1. Reseller Option Kit (ROK)
MGX FY14
9/17/2018 2:59 AM
© 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. Windows Server Management Marketing
9/17/2018
Agenda
What is ROK?
Why Dell ROK?
Dell ROK Licensing
Dell ROK Packaging
Dell ROK Distribution
Available Dell ROK Products/Key OEMs
This Presentation will cover a number of topics to prepare you to understand ROK, how the ROK program works, and its benefits. We will cover what is ROK, why ROK is a great value, ROK licensing, ROK packaging, ROK distribution and available ROK Products.
Lets take a look at the first of our topics on the next slide 2
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. What is Reseller Option Kit (ROK)?
Windows Server Management Marketing
9/17/2018
What is Reseller Option Kit (ROK)?
ROK is a OEM software distribution model for Microsoft OEM Software on Dell Branded servers that is:
Cost effective
Install-ready
Tested by the OEM
Easy to sell and deploy
ROK helps Dell and other OEMs to sell more MS Software by using their channel model to attach their OEM branded hardware and OEM software at the ROK distributor, instead of preinstalled at the factory.
You might be wondering what is Reseller Option Kit, more commonly known as ROK. ROK is an OEM software distribution model for Microsoft OEM Software on OEM Branded server hardware that is:
Cost Effective, Install Ready, Tested by the OEM, and Easy to sell and deploy by resellers.
ROK helps OEMs to sell more MS Software by using their channel model to attach their OEM branded hardware and OEM software at the ROK distributor, instead of in the OEM’s factory.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. Why Dell ROK? Added Value
Allows Dell to sell Hardware & Software separately
Available through Distribution only
Priced separately on SPL
Easy
BIOS-locked OS image to the Dell’s hardware
Customized by the Dell
Supported by the Dell
Tested & Supported
Dell ROK can be ordered without hardware
Purchase Dell ROK media with hardware or separately
Flexible
Saves install time as Dell drivers are included
Fast and easy deployment
Fast

