Microsoft 101 Training for Large Account Resellers

Microsoft 101 Training for Large Account Resellers
Microsoft Volume Licensing Program’s

Agenda Software Assurance and Benefits Open Programs Select Agreements Enterprise Agreements Academic Programs

Microsoft Software Assurance
Presentation for Large Account Resellers Thomas Kablau Licensing Marketing Manager Microsoft Australia Phone

Software Assurance Overview Software Assurance Features Review
Agenda Software Assurance Overview Software Assurance Features Review Getting Started with Benefits Activation and Management Thanks for the opportunity you’ve extended for us to speak with you about Microsoft Software Assurance. Over the next hour, we’ll give you an overview about what Software Assurance is and what it can offer for your customers and discuss how they can get the most from their Software Assurance.

Gain a Competitive Edge with Volume Licensing
Microsoft Volume Licensing programs scale to meet customer needs: Offer manageable and cost-effective ways to acquire Microsoft technology to maintain competitive edge. Programs and benefits tailored to fit size and purchasing style. Cost-effective access to Microsoft software. Software Assurance maximizes ROI. Microsoft Volume Licensing is the most cost effective way to get the benefits of Microsoft software, sized right for purchasing needs and procurement procedures. Microsoft has evolved it’s volume licensing programs to ensure customers have the best possible software license procurement experience. Volume Licensing provides organizations with benefits such as training and evaluation rights, extended warranty protection, indemnification, and access to Software Assurance to maximize the return on your software investment.

What is Software Assurance?
“We have added a maintenance offering, called Software Assurance, which far exceeds the traditional upgrade and support contracts within the industry. It's a collection of deployment tools, training, support, employee discounts and product upgrades that provide substantive and measurable business value and help our customers reduce costs.” - Steve Ballmer, CEO - Microsoft As this quote from Steve Ballmer demonstrates, Software Assurance is a maintenance offering that can expedite customer’s return on investment in Microsoft technology. Microsoft has a top-down commitment to ensuring customers realize significant value from the benefits available through Software Assurance. Our presentation today will introduce you to these benefits. As you’ll see, there is something in it for everyone, from workers on the desktop to IT staff responsible to helpdesk and maintaining operational efficiency.

Enhance Control of Technology Strategy
Spread out payments annually and reduce up-front costs. New Version Rights – Rights to license the latest versions at no additional cost. Save on the latest Microsoft technology. Avoid increased costs associated with new version releases – lock in price for term of agreement. “Cold” Backup Server licenses for disaster recovery Software Assurance (SA) is the best way to manage the Microsoft technology. Customers looking to technology as a means to help them quickly respond to changes in the marketplace or competition, Software Assurance can arm their business with access to new technology and the supporting resources needed, like training and support, to ensure execution excellence. Software Assurance offers greater predictability and protection against cost increases by locking in today’s prices, and customers can spread payments out annually. “Cold” Backup Server licenses offer additional security. On our next slide, we’ll review tools available through Software Assurance that help to protect customer investment for the long term. Availability varies by feature and region. Offerings subject to change.

Enhance Control of Technology Strategy
Windows Pre-installation Environment Tool based on Microsoft Windows XP Professional that speeds deployment through automation. Allows customers to build custom deployment solutions. Facilitates deployment of consistent configurations. Extended Lifecycle Hotfix—no need to sign an upfront contract for the ability to request a hot-fix in a product’s extended support phase. Corporate Error Reporting Tool to collect information on errors across the Microsoft environment Maps solutions to system failures Gives you control over what data is sent to Microsoft These Software Assurance benefits offer customers control of their technology strategy by helping them plan for deployments, avoid disruptions to business through extended support for products beyond their standard lifecycle, and keener intelligence about errors that occur so customers can increase operational efficiency. Availability varies by feature and region. Offerings subject to change.

