1. Leveraging Your Microsoft Volume Licensing Agreement to Your Advantage
Ohio Contract # 0A02011

2. Your Team ASAP Software Microsoft Lynn Tumen, Account Executive
Chris Moore, Inside Sales
State Government
fax:
Angela Welbaum, Inside Sales
Local Government
fax:
Microsoft
Jim Baumgart, Account Executive
Jalel Levy, HQ Sales Rep
x11493
Robert Van Meter, Local Gov Rep
x11700

3. Webinar Agenda Understanding Volume Licensing
Microsoft Volume Licensing Programs
Select Agreement
Software Assurance
Enterprise Agreement
Software Assurance Update
New Benefits
Where to get help!
Procurement made easy with ASAP E-Way!

4. Licensing Types OEM Licenses Retail Licenses
Pre-installed on new machines
Available via System Builder program & major OEMs
Limitations: Can only be sold with new machine or new machine components.
Software cannot be transferred to different machines
Retail Licenses
FPP (Full Packaged Product)
Available from Retail and Business Resellers

5. Licensing Types Volume Licensing
Open License, Select, Enterprise, and Enterprise Subscription Agreements
Open License available from any reseller
Select, available from Authorized LARs only (Large Acct Resellers)
Enterprise, available from Authorized LARs only

6. Licensing Terms
License (L) – full license with no prerequisites to purchase. Allows you to run that version of License.
Software Assurance (SA) – purchase with new License or within 90 days of buying new license or OEM license. Provides a host of benefits covered in the next slides.
License with Software Assurance (LSA) – Allows you to purchase “net new” licenses with SA coverage included.
Product Pools - Applications, Systems, Servers
Software Assurance Membership – Enrollment under Select where customer commits to buying all future licenses with SA.
Microsoft Volume Licensing Services (MVLS) – Web based tool used to administer SA benefits.

7. Select vs Enterprise Agreement
Select Agreement
Simple vehicle for buying individual licenses.
- Choose the products and Software Assurance on those products.
Enterprise Agreement
Establish your core products
Additional Training and Technical Support for Your Environment
Licensed for the most current versions of those products.
- Also, your cost will decrease in years 4,5,6 if you choose to renew the EA agreement

8. Select-Ohio Master Agreement# 01S63879
Features and Benefits
Purchases tracked via enrollment unique to each agency.
Level D Pricing: Highest Discount Level
Purchasing Software Assurance is initially optional. Once a customer chooses to buy SA they are committed to buy each year of the contract and may pay on an annual basis.
Current agreement expires 9/30/2006 to be replaced with new three year agreement. SA customers will have option to renew SA on the new contract

9. Enterprise-Ohio Master Agreement# 01E62121
Features and Benefits
- Three year agreement priced per desktop per year
- Price protection for full term of EA
- Easy to Manage
- True Up Annually

