1. Licensing Solution Providers (LSPs) Overview Enrollment for Education Solutions

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3. Microsoft Solutions for Academic Institutions Microsoft’s commitment is to help students and educators throughout the world realize their full potential Academic Volume Licensing puts Microsoft software and services in the hands of educators and students so they can interact, collaborate, and learn through: Supporting the needs of all types of students, educators and schools with dependable, secure and flexible products and technologies that are affordable, easy to use, and work with what you use today and tomorrow. Enabling vibrant learning communities with programs and services that help bring people together to communicate and collaborate. 3

4. The Enrollment For Education Solutions is available to the following Qualified Educational Users Who qualifies for EES? 4 An “organization” may be defined across the spectrum, from the entire institution to a school district to a specific school site or department, and in cases where such definitions are not possible, an “organization” could simply be a logical group within the institution. The Qualified Educational User Definition (QEU) varies by region. View the QEU at http://www.microsoftvolumelicensing.com/userights/DocumentSearch.aspx?Mode=3&DocumentTypeId=7 http://www.microsoftvolumelicensing.com/userights/DocumentSearch.aspx?Mode=3&DocumentTypeId=7 Educational Institutions Administrative Offices Boards of Education

5. Student Advantage For Volume Licensing Customers – EES or OVS-ES Office 365 ProPlus for students at no extra cost Purchase Office for 100% of organization's faculty & staff

6. Cloud on Your Terms Free* access to Office 365 Education A2, plus the ability to subscribe to additional Microsoft Online Services through your EES *No license fee; doesn’t include deployment or support costs associated with the service. Easy Compliance Count your employees once per year and you’re fully covered for all on-premises platform products licensed. Customized Solutions Add additional products, either institution-wide, departmental-wide, or for individual devices at any time Lower Total Cost of Ownership (TCO) Maximize the value of your investment with access to current technology, Work at Home (WAH) rights, student licensing, evaluation rights, Software Assurance, and more Simplified Asset Management Easily track and manage your software assets with self- service online tools such as Microsoft Volume Licensing Service Center (VLSC) EES Customers Benefits Low Administration Subscription licensing eliminates the need to track your licenses for the selected desktop platform products on every PC. 6

7. Competitive Advantage of the Offering Program features (e.g. FTE counting) present new opportunities to combat competitive threats Licensing options cover spectrum of customers, enabling Partners to go after new accounts Deepen the Customer Relationship Full integration of Office 365 within the offering Simplified Sales Motion One set of program rules, versus multiple guidelines makes it easier for Partners to sell One enrollment for both K-12 and higher ed, leaving fewer contracts to manage Device count of School enrollment is outdated, FTE count better fits the academic market today Simplified contract reduces the complexity for both customers and partners EES Partner Benefits 7

8. New ProductsDeploymentTrainingSpecialized  New Product Versions  Step-Up Licensing Availability  Microsoft Desktop Optimization Pack (MDOP)  Windows 8 Enterprise Edition  License Mobility Through Software Assurance  Windows Virtual Desktop Access (VDA) Rights  Windows Companion Subscription License‡  Windows RT Companion VDA Rights  Windows To Go Use Rights  Windows Roaming Use Rights  Windows Thin PC  Office Roaming Use Rights  TechNet Benefits  Microsoft Office Multi- Language Pack  E-Learning  Home Use Program  Cold Backups for Disaster Recovery  Spread Payments EES Includes Software Assurance Note: Software Assurance benefits are subject to change. Please refer to the Microsoft Volume Licensing Product List at http://www.microsoft.com/licensing/userights/ to verify current benefits. “Our Microsoft volume licensing agreement is a key component of our strategy to provide consolidated, low cost, high value services to the faculty, staff, and students…. It simplifies administration, lowers costs, and improves security and compliance.” Mike Conlon, Ph.D, Associate CIO, IT Architecture, University of Florida 8

9. Work at Home Rights Permit your faculty and staff to use application, system, and CAL products on a personally owned computer for work-related purposes. Cloud Services Free* access to Office 365 Education A2 * No license fee; doesn’t include deployment or support costs associated with the service. Stretch your budget with valuable benefits Additional Benefits Included with EES eLearning Self-paced trainings help you faculty, staff, and students learn to use the latest software and improve productivity and classroom learning while reducing your support costs. Roaming Use Rights Allow your users to remotely access software on their virtual desktops from third- party devices such as home PCs and internet kiosks. Roaming rights + VDA reduce the need for WAH deployment. 9