Maximize ROI Training vouchers
Selected instructor-led courses using Official Microsoft Learning Products offered at Microsoft Certified Partners for Learning Solutions (CPLS). eLearning Self-paced online Microsoft training courses. Designed by subject matter experts to be used as traditional training or as just-in-time reference resources. Includes pre-assessment tests to help focus training need. Incorporates multimedia animations, simulations, and demonstrations. Software Assurance helps customers maximize ROI in Microsoft technology by offering technical training to desktop workers and IT support staff. This helps to ensure staff can perform core job functions more proficiently and reduces help-desk service requests, which drives down the costs of support. Availability varies by feature and region. Offerings subject to change.

“Anytime, anywhere” work hours. Employee Purchase Program
Maximize ROI cont. Home Use Program Eligible staff may install Microsoft Office System products on home computers for business and personal use. “Anytime, anywhere” work hours. Employee Purchase Program Up to 3 copies of selected software titles at a discount. Contributes to employee satisfaction. Depending on the preferences of the business, customer staff can also take advantage of the opportunity to utilize the same Office System software on their desktops at home as they use at work. While it may not be the customer’s preference to encourage a substitute work environment during regular work hours, the Home Use Program enables your workers the opportunity to work from home, according to their after-work preferences. You can also enable your employees to take advantage of Employee Discounts. Discounts are available for both commercial and non-commercial software. Availability varies by feature and region. Offerings subject to change.

Increase Business Productivity
Problem Resolution Support—web and business-hour telephone support (Server SA) TechNet Online Concierge Service— one-on-one live web-chat with a Microsoft support Advisor. TechNet Plus — access to up-to-date technical content and managed newsgroups (Server SA). Maximizes the competency of IT staff and end-users through training and support programs. Reduce the time and cost impact of IT support, freeing resources for core business needs. Availability varies by feature and region. Offerings subject to change.

Desktop Offerings Offerings Open License/ Academic Open Select License/ Academic Select** Open Value (OSL and MYO in EMEA) Select License SAM / Select Academic SAM** Open Value Company-wide Option (OSL and MYO in EMEA) Campus/ School Agreement Academic SAM** EA/ EA Subscription Productivity New Version Rights  Spread Payments Home Use Program (Office) Employee Purchase Program Support TechNet Online Concierge Chat Tools Windows Pre-installation Environment Tool Corporate Error Reporting Enterprise Source Licensing Program Training eLearning Training Vouchers We’ve included an at-a-glance chart to help you determine which SA benefits are available through which volume licensing program. This chart is specific to the Software Assurance benefits available for desktop products. * Availability varies by offering and region ** Academic Programs do not include Enterprise Source Licensing Program, Training Vouchers, or EPP and Work at Home replaces Home Use Program

Server Offerings SA required on both Server and CAL
Open License/ Academic Open Select License/ Academic Select Open Value Select License SAM / Select Academic SAM Open Value Company-wide Option Campus/ School Agreement Academic SAM EA/ EA Subscription Productivity New Version Rights  Spread Payments Support Problem Resolution Support Web Support for Standard Edition Business Hour Telephone and Web Support for Enterprise Edition ** TechNet Online Concierge Chat Premium Content TechNet Plus Managed Newsgroups TechNet Plus Subscription Media Extended Lifecycle Hot-fix Support Tools Windows Pre-installation Environment Tool Corporate Error Reporting “Cold” Backup for Disaster Recovery Training eLearning We’ve included an at-a-glance chart to help you determine which SA benefits are available through which volume licensing program. This chart is specific to the Software Assurance benefits available for server products. * Availability varies by offering and region ** Not included with Academic Open/Select *** Requires Platform or Core CAL SA required on both Server and CAL

Long Term Value Proposition
Training Vouchers Extended Lifecycle Hot-fixes Problem Resolution Support (web and phone) eLearning “Cold” Server Backups Acquire more up-front and spread payments annually Corporate Error Reporting Home Use Program TechNet Plus & TechNet Online Concierge Chat (knowledge resources) New Version Rights Employee Purchase Program Annual budget and pricing predictability for life of agreement Windows Pre-installation Environment (Standard Image) Protect Investment The benefits included in Software Assurance are valuable at all stages of the product lifecycle, from the initial acquisition stage to post-deployment maintenance and all stages in between. Worker Proficiency & Value to Org Deployment Planning & Execution Problem Resolution Support (web and phone) Practical Acquisition