10. Enterprise Agreement Enterprise Agreement 6.0 (100 PC minimum)
Platform Products:
Office Pro, Win Pro Upg, Core CAL
Price Levels:
Level A: 250 – 2,399
Level B: 2,400 – 5,999
Level C: 6,000 – 14,999
Level D: 15,000+ All Ohio Government Enters at Level D
Additional Products Pricing:
Priced by Enterprise Product level Prices equal to Select
True Up
L + remaining full years of SA term + ½ SA for installation year
Renewal Pricing:
Discounted price
Key points:
New in EA 6.0:
Core CAL has replaced the BackOffice CA. More about that in a couple slides.
Levels have been consolidated to four – we’ll talk about how that maps to the Select levels.
Additional product pricing now takes into consideration EA purchases, and maps to Select price levels more info in later slide
True up – calculated by License + remaining years of SA, including a half year of SA for the year when installed. Benefit of EA over select, select you pay for full year.
New renewal pricing better reflects customers existing investment
The key features of the Enterprise Agreement 6.0 are mostly unchanged from As a quick overview, the key elements are:
Payments spread out in equal annual installments, over the term of the enrollment, payable on each anniversary date.
A selection of Platform Enterprise Products that the customer orders for all of their desktops.
The non-platform Enterprise Products are those products that a customer orders for all of their desktops and gets a discount over the Select pricing. These products are not part of the core platform.
There is also a selection of other products that a customer can add to their EA, known as Additional Products.
For EAs, there is what is sometimes referred to as an ‘evergreen’ or open-ended agreement term. The customer can continue to add enrollments to the agreement at any time, without ever having to renegotiate the core agreement terms.
There continues to be an annual true up, so customers can add desktops at any time during the year, but report and pay for them at the anniversary date, rather than have to pay for those desktops every time they are added.
And of course, for all of the products purchased under the EA, the customer is entitled to any new versions that are released during the term of the enrollment.
No change in types of product offerings from 5.0
Enterprise products are products ordered for every desktop; Additional Products don’t have that standardization requirement
Two types Ent products
platform ent products (win, off, core)
Non-platform Enterprise Products (Visio std & Project Central)
An Enterprise Product license is one which a customer orders for all of their entity’s eligible desktops. Platform Enterprise Products are specifically the collection of products that make up the Microsoft platform: Windows desktop, Office, and Core CAL. A Customer must choose at least one of the three platform Enterprise products.
A non-platform Enterprise Product is one that is also standardized across all desktops, but it is not part of the Microsoft platform. As a result, it is not eligible for a platform discount, which is discussed in a later slide.
The non-platform Enterprise Product offerings for EA 6.0 are Visio Standard and Project Central.
Additional Products are those products that a customer can order on their EA, but they don’t need to purchase them for all of their desktops. We’ll cover additional products in more detail in a few slides. Can just add them to the EA.
All products ordered through an EA include the Software Assurance benefits for the term of the enrollment.
EA Price Changes Effective 10/1 Replacing BackOffice CAL with Core CAL reduces Server Component EA price
Desktop and Windows Component price goes up
Microsoft negotiates final price directly.
Eliminates two tier negotiations
Overall effect is slight net decrease
Renewal pricing available effective May 10th
EA Pricing and Payment Rules Enterprise Products
Price levels per pool set at signing by initial Enterprise Product orders
Prices set at signing (including true up pricing)
Payments for initial order amortized annually over term
Additional Products
Price levels per pool set at signing by Enterprise Products
Level A for any remaining pools
Prices set at initial purchase (including true up pricing)
Three components: price level, price, payment
Initial purchase benefits:
Set price per level for term
Amortized over term
Payable at each anniversary
Purchase made later must be paid as single lump sum
Purchases made at signing have the benefit of establishing a set price per level for all future purchases. The total price is amortized over the term in three equal payments, payable at each anniversary date.
Once a product is added to the enrollment, the customer must report any new quantities of that product at the next anniversary as part of the annual true up.
All products added at signing are amortized over the three years; any licenses added after signing are lump sum payments.
While true ups happen at the anniversary date, a new Additional Product can be added at any time and paid for at that time.

11. You Have the Ability to Design Full Environment Coverage!
Enterprise Agreement
Enterprise Agreement Products
Office Professional Enterprise and Software Assurance
XP Professional Upgrade and Software Assurance
Core CAL and Software Assurance - Client access license that provides the rights for “desktops” (i.e., devices) to access Exchange, Windows, SharePoint Portal and SMS Servers.
Servers must be licensed separately – or they may be added to your EA enrollment.
You Have the Ability to Design Full Environment Coverage!
Core CAL Overview Client access license that provides the rights for “desktops” (i.e., devices) to access the following servers:
Exchange 2000
Windows Server (Whistler)
SharePoint Portal Server
SMS (2.0)
Servers must be licensed separately
Licensing package for clients – not available through retail
Positioning Statement
Core CAL provides a convenient way for enterprise customers to license their desktops for intranet, networking, and collaboration.
Benefits of Core CAL Customer Benefits
Convenience
Easy way to license basic components across all desktops
Reduces burden among IT to count the number of client licenses to access each individual server software.
By removing SQL, HIS and ISA: not overpaying for access rights
Pricing
Package discount about 5% less than licensing individual CALs
Volume Licensing offerings
Enterprise Agreements
Core CAL replaces BackOffice CAL
SQL Server available as Additional Product (Server/CAL or per proc)
Select and Open License
Core CAL or Individual CALs (Exchange CAL, SMS CAL, Windows CAL, SharePoint Portal Server CAL)
Key points:
Primary benefit is a convenient way to buy – only slight discount over the sum of the parts
Replaces BO CAL in EA; SQL offered as additional product
Also available in Select and Open
Most customers were unhappy with SQL in BackOffice because they felt they were paying for it as a processor as well as a CAL. This eliminates any double paying.
Other customers were unhappy because they were paying for SQL and they did not even use it. About 30% of all customers used SQL.