11. Open Value Subscription – Education Solutions (OVS-ES) Campus and School Agreement + Enrollment for Education Solutions (CASA+EES) 2 ways to buy through the EES program, depending upon the size of the organization How to Buy 5+ FTE employees or students Buy through an Authorized Education Reseller (AER) Complete the Complete Open Value Subscription for Education Solutions (OVS-ES) eAgreement 1000+ FTE employees or students Buy through a Licensing Solution Provider (LSP) Complete the Campus and School Agreement (CASA)* *Unless already in place Complete the Enrollment for Education Solutions (ESS) 11 Focus of this presentation

12. CASA+EES Contract Option The Campus and School Agreement (CASA):  Serves as the “master” agreement  An overview of the program and general terms and conditions.  Details on topics such as distributing software to licensed users and Work at Home rights.  No expiration date. Once this agreement is in place, you do not have to sign another one when renewing your annual coverage. Note: If the institution has a current Campus Enrollment or School Enrollment under a Campus and School Agreement, they do not need to sign a new Campus and School Agreement, they only need to sign the EES, which will replace their previous Campus Enrollment or School Enrollment. The Enrollment for Education Solutions (EES):  Is an enrollment under the Campus and School Agreement  Contains additional terms and conditions  Defines the “organization”  Designates inclusion of faculty/staff and/or students  Indicates price level for desktop platform products based on FTE employee count 12

13. Customers can choose a one-year or three-year subscription term CASA+EES Subscription Term Options  One year of subscription licenses  Option for one time 36- month extension  Option for a 12-month extension, which may be used up to five times  Three years of subscription licenses  Submit anniversary orders for Year 2 and Year 3  License on-premises desktop platform products (DPP) for at least same number of FTE as Year 1  If Office 365 ProPlus Subscription was used as qualifying DPP, license it for at least same number of users as in Year 1  License the same DDPs as in Year 1 (may add but not drop DPPs in Year 2 and 3)  Pricing from Microsoft to Reseller set at Year 1  Include new FTE count for on-premises software and new user count for Online Services at each anniversary. FTE/user count cannot be less than in year 1  Can add non-platform products and services at then-current price  Option for one time 36-month extension  Option for a 12-month extension, which may be used up to three times One-year subscription Three-year subscription 13

14. CASA+EES Education Server Platform Licensing Option 14 Microsoft SQL Server (all editions) Microsoft BizTalk Server (all editions ) Microsoft System Center 2012 Datacenter Forefront Unified Application Gateway (UAG) Server Forefront Threat Management Gateway 2010 Standard and Enterprise Server FAST Search for SharePoint Windows RMS External Connector SharePoint Server for Internet Sites Enterprise Lync Server Enterprise External Connector Forefront UAG External Connector (EC) Forefront Protection Suite EC Add-Ons *This product list is subject to change as CAL products are updated or as new server versions are introduced. This option requires licensing a minimum of 1,000 faculty FTE and 1,000 student FTE. Server Platform Products licensed under this licensing option may only be used by licensed faculty, staff and students and by licensed external users using the Server Platform Products for the benefit of the institution.

16. EES offers the convenience of licensing products based on the number of faculty/staff (FTE) employees in the organization Counting Faculty/Staff FTE Employees For example, the customer has 2,000 full-time faculty, 3,000 part-time faculty, 1,000 full-time staff, and 1,000 part-time staff. The FTE employee count is calculated as follows: 2,000 + (3000  3) + 1,000 + (1000  2) = 4,500 FTE employees The formula below outlines how to determine the number of faculty/staff FTE employees in the organization: Note: In EMEA, FTE Employees = faculty and staff who work more than 200 hours per year. Total FTE employees Part-time faculty  3 Full-time facultyFull-time staff Part-time staff  2 16