Clarity to Make an Informed Decision
“There will be real dollars added to the budget as a result of the SA enhancements. From eLearning to training vouchers, the total business value of SA is going to far outstrip the cost of the product. ” Julie Giera, Research Fellow - Forrester Research “The Yankee Group estimates the Software Assurance incremental benefits are worth from $8,000 - $10,000 for small businesses with as few as 100 users, to hundreds of thousands - and even millions – of dollars for very large enterprises with more than 100,000 end users.” Laura DiDio, Senior Analyst - Yankee Group Determine potential Software Assurance ROI for your business – SA ROI report by Forrester Research offers analysis based on the real data you input (no cost for analysis). The report will help those with purchasing authority evaluate the financial value of Software Assurance benefits to your business. Access SA ROI report at The analyst community has done an extensive amount of research about the true value businesses can realize through Software Assurance benefits, and have even developed a tool that generates a report tailored to reflect this information.

Activating and Management of Software Assurance Benefits
Access to benefits can be assigned to one or more Benefits Administrators. Assign responsibility for benefits administration Internal Employee from your company (for example, IT administrator or purchasing agent) Trusted technology Partner Centralized benefits administration through Microsoft Volume Licensing Site (MVLS) Manage Software Assurance benefits – Training vouchers & eLearning Home Use Program and Employee Purchase Program usage TechNet Online Concierge & TechNet Plus Problem Resolution Support To get the maximum value from Software Assurance benefits, we recommend that our LARs work with customers in order to assign a Benefits Administrator to handle activation and ongoing benefits management. Benefits are managed through Microsoft Volume Licensing Services.

Activating and Management of Software Assurance Benefits
Microsoft Volume Licensing Services (MVLS) Online resource to help customers manage your Microsoft licensing agreements and access your licensing order information and purchase history. From this site you can view your licensing information easily and in one place, including details about your Volume License agreements, license orders, and Volume License Product Keys. You can also find answers to questions and download software. To access your agreement information, you must first sign in to Microsoft Passport.

Software Assurance BDM Messaging: Clearly Better for Your Bottom Line
Software Assurance can help your business be more competitive and agile by: Increasing control over the costs, predictability, and availability of Microsoft software over the term of your agreement. Providing valuable benefits that help you realize ROI faster. Increasing productivity across your entire organization. Decreasing IT costs while increasing independence and maximizing efficiency.

Maximize ROI with Predictable Protection
Software Assurance provides powerful tools to deploy and manage Microsoft technology and keep your organization productive. A three-year agreement provides forecasting visibility and protection against inflation. Spread payments over three years to predict and manage software costs. Make your software environment more predictable, reliable, and consistent with Software Assurance benefits.

Enhance Productivity Realize the full value of your investment in Microsoft technology with home-use rights, employee purchase plans, technical training opportunities, and more. Minimize the time and cost impact of IT support, freeing resources for core business needs. Reduce procurement and record-keeping overhead with a three-year agreement. Maximize IT staff and end-user competency through training and support.

Software Assurance Helps Your IT Staff Support the Business
Microsoft Software Assurance provides proven resources to enhance control of IT environments, including: The means to support businesses more easily and productively. Tools to train staff and end-users for greater IT self-reliance. Rights to the most current versions of Microsoft software covered. Software Assurance can make your organization more productive by: Providing resources and support for smoother, more manageable deployments. Decreasing support calls with more proficient end users through eLearning courses. Increasing mobility through home-use and employee purchase rights. Software Assurance: Provides access to assistance and options. Increases IT self-reliance. Reduces costs and provides access to benefits of enhanced TechNet. Speeds and simplifies deployment. Increases IT staff proficiency. Reduces the impact of attrition. Reduces help desk overhead. Keeps your IT environment standard and current.

