1. Innovation Days December 10 th 2008 Rebekka Van Acker Partner Account Manager ISVs

2. Microsoft Licensing agreements Product licensing ISV royalty agreement Service provider license agreement (SPLA) FAQ/Q&A

4. Open Select Enterprise Agreement ISV Royalty Agreement Service Provider License Agreement Software Assurance OEM Open Value Full Packaged Product

5. OEM (Original Equipment Manufacturer) Only to be sold together with new PC/Server purchase Limited user rights: no downgrade no imaging No transfer No language change No MS support Windows, Office, SBS FPP (Full Packaged Product) Retail Box limited user rights No downgrade No imaging No language change Volume Licensing License contract with company sold through “reseller” Lots of user rights downgrade imaging language change transfer Lots of possibilities Spread payment Online mangement Software Assurance

6. Open Open Value Open Value Subscription Select (Plus) Enterprise Agreement (EA) Enterprise Agreemen Subscription (EAS) ISV Royalty Agreement Service Provider License Agreement (SPLA)

7. 5 to 250 PCs+ 250 PCs A la carte purchaseOpenSelect Global contract Spread of payment Purchase of licenses Open ValueEnterprise Agreement Global contract Spread of payment ‘rental’ of licenses Open Value SubscriptionEnterprise Agreement Subscription

8. Open/OV/OVS customer ResellerDistribution Microsoft European Operation Center (EOC) Select/EA/EAS Customer Large Account Reseller EOC

9. Bell MicroMechelen+32 (0)15 28 91 00 Copaco/DmaxNinove+32 (0)54 31 00 00 Ingram Micro BelgiumVilvoorde+32 (0)2 254 92 11 Tech Data NV/SATernat+32 (0)2 583 83 11

10. Dell Computer NVAsse-Zellik32 2 481 91 39 RealDolmen NVHuizingen32 2 362 55 55 Econocom Distribution SA/NV Zaventem32 2 790 84 31 GetronicsBrussel32 2 229 99 13 HPBrussel32 2 729 72 68 PC Ware InformationBrussel32 2 405 89 13 Insight Technology Solutions (formerly Software Spectrum) Brussel32 2 263 60 20 Systemat S.A.Brussel32 2 352 84 32

11. What? New version rights Spread payments Training vouchers E-learning Office home use rights 24X7 Resolution Support … Which contract? Optional in ‘à la carte’ programs like Open & Select Default in other programs: EA, EAS, Open Value (Subscription)

12. http://www.microsoft.com/licensing/mla/

15. Desktop Each device that runs a desktop product needs a license Server Based on computer power needed Pay per physical processor/CPU Based on number of users connected Pay per server & each user (Client Access License or CAL) Based on number of devices connected Pay per server & each device (Client Access License of CAL)

16. http://www.microsoftvolumelicensing.com/userights/

19. A unified solution is : The software product that you license to your end users that Includes one or more Microsoft licensed products and Adds significant and primary functionality to the Microsoft licensed products Develop a unified solution that… – Integrates a Microsoft licensed product into your application code – Includes a Microsoft licensed product along with your application on the installation media – Pre-installs a Microsoft licensed product on a computer system that is part of the unified solution

20. Unified solution Offer a total solution to your customers Generate more revenue Define your margin Runtime editions Embedded maintenance Extend product life cycle Up to 24 months after launch of latest MS release, previous version can be sold Royalty free distribution For demo purpose For end-customer evaluation purpose (120 days) Worldwide distribution Sign your contract in Belgium, sell everywhere Earn partner points 20 points, can help you to upgrade to the Gold Certified Partner level

21. *List is a sample only and current as of September 2008 - The list of available products is updated quarterly and is available at http://www.explore.ms.http://www.explore.ms BizTalk Server Dynamics CRM SQL Server System Center Essentials Exchange Server Office SharePoint Portal Server Office Communication Server PerformancePoint Server Project Server Office Professional Mappoint Visio … NOTE! No Windows Server No Windows Vista

22. Develop a value-added solution using Microsoft licensed products, distribute the unified solution in tangible media Join the Microsoft Partner Program at the Certified level or above OR purchase five prepaid support incidents from Microsoft or from a Gold Certified Support Partner Commit to a minimum of US$15,000* in royalties during the three-year term of the agreement Provide technical product support for the licensed products included in the unified solutions to your end users Incorporate any applicable Microsoft license terms into the End User Agreement for the unified solution Monthly reporting on software licenses distributed to your end users, even if no activity Comply with export requirements *or published non-U.S. currency amount if applicable

