Microsoft Volume Licensing. Programs Fundamentals

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1 Microsoft Volume Licensing Programs Fundamentals

2 Agenda Transformational Trends Licensing Basics Volume Licensing Programs Enterprise Agreement Enrollments The EA and Office 365 Software Assurance Payment Solutions Customer Scenarios Next Steps Assessment 2

3 Transformational Trends 4

4 The Cloud OS Consistent platform & Consistent Licensing

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6 Licensing Software and Services Software is intellectual property and licenses provide the right to use the software and define the conditions of use.

7 What requires a Software License? 1. Operating systems 2. Client Applications 3. Server Applications 4. Users or devices accessing the server software (CAL-Client Access License or EC - External Connector License) i.e., Windows 8 i.e., Office 2013

8 Ways to Purchase a Software License Full Packaged Product (FPP) OEM Volume Licensing Online Services Product use rights govern how products may be used and these vary by product, product version, AND by the channel through which the license was purchased.

9 Full Packaged Product or FPP Full Packaged Product (FPP) Details: Agreement with Microsoft Use rights are documented in the Retail License Terms

10 Preinstalled OEM OEM Details: Volume Licensing Agreement with OEM or System Builder Use rights are documented in the OEM License Terms

11 Online Services Online Services Details: Agreement with Microsoft, Volume Licensing Advisor, or Syndication Partner Use rights are outlined in the Services Provider agreement and/or Product Use Rights

12 Volume Licensing Volume Licensing Details: Agreement with Microsoft Use rights are documented in the Product Use Rights document ( PUR )

13 Microsoft s Licensing Principles Licensing must evolve to support new business realities Embrace new user workstyles and infrastructure deployment choice Simplify purchasing and license compliance Best value while protecting existing investments

14 Benefits of Volume Licensing Pricing Advantages with predictable costs and volume discounts available Access to enterprise grade solutions and Software Assurance benefits to maximize your IT spend Greatest flexibility with program choices for organizations of varying sizes and the ability for combined onpremises software and Cloud Services Standardization providing savings for deploying standard sets of products across the organization Flexible and convenient payment options through Microsoft Payment Solutions* to help customers solve budget and cash flow issues and to help manage their cash flow more strategically

15 Key Software Assurance Benefits Technology, Services & Support

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17 Volume Licensing Program Differentiators Organization Size Number of PCs and users Agreement structure All PCs Initial orders and price levels Cloud Services Software Assurance Perpetual vs. non-perpetual licenses Payment options* Upfront Annually Agreement length 2 years 3 years

18 Volume Licensing Programs SA is optional All devices* All devices* SA included SA included SA included SA is optional All devices* All devices* SA included SA included An organization-wide Desktop Enrollment is required for all qualified devices. **The Enterprise Subscription Enrollment is an Enrollment under the Enterprise Agreement.

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20 Open Programs Details *An organization-wide option means that customers commit to one of three Microsoft Enterprise Products for all desktops/users inthe organization and achieve standardization of technology, in exchange for pricing benefits as well as other benefits

21 Benefits of the Open Programs Optimal for organizations that want to: Generally receive a pricing advantage over retail Simplify license management Standardize their IT infrastructure Maximize their investment with Software Assurance benefits Upgrade at any time without having to track versions or open new agreements. Transact all licensing needs through a local reseller.

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23 Select Plus Program Details 1 Select Plus For organizations with 250+ desktop PCs Software Assurance is optional Non-expiring Agreement Upfront or Spread Annual Payments Customers purchase perpetual licenses Purchase licenses as needed

24 Benefits of the Select Plus Program Optimal for organizations that want: Savings with volume purchases across the organization Flexibility to acquire licenses, as needed and by department, with a non-expiring agreement Centralized license management A single, organization-wide agreement offering the same pricing level for all departments and affiliates. Centralized and affiliate-level reporting

25 Enterprise Agreement (EA) Program Details Enterprise 1 Agreement 250+ PCs, devices/users Software Assurance Included 3-year Agreement Requires Desktop Enrollment Annual Payments & Reconciliation (True Up) Perpetual Licenses Purchase licenses as needed Enterprise Subscription Enrollment 250+ PCs, devices/users Software Assurance Included Subscription Agreement Requires Desktop Enrollment Upfront or Spread Annual Payment Non-Perpetual Licenses Organization-wide Option

26 Benefits of the Enterprise Agreement Optimal for organizations that want: The best available pricing Comprehensive Software Assurance Benefits Standardized IT Ability to acquire both on-premises and cloud services under a single agreement Flexibility to Transition to or Add Office 365 cloud services at their own pace The New- Server and Cloud Enrollment (SCE) which delivers cloud-enabled and solution-focused technology suites and access to Windows Azure with our best pricing, terms and benefits

27 Additional Enterprise Agreement Benefits Optimize your IT budget with cloud service subscriptions and software licenses that align to your users needs. Address your users needs with both on-premises software and cloud services, adjusting when it makes sense for your business Streamline software compliance and license management under one agreement for both Microsoft on-premises software and cloud services

