Krzysztof Sokolowski Partner Licensing Manager
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Krzysztof SokolowskiPartner Licensing Manager
•Licensing 101
•Limitations
•Benefits
•Open Value – Subscription
•SA Benefits
•LicenseWise
•Big Easy
Full Packaged Product
Purchased from retailers
Typically 1 box = 1 licence
OEM
Preinstalled on a new computer
The software “lives and dies” on that machine
Volume Licensing
Purchased from resellers
A variety of different types tosuit all kinds of organisations
* These are not official Logos and are used for illustration purposes only
*
*
*
Retail LicensesFPP (Full Packaged Product)
Available from Retail and Business Resellers
One box per desktop
OEM LicensesPre-installed on new machines
Available via System Builder Program & major OEMs
Limitations: Can only be sold with new machines or new machine components.
Software cannot be transferred to different machines
Technical Support provided through OEM reseller
Volume LicensingOpen License, Select, Enterprise, and Enterprise Subscription Agreements
Open License available from any reseller
Select available from Authorized LARs only (Large Account Resellers)
Enterprise and Enterprise Subscription available direct from Microsoft with involvement from an ESA (Enterprise Software Advisor)
Microsoft Licensing is Complicated but Flexible
Tailored for different organization type, size and purchasing preferences
Three Programs:
Open (Open License, Open Value)
Select (Select License, Select Plus)
Enterprise Agreement
1
Downgrade Rights
Re-imaging Rights
Single corporate image of Windows Vista
Single SKU – Cross Language Rights
Step-up Rights
Move to the next edition
Terminal Server/Applications
Office
Software Transfer Rights
1
Program FeatureOpen Value –
Subscription
Open Value with
Companywide
Option
Open Value with
Non-
companywide
Option
Open Business
Perpetual license No Yes Yes Yes
New version
rightsIncluded Included Included Optional
Ability to spread
paymentsYes Yes Yes No
Cost savings
available for
standardizing
desktop software
Yes Yes No No
Minimize your up-front costs and budget more effectively by spreading payments over three years
Access your agreement information online at MVLS
Get complimentary media for initial orders of each software title
Realize real savings with Office and other step-up licenses
Forefront only available through Open Value (not Business)
Simplify licensing management with a single three-year agreement for all licenses
PAY for what you BUY
Client Operating Systems Client Applications Server Operating Systems,
Server Applications and CALs
“Enterprise” Products OV/OVS
6.6
“Enterprise” Products Open
Value 2008
Microsoft
Office
Professional Plus Microsoft
Office
Office Enterprise
Professional Plus 2007Small Business
Small Business
CAL
Core CAL CAL Enterprise CAL
Core CAL
SBS CAL Essential Business Server
CAL (Std./Pre.)
SBS CAL (Std./Pre.)
OS
Windows Vista Business OS Windows Vista Business
Windows Vista Business w/
MDOP
Windows Vista Business w/
MDPO
Customer opens a new OV CW with 100 desktop PCs running Microsoft Office.
75 desktop PCs of Office Professional Plus 200725 desktop PCs of Office Enterprise 2007
Customer renews an OV CW agreement with 80 desktop PCs of Office Professional Plus and 20 Office Enterprise 2007 Step-ups.
60 desktop PCs of Office Professional Plus SA20 desktop PCs of Office Enterprise 2007 SA
Customer Opens a new OV Platform Agreement for 130desktop PCs.
150 desktop PCs of EBS Standard CAL100 desktop PCs of Office Professional Plus30 desktop PCs of Office Enterprise 2007130 desktop PCs of Windows Vista® plus Microsoft Desktop Optimization Pack
In addition to the simplicity and flexibility that the customized platform
provides, there are emerging scenarios where the customer needs more
CALs than the number of qualified Desktop PCs like smart phones.
Scenarios Solutions
Annual subscription payment
50% first-year discount availablefor current software (N or N-1)
Deploy additional desktops duringthe year
No need to track new deploymentsof Windows, Office, or core/SBS CALs
Count desktops and update agreement annually
Annual cost based on count of qualified desktops companywideFewer desktops = lower total desktop licensing costsDiscount offered for companywide platform option
Renew agreement every three years or convert to perpetual license
Buyout option converts subscription licenses to perpetual licensesContinue Software Assurance through new Open Value agreement
• Scenario: (5) PC company below, acquiring new OVS Agreement for Office
Professional
Vista Business,
Office 2003 Pro
Win XP Pro,
Office 2003 Std.
Win 2000 Pro,
Office XP Pro
Win 2000 Pro,
no Office
Win XP Pro, Office
2003 Pro
Qualifies for UTD
discount since has
Office Pro 2003 (N-
1) license
Does not qualify for
UTD discount since
has Office XP Pro (Not
N-1) licenseDoes not qualify for
UTD discount since
no Office Pro N-1
licenseDoes not qualify
for UTD discount
since no Office Pro
N-1 license
Qualifies for UTD
discount since has
Office Pro 2003 (N-
1) license
Up-to-Date-Discount (UTD) Example:
Initial OVS order would be:
• Qty. (3) Office Pro OVS
with no UTD discount
• Qty. (2) Office Pro OVS
with UTD discount (50%
off!)
Notes:
• Qty. ordered must be (5)
since initial OVS order is
Company-wide
• UTD discount applies to
Year 1 payment only, so Year
2 and 3 payments would be
at full OVS price.
2008 2009 2010
Enterprise ProductsAnnual true-up or down payments
Start New
OVS Agreement
– 35 Office SB
2nd Year
OVS order – 42
Office SB
3rd Year
OVS order – 47
Office SB
35 PC company, wants Office Small Business. Adds 7 PCs in year 1 & 5 PCs in year 2
Enterprise products billed annually at initial signing and at annual true-up/down
Additional products are billed in month they are installed, then annually
1)Renew Open Value Subscription for additional 3 years
2)Buy-out Open Value Subscription to own perpetual licenses
Buy-out fee is 1.75 X annual fee. Customer can then enrollperpetual licenses into Software Assurance within 30 days of the expiration of the OV Subscription Agreement.
