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WELCOME
Agenda
What is a licenseWays to buy a licenseSoftware AssuranceBenefits of Volume LicensingVolume Licensing OptionsCall to Action
Q: What doesMicrosoft sell?
A: The rights to use software
What is a License?
Ways to buy a LicenseFull Packaged Product
Purchased from retailers
Typically 1 box = 1 license
OEMPreinstalled on a new computerThe software “lives and dies” on that machine
Volume LicensingPurchased from resellers
A variety of different types tosuit all kinds of organizations
Microsoft Open License
Microsoft Enterprise Agreement
Microsoft Open Value
Microsoft Select Plus
70’s mid 90’s 2000-
‘Ad Hoc’
Open License
Open Value
Select
Select Plus
‘Standardized’
Open Value Subscription
Open Value Companywide
Enterprise AgreementEnterprise Subscription
Agreement
Evolution of Volume Licensing
What is BIG in licensing..........
*BPOS will be replaced with Office365
Positioning: Programs for all customer types
Open Open Value Select/ Select+
EA Campus/ School
Academic
Charity *
Commercial
Government **
* Open Charity offered in certain countries only** Open Value Government not in all countries
Benefits of Volume Licensing
Attractive pricingPredictable cost options based on customers buying what they need, with volume discounts
A range of offeringsA choice of programs based on considerations such as payment structure, ownership of software, size and types of business, or a requirement for standardization
Additional rightsGreater deployment options including downgraderights, reimaging rights, cross-language use rightsand additional productivity use rights
Software AssuranceA host of benefits including rights tolatest versions, and tools and servicesto support the software lifecycle
Software Assurance 3.0Providing technology, services and support to manage the software lifecycle
TechnologyNew Version Rights
Windows 7 EnterpriseHome Use Program
Support24x7 Business Critical Support for Problem ResolutioneLearningTraining – Extended Vouchers for Enterprise Customers
ServicesDesktop Deployment Planning ServicesInformation Work Solution Services
Build Customer Relationships Around SA
AttachIdentify customer pain points and align them with SA benefits to demonstratehow they contribute to business value
Activate and UseActivate and use the most important benefits to the customer
RenewDemonstrate value
Volume Licensing Options
Volume Licensing OptionsPe
rpet
ual
Non
-Pe
rpet
ual
Less than 250 PCs More than 250 PCs
Open
Open Value
Open ValueCompany Wide
Open ValueSubscription
Select
Select Plus
EnterpriseAgreement
EnterpriseSubscriptionAgreement
Open Value 250Company Wide
Open Value 250Subscription
SA included
SA included
SA included SA included
SA included SA included
SA included
All PCs
All PCs All PCs
All PCs All PCs
All PCs
Program can be sold by LARs only
Program can be sold by any reseller
Microsoft Open License Program – “Ad Hoc”
Any 5 licenses to begin agreement
Software Assurance optional
2 year agreement
Upfront payment
Open Value
5 Licenses to qualify
Perpetual licenses
Software Assurance included
3 Year Agreement
Upfront or spread annual payments
Open Value Company Wide – “Standardization”
5 PCs to qualify
Perpetual licenses
Software Assurance included
Desktop standardization required
Upfront or spread annual payments
Open Value Subscription – “Month to Month”
5 Licenses to qualify
Non-perpetual licenses
Software Assurance included
True Up and True Down
Spread annual payments
Select Plus License Program – “non-expiring terms”
250+ desktops
Perpetual licenses
Software Assurance optional
Evergreen agreement
Based on minimum orders, no forecasting
Select License Program “Transactional”
250+ desktops
Perpetual licenses
Software Assurance optional
3 year agreement
Based on forecasts
Monthly payments
- Being replaced with Select Plus
Enterprise Agreement – “Company Wide”
250 PCs to qualify
Perpetual or Non Perpetual licenses
Software Assurance included
3 year agreement
Desktop standardization required
Annual ordering
Annual payments
Service Provider Licensing Agreement (SPLA)
5 Licenses to qualify
Non-perpetual licenses
For Service Providers hosting Microsoft Software
3 Year Agreement
Monthly payments
Were to find licensing Info and Readiness............
License DocumentationRefer to the Microsoft Product List to see which products are available through which Microsoft Volume Licensing programsUpdated monthly
Refer to the Product Use Rights (PUR) document for information about the use rights for products currently offered under Microsoft Volume Licensing programsUpdated quarterly
Refer to the Service Provider Use Rights (SPUR) document for information about the use rights for products currently offered under Service Provider License AgreementUpdated quarterly
Curriculum tailored to Partner needs
Focus on
LORG
Focus on
SMB
Application Servers Licensing: AdvancedMore elements of licensing core products, plus Groove, LiveMeeting and Project
Virtualization LicensingVirtualization scenarios including server virtualization, VECD, MED-V and App-V
Selling Volume Licensing to SMBs: AdvancedMore detail on Open and Open Value Agreements
Selling Volume Licensing to LORG: AdvancedMore detail on Select, Select Plus, EA and ESA
Selling Software Assurance to SMBsPositioning SA benefits to SMB
Selling Software Assurance to LORGPositioning SA benefits to LORG
Security and Management Servers LicensingLicensing of the Forefront and System Center products
Infrastructure Servers LicensingLicensing of SBS/EBS, SQL Server and Biz Talk Server
Online Services and SPLASPLA licensing, Online Services Licensing and BPOS
Windows Client, Windows Server and Microsoft Office Licensing
Selling Volume Licensing to LORG: AdvancedMore detail on Select, Select Plus, EA and ESA
Selling Volume Licensing to SMBs: AdvancedMore detail on Open and Open Value agreements
Selling Software Assurance to LORGPositioning SA benefits to LORG
Selling Software Assurance to SMBsPositioning SA benefits to SMB
Level 100
Level 200
● New Licensing Readiness Solution for Partners Worldwide
● Enhanced delivery of licensing readiness and skills development curriculum
● More frequent refresh cycles
● Partner and role-specific content
● Includes 100 to 300 level content focused on selling skills in the following areas:
● Program Licensing
● Product Licensing
● Solutions
● Small and Med Business track specifically targeted to Open, Open Value and Product solution selling and knowledge
Call to ActionFind out more info on Volume Licensinghttp://www.microsoft.com/licensing
Register for GetLicensingReadyhttp://www.getlicensingready.com
To get latest partner licensing newswww.getlicensingnews.com
Ask a question on Emma Healey’s bloghttp://ladylicensing.spaces.live.com
© 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions,
it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
