Large Account Reseller Update Microsoft for Partners Roadshow November 2005

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Agenda Open License program overview –Introduction –Agreement model –Program comparison Partner opportunity/value Customer benefits Next Steps

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Open Value Channel Model Advisor fee model A Microsoft Software Advisor (MSA) advises a customer to purchase licenses through the Open Value program The MSA directs the customer to an authorized license provider (Ingram Micro) to make the purchase The MSA receives a fee Microsoft ALP (Distributor) MSA (Reseller) Customer

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Open Value Program Open Value – subscription Open Value Companywide OptionNon-companywide Option For customers that prefer to subscribe to software Companywide program with simpler license tracking Lower annual cost than other Open Value programs For customers that prefer to acquire software licenses Companywide program delivers simpler license tracking Discount available For customers that see the value in Software Assurance Provides more value than Open Business For any software license purchases Program Features Software Assurance included More Software Assurance benefits than available through Open Business Three-year agreement Software media included Start with a minimum of five licenses No reorder minimum Platform Options Desktop Professional Platform –Office Professional Edition –Microsoft Core CAL –Windows Professional Desktop Upgrade Small Business Platform –Office Small Business Edition –Windows SBS CAL –Windows Professional Desktop Upgrade

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Open Value Program Changes New program options –Two new Enterprise Product options available companywide Small Business Platform –Non-perpetual offering New systems and customer agreement

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Open Value – Purchase Options Program options –Companywide platform option –Companywide option –Non-companywide option –Subscription Spread license acquisition cost over three years Update agreement with new deployments monthly

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Open Value – Subscription* Annual subscription payment –50% first-year discount available for current software (N or N-3) Deploy additional desktops during the year –No need to track new deployments of Windows, Office, or core/SBS CALs Count desktops and update agreement annually –Annual cost based on count of qualified desktops companywide –Fewer desktops = lower total desktop licensing costs –Discount offered for companywide platform option Renew agreement every three years or convert to perpetual license –Buyout option converts subscription licenses to perpetual licenses –Continue Software Assurance through new Open Value agreement

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Customer Benefits Simplified License Tracking Customer challenges Multiple purchasers for multiple departments or locations Each purchase results in a new licensing agreement Difficulty tracking license acquisition history  Multiple licensing agreements are hard to track and can lead to under- or over-licensing Open Value solution All licenses tracked on a single agreement Can include affiliates in other countries within the region Any version can be installed on any computer OEM* & FPP* licenses can be transitioned to volume licenses by purchasing Software Assurance  A single Open Value agreement makes it easy to purchase and track licenses Agreement Xxxxxxxxxx …. 00 Xxxxxxxxxx… l 00 Xxxxxxxxxx Agreement Xxxxxxxxxx …. 00 Xxxxxxxxxx… l 00 Xxxxxxxxxx Agreement Xxxxxxxxxx …. 00 Xxxxxxxxxx… l 00 Xxxxxxxxxx Agreement Xxxxxxxxxx …. 00 Xxxxxxxxxx… l 00 Xxxxxxxxxx Agreement Xxxxxxxxxx …. 00 Xxxxxxxxxx… l 00 Xxxxxxxxxx *Qualifying OEM and FPP software licenses

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Customer Benefits Control of the Software Upgrade Cycle Customer challenge No long-term technology plan causes upgrades to happen on a project-by-project basis Can be difficult and time consuming to secure budget for license upgrades New hardware often results in multiple versions of software  Customers can find themselves falling behind with technology, which can lead to security and compatibility issues Open Value solution New version rights included Predictable annual payments ensure available budget Minimized up-front costs enable customers to upgrade more today  Open Value helps to improve productivity, ease support and maintenance, and improve security

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Customer benefits Better Cost Management Customer challenge Need more Microsoft software than current budget allows Need to control and predict annual costs  Customers purchase only some of the software licenses that they need because of budget limitations Open Value solution Spread payments over three years Easy to plan and budget for with predictable annual payments Acquire or subscribe to licenses More attractive pricing for companywide purchasing  Open Value enables customers to acquire all the licenses they need and spread costs over three years

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Program Enhancements in 2006 Maximize Value and Empower People to Succeed New Version Rights Spread Payments Windows Vista for Enterprise Edition Virtual PC Express for SA Training – Extended Vouchers for Enterprise Customers eLearning Home Use Program Employee Purchase Program Enterprise Source License Program Desktop Deployment Planning Services Information Work Solution Services Windows Pre-Installation Environment Extended Hotfix Support – Available in July 05 Windows Fundamentals for Legacy PCs was codename Eiger 24x7 Business Critical Support for Problem Resolution TechNet Plus Cold Backups for Disaster Recovery Corporate Error Reporting