3)Let Open Value Subscription Agreement expire
Would no longer have licensing rights to any software received through Open Value Subscription and would need to uninstall and cease using the software.
What is offered through OVS?Enterprise Products –Products purchased company-wide
Individual Products
Office Professional Plus
Office Small Business
Core CAL
SBS CAL
Windows Vista Business Upgrade
Suites
Small Business Desktop:Office Small Business
SBS CAL
Windows Vista Business Upgrade
Desktop Professional:Office Professional Plus
Core CAL
Windows Vista Business Upgrade
Payment:
Annual payments at initial Agreement time, then at yearly true-up/true-down
Additional Products – Products purchased non-company-wide
Individual Products
Products offered as Enterprise products not offered as individual products
Added onto Enterprise Open Value Subscription Agreement
Payment:
Payment at individual product purchase time, then at Agreement annual anniversary
Up-To-Date (UTD) SKUs –50% discount on 1st year payment
Qualifying UTD Products:
Offered on Enterprise Products only
Must own current version or latest previous version license to qualify
Can be mixed and matched with non-UTD products on Agreement
Average OVS deal size is larger than Open L, Open L+SA, and Open Value
Average spend per customer through Open Value Subscription > 100% higher than average spend through Open Value perpetual over 5 years+.
Professional Planning Services
Information Work Solution Services
Windows Pre-Installation Environment
Windows® Vista Enterprise
Training Vouchers
eLearning
Home Use Program
Employee Purchase Program
Enterprise Source License Program
24x7 Problem Resolution Support
TechNet Plus
Cold Back Up for Disaster Recovery
Corporate Error Reporting
Extended Hotfix Support 2006Windows® Fundamentals for Legacy PCs
New Version Rights
Spread Payments
Training
eLearningCourses for Microsoft Windows Client operating systems, Information Worker applications, and Windows Server operating systems (Includes Windows Vista, Exchange Server 2007, and the 2007 Office System)
Access 24 hours a day, seven days a week
Training VouchersSupports your IT investment by preparing IT staff and developers in deploying, maintaining and supporting new technologies
Vouchers entitle you to receive courses for a specific number of training days, varying by program and number of qualifying licenses for which SA is acquired
Home Use Program
Customers who take advantage of HUP report:Significant productivity gains and increased skill sets
Lower Help Desk costs and less IT burden
Better options for work flexibility at little or no cost
Increased employee retention and satisfaction
TechNet Essential premium IT resource to help plan, implement, and support Microsoft solutions
2 complimentary Professional Support incidents
Managed Newsgroup support – with next day response guaranteed
Online Concierge Chat – for help finding technical resources you need
Support (Phone and Incident)Business hours for all severities, and after-hours support for business-critical outages. Incident award based on SA investment.
Web response is limited to business hours. (Business-critical outages covered at all hours by phone support)
42%
53%
66%
57%
73%
64% 63% 63%
0%
10%
20%
30%
40%
50%
60%
70%
80%
Training Voucher Consumption (all agreements; % eligible)
Renewal %
21
% of assigned training vouchers consumed
+13 pts
+11 pts
Start Date: Oct 1, 2008
End Date: December 31, 2008
Customer Campaign: All
Target Audience: Small and midsize organizations
Market Segments: Commercial organizations
Products Included: Designer and Developer Tools (Expression, Visual Studio, Visual Studio Team), Dynamics CRM, Exchange
Server, Forefront (ISA Server, Forefront Security for Exchange, Forefront Security for SharePoint),
Office Communications Server, Office System (Small Business, Professional Plus, Enterprise), Project
and Visio, SharePoint Server, SQL Server, Systems Center (Configuration Manager, Essentials), Windows
Server System (Windows Server, Small Business Server)
Microsoft Volume Licensing
Programs and
License Agreement Types
This promotion is available for the following Volume Licensing programs and license agreement types:
•OEM (specific products)
•Open License: Corporate (specific products)
•Open Value: Corporate
Software Maintenance Options: Microsoft Software Assurance for Volume Licensing provides upgrades, new versions of software, and
technical support to customers. Software Assurance benefits vary with each Volume Licensing program.
In addition, server licenses come with benefits that are different from those for desktop licenses.
Software Assurance is required for this promotion.
Customer Eligibility
Requirements:
Customers must make a qualifying purchase as defined in the offer Terms and Conditions.
Offer: Customers who make a qualifying purchase during the offer purchase period will earn money back in
the form or a partner subsidy payout that can be used for additional hardware, software, and services.
Customers who purchase from more than one product group can earn higher payout amounts.
Promotion SKU List: Will be posted to TBD
How to Order: •Customer Website: http://www.MicrosoftIncentives.ca/bigeasy
OEM Open LOpen
L&SA
Open
Value
Open
Value
Subscription
Designer and Developer ToolsExpression, Visual Studio, Visual Studio
Team
X X X
Dynamics CRM X X X
Exchange Server X X X
ForefrontISA Server, Forefront Security for
Exchange, Forefront Security for
SharePoint
X X X
Office Communications Server X X X
Office SystemSmall Business, Professional Plus,
Enterprise
X(incl. OEM 2007
Office Medialess
License Kit)
X X X X
Project and Visio X X X X
SharePoint Server X X X
SQL Server X X X X
Systems CenterConfiguration Manager, Essentials
X X X
Windows Server SystemWindows Server, Small Business Server
X(incl. OEM Windows
Server Reseller
Option Kit)
X X X X
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