Software Assurance: Better Tools for Lower Risk: IT Pro Messaging
Microsoft Software Assurance eliminates the need to manage multiple, separate software usage scenarios for: Home use. Disaster-recovery scenarios. Software Assurance maximizes the value of Microsoft Volume Licenses to organizations by: Supporting compliance for home-use scenarios. Simplifying processes for procurement and record-keeping. Reduce business risk and enhance business productivity with contract terms. Indemnification and extended product warranty Use rights for training and evaluation licenses Get support for additional usage scenarios to maximize ROI. Reduce risk exposure with Software Assurance benefits that provide for home use and employee purchases. Lower procurement costs and increase business productivity. Reduce procurement and record-keeping overhead with a three-year agreement.

Software Assurance: Streamline Record Keeping:
Because it helps simplify procurement and record-keeping processes, Microsoft Software Assurance maximizes the value of Volume Licensing to your organization. With Microsoft Software Assurance, you can eliminate the need to manage multiple, separate software usage scenarios for home use. New version rights enhance software asset management. Work anywhere, anytime. Decrease risk exposure with Software Assurance benefits that provide for home use and employee purchases.

Software Assurance: Clear Advantages: Procurement Messaging
Microsoft Software Assurance is available to help you maximize the return on your organization’s technology investment. SA helps streamline your procurement and record-keeping processes. Available at time of license acquisition or included by default depending on your Volume Licensing plan Supports compliance for home-use and disaster-recovery scenarios Rights to the most current versions of Microsoft software covered Access to employee purchase plans and online training

Questions?

Microsoft Open Licensing Programs
Thomas Kablau Licensing Marketing Manager Ph – –

Agenda Brief overview of Open Govt Open Business and Open Volume Open License Value Renewing Open Agreements Open Agreements and Transferring licenses

Open License Purchase Plans - Commercial
Open Value Stay current with L&SA, spread payments annually, streamline affiliate purchasing with one agreement Open Business Easy entry minimum, up-front orders, broad reseller base There are three purchase plans offered under Open License and they are – Open Business Open Volume Open License Value Open Business offers an easy entry minimum of five license purchases, no reorder minimum for ad-hoc purchases, and thousands of resellers worldwide. Open Volume provides deeper volume based discounts with a single pool entry minimum of 150 points. Both plans are 2 years, offer “License” only and License & Software Assurance SKUs as well as customer license management tools. Open License Value operates under a slightly different channel model and is a 3 year agreement in which all purchases include Software Assurance. We will go through these individually in more depth. Open Volume Compelling value proposition for customers based on a volume commitment

Open Government Licensing
Additional discount off commercial price for Federal, State and Local agencies 2 year agreement Minimum entry of just one license L or L&SA SKUs available No signed agreement Same channel model and Software Assurance Benefits as Open Business and Volume For government agencies we provide an additional discount off commercial. Like Open Business and Volume it is a 2 year agreement under which L or L&SA SKUs can be purchased. The same channel model and SA benefits apply. A further benefit for Open Government customers is that a purchase/agreement can be started with just one license.

Open Licence – Business/Volume
Positioning Qualifying Criteria How it Works Route to Market Software Assurance Benefits The agenda detailed on this slide will correlate with the content for the Open License Value part of this presentation. The aim is to provide you with an understanding of the target market for Open and knowledge of the program model/features and benefits.

Positioning Low entry threshold – minimum five licenses
Simple two-year agreement Media purchased seperately Easier than managing multiple FPPs Customers have access to web-based licence management tool Microsoft Open Licence is a flexible licence program for small and mid-sized organisations with more than two desktop PCs (Usually ) that want to buy licences outright. It is designed for all organisations who want to get value from Microsoft software and offer savings over purchasing the retail product. Customers can buy the licenses and the media if and when they need them. The access to e-open the Online tool helps customers manage purchase records and stay compliant. Much easier than FPP. For customers purchasing a large one-off order then Open Volume may be the best model to purchase through. We will go through identifying these opportunities in future slides.