12. Enterprise Agreement Component Enterprise Agreement
- Office Professional Only
- Windows Desktop OS upgrade Only
- Core CAL Only
- Or any combination of the above Enterprise Products

13. Software Assurance Benefits of Software Assurance - Budgeting
- Productivity
- Support
- Tools
- Training

14. Software Assurance Features of Software Assurance
Both Desktop and
Servers
Spread Payments
New Version Rights
TechNet Online Concierge Chat
Corporate Error Reporting
WinPE
eLearning
Desktop
Home Use Program
Employee Purchase Program
Government Source
Licensing Program
Training Vouchers
Problem Resolution Support
Extended Lifecycle Hot-fix Support
Exchange Intelligent Message Filter
TechNet Plus
Features of Software Assurance
No increased cost for Software Assurance
Offerings available effective September 2003

15. Desktop Offerings Offerings Select License with NO Software Assurance
Regular Select License with Software Assurance
Select License SAM EA
Productivity
New Version Rights 
Spread Payments
Home Use Program (Office System)
Employee Purchase Program
Support
TechNet Online Concierge Chat
Exchange Intelligent Message Filter
Tools
WinPE
Corporate Error Reporting
Training
eLearning
CTEC Training Vouchers

16. Server Offerings Offerings Select License with NO Software Assurance
Regular Select License with Software Assurance
Select License SAM EA
Productivity
New Version Rights 
Spread Payments
Support
Problem Resolution Support
Web Support for Standard Edition
Business Hour Telephone and Web Support for Enterprise Edition
TechNet Online Concierge Chat
TechNet Plus
Extended Lifecycle Hot-fix Support

17. Desktop/Server Offerings
Select License with NO Software Assurance
Select License with Software Assurance
Select License SAM Enrollment
EA/
Enterprise Source Licensing Program (ESLP) Windows Desktop Only 
Tools
WinPE
Corporate Error Reporting
Training
eLearning

18. Microsoft Volume License Services
Support
Training -
MVLS User Guides
One guide for each SA Benefit
Downloadable from Microsoft Licensing Web site

19. Take Action What are the Next Steps?
Complete a Select Enrollment under the State Select Agreement:
Mail two signed originals to either Angela Welbaum or Chris Moore at:
ASAP Software
850 Asbury Drive
Buffalo Grove, IL 60089
- Work with ASAP Software and your Microsoft Rep to determine if an Enterprise Agreement is right for you.
- Review SA Benefit Guides to assist in administering SA Benefits.

20. Sites to Visit
Master Contracts and Pricing
Enrollments, Presentation & SA Benefits Guide

21. ASAP E-Way Accessing Your Information Online
- Obtain contract pricing
- Place and track orders for licenses, shrink-wrap, media, docs, add-on hardware, services
- Run activity reports
- Request tech support and RMAs

22. ASAP E-Way Reporting

23. Custom Detail Report

24. ASAP eSMART E-Way Tracker
ASAP eSMART is an integrated suite of internet based tools that provide ongoing asset management services including:
- Software License Management
- Software and Hardware Inventory Control
- Device serialization and tracking.
- Comprehensive Reporting
These tools provide a
comprehensive asset management
solution delivered via a hosted model.
E-Way
Tracker
eSMART
Tracker
ASAP Software’s fully automated proprietary system which tracks software licenses, manages contract compliance, and reports performance against contract commitments, first introduced by ASAP in 1996
Benefits of TRACKER
Real-time VLA contract management
Manages VLA complexities automatically
Levels/SKUs
Required maintenance
Provides detailed reporting of all software purchases across an enterprise
Publisher audited-SIIA approved software purchase history
ASAP E-Way (1999)
Obtain contract pricing
Place and track orders
Manage your VLA’s
Run standard or custom activity reports
Request tech support and RMA’s
..and now introducing ASAP’s eSmart!!!

25. ASAP and Microsoft Resources
ASAP Software
Lynn Tumen, Account Executive
Chris Moore, Inside Sales
State Government
fax:
Angela Welbaum, Inside Sales
Local Government
fax:
Microsoft
Jim Baumgart, Account Executive
Jalel Levy, HQ Sales Rep
x11493
Robert Van Meter, Local Gov Rep
x11700

26. Questions?