28 Enterprise Subscription Enrollment Benefits of subscribing to rights to use Microsoft products & services Lower initial costs Increase or decrease subscription quantities for fluctuations in workforce and reconcile once yearly Licenses are subscriptions and software usage and rights end when the subscription ends (non-perpetual)

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30 Simplifying the Enrollment Landscape Reducing the number of enrollments Before Today Enterprise Agreement Enterprise Agreement* Enterprise Enrollment: Windows, Office, CAL Suites EAP: SQL Server, Developer Tools ECI: Windows Server + System Center EWA: Windows Azure Enterprise Enrollment: Windows, Office, CAL Suites Other licensing programs: Select or Open EA additional products SCE: SQL Server, Windows Server + System Center Developer Tools Windows Azure

31 Enterprise Agreement Enrollments Cost-effective way to license Microsoft solutions to meet organizational objectives. Enrollment agreement structure allows for the easy addition of new products, services, and licensing options to better support future licensing and deployment scenarios Enterprise Enrollment For device OS and end user productivity (i.e. Windows, Office Pro Plus, O365, CAL suites) Server and Cloud Enrollment (SCE) For on-premises, cloud and hybrid environments. Preferential vehicle for Windows Azure

32 The Enterprise Enrollment Details Equip devices and users with on-premises or cloud-based versions of Microsoft s desktop products Windows Operating System Office Applications Server CALs Core CAL Suite or Enterprise CAL Suite Get attractive volume pricing for Microsoft core PC and device products Deploy additional products as needed, then account for any increases once annually Add Cloud services at your pace and when it suits you

33 Server & Cloud Enrollment (SCE) *For qualifying customers with Premier Service that meet minimum order requirements.

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35 How the SCE Works Core Infrastructure Application Platform Developer Platform Windows Azure Products: CIS SKUs bundled Windows Server + System Center Products: SQL Server, SharePoint Server & BizTalk Server* Products: Visual Studio Ultimate and Premium Products: All Windows Azure cloud services Requirements: CIS coverage for all Windows Servers Requirements: Full SA coverage Requirements: Full SA coverage Available automatically Can also be licensed as a standalone + Access to Windows Azure *BizTalk Server and SharePoint Server can also be enrolled as part of the application platform component

36 Moving to SCE EAP customers can renew their installed base commitments in the SCE Additionally, customers will now have more seamless access to Windows Azure, new more flexible subscription options and a standardized set of discounts with the Enterprise Agreement With an installed base commitment to CIS in SCE, customers have access to our best pricing and terms, new subscription options and new Windows Azure benefits Customers not making installed base commitments to the Core Infrastructure Suite can license it through other volume licensing programs, with no dedicated contract or minimums

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38 Software Assurance Start of agreement 2 or 3 years depending on agreement End of agreement Perpetual License without SA Make additional purchases at same price level Continue to use license for version purchased forever No option to purchase SA Start a new agreement to purchase licenses for new versions Perpetual License with SA Make additional purchases at same price level and use SA benefits Renew Software Assurance OR Don t renew SA, continue to use license for version current at the end of the agreement Start a new agreement for future purchases Non- Perpetual License w/ SA Make additional purchases at same price level and use SA benefits Renew Agreement OR Buy-out to convert licenses to perpetual OR Un-install software

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40 Office 365 at a Glance

41 The Enterprise Agreement & Cloud The Enterprise Agreement (EA) is the most cost effective way for large enterprise customers to purchase and manage licenses. Access the latest Microsoft technology Subscription or perpetual options Cloud Ready - Customers can Transition When it Makes Sense Streamlined Agreement Structure Move Between On- Premises and Cloud Flexibility to Add or Adjust Products and Services Optimized for the User License software and cloud services all in one agreement Simplifies administration and management Responsive to changes in business requirements or expectations Match workloads of different types of users when needed User-centric licensing

42 The Enterprise Agreement and Office 365 The Microsoft Enterprise Agreement provides flexibility to meet the current and future needs of companies to move users online, at their own pace, with licensing options for each worker type through a single agreement. New! Office 365 Add-ons A simple, low-cost way for customers to add Office 365 services at any time, while maintaining their current Enterprise Agreement and Software Assurance benefits. Transitions Option that provides a way for customers to transition to Office 365 services. Transitions provide the optimal long-term licensing option for customers committed to Office 365 services.

43 Simple Licensing for Office 365 A simple, low-cost way for customers to add Office 365 services at any time, while maintaining their current Enterprise Agreement and Software Assurance benefits Easy The underlying EA does not change. SA benefits are retained, including rights to new versions. Great Price Pricing recognizes existing investment in Office and CAL Suites. Preserves EA discounts for on-premises and volume discounts for online services. Flexible Add Office 365 at any time, for any number of users, to any workload.

44 Open Agreement and Office 365 Microsoft Volume Licensing customers can now add cloudbased Office 365 to Open License, Open Value, and Open Value Subscription agreements. Discounted price of Office 365 is available for Organization Wide commitment customers in Open Value and Open Value Subscription, called Office 365 Open Value Offer.

