliates apply to the organization’s price levelCompliance once per year. Purchases from the previous 12 months are reviewedIf the purchase minimum for the current level is not met the customer is moved down a maximum of one pricing levelNew AgreementAnniversary Compliance CheckCBAT15,000 pts Server PoolLevel BT220,000 pts Server PoolDNew price level on T2 transaction25000 pts10000 pts500 pts4000 ptsPricing;In Select Plus there is no point forecasting, additional price levels are applied to the order that achieves the price level and this happens at any time in the year. The price level is applied for the organization at the lead affiliate level (purchases from all affiliates apply to the organizations price level). Once per year compliance is run and 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.In Select there is point forecasting and the first year price level is based on the point forecast. At the end of year one compliance is run and a new price level may be established (you can move down multiple price levels vs. Select Plus where there is a maximum move of one price level also the customer’s enrollment can be terminated if they don’t purchase enough vs. Select Plus where the agreement is put ‘on hold’ until the minimum purchase is made). In Select a customer may purchase enough points to achieve a better discount early in a year but they need to wait until compliance to receive the better price level and that price level isn’t applied to any past purchases.In EA the price level is based on the initial order of platform products by pool.
120Q&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).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.
121Q&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? 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.
122Check-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 customerThe customer and the LARThe LAR and MicrosoftSpeaker Notes:Answer Key: Option B is correct. After Microsoft has set the price levels for the customer, the LAR and the customer will agree on the final pricing.Option B is correct.
124Enterprise Agreements 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)Ανάλογα με τον αριθμό των Η/Υ ο πελάτης αποκτά ένα ανάλογο level έκπτωσηςΗ Microsoft τιμολογεί απευθείας τον τελικό πελάτη και ο Σύμβουλος Λογισμικού (ESA) προσφέρει υπηρεσίες στον πελάτη που αφορούν τη διαχείριση του συμβολαίου
125Enterprise Agreements ΠΡΟΥΠΟΘΕΣΕΙΣ: 250 PCs (για άδειες λειτουργικού only upgrades)ΔΙΑΡΚΕΙΑ ΑΔΕΙΩΝ ΧΡΗΣΗΣ: ΙσόβιαΔΙΑΡΚΕΙΑ ΠΡΟΓΡΑΜΜΑΤΟΣ: 3 έτηΤΙΜΕΣ: «Κλειδώνει» η τιμή για τα 3 έτη (price protection για επιπλέον αγορές)ΕΠΙΠΕΔΑ ΤΙΜΩΝ: Α, B, C, DΠΛΗΡΩΜΗ: Τριετής εξόφληση (3 ισόποσες δόσεις)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 πελάτες που επιλέγουν όλη την πλατφόρμα παίρνουν επιπλέον 15% έκπτωσηTo επίπεδο τιμής των επιπλέον προϊόντων εξαρτάται από το επίπεδο των Enterprise προϊόντωνA: 250 – PC B: – PCC: – PC D: PC
126Enterprise subscription Eίναι παρόμοιο με το EA …Ίδιο πρόγραμμα softwareΊδια επίπεδα τιμώνΊδιο κανάλιΊδια δομήΊδια επιπλέον προνόμια… αλλά έχουμε να κάνουμε με σχήμα ενοικίασης (leasing)
127Introduction to the Enterprise Agreements ESAEAFEATURESSuitable for organizations with 250+ desktopsüüComprehensive programüüPerpetual licensesüûNon-perpetual licensesûüOptional, additional software programs availableüüEntity-wide standardizationSpeaker Notes:The Enterprise Agreement and Enterprise Subscription Agreement, with their entry minimum of 250 desktops, have been designed to target both large organizations and medium business organizations.The Enterprise Agreement and Enterprise Subscription Agreement are Comprehensive programs. The Enterprise Agreement provides perpetual licenses that are everlasting and valid as long as the software is used in accordance with the Product Use Rights (PUR) requirements. The Enterprise Subscription Agreement provides non-perpetual licenses that are temporary and provide a time-limited right to use particular products.The Enterprise Agreement has no end date. When the Enterprise Enrollment ends after three years, the customer owns a perpetual license for the then-current version. The customer can extend the agreement by one or three years, and only pay for Software Assurance. A customer can add additional desktops, by True-up ordering, and also add additional products during the term of the enrollment.üüThree-year agreement termüüChannel-assisted procurement modelüüSubscription-based modelûü
128Enrollment 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.Speaker Notes:The Enterprise Volume Licensing programs are based on the “opt-in” mechanism. Under thismechanism, every entity can decide whether or not to participate in the agreement.The benefits of the Opt-in mechanism are:A single agreement for multiple entities is much easier to manage than a set of agreements. This can assist a decentralized organization in the process of standardization compliance.The number of qualified desktops determines the price level for Enterprise Agreement and Enterprise Subscription Agreement.
129Three year L&SA Price Level ProcurementThe price level is calculated at the beginning of the enrollment.The price per desktop is fixed for the term of the enrollment.DesktopsThree year L&SA Price Level250 – 2,399A2,400 – 5,999B6,000 – 14,999C15,000 and overDPayments are spread over three years and made in three equal annual installments.Speaker Notes:While signing an Enterprise Agreement, customers are responsible for reporting the total number of qualified desktops within the whole organization.Customers must commit every qualified desktop, and ensure that the qualified desktops are covered with one or more of the Enterprise Platform software. The total quantity of initial qualified desktops determines the price level for the Enterprise software during the initial term.The payments for the initial number of desktops are made in three equal yearly installments, which are due at the start of the first, second, and third year. Additional desktops, or True Up, are to be paid for at the end of the first, second, and third year. At the end of the third year, on the fourth anniversary of the enrollment, a customer only pays for any additional desktops.If a customer wants to acquire additional products under the Enterprise Agreement, the same pricing model applies. Additional products added at signing can have payments spread, and added copies can be True-up as well.
130Check-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 LicenseEnterprise AgreementEnterprise Subscription AgreementSpeaker Notes:Answer Key: Option C is correct. Because the customer is a medium-sized organization and has over 250 desktops, they qualify for the Enterprise Agreement program. However, because they are interested in defraying costs, the best option for them would be the Enterprise Subscription Agreement program. In addition, the Enterprise Subscription Agreement program is a leasing model, and is more cost-effective than the Enterprise Agreement model.Option C is correct.
131Check-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.Speaker Notes:Answer Key: Options B and C are correct. The customer will own a perpetual license for the then-current version. They can sign a new enrollment, if they want to, and begin acquiring Software Assurance on all their licenses that were previously covered under Software Assurance.Moreover, customers are required to count licenses added in the last year, and to make a payment. There is no final payment on the original licenses, because they have made three payments, but there is a final True-up and payment for those licenses added in the final year of the enrollment.Options B and C are correct.
132VL Agreements – key words… ProgramKey wordOpen LicenseFlexible for 5 licenses or moreOpen ValueDesktop StandardizationOpen Value SubscriptionDesktop Standardization and RentalSelect & Select PlusPay as you goEntreprise AgreementEnterprise Subscription Agreement
136Skills Measured by Exam 70-671 Windows 7 Professional / Enterprise Windows Vista Business / EnterpriseFunctionality, Upgrade, Downgrade (OEM,VL)Windows ServerEditions and Virtualization Rights, User CAL / Device CAL, External ConnectorExchange ServerStandard CAL and Enterprise CALOCS Server / Lync ServerSharePoint ServerWindows SharePoint Services / SharePoint FoundationSharePoint Server / SharePoint Server fISCore CAL Suite / Enterprise CAL SuiteSQL ServerServer+CAL / per ProcManagement ServersSCCM, SCOM