5. Windows Server Management Marketing
9/17/2018
ROK Licensing
Now that you know what ROK is and Why ROK has great benefits, Let’s move on to how ROK is licensed and more specific value ROK can bring to the channel, for the OEM, the Distributor and the Reseller.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. Dell ROK Licensing-The Value to Dell
Windows Server Management Marketing
9/17/2018
Dell ROK Licensing-The Value to Dell
Dell ROK helps Dell to add value to their channel by offering Dell Servers and software separately. This can save costs and add flexibility for Distributors and Resellers.
Dell Opt into the ROK Program
Dell Choose to participate in the ROK Program
Not all OEMs participate in ROK. Most large Multi-National OEMs do offer ROK Products
Dell Choose offerings
Not all OEMs will offer the same ROK Products
Most offer a wide portfolio of ROK products.
Dell Choose ROK Product Offerings
Dell BIOS Lock and Customize
Dell develop BIOS-Lock media
OEMS may add customized install tools and drivers
Dell Choose Distributors
Shares pricing via SPL
Supports Distributors with Sell In and Sell Out Activity
Dell Choose ROK Distributors
Let’s learn a bit more about OEM Licensing of ROK and the value an OEM may get from Licensing ROK. This will help you understand the ROK Model from an OEMs Perspective.
ROK helps OEMs to add value to their channel by offering branded hardware and software separately. This can save costs and add flexibility for Distributors and Resellers. SO…what do OEMs need to do to offer ROK Products? There are a few steps OEM’s must take to license ROK Products.
The first step is to:
Opt into the ROK Program=Direct OEMs choose to participate in ROK. ROK is WW Distribution. Most all Multinational OEMs have ROK offerings.
OEM’s must also Choose their ROK Product Offerings=OEMs need to Determine what to offer in their portfolio. OEM’s choose where and what to offer for ROK. Not all OEM’s will offer all ROK products in all regions of the world, but most offer a fairly wide portfolio.
OEM’s also need to BIOS Lock and may customize their ROK Images=OEMs must BIOS-Lock ROK media to their hardware. This means an OEMs software for ROK will not install on a different OEMs hardware. OEM’s may also add Value with customized install tools and drivers. Many ROK OEM’s provide this additional value.
Choose ROK Distributors=ROK OEMs choose Distributors, OEMs may have as few or as many distributors as they wish.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7. Dell ROK Licensing- The Value to Distributors
Windows Server Management Marketing
9/17/2018
Dell ROK Licensing- The Value to Distributors
Dell ROK allows Distributors to meet their channel partners needs by offering Dell hardware and software separately. It reduces the number of inventory offerings and allows for added value by offering Pre-install on behalf of Resellers.
Become a Dell ROK Distributor
Choose Dell ROK Product Offerings
Distribute to Resellers
Add Value by offering Preinstall options
Let’s move on to the ROK Distributors and how they can benefit from distributing ROK. This will help you understand the ROK Model from a Distributors perspective and what a distributor may do.
Become a ROK Distributor-Distributors can become an OEMs ROK Distributor. Remember OEMs choose their ROK distributors. ROK Distributors sign a Distribution Agreement with the OEM to distribute ROK Products. Each OEM has their own distribution agreement. If you are a Distributor and want to carry an OEMs ROK Products, talk to your OEM.
Distributors choose the ROK offerings they carry. They order inventory of ROK kits from the OEM.
Distributors Sell ROK kits to Resellers. They deliver the package and media, which includes the COA. They also sell the OEMs hardware. They may sell the Hardware and ROK kits separately to Resellers.
Distributors can offer Pre-install options if they choose. A ROK distributor may open the ROK Kit, install it on the Server Hardware on behalf of the Reseller, attach the COA to the hardware and distribute a complete software and hardware solution to the Reseller.
Dell choose their Distributors
Distributors sign a Distribution Agreement with Dell.
Dell ROK Distributors Choose what to carry
Order Inventory from Dell
Deliver media & package contents to Reseller
Attach Dell ROK kits to Dell hardware
Offer Preinstall options for your Resellers
Distributors can preinstall by accepting the Dell ROK Reseller Agreement
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Dell ROK Licensing- The Value to Resellers
Windows Server Management Marketing
9/17/2018
Dell ROK Licensing- The Value to Resellers
Remember, Licensing Dell ROK brings more value to a Reseller because it’s:
Fast
Flexible
Tested & Supported
Easy
…BUT Dell ROK also lets Resellers to meet their customers’ needs for genuine Microsoft software and proof of license distributed with Dell hardware.
We’ve already mentioned the value of ROK for Resellers at the beginning of this presentation. Remember, It’s Easy, Tested and Supported, Flexible, and saves time. But…ROK also can meet a customer’s need for Genuine Microsoft Software and a Proof Of License. Something all customers find valuable for Microsoft Products.
So… what do Dell’s Resellers need to know about licensing ROK?
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9. Dell ROK Reseller Licensing Easily Understood
Windows Server Management Marketing
9/17/2018
Dell ROK Reseller Licensing Easily Understood
Open the Package
Resellers Comply with Reseller License
It is on the outside of the package
Stick the COA
COA = Proof of License
Affix the ROK COA on Dell server chassis prior to distribution
Deliver the Server
Deliver media & package contents to customer with the server
Preinstall is Optional!
Don’t Distribute the Reseller License
Here is a simple way of understanding the key licensing aspects when re-selling ROK Products.
Don’t forget: Customers need to have the right number of CALs and Additional Licenses.
Add CALs and Additional Licenses for Server ROK Products.
CALs and Additional Licenses for Dell’s ROK offerings are available from the Dell Distributor!
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

