Grow Your Business Through Microsoft’s Licensing Programs November 22, 2006

Service Provider Licensing Agreement (SPLA) Vince Drnovscek, Partner Account Manger, Hosting

Microsoft Confidential Overview  The Service Provider Licensing Program enables an organization to license Microsoft software products and to use these products to provide software services to it’s customers  Software Services – are services that an organization provides to its customers to make available, display, run, access, or otherwise interact with the licensed products. Software services exclude any services involving installation of a Microsoft licensed product directly on any device to permit a customer to interact with the Microsoft licensed product.  Usage Scenario: An organization offers software services to its customers through servers connected to the internet or a private network. Microsoft products are used to provide these service such as:  Website Hosting  Application Hosting  Messaging Services ( )  Data Hosting 3

Microsoft Confidential Benefits  Delivery of Customized Service: Flexibility of licensing Microsoft products to customers on a dedicated hosting environment or shared hosting environment  Flexible Cost Structure: Report and pay monthly based only on what Microsoft software was used the previous month  Zero Start-up Costs: There are no up-front licensing fees or minimum volume commitments  Most current versions of Microsoft Products: SPLA offers organizations the most current versions of Microsoft Software  Wide Selection of Microsoft Product: Organizations have access to a wide range of Microsoft Server & desktop Applications  Worldwide Availability: Organizations can sell their services using MS software products to their customers in any part of the world, regardless of their own location  Corporate & Academic customers: Service organizations can sell to academic customers, such as schools and universities 4

Microsoft Confidential 5 SPLA Product Offerings  Antigen Products  Microsoft Application Centre  Microsoft BizTalk Products  Microsoft Dynamics  Microsoft Exchange Host Products  Microsoft Exchange Server  Microsoft Identity Integration Server  Microsoft Office Products or Suite  Microsoft Operations Manager  Microsoft SQL Server  Microsoft Terminal Services  Microsoft Windows Server  To view a complete list of products available under SPLA visit: 

Microsoft Confidential How To Acquire the SPLA Agreement  There are 2 ways to acquire SPLA: 1. Contact your MS Sales Representative 2. Contact your Software Products Reseller  All Canadian Contracts are administered through one of our Canadian Reseller 1. Software Spectrum 2. Softchoice 3. HP  You will need  To be a registered or Certified Partner  Signed up to the hosting Program Newsletter More information of SPLA: To download the Service Provider Licensing Agreement, go to: Registered Certified Partners 6

Microsoft Confidential Target AudienceIndependent Service Privoders (ISVs) hosting applications for SaaS. Value Proposition - Lower cost during the early growth stage (Price competitive solution to open source) - Entry program to the greater SaaS Resources/Community planned by Microsoft from Jan ’ 07 OfferLower Price SKU available to ISVs for a maximum of 1 year. Maximum Allowable SKUs Windows Server Standard Edition Licenses for up to 8 CPUs Microsoft SQL Server Standard Edition Licenses for up to 2 CPUs - When ISV hosted configuration grows larger than above configuration, ISV has to move to regular SPLA pricing - After 1 year from sign up or the program ends, whichever comes earlier, ISV has to move to regular SPLA pricing PeriodUS and Canada: November – April Requirement  ISVs providing or plan to provide SaaS applications hosting services for software as a service (SaaS), and own the Intellectual Property (IP) of the hosted software application  Sign up the SPLA agreement  Registered the Microsoft Partner Program, if not registered  ISVs ’ solution must fit the defined configuration  No more than 8 CPU licenses of any edition of Microsoft Windows Server  No more than 2 CPU licenses of any edition of Microsoft SQL Server Microsoft® SaaS On-Ramp Program How to apply for the SaaS On-Ramp Program?  Submit the application form at Once ISV submits the application, Microsoft will validate eligibility and will send contract information once validated. Questions?  Please contact us at

Independent Software Vendors Royalty Licensing Program Paul Toccafondo, ISV Royalty Program Manager

Microsoft Confidential Program Overview The ISV Royalty Licensing Program offers Independent Software Vendors (ISVs) like you a convenient way to integrate Microsoft  software applications into your software business solutions, to replicate the solution, and to distribute a fully licensed solution to your customers.