23. ISV license default license type Allows your customers to use the underlying Microsoft licensed product with other applications as long as they are still licensed for your application All PRODUCTS IN ROYALTY ISV runtime license Additional restricted use rights Can use these applications only with the unified solution with which it was acquired Cannot use the Microsoft licensed product to run any other application or to develop new applications or in any other context independent of the unified solution with which it was acquired BIZTALK SERVER & SQL SERVER

24. What? The right to upgrade to and run future product versions for a fee Only new product versions released during the Embedded Maintenance coverage period are included Licenses must be enrolled in Embedded Maintenance when the license is originally acquired Royalties are due for Embedded Maintenance at the time the license is enrolled Coverage must be renewed annually to ensure no lapse in coverage When? When your end user acquires the unified solution or an upgrade to the unified solution When your end user renews upgrade coverage that it previously acquired for the unified solution, without a lapse in coverage Customers with licenses not enrolled in Embedded Maintenance that want to upgrade must purchase a new license

25. Start of month Fien sends royalty pricelist During the month Sell your application with Ms technology End of month till 15 of next month Consolidate all Microsoft licenses sold through your applications Submit report to the Microsoft Order Entry Tool (MOET) Submit ZERO report if no licenses sold of licenses reported After reporting Microsoft Operation Center sends invoice

26. Meet one of the following two requirements: Certified or Gold Certified Partner Purchase a minimum of five technical product support incidents for the licensed products used in the unified solution, either from Microsoft or from a Gold Certified Support Partner Sign Agreement Complete the Microsoft ISV Royalty License and Distribution Agreement and Microsoft Business and Services Agreement (MBSA/MBA) Submit Credit Application (direct only) Send documents to the Microsoft Operations Center

28. RUNTIMENON-RUNTIME Only with ISV application Other applications Develop new applications Develop new tables or DBs interesting in competitive situation! ISV application + other applications, new application developement, new tables or databases Per processor Clients (CALs) + Server (SINCE SQL 2008) Per processor Clients (CALs) + Server 20 % maintenance25% maintenance Allowed to run SQL reports Same code, different EULA Other applications in runtime mode: Biztalk Server

29. RUNTIMENON RUNTIME PER USERPER CPUPER USERPER CPU SQL Standard Server € 53,57€ 1.882,11€ 805,26€ 5.220,56 SQL Standard Client (CAL)€ 64,24-€ 146,97- MAINTENANCE SQL Standard Server€10,66€ 376,85€ 201,31€ 1.305,14 SQL Standard Client (CAL)€ 12,85-€ 36,74-

31. The Services Provider License Agreement (SPLA) enables services providers and ISVs with a hosted offering to license Microsoft products on a monthly basis to provide services and hosted applications to their end customers (3 rd party use rights). Service Providers End- customer Microsoft SPLA Resellers Reseller Outsourcer / Datacenter

32. SPLA may be right for you if you have one of the following business models: Web Hoster Application Service Provider (ASP) Messaging and/or Collaboration Service Provider Platform Infrastructure Provider Streaming Media Provider Web/Internet Service Provider ISV providing hosted applications IT Outsourcer providing software licenses Business Process Outsourcer (BPO) providing software licenses Consultant providing software services Franchisees/Franchises

33. Agreement term 3 year contract Monhtly reporting One agreement for HQ & affiliates WW deployment Cost control No upfront commitment Software assurance included – no separate version upgrade cost Specific use situations Internal use Customer demonstrations Customer evaluations Evaluation and testing Server administrators

34. Subscriber Access License (SAL) Server access pricing included in SAL Unique individual (Device SAL’s available for certain products) Authorized to access SAL does not allow for anonymous internet users – no method of recording Per Processor License (PL) User access pricing included in PL Unlimited user access Required for any servers allowing anonymous internet users access

35. Detailed and complete Licensing Advise Fulfilment of licenses and media Easy access to license reporting One portal for all your software licensing channel to Microsoft Econocom Distribution SA/NVZaventem32 2 790 84 31 HPBrussel32 2 729 72 68 Insight Technology Solutions (formerly Software Spectrum) Brussel32 2 263 60 20

36. Sign your own SPLA Agreement via a local SPLA Reseller Eligibility MSPP Certified or Gold Certified partner MSPP Registered partner and enrolled in Microsoft Hosting Community Partner with existing SPLA Partner Reseller or white label hosting (own brand) No own SPLA agreement necessary

38. Royalty Part of acquired ISV application End customer is licensee Sign contract with Microsoft Perpetual license Maintenance/software assurance optional Most MS business products, no client/server OS Commitment of 15000 USD Worldwide/affiliates included SPLA Hosted /offered as a service SP/ISV is licensee Sign contract with SPLAR Pay per use Software assurance included Most MS business products (Windows Server), no client OS No opfront commitment Worldwide/affiliates included