1. Microsoft SAM Managed Service Program Overview
Presenter

2. The need for ongoing SAM services is growing
PRISM FY16
11/21/ :53 AM
The need for ongoing SAM services is growing
The cloud is necessary… but a disruption
2017
Gartner predicts that, by 2017, 75% of cloud acquisition will be unapproved and untracked.1
“By 2019, cloud computing and the new digital economy will cause subscription pricing to overtake perpetual licensing and maintenance.” 2
2019
“By 2019, annual spending on enterprise software licenses will decrease by 30% in those organizations that automate entitlement optimization using software asset management (SAM) tools.”3
2019
160M
$400B
140+
Criminals are becoming more sophisticated
Data records compromised from top 8 breaches in 20154
Is the cost of cyberattacks to companies each year5
Median # of days between infiltration and detection6
The cloud is necessary but a disruption.
While spending on SaaS is growing faster than spending on traditional software, Gartner predicts that, by 2017, 75% of cloud acquisition will be unapproved and untracked.
Gartner also states that by 2019, cloud computing and the new digital economy will cause subscription pricing to overtake perpetual licensing and maintenance.
Also, according to Gartner, by 2019, annual spending on enterprise software licenses will decrease by 30% as a result of software license optimization.
Criminals are becoming more sophisticated. They follow where the business is. Be ready for them. It is a game of cat and mouse. We make changes, they make changes. They find new holes to exploit, we find new ways to conduct our investigations. Be ready for them.
160M data point:
It’s estimated by Lloyds of London that cybercrime costs businesses over $400 billion each year Lloyds of London (Sept ) year.html .
140+ data point: FireEye report published February 26, 2016: The time it takes organizations to discover compromises continues to drop. The median number of days attackers were present on a victim's network before being discovered dropped to 146 days in 2015 from 205 days in 2014; however, breaches can go undetected for years. trends-report-with-insights-from-adv.html
When it comes to protecting your IT environment, strong policies and processes are critical, in addition to investing in your people, your instrumentation, and your platform.
1,2Gartner, Software Asset Management Is Now a C-Level Imperative, 3 March 2016
3Gartner, Competitive Landscape: Software Asset Management Tools, 26 August 2016
4IDRC Data Breach Report, 29 December 2015
5Lloyds of London, Companies Lose $400 Billion to Hackers Each Year, 8 September 2015
6MarketWatch, Press Release: FireEye Releases Mandiant M-Trends Report With Insights From Advanced Attack Investigations, 26 February 2016
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. Microsoft SAM Managed Service Program
Introducing…
The Microsoft SAM Managed Service Program is designed to provide customers with a continual, governance-based service to help them more effectively manage their IT assets and processes. The Program, delivered through accredited SAM providers, offers customers unique benefits from Microsoft, including a fresh start with their Microsoft licensing, flexible solutions for technology and licensing optimization, a reduced risk of audit, and more.
Microsoft SAM Managed Service Program

4. Why we’re doing this Digital transformation
More than a vendor: a trusted advisor
The fourth Industrial Revolution - Every organization is a digital organization
“More than ever before, customers are looking to a single trusted advisor to provide transformation-oriented managed services...”
Melanie Posey, Vice President, 451 Research
Optimized Dynamic SAM
“..organizations will increasingly look toward mature SAM practices in order to reduce cybersecurity, financial, reputation, and compliance risks”.
The Business Value of Software Asset Management, IDC
Enable partner success
Profitability
Customer acquisition & retention
60% of customers look for MSP and would pay 2x for sole supplier**
Sell once, good for multiple years
90 – 100% Customer retention*
Up to 40% margin*
3x ROI*
15% added revenue from add-on services*
* Microsoft poll of top SAM partners
** Digital Transformation, partner for success, 451 Research

5. Predictable, ongoing SAM services
Accredited Providers in the Microsoft SAM Managed Service Program introduce customers to SAM best practices, tools, and resources to help them maintain long- term license optimization and compliance. The Program is designed to bring customers high quality, predictable, and ongoing SAM services through participating accredited providers.
Predictable, ongoing SAM services

6. Bird’s eye view Microsoft SAM Managed Service
The Microsoft SAM Managed Service Program offers a unique set of SAM services and benefits
Offered only through accredited Microsoft partners with deep SAM expertise
Provides deep data insights that allow for rich optimization, cybersecurity, and cloud discussions
Microsoft
SAM Managed Service
Provides exclusive customer benefits, such as flexible licensing solutions and reduced risk of audit
Gives milestone based, ongoing SAM analysis centered on SAM industry standards

7. Microsoft SAM Managed Service Program
Customer and Partner Benefits
Examples of customer benefits include:
Fresh Start with Microsoft licensing
Reduced risk of audit
Examples of partner benefits include:
Level of exclusivity, stamp of approval
Lead generation, exposure, marketing resources
Customer and Partner Terms & Conditions
Terms & Conditions include:
Minimum partner-to-customer service offerings
Data sharing with Microsoft
Use of IAM
Partner accreditation
Initial Eligibility Criteria + Assessment Process + Annual Re-Assessments
Predictable, ongoing SAM service
Continuous, governance-based, outsourced service:
Help customers manage their software assets, and achieve software and license optimization and compliance.
Provide complete view of customer’s infrastructure to drive better IT decisions.