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46 Microsoft Payment Solutions Microsoft Payment Solutions helps customers expand their IT purchasing power and improve cash flow with an easy, flexible and affordable payment plan aligned to their budget Defer making any payments for up to six months when there is an immediate need but budget isn t available till the next fiscal year Pay less in the near term and then increases payments in later periods when more funds are available Spread the annual SCE expense including any true-ups over the rest of the contract term with equal, predictable payments Manage payment timing & Close budget gaps Manage cash flow strategically Align payment with use Microsoft Payment Solutions is available in United States, Canada, United Kingdom, Germany, Spain, Belgium, France, Italy, Switzerland, The Netherlands, Australia, New Zealand, Japan and Brazil For informational purposes only. This does not constitute an offer of credit by Microsoft or any affiliate of Microsoft. To receive financing, a customer must be credit-approved by the applicable third-party financing provider. The payment solutions documentation sets forth the terms and conditions on which financing is offered.

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48 Customer with over 250 PCs Check Your Knowledge Scenario A customer with over 250 PCs would like Software Assurance coverage and the ability to standardize on the Microsoft Core Infrastructure Platform organization-wide. Which Microsoft Volume Licensing program best fits this customer s scenario?

49 Customer with over 250 PCs Check Your Knowledge Scenario A customer with over 250 PCs would like Software Assurance coverage and the ability to standardize on the Microsoft Core Infrastructure Platform organization-wide. Solution: The Server & Cloud Enrollment under the Enterprise Agreement Which Microsoft Volume Licensing program best fits this customer s scenario?

50 Customer Purchasing Perpetual Licenses Check Your Knowledge Scenario: A customer with 75 PCs is interested in Microsoft Volume Licensing s pricing advantage and wants to purchase perpetual licenses with Software Assurance while maintaining the flexibility to purchase licenses as needed. Which Microsoft Volume Licensing program(s) provides the best option for this customer s needs?

51 Customer Purchasing Perpetual Licenses Check Your Knowledge Scenario: A customer with 75 PCs is interested in Microsoft Volume Licensing s pricing advantage and wants to purchase perpetual licenses with Software Assurance while maintaining the flexibility to purchase licenses as needed. Solution: Open or Open Value Which Microsoft Volume Licensing program(s) provides the best option for this customer s needs?

52 Customer with Affiliates Check Your Knowledge Scenario: A customer needs flexibility to acquire licenses as needed by department with a non-expiring agreement. Which Microsoft Volume Licensing program best fits this customer s scenario?

53 Customer with Affiliates Check Your Knowledge Scenario: A customer with 250+ PCs needs flexibility to acquire licenses as needed by department with a nonexpiring agreement. Solution: The Select Plus program provides the purchasing flexibility needed by the customer and provides a non-expiring agreement. Which Microsoft Volume Licensing program best fits this customer s scenario?

54 Small Customer Requires Predictable Budgeting Check Your Knowledge Scenario: A customer with 35 PCs wants predictable budgeting year over year with price protection and the flexibility to increase or decrease quantities of licenses to accommodate fluctuations in their workforce. Which Microsoft Volume Licensing program provides the best option for this customer s needs?

55 Small Customer Requires Predictable Budgeting Check Your Knowledge Scenario: A customer with 35 PCs wants predictable budgeting year over year with price protection and the flexibility to increase or decrease quantities of licenses to accommodate fluctuations in their workforce. Solution: Open Value Subscription Which Microsoft Volume Licensing program provides the best option for this customer s needs?

56 Customer to Add Office 365 at a Later Date Check Your Knowledge Scenario: A customer with over 250 PCs is interested in adding Office 365 cloud services at a later date to accommodate fluctuations in the organization s workforce. Which Microsoft Volume Licensing program will provide this customer with the flexibility they need to move to Office 365 after signing an agreement?

57 Customer to Add Office 365 at a Later Date Check Your Knowledge Scenario: Scenario: A customer with over 250 PCs is interested in adding Office 365 cloud services at a later date to accommodate fluctuations in the organization s workforce. Solution: The Enterprise Agreement Which Microsoft Volume Licensing program will provide this customer with the flexibility they need to move to Office 365 after signing an agreement?

58 Customer Standardizing on App Platform Check Your Knowledge Scenario: A customer with over 250 PCs is interested in standardizing organization-wide on the Microsoft application platform. Which Microsoft Volume Licensing program and licensing vehicle provide the best pricing and additional benefits for this customer?

59 Customer Standardizing on App Platform Check Your Knowledge Scenario: A customer with over 250 PCs is interested in standardizing organization-wide on the Microsoft application platform. Solution: The Enterprise Agreement and the Server and Cloud Enrollment. Which Microsoft Volume Licensing program and licensing vehicle provide the best pricing and additional benefits for this customer?

60 Next Steps Take the associated exam for this course to test your knowledge Stay tuned to Microsoft.com/licensing for future modules

61 Thank you