17. Qualifying for CASA+EES with On-Premises Software Entire institution with or without affiliates department, school site or other defined user grouping Calculations factor in full- time/part- time Minimum of 1000 FTE to qualify Tiered pricing on Desktop Platform Products Available org-wide or in specific quantities Extend solution to the cloud and students Count FTE Employees and/or Students Define the Org License at Least One DPP Org- Wide Choose Additional Products Add Online Services and/or Student Option 17

18. Desktop Platform Product Options Windows Pro Upgrade Microsoft Office Professional Plus Core CAL Suite Windows Pro Upgrade Microsoft Office Professional Plus Enterprise CAL Suite Above desktop platform products (DPPs) must be licensed organization-wide based on FTE employee count and may be licensed individually or in the Desktop suite. Office 365 ProPlus Subscription is also a DPP, however, unlike other DDPs which are licensed based on the FTE, it requires a User Subscription License (USL) for each individual user organization-wide for a minimum of 1000 users. Individual CAL Suite components are not desktop platform products, but must be licensed organization-wide. Add the Microsoft Desktop Optimization Pack (MDOP) for Software Assurance as part of your Professional Desktop Platform Suite or Enterprise Desktop Platform Suite. Enterprise Desktop Platform Suite: Professional Desktop Platform Suite: 18

19. A broad selection of software and services are available as additional products and may be licensed by individual licenses in any quantity. Additional Software Products Exceptions may apply. Find a complete list of additional products on the Microsoft Product List at: http://www.microsoftvolumelicensing.com/userights/PL.aspx.http://www.microsoftvolumelicensing.com/userights/PL.aspx Qualifying Products Include: 19

21. Office 365 At a Glance Online meeting with desktop sharing IM & Presence across firewalls GAL search with contact card Windows Live federation Access documents offline Document-level permissions My Sites to manage and share documents Share documents securely with Extranet Sites Free/busy coexistence Integrated personal archiving Retention policies and legal hold 25Gb mailbox with voicemail & unified messaging Familiar and full Office user experience Fast deployment and broad management controls Works with your on premises email and storage Per-user licensing

22. Value of Microsoft Office 365 Education Meet student and educator needs Enable learning from anywhere Enterprise-grade cloud services Comprehensive tools to do your best work 21

23. Voice Office 365 ProPlus Voicemail & Compliance Archiving Access, Excel, Forms, Visio Services Office Web Apps IM & Presence Collaboration Portal Conference Email, calendar, AV/VS, Personal Archive Office 365 Education Plans *No license fee; doesn’t include deployment or support costs associated with the service. Note: Available plans are subject to change. Refer to the Microsoft Volume Licensing Product List for currently-available plans. 23

24. Partner Services Opportunities Data migration (email, contacts, 3 rd party apps) Mobile devices integration Monitoring and Management services Post-deployment support and training Custom Solution Development Deployment planning and evaluation Infrastructure integration, synchronization IdentityReporting Enterprise Social Help Partners broaden their service offerings, grow margins, cement advisor role 24

25. Recommended sales approach Lead with the Education Desktop on-premises Position free Office 365 Education A2 through www.office365.com as means to extend capabilities into the cloud and as a complement to on-premises deploymentwww.office365.com Lead with Education Desktop Upsell to Office 365 Education A3 using the add-on SKU Fall back to free Office 365 Education A2 for faculty/staff Incorporate service offerings to boost revenue and margins. Sell in packaged services, application customization, cloud migration, etc. Upsell to Office 365 Education A3 Deploy Student Option as a benefit of Education Desktop Move students to the cloud with free Office 365 Education A2 Attach Exchange Online integration and other services to your sales offering Offer free* A2 for Students *No license fee; doesn’t include deployment or support costs associated with the service. 25

26. Selling with Free Office 365 Education A2 Education Desktop Minimal savings of $.72 GBP, NET per FTE, but lose: Desktop bundle discount Core CAL bundle discount On-premises org-wide coverage of Exchange, SharePoint, and Lync CALs and any incremental on-premises functionality Guidance: Position A2 as a way to extend features/functionality into the cloud rather than unbundling and removing on-premises deployment. Drop: Exchange CAL SharePoint CAL Lync CAL $17.04 $16.32 Remaining Components Unbundled Add free A2 to Education Desktop on-premises deployments Show customers the value of keeping the Desktop intact vs. unbundling Sell in archiving and extra storage along with free A2 Add free A2 for students Education Desktop vs. Unbundled Remaining Components 26