Open Licence Pools Initial Open licence purchase order
Open licence Price Level Applications Office XP = 2 points Systems Windows XP Pro upgrade = 2 points Servers Windows Server 2003 = 15 points 500 points 500 points 500 points Open Volume Open Volume incorporates the product pools and points (as mentioned this morning) to determine elegibility. The size of the initial order will determine the licensing model under Open. Open Business: any combination of five licences, e.g. 2 x Windows XP Pro upgrade + 2 x Office XP Professional and Microsoft Press Book Open Volume: separate calculation per product group or product pool that must equal >500 points. (Note entry exceptions for Open Business – MSDN, Processor licenses, SBS, CRM) 5 licences Open Business

How It Works Step 1 Step 2 Step 3 Step 4 Step 5
Write a ‘shopping list’ of products Assign each product to the relevant ‘product pool’ Assign points to each product Add up the points in each product pool separately Find your licensing model for each product pool Step 2 Step 3 Step 4 Obtain from the customer a list of the software they require and form a list ensuring all the components for the solution are included i.e. std/ent servers, CALs etc. Step 5

100 x Office XP 250 x Windows XP 2 x MapPoint 2002 4 x Project 2002 1 x Windows 2000 Server 1 x FrontPage 2002 1 x Exchange 2000 Server 100 x Exchange 2000 CAL

Write a ‘shopping list’ of products Assign each product to the relevant ‘product pool’ Assign points to each product Add up the points in each product pool separately Find your licensing model for each product pool Step 2 Step 3 Step 4 Once you have the license list from Step 1, you will need to divide the required software into the applicable licensing pool – Applications, Systems or Server. Step 5

100 x Office XP 2 x MapPoint 2002 4 x Project 2002 1 x FrontPage 2002
APPLICATIONS 100 x Office XP 2 x MapPoint 2002 4 x Project 2002 1 x FrontPage 2002 SYSTEMS 250 x Windows XP Pro SERVERS 1 x Windows 2000 Server 1 x Exchange 2000 Server 100 x Exchange 2000 CAL

Write a ‘shopping list’ of products Assign each product to the relevant ‘product pool’ Assign points to each product Add up the points in each product pool separately Find your licensing model for each product pool Step 2 Step 3 Step 4 Step 2 will have made it a lot easier for you to now go the pricelist and assign the relevant points to the individual licenses. This is important to determine whether they are eligible for Open Volume pricing in one or all of the pools. Step 5

100 x Office XP 100 x 2 points = 200 2 x MapPoint 2002 2 x 1 point = 2
APPLICATIONS 100 x Office XP 100 x 2 points = 200 2 x MapPoint 2002 2 x 1 point = 2 4 x Project 2002 4 x 1 point = 4 1 x FrontPage 2002 1 x 1 point = 1 SYSTEMS 250 x Windows XP 250 x 2 points = 500 The license count of Software Assurance (SA) is half that of a license , so 2 L & SA Office licences are also sufficient to qualify for an Open Business agreement. SERVERS 1 x Windows 2000 Server 1 x 15 points = 15 1 x Exchange 2000 Server 1 x 15 points = 15 100 x Exchange 2000 CAL 100 x 1 point = 100

Write a ‘shopping list’ of products Assign each product to the relevant ‘product pool’ Assign points to each product Add up the points in each product pool separately Find your licensing model for each product pool Step 2 Step 3 Step 4 Step 5

100 x Office XP 100 x 2 points = 200 2 x MapPoint 2002 2 x 1 point = 2
APPLICATIONS 100 x Office XP 100 x 2 points = 200 2 x MapPoint 2002 2 x 1 point = 2 4 x Project 2002 4 x 1 point = 4 1 x FrontPage 2002 1 x 1 point = 1 Total = 207 SYSTEMS 250 x Windows XP 160 x 2 points = 500 Total = 500 SERVERS 1 x Windows 2000 Server 1 x 15 points = 15 1 x Exchange 2000 Server 1 x 15 points = 15 100 x Exchange 2000 CAL 100 x 1 point = 100 Total = 130

Write a ‘shopping list’ of products Assign each product to the relevant ‘product pool’ Assign points to each product Add up the points in each product pool separately Find your licensing model for each product pool Step 2 Step 3 Step 4 Based on the total per pool we can now see whether this customer can start an Open Volume License agreement for any/all of the pools. As mentioned this will need to equate to >500 points. If the total is less than this number, then they will start a new Open Business Agreement. Step 5

OPEN BUSINESS – no points, no pools, just a minimum of 5 licences
500 500 500 OPEN VOLUME Applications Systems Servers OPEN VOLUME – required 500+ per pool Remember that an Open Volume agreement is per pool. The points accrued in each pool determine the type and price level of agreement for each pool. In this example, there are enough points in the systems pool to qualify for an Open Volume agreement for Systems. This means the customer could continue to buy individual Windows Licences for the term of the agreement at Open Volume pricing. For Applications and Servers the customer in this example only qualifies for an Open Volume agreement which is not pool-specific so the customer could use the same agreement for these two pools in conjunction with their level B systems agreement. BUSINESS OPEN OPEN BUSINESS – no points, no pools, just a minimum of 5 licences

Route to Market Customer Reseller Distributor eOpen Order Invoice
New agreements or subsequent purchases are processed as follows: The customer contacts their reseller and discusses their licensing needs. Once the decision is made to buy through an Open agreement the reseller assists with the signing of the agreement and the customer places their order. The Reseller processes the order and places it with their chosen authorised distributor. The distributor processes the order and places it with the Microsoft European Operations Center (EOC). The transaction is confirmed to the customer (by mail for new agreements) and to distribution, who then pass this confirmation on to the reseller and/or directly to the customer. Licence purchase information is fed to eOpen, the secure Web portal for Open licence customers. Volume licence Keys (VLKs) will be found on eOpen if they have not been supplied with the media. If media is required, this will be fulfilled by Worldwide Fulfillment (WWF) media, supplied in the same way, via distribution. Customer Reseller Distributor

Software Assurance Entirely optional purchase with Open licence
Available for all products Linked to term of agreement (two years) Start new agreement to buy SA Paid for at point of purchase Coverage expires with agreement Renewable in two-year blocks Software Assurance is renewable in two-year blocks, paid for at the point of purchase and expires when the agreement expires.. It is an entirely optional purchase under the Open licence program. However, it is available for all Microsoft products and is offered for the term of the agreement (which is two years). Software Assurance offers the rights the latest released version of Microsoft software. When a new version of a product is released the customer is automatically licenced for that new version, however media will not be sent out automatically. The customer may order the media if required. Please refer to the Blue Licensing Guide to view the benefits applicable to Open Business and Volume.

Open Licence Value Positioning How it Works Route to Market
As mentioned the presentation for the Open License Value model will take a very similar structure.

Positioning 3 Year Agreement
Low entry threshold – minimum five licenses Benefits – Stay current Spread payments Bundled training and support tools (SA) Free media with initial order Standardisation advantages – Company Wide Option Microsoft Open License Value is also for mid-market customers, however it is for those that want the advantages of Software Assurance and the ability to spread payments over the 3 year term. The spread payments option is a great offering for mid market customers as it provides them with budget predictability and assists with any cash-flow concerns. Unlike Open Business, customers receive free media with their initial order. An extended program offering under Open License Value is the Company Wide Option. (Note entry exceptions – Processor licenses, SBS, CRM)

Open License Value - CWO
Single price per desktop for standardising on one or more of the Platform Products Further discounted price for enrolling in Desktop Pro Microsoft Office Professional Windows Professional Upgrade Core CAL Windows CAL Exchange CAL This CWO offers a single price per desktop for companies that are willing to standardise all of their desktops on one or more Microsoft platform products. The platform products are the same as those sold in an Enterprise Agreement, so the CWO is often referred to as a mini-EA. Having all your desktops on one platform can help reduce costs associated with software acquisition, deployment, and license management. With the Company-wide Option customers receive savings of up to 10% as compared to standard Open License