8. Microsoft SAM Managed Service program benefits
Partner benefits
Customer benefits
Offers level of exclusivity for Partners to use in sales & marketing
Gives “stamp of approval” for ISO based SAM expertise from an Independent Evaluator
Promotes business through lead generation and exposure
Provides the opportunity to potentially reduce sales cycle time and drive new business
Helps to potentially increase sales through add-on opportunities
Provides marketing material templates from Microsoft
Offers a “Fresh start” with Microsoft licensing
Includes flexible licensing solutions and optimization
Offers a reduced risk of audit (license compliance verification)
Provides special offers and training opportunities
Gives ongoing Microsoft product end-of-life guidance, SOM maturity tracking, and value-based consultations

9. Becoming an Accredited Provider
To participate in this Program, partners must meet initial eligibility criteria and pass a rigorous assessment, based on SAM industry standards, administered by a third party Independent Evaluator. Once in the Program, partners will be able to utilize their exclusive status to set themselves apart in the marketplace, drive new business opportunities, and gain more exposure. Accredited Providers will become trusted advisors, providing this continual service to help customers manage their software assets and processes.
Becoming an Accredited Provider

10. Accredited Providers Microsoft Envision 2016 11/21/2018 12:53 AM
Only Accredited Providers can offer services through the program
Assessment results
Microsoft reviews results based on scoring methodology and delivers approval status
Initial eligibility
Partner meets initial global and local eligibility criteria and agrees to terms & conditions before being assessed
Assessment process
Partners are assessed by Independent Evaluator (PwC or EY)
Reassessment
Accredited Providers are reassessed annually
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

11. Accredited Provider process
Microsoft Envision 2016
11/21/ :53 AM
Accredited Provider process
Initial eligibility criteria
Partners must first meet specific global and local eligibility criteria to be considered for the Program and to then be assessed by third party Independent Evaluators, currently EY and PwC. Eligibility criteria is outlined in the Program Guide and in the Partner Agreement.
Assessment process
At their own expense, partners will be required to go through an assessment of their SAM expertise and consultation, providing detailed documentation and deliverables, based on actual customer SAM managed services or engagements, to the Independent Evaluator. The Independent Evaluator will review the partner’s abilities against the processes and sub-processes within the ISO and Microsoft SOM framework, identify gaps, make recommendations for improvement, and provide a final assessment of the Partner’s qualifications. The assessment process is outlined in the Program Guide.
Final approval
The local Microsoft SAM & Compliance (SAM&C) team will review the final Assessment, apply any additional locally specified closing criteria, and make the final determination for entry into the Program as an Accredited Provider within their geography.
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

12. High Level Process Overview1 2 3
Partner notifies local Microsoft SAM&C team of their interest in the Program
Partner and local Microsoft SAM&C team determine if all initial and additional local criteria are met
Partner agrees to the Program Terms & Conditions
Initial Partner Qualification 4 5 6
Partner Assessment Process
Partner selects Independent Evaluator and pays Microsoft for the assessment process
Partner goes through assessment process
Partner passes assessment process
Provider and Customer Onboarding Process 7 8 9
Provider receives welcome s, certificate, and access to SharePoint site
Provider sells service to customer and executes customer agreement, including all required Flow-Down Terms
Customer receives welcome with link to Customer Program Terms and Conditions
SAM Managed Service Delivery and Maintenance 10 11 12
Provider delivers SAM Managed Services to customer and provides required deliverables to Microsoft at specified milestones
Microsoft provides Program benefits throughout the term of the customer agreement
Provider undergoes
re-assessment process annually

13. Customer obligations and eligibility
For customers to participate in the program and receive program benefits the following criteria must be met*
A signed agreement with an Accredited Provider that covers:
The minimum services and deliverables required for the program
One year commitment with the intent to renew
Share inventory / deployment data with Microsoft and the provider every 6 months, at a minimum
Customer is not in breach of an agreement with Microsoft 
Any audit just beginning or in process must be completed before participating in the program
Minimum ongoing services:
SOM consultation
End of life guidance
At least one value added service using the data such as cybersecurity or cloud readiness consultation
License optimization and SAM maturity roadmap comparing data over time to show variances
Inventory data must be complete and accurate, without any modification before providing to Microsoft
Program Terms and Conditions
*Details on these commitments are located in the Microsoft SAM Managed Service Customer Terms and Conditions

14. Resources Please see links below for program resources
Microsoft Envision 2016
11/21/ :53 AM
Resources
Please see links below for program resources
MPN program page where you will find the Program Guide, Customer and Partner Terms and Conditions, Independent Evaluator information, and much more.
Customer facing program page which includes program details and a list of accredited providers.
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.