27. Qualifying for CASA+EES with Online Services Office 365 Education A3 Office 365 Education A4 At least 1000 users must be licensed for Platform Online Service (1:1 USLs) License on 1:1 USL basis Extend solution to faculty/staff PCs and labs Count users Choose Online Platform Services Choose Additional Online Services Add On- Premises Products 27

28. Add this to get Office 365 at a discount Extend on-premises investment to the cloud with discounts on Office 365 28 Office 365 Add-ons for CASA+EES Core CAL/ECAL Office Professional Plus A3 Add-on from CAL/ECAL + Office Professional Plus or A4 Add-on from CAL/ECAL + Office Professional Plus A3 Add-on from CAL/ECAL or A4 Add-on from CAL/ECAL A3 Add-on from Office Professional Plus or A4 Add-on from Office Professional Plus

29. Add Office 365 Education A2 to any new or existing CASA+EES enrollment Adding Free Office 365 Education A2 to CASA+ EES 2,000 FTE Org-wide Count 2,600 Users in Organization Education Desktop Plan A2 (Free)  License for 2600 Users  No on-premise license for related products Education Desktop Org-Wide  License for 2000 FTE  All users and on-premises devices are covered Plan A2 (Free) Defined “Organization” = 2,000 FTE / 2,600 Users Online Services are licensed per user. The user count will typically exceed the FTE count. 29

30. A2No related on-premises license On-premises Rights with Office 365 Plans Office 365 License On-premises License A3/A4 less than org-wide Users with assigned A3/A4 USL have on-premises rights to:  Exchange CAL  SharePoint CAL  Lync CAL A3/A4 for all users org-wide Organization-wide rights to related on-premises CALs and Office Professional Plus including in open access labs 30

32. Education Desktop Org-Wide based on FTE count Add A4 Add-on Per User in Any Quantity Add A3 Add-on Per User in Any Quantity Add-On SKUs are priced to give credit for on-premises licenses of Office and CAL Suites so customers can move to the cloud at their own pace. Primary Upsell Scenario for CASA+EES sell the platform on- premises Add SharePoint Online Extra Storage Per User in Any Quantity upsell Office 365 Add-ons upsell individual Online Services 32

33. Upselling to A3 from the Desktop through CASA+EES A3 Add On from Edu Desktop Stand Alone Offerings $2.00 $.91 $1.82 $.20 Add-On SKUs are priced to give customer credit for on-premise licenses of Office and CAL Suites. Plus, the A3 Add-On can be added in any quantity so customers can move to the cloud at their own pace. Customers who see the value in Exchange Online archiving, SharePoint extra storage, or any two stand alone components will receive better value by moving to Plan A3 with the A3 Add On to the Education Desktop. $4.75 33

34. Two Ways to Add Office 365 Education A3 through CASA+EES A3 Add-On 2,000 FTE 1700 Full Time Employees 900 Part Time Faculty To remain fully licensed end-to-end for communication, collaboration, and productivity tools, customer is better off adding the A3 Add-On to Education Desktop Suite. Edu Desktop x 2000 FTE = $94,080 A3 Add-On x 2600 Users = $62,400 Total Spend: = $156,480 A3 Full USL On Prem Components x 2000 FTE = $48,000 A3 full USL x 2,600 Users = $127,608 Total Spend: = $175,608 Based on Level A NET, GBP 34

36. The EES Student Option provides a convenient and cost-effective way to license selected products for use by students on a personally owned computer or an institution-owned computer designated for the student’s exclusive use. The Student Option Choose the Student Option to Students in the Cloud Give students the power of the cloud with the free Office 365 Plan A2 *Office 365 ProPlus is also a DPP, however, unlike other DDPs which are licensed based on the FTE students, it requires a User Subscription License (USL) for each individual student organization-wide. Free Electronic Delivery Eliminate the cost of delivering physical media, remove the burden of inventory management & program administration. License 100% of students in your organization for at least one Desktop Platform Product based on FTE student count* License students to use software on their home/personal computer or an institution-owned computer checked out to them Standardize software for students Provide smarter tools for learning Requirements 36