Microsoft Confidential What Does It Mean to Integrate or Embed a Microsoft Product? To integrate or embed means to include a Microsoft product with the ISV’s application in any of the following ways:  By embedding the Microsoft product into the ISV application code or  By including a Microsoft product along with the ISV’s application on the installation media or  By preinstalling the Microsoft product on a computer system that is part of the unified solution

Microsoft Confidential Is the ISV Royalty Licensing Program Right for My Business? This program may be right for you if you develop software solutions and are interested in integrating Microsoft products within your own value-added business solutions.

Microsoft Confidential Requirements Must be an Independent Software Vendor with, or developing, a solution in the marketplace Minimum of U.S. $10,000 (or published non-U.S. currency amount if applicable) in royalties paid to Microsoft in two years (eight full calendar quarter agreement term) Maintain “Certified” or “Gold” level membership in the Microsoft Partner Program or purchase Microsoft Professional Support Services with five prepaid incidents Monthly reporting of distributed Microsoft licenses Provide product support for the unified solutions vide product support for the unified solutions

Microsoft Confidential Benefits Reduce Costs May reduce installation, configuration, update, and/or support costs. Increase Revenue You can redistribute Microsoft licenses and Embedded Maintenance upgrade coverage, if applicable, with your solution. This can help lead to an additional revenue stream or potential margin. Deliver a Total Solution Provide one-stop shopping for your customers and avoid deployment delays. Worldwide Distribution Allows for the global distribution of Microsoft products globally as part of a unified solution.

Microsoft Confidential Benefits (page 2 of 2) Extend Product Life Cycle and Control Revision Schedules - Sell licenses for version-specific solutions up to 18 months after Microsoft releases a new version of the product embedded in the value-added business solution. Leverage Existing Technologies - Take advantage of Microsoft technology to add value to your solutions. Royalty-Free Distribution  For demonstration copies distributed to your sales force and channel for use in sales presentations.  For 120-day evaluation copies distributed to your customers. Earn Partner Points - Earn points in the Microsoft Partner Program by participating in the Royalty Licensing Program.

Microsoft Confidential Sample of Microsoft Products Available Microsoft Application Center Microsoft BizTalk® Server Microsoft Commerce Server Microsoft Content Management Server Microsoft Dynamics™ CRM Microsoft Exchange Server Microsoft Host Integration Server Microsoft Internet Security and Acceleration Server Microsoft MapPoint® Business Mapping Software Microsoft Operations Manager Microsoft Project Server Microsoft SharePoint® Portal Server Microsoft SQL Server™ Microsoft Virtual PC Microsoft Virtual Server Microsoft Visual Basic® for Applications Microsoft Speech Server (North America only) Microsoft Windows® Terminal Server Client Access Licenses (CALS) only

Microsoft Confidential Product Use Rights Licenses available in the Royalty Licensing Program ISV License— The default license type granting the ISV the ability to integrate or embed Microsoft applications into your unified solution. This license allows the Microsoft licensed product to be licensed as a part of your unified solution. This license grant also allows ISV customers to use the underlying Microsoft licensed product with other applications as long as they are still licensed through your ISV application. The license grant to the Microsoft licensed product lives and dies with the license grant of the unified solution. ISV Runtime License— Some licensed products offered through the ISV Royalty Licensing Program are offered with additional restricted use rights. The ISV customer:  Can use these applications only with the unified solution with which it was acquired.  Cannot use the Microsoft software 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.

Microsoft Confidential Embedded Maintenance Provides customers with the right to stay current by acquiring Embedded Maintenance for a fee:  The right to upgrade is limited to new product versions released during the Embedded Maintenance coverage period. Embedded Maintenance can be acquired:  When your customer acquires the unified solution (or your upgrade to the unified solution), or  When your customer renews the Embedded Maintenance that was previously acquired from you for the unified solution. Coverage may be renewed annually. Customers with licenses not enrolled in Embedded Maintenance that want to upgrade must purchase a new license.

