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Solution Provider ConferenceMicrosoft Volume
Licensing
Confidential - Do not Distribute 2
Introduction to Volume Licensing
• Volume Licensing is a welcome method for Microsoft to more actively engage in the growth of MOS and MTA– Microsoft Public Sector Group and Microsoft
Learning Sales receive quota recognition for all deals that go through Volume Licensing
– Both MSL and PSG have many large clients who are potential or existing IT Academies. The value of an IT Academy is greatly improved when certifications are included in the curriculum
VL Overview
• Benefits of Volume Licensing– Key component in the Public Sector solution –
certification becomes a more integral part of the sales motion
– Our partners become key to the success of Microsoft Sales efforts• Deployment is a crucial part of sales and a spot
where customer satisfaction issues are strongest• Value-added products and services
– Allows us to increase focus on other market sectors (commercial) and spaces (breadth) rather than MOEs and DOEs
VL Offer
• Cert SKUs: MTA and MOS SKUs added to the Volume Licensing program on December 1, 2012– Enables Public Sector to sell certifications and
get top line revenue– Enables Microsoft LARs, VARs and AERs to sell
certification– Accelerates the rate of growth for MOS and
MTA• VL Sales Motion: ITA + Cert
Confidential - Do not Distribute 6
Deployment Service Expectations
• Deployment Partner role:– Basic – all deals sub $100k
• Identify, and on board participating CATCs– Depth – for deals totaling $100k- $249k
• Develop deployment plan, provide resources for project management, and training.
• First level support for term of contract.– Red Carpet deals – all deals over $250k
• Same as Depth deals with customized training plans for participating CATCs and identified educators.
• First level support for term of contract
*** Please review the Statements of Work with your geo lead and coordinate with Neill Hopkins on what services you are able to provide.
Confidential - Do not Distribute 8
Who Can Buy and Sell VL?
• VL is only available to ‘academic’ institutions
Primary targets: MOEs / DOEs“an accredited primary, secondary, post-secondary, vocational and trade or technical institution or equivalent and other accredited sources of continuing education that is enrolled in the Microsoft Volume Licensing Program”
• Microsoft and Microsoft LARs, VARs and AERs can sell VL– Many MOEs have a purchasing contract with a
VAR or a LAR – An AER must purchase through a LAR or VAR
and will receive a portion of the top line as commission
Confidential - Do not Distribute 9
Sales Engagement Plan
• Microsoft initiates and leads deals• Microsoft involves CP (Certiport will engage
the partner) prior to proposal stage at earliest and prior to closing at the latest
• Certiport or SP initiated deals– Transition depth to Microsoft for close through
VL– Close breadth directly (not through VL)
NOAM VL Best Practice
VL
Confidential - Do not Distribute 11
Relationship Management
Microsoft Learning Field Contacts– MS ITA Representatives for all regions : Claudine
O’Leary, Jeff Johnson and Anneleen Vaandrager.- Americas: Kyle Uphoff
• NOAM : Roberta Reischl, Heidi Felker and Julissa Germosen
• LATAM : Luciane Galuppo, Heidi Felker and Julissa Germosen
– EMEA: Saima Adney• MEA : Yves Khalil and Andrew Sithers• Europe: Wilfried Paroubek, Francine Fisher, Greg
Pearson, Jürgen Nilgen and Andrew Sithers– Asia: Sukhdev Singh
• Toshiharu Saito, Pankaj Dikshit, Ray Tang, Chee Sing Chen and Andrew
Confidential - Do not Distribute 12
Relationship Management – Best Practice• Regular (monthly) call with MSL, PS and CP to
discuss all opportunities in the pipeline– Microsoft to share their list and discuss
schedule to bring in Certiport / Certiport Partner
– Certiport and Certiport Partners to share their lists and discuss any need to transition opportunities over to Microsoft
Confidential - Do not Distribute 13
ITA Program Summary and Update
• ITA Benefit includes 20 MTA Vouchers and 10 MOS vouchers for faculty
• Wiley MOAC ENU now included in ITA Benefits– VAC implications– Localized content– Practice Tests
Confidential - Do not Distribute 14
Important Communication Plan
• Please notify Certiport of any large opportunities that include MOS and/or MTA– Send email to Regional Director and
• For all VL issues or questions please reach out to your Regional Director and copy [email protected]
Q&A