37. Student Advantage Benefit Two Ways to License Office for Students When you license Office 365 ProPlus or Office Professional Plus organization-wide for all of your faculty and staff employees, you qualify for no-cost Office 365 ProPlus subscription licenses for your students through the EES Student Option. 1 Paid Online Services If you do not license Office 365 ProPlus or Office Professional Plus for all of your faculty/staff FTE employees organization-wide, or you are not ready to move to the cloud, the paid offerings remain available through the Student Option. 2 To take advantage of this offer, your reseller orders the Office 365 ProPlus A for Students $0 SKU. If the organization-wide faculty/staff coverage includes only a specific school or department, then only the students enrolled in that school or department are eligible.

39. MSDNAA Designer is now www.dreamspark.com Microsoft DreamSpark 39 Free online DreamSpark subscription available to academic subscription customers for instructional purposes only. Outfit your labs with the latest Microsoft developer, design, and server tools to support personal or in-class learning for students and educators Excludes Windows Operating System & Office. Updated EULA clarifies use rights. DreamSpark Premium subscription is also available for qualifying Higher Education STEM departments for instructional use only.

40. Microsoft IT Academy Program Saves Educators Time Keeps Current Builds Partnerships Validates Skills www.microsoftitacademy.com The Microsoft IT Academy Program resources are flexible, and easy to integrate into new or existing curricula, empowering academic institutions to help students realize their skills and career potential through access to the latest technology and high-quality training resources. 40

41. Office 365 ProPlus provides the same application experiences as Office Professional Plus installed locally on the device. What’s included with Office 365 ProPlus 41

42. EES At-a-Glance Feature Area Enrollment for Education Solutions Target CustomersAvailable for both primary/secondary and higher education customers Counting for Desktop Platform Products Full time equivalent (FTE) faculty and staff employees Subscription Term1 or 3 year term Desktop Platform ProductsWindows Pro OS Upgrade, Office Professional Plus, Core CAL & ECAL Suite; individually or in desktop bundle Additional ProductsMay be licensed institution-wide, department-wide or for individual license Student Licensing Student Option, free Office 365 ProPlus for students when all faculty/staff covered for Office Professional Plus or Office 365 ProPlus, free Electronic Software Distribution Cloud Services Free Office 365 Education A2, Office 365 Education A3 and Office 365 ProPlus available through OVS-ES, Office 365 Education A3 and A4, Office 365 ProPlus and other Cloud Services available through CASA+EES Work At Home RightsOrganizations may offer limited Work at Home (WAH) rights to their faculty and staff members only with no additional license charge Software AssuranceIncluded DreamSparkFree DreamSpark membership – free design and development software for instructional use only Office Web AppsFree to students and their parents when an institution licenses Office 2013 and SharePoint CAL 2013 org-wide. 42

43. Overview of Ways to Qualify for CASA+EES and Minimum Order Quantities DPP for 1000+ FTE Employees and Org- wide* DPP for 1000+ FTE Students and Org-wide POS for 1000+ Faculty/Staff Users POS for 1000+ Student Users POS for employees 1000+ users POS for Students 1000+ users DPP for Staff / Faculty Org-wide DPP for Students Org-wide DPP for Students Org-wide based on FTE students DPP for Staff / Faculty Org-wide DPP for Students Org-wide DPP for Staff / Faculty Org-wide POS for student 1000+ users POS for Staff / Faculty 1000+ users POS for Students 1000+ users POS for Staff / Faculty 1000+ users Office 365 Standalones, Add-Ons, A2 Any Office 365 Standalones, Add-Ons, A2 Any Office 365 Standalones, Add-Ons, A2 Any Office 365 Standalones, Add-Ons, A2 Any On-Premise Additional Products Any or as indicated in the Product List On-Premise Additional Products Any or as indicated in the Product List On-Premise Additional Products Any or as indicated in the Product List On-Premise Additional Products Any or as indicated in the Product List *Unlike other DPPs, Office 365 ProPlus Subscription requires a User Subscription License (USL) for each individual user organization-wide. DPP = Desktop platform product POS = Platform Online Service 2. Optionally add in noted quantities 43

44. Thank you 44