A Large Account Reseller’s Guide to the Get Genuine Windows Agreement for Large Organizations (GGWA-LO)

Introduction Our goal is to help you assist your customers who may have purchased a PC without genuine Microsoft ® Windows ® operating system software or discover they may have unlicensed Windows software. The purpose of this presentation is to provide you information on the Get Genuine Windows Agreement for Large Organizations (GGWA-LO) so that you can understand the offering, effectively market it to your customers, and participate in the licensing business opportunity. Beginning, November 1, 2009, customers with unlicensed PCs can get compliant with the latest Microsoft operating system available, Windows 7 Professional. Note: Each subsidiary should update with specific region or country information as required. 2

Table of Contents Background 4 Improper Licensing Types & Scenarios 5 GGWA-LO Highlights 6 GGWA Offering Overview 7 Ordering Process 8 Purchasing Requirements & Installation 9 Next Steps and Resources 11 Frequently Asked Questions 12 3 3

Background: Unlicensed and Mislicensed Opportunity Economic Impact Pirated software continues to be among the largest revenue competitors facing the industry, with an estimated opportunity cost of more than $40B annually1. Piracy impacts legitimate businesses such as channel partners that have to compete with those selling counterfeit and unlicensed software Research shows fully licensed businesses grow faster and are more profitable than those using a mix of genuine and unlicensed software.2 Successful companies make valuable long-term customers. Market Opportunity PCs with unlicensed Windows software continues to be an enormous revenue opportunity for Microsoft partners. The base of customers with existing PCs that need to become Windows compliant due to counterfeit or unlicensed scenarios is growing. Customers want a solution that will allow them to easily bring multiple PCs into compliance, and to acquire a solution in a way that is familiar to them using their established channel provider. 1Fourth Annual Global Software Piracy Study, May 2007, 2006 Worldwide Software Piracy Figures, Business Software Alliance 2 Impact of Unlicensed Software on Mid-Market Companies, Harrison Group, April 2008 4

Improper Licensing Types & Scenarios These scenarios are all too common and result in improperly licensed Windows software on customers’ PCs. Types Scenarios Counterfeit software Installed Windows software using leaked or stolen Volume License Keys (VLK). Downloaded software online or from unknown or counterfeit sources. Attempted to save costs by doing in-place motherboard upgrades without acquiring new Windows licenses on those PCs. PC was purchased from an OEM that used a single license on multiple PCs (called hard disk loading). Mislicensed operating system Purchased PCs without an operating system (OS) pre-installed and then used a Volume Licensing (VL) agreement to install the full Windows desktop operating system. Misversioning Purchased PCs with a consumer version of a Microsoft Windows operating system, such as Home or Starter editions, and then used a commercial VL agreement to upgrade PCs to Windows Professional, Business or Ultimate. For more information, please visit www.microsoft.com/piracy/knowthefacts/default.aspx 5

GGWA –LO Highlights GGWA-LO is available worldwide for LARs to offer to customers with large quantities of PCs that need to become compliant with genuine Windows software. GGWA-LO: Is tailored to meet the needs of businesses that usually purchase and deploy Microsoft software through Volume Licensing. Beginning November 1, 2009, GGWA-LO is available in Windows 7 Professional. Downgrade rights are available. Is a Volume Licensing offering that is off the price list and requires the customer to sign a GGWA-LO agreement. Offers customers the option of purchasing Software Assurance (SA) within 90 days of buying GGWA-LO. Is for use on fully assembled PCs with a previously installed counterfeit or otherwise improperly licensed copy of Windows. Cannot be used on a new PC. 6 6

GGWA-LO Offering Overview The table below provides a summary of GGWA-LO offering. Target Customer Mid-market or Enterprise customers with a large installed base of PCs needing Windows compliance. Product and Availability Worldwide Off Volume Licensing price list Windows 7 Professional, available November 1, 2009 Windows 7 Pro SKU: FQC-03033 WinPro7 MVL Get Genuine LrgOrg Terms and Conditions Pre-signed agreement that includes acknowledgement of compliance and an audit clause. Commitment that future Windows software acquisitions will contain only genuine Windows software. Placement of a one-time only order. Non-transferability of GGWA licenses, except as allowed by program. A Master Business Services Agreement (MBSA) must be in place or one must be set-up. Software Assurance Can be purchased within 90 days. Support Support is available for purchase from either Microsoft of Microsoft LARs. 7 7