Microsoft Confidential Monthly Royalty Reporting ISV Royalty Report  Identifies Microsoft products and quantities distributed to customers with the ISV’s application:  By country in which the customer is located  Due to Microsoft 15 days after the end of each calendar month Payment terms  Net 30 days

Microsoft Confidential Process Overview Sign agreement and enrollment:  Microsoft ISV Royalty License and Distribution Agreement  Microsoft ISV Royalty License and Distribution Enrollment  Credit Application Send the documents to appropriate Licensing Operations Center Once accepted and processed:  Signed copy is returned to you.  You receive an Operations Guide with online credentials.  You are provided access to an online tool with a password.  Order master copies through the Microsoft Order Entry Tool. Ready to replicate, integrate, and sell:  Provide customer support.

Microsoft Confidential Resources ISV Royalty Licensing Web Site  Microsoft Partner Program Web Site  Contract Support Information  Contact Us  Contact your Microsoft Account Manager for more details, or Contact your Microsoft Account Manager for more details, or 

Secure Web Enablement for ISVs Vicky Reddington, Citrix Systems

Microsoft Confidential 22 Scenario 2 – Deploying LOB Applications What business implications arise when a remote user cannot get to their line of business application ? Are your customers asking for……  Real time secure access to LOB applications  Head office performance of application irrespective of location or connection  Faster application deployment and upgrades  Applications to be run over the Internet securely  Improved control and security of applications across the organization  Optimum productivity of IT staff and lower IT costs

Microsoft Confidential 23 Scenario 3 - Overcoming the Application Deployment Objection We haven’t got the budget, resource or time to upgrade the desktop hardware to support LOB apps Are your customers asking for……  Ways to deploy apps without upgrading the Hardware  Rapid deployment of apps with few IT resources  Their business to rapidly realise the value of LOB apps  Remote employees to securely access LOB apps with Sharepoint  Lower IT deployment costs by centralising LOB apps

Microsoft Confidential 24 Citrix Access Essentials™ Software  Simple, secure Internet access to your centralized line-of-business applications with just a standard Web browser  Enables your customers to remotely update and retrieve order entry, billing, CRM, scheduling, accounting and other  From home  In the field and branch offices  At hotels, airports, and Internet cafes Including Windows Terminal Server Client Access Licenses (CALs) Sold in 5-packs

Microsoft Confidential 25 Customer Scenarios - LOB Applications Local Users File Servers Line of Business Applications Critical files Mobile User Access from Home Remote Branch Internet Firewall Customer Pain Points Access to Line of Business Applications Connection – cost / bandwidth utilisation Latency Data Security IT Support / Administration

Microsoft Confidential 26 Build on Terminal Services Foundation Citrix Access Access Essentials Essentials 1.Secure Sockets Layer (SSL)- protected remote access 2.Auto Web-enabled applications 3.Role-based user privileges 4.End-user device independence 5.Enhanced printing capabilities 6.Simple, unified wizard-driven administration Centralized application management Centralized application management Client and server resource redirection Client and server resource redirection Multi-user access Multi-user access Remote desktop Remote desktop Built-in Terminal Server CALs

Microsoft Confidential 27 Can you benefit from Access Essentials ?  Do you write stand alone LOB applications  Accounting /HR / Construction / Hairdressing Appointments  Does your Application run in a browser (with as many features as the win 32 app) ?  Do you need keep up with competition ?  Do you want to broaden use of your application over the internet  Do you want to  Reduce time to market by concentrating on key customer value and functionality in your application rather than on how the application is delivered ? No barriers ……………………..  No need to change architecture  No developer commitment – just package and resell CAE licenses and take advantage of Microsoft’s ISV royalty program for Terminal Services through Citrix  Does not cost an ISV to become partner  SAP / Microsoft /Sage all using the Citrix platform to web enable their applications

Microsoft Confidential 28 Session Summary Secure Internet access to any application is:  Simple with Citrix Access Essentials  Cost-effective  Available from any device with just a Web browser Value to you  Overcome application deployment barriers through ease of deployment  Reduce time to market  Increase competitive differentiators

Microsoft Confidential 29 ISV Promotion with Microsoft  To become a Citrix CAE partner we are waiving the fee – for limited period  For the first 10 ISVs to sign up from this call we will be providing online servers and engineering support for application testing  Full benefits of partner program  Migrated to new ISV program Jan next year  Fill out application and fax back to Citrix (word doc)  Take on line technology course (20 questions)  For more