10. The Dell ROK Reseller Agreement (License) What Resellers agree to do when they accept the License
Agree you are a “Reseller” (see definitions)
The License is between the Reseller and Dell
Dell hardware and Dell ROK software must be delivered together to the customer; this includes any Additional Licenses if being distributed
If preinstalling, follow the Dell’s instructions
Always run the sysprep/oobe/shutdown function so the Customer accepts the License Terms
Stick the COA to the Server in an easily accessible location
Lets look in more detail at those key things from our previous slide. Most important what is in the ROK Reseller Agreement. The ROK Reseller Agreement covers what Resellers agree to do when they accept the license (Open the Package). There are a few key points to remember and understand.
Follow any additional requirements (Processor Licensing, Additional Licenses, General Purpose Server requirements)
Follow any software-specific terms (i.e. Storage Server, Windows Server Foundation, HPC and Validation Notices)

11. Windows Server Management Marketing
9/17/2018
Dell ROK Distribution
Dell to Distributor to Reseller
Packaging and Supply Chain
Let’s switch to learning more about the distribution of ROK from a packaging and supply chain perspective. It’s important to understand the ROK Kit and how it gets to Distributors and Resellers.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

12. Dell ROK Distribution – Optimized for Convenience
Distributor
Dell ROK Disk kit separate from server (Media must be BIOS Locked)
Naked server
Dell
Resellers
Software and Server together or separate
Customers
Software and Server Together only.
Additional Licenses Together only
CALs may be sold later
Dell chooses product offerings, regions and languages
Distributors choose what to stock based on demand
Resellers order inventory from the Distributor
Resellers may order ROK Kits and Hardware separately!
ROK Distribution is optimized for convenience for OEMs, Distributors and Resellers.
OEMs first determine the hardware and software for ROK. They make those available for their OEM Distributors to order. They BIOS Lock the ROK Media to their OEM Hardware.
A distributor can stock Hardware and ROK kits separately.
They can also distribute ROK Kits and Hardware separately to resellers.
Resellers may order ROK Kits together or separately. They can also order from more than one Distributor. They can stock what makes sense for their customers.
Resellers however, MUST distribute the ROK Kit with the Hardware to the Customer. 12

13. Dell ROK Packaging Simpler! Less Paper!
Windows Server Management Marketing
9/17/2018
Dell ROK Packaging Simpler! Less Paper!
COA CARD
Software License Terms
OEM NAME CARD
Software
Reseller License
Today
Dell Windows Server ROK Packaging
In the Past
Software
Reseller License
DELL COA CARD
Let’s look now at the ROK Packaging. In the past, ROK kits had a number of paper components included. We have worked over time to reduce the number of paper components required by the OEM to be included. This helps to reduce costs in the supply chain, and prevents customers from potentially losing paper components they need.
In the past we included a paper copy of the Software License Terms, which in some cases was more than 12 pages of paper. This has been removed, by requiring Resellers to run the sysprep/oobe/shutdown function so that an End User can electronically accept the software license terms for the software.
It’s important, however to ensure you as a Reseller or Distributor deliver all other the paper components to your ROK customers. Some components, like CALs and Additional Licenses, have the COA which is the Proof of License attached to a card. Customers should retain these cards to show they are properly licensed.
Don’t distribute the Reseller License. That is not for Customers. It’s for Resellers.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

14. Available ROK Software & Key OEMs
Windows Server Management Marketing
9/17/2018
Available ROK Software & Key OEMs
Here is a quick snapshot of the ROK OEMs that currently have ROK products available. Not all OEMs will carry all of the server products. ROK Products may also vary by OEM, region and language. See your OEM distributor for the available offerings.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

15. Available Dell ROK Products*
Windows Server Management Marketing
9/17/2018
Available Dell ROK Products*
Windows Server 2012 R2 Datacenter
Windows Server 2012 R2 Standard
Windows Server 2012 R2 Essentials
Windows Server R2 Foundation
Windows Storage Server 2012 R2 Standard
All Dell ROK products available to Dell’s Distribution Partners are listed on the SPL pricing file
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

16. Windows Server Management Marketing
9/17/2018
Microsoft
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.