Ordering Process GGWA-LO purchase minimums vary by region 8 Ordering Process GGWA-LO purchase minimums vary by region Order Confirmation + Copy of Get Genuine Windows Agreement + Proof of Payment = License Confirmation. Customer receives a copy of their agreement and email confirmation that their order has been processed. ROC activates the agreement and processes the order. See slide 30. LAR submits to Regional Operations Center (ROC). LAR / Microsoft presents GGWA-LO Agreement, confirms pricing and presents to Customer. Customer reviews, signs and returns the signed agreement and PO to the LAR or Microsoft if a direct deal. Agreement is available on Explore.ms .and pricing information for LARs can be obtained from the PAM or by referencing the VL LAR Bulletin. CC LAR (Indirect) AP Manager needs to be involved for discount requests The direct agreement should only be used if there is no LAR involvement in the GGWA deal and only in direct market countries. 8

9 GGWA-LO Contract GGWA-LO orders are submitted at the same time as the signed agreement. Multiple countries of use can be noted on the same ordering row. NOTE: GGWA-LO is a one-time only solution for customers. A customer may not acquire multiple GGWA-LO contracts and should not place orders for additional licenses using GGWA -SMO after signing a GGWA-LO.

Purchasing Requirements & Installation GGWA-LO: Purchasing Requirements GGWA-LO can be sold only by LARs or direct from Microsoft. The minimum order requirement is 5 licenses. Price empowerment quantities begin at 100+ for Emerging countries and 750+ for Developed and BRIC countries. The local AP lead should be contacted for empowerment framework details. GGWA-LO: Installation If the customer is running non-genuine software, the customer can install the genuine version with media. Media is available through a separate purchase. To activate the software the customer can contact the Product Activation center to obtain a VLK. For further information about VLKs and a list of Product Activation Centers, go to ‘Volume License Product Key’ section of https://www.microsoft.com/licensing. No installation or activation is required if customer already has genuine software. This scenario typically applies when there is a mislicensing situation (e.g., used commercial Volume Licensing agreement to install Windows on a new PC without underlying operating system). Note: There is no COA distributed as part of GGWA. 10 10

Next Steps and Resources Make sure you understand GGWA-LO so your customers can take advantage of this Volume Licensing compliance solution for Windows! Educate your customers on why it is important to only use genuine Windows software. If you find improperly licensed Windows in your customers’ installed base of PCs, provide a Get Genuine compliance solution. For more GGWA-LO resources, visit: https://partner.microsoft.com/40032275 11 11

Frequently Asked Questions How is GGWA-LO ordered? The LAR downloads the GGWA-LO agreement from http://www.explore.ms, confirms pricing with their Microsoft Account Manager, and presents it to their customer. The customer reviews, signs, and returns the GGWA-LO agreement to the LAR, which includes the quantity of licenses to be purchased. The LAR submits the GGWA-LO agreement to the appropriate Microsoft Regional Operation Center (ROC) where it is processed. The ROC activates the agreement and processes the order. The customer will receive a copy of their agreement and an email confirmation that the order has been processed. These, along with proof of payment, and the GGWA contract are the license confirmation, which constitutes proof-of-license. A 12 12

Frequently Asked Questions Does GGWA-LO come with media? If not, how do my customers acquire media? No, just like other Volume Licensing Agreements, media is not included, but can be ordered separately. Are installation and activation required? If the customer is running non-genuine software (i.e., counterfeit), they need to install the genuine copy. To activate the software, the customer can contact the Product Activation Center to obtain a VLK. For further information about VLKs and a list of Product Activation Centers, go to ‘Volume License Product Key’ section of https://www.microsoft.com/licensing. No installation or activation is required if the customer already has genuine software. This scenario typically applies when there is a mislicensing situation (e.g., customer used a Volume Licensing agreement to install Windows on a new PC without an underlying operating system). A Q A 13 13

Frequently Asked Questions What if my customer does not meet the GGWA-LO purchase minimums? Are there other Volume Licensing options available? Yes. There is a GGWA for Small and Medium Organizations solution (GGWA-SMO) which has a 5-license minimum which can be sold to your customer. GGWA-SMO does not require a signed agreement. Contact your Microsoft representative for more details. A 14 14