Winning with Volume Licensing: Public Sector Customers Kati Burridge

What is the Opportunity?

Programs… Desktops250 and above Open License (Commercial and Government)Select Agreement (Commercial and Academic) Open Value (Commercial and Government)Select Plus (Commercial and Academic) Enterprise Agreement (Commercial and Government) Academic Open Charity Open School Agreement (K-12) Campus Agreement (Higher Education) ISV Royalty Program Service Provider Licensing Agreement (Commercial and Government) Outside Today’s Scope

Where Do I Start? Licensing entity-wide? Buy or lease? Enterprise Agreement Open license EA Subscription Yes Select License No Open Value Company wide OV Subscription More than 250 Desktops? Yes No Yes No Yes No Lease Buy Open Value More than 250 Desktops?

Poll: Who sells Volume Licensing today? Who sells to the Public Sector today?Who sells Volume Licensing to the Public Sector today???

Volume Licensing Our Volume Licensing programs provide our government customers the ability to choose the software they need, and the flexibility they require to acquire it. Advantages: Discounts Leasing Multiple options Orders Payments Downgrade Rights Re-imaging Rights Portable Use Rights Electronic License Management Single “key” activation

What IS Software Assurance? … And how do I sell it to government? Software Assurance is Microsoft’s all-inclusive maintenance program & it allows: Spread payments for: –Software Including new releases –Support –Training –Services Plan future software acquisition

Programs Overview Open Academic/GovtCharity Open Agreement Term 2 years Payment Options Up front Purchasing 2 years, not flexible Software Assurance Optional Product Media Ordered separately or download Additional Savings NoYes* Key Benefits Cost savings compared to FPP Greater range of products Cost savings compared to FPP Greater range of products *Specific program for charities based on eligibility

Programs Overview … continued Open Value Government Open Value Subscription Govt Agreement Term 3 years3 years OR 1 year (new!) Payment Options Spread annually or Up frontAnnually Purchasing Flexible throughout Agreement: 1, 2, or 3 years remaining Flexible throughout Agreement, only annual desktop count paid for Software Assurance Included Product Media Included Additional Savings For company wide purchasing, platform purchasing Key Benefits Volume License cost savings Simplify license tracking Better manage costs Annualised Payments Volume License cost savings Simplify license tracking Operationalise costs Annualised Payments OPEX vs CAPEX spend

Charity Open: Who Is Eligible? Criteria Qualifying Public Charity Organisation Qualifying Per Se Organisation All ineligible organisations are listed online at: microsoft.com/australia/licensing/byname/charitiesopen.mspx microsoft.com/australia/licensing/byname/charitiesopen.mspx Eligibility Escalations Process For Charity Open Send it back through your distributor Our authorised third party will escalate directly to Microsoft for our final answer Important Notes on Charity Open… All applicable customers have now been notified of the transition Transition pricing is available until June 2010 Contract is for 2 years Pricing will auto-default from transition pricing to full commercial pricing after the June 2010 deadline

Objection Handling… Things to keep in mind: Each vendor defines eligibility criteria specific to their own customer subset A third party independently validates the eligibility of customers for our program Not-for-profit ≠ Charity! Commercial arm of a charitable organisation? Separate criteria will apply We are here to help… contact us to discuss using the resources below…. Resources to Help You: Licensing Hotline (Ask The Experts): : option 5, option

Customer & Partner Experience You spoke, we listened… Resources/Links Volume Licensing Software Fulfilment Volume Licensing Software Fulfilment Manage Your Volume Licenses Product Activation Product Activation Software Assurance Benefits Support Software Assurance Benefits Support World Wide Activation Centers Volume Licensing Briefs Licensing Hotline option 5, option 3 or Public Sector Licensing Site! Product Licensing Website (Online tool to locate information regarding product licenses available through volume licensing terms and conditions) What has Microsoft done to improve its licensing? Is Microsoft helping our customers to better manage our licenses? Where can I get help? NEW!

How Do I Buy Academic/Govt? Licensing hotline: 1300 FOR YOU ( ) Presales support: 1800 NET HELP ( ) Licensing Team Quotation requests: Hotline: Vincent Carpenter, Southern Region BDM Mobile: Liam Leaney, Northern Region BDM Mobile:

Next Steps… Assess your customer base to target this opportunity Questions? Come and talk to me! Talk to our “Ask The Experts” Licensing Team Option 5, option 3… Talk to your distributors! Let’s sell to Public Sector together

Partner resources 2. Opportunities Overview brochure New Australian partner portal Publicsectorpartners Partner Marketing Centre marketing 1. Simpler licensing Customer brochure New online tool 3. Industry Specific Partner Readiness. See True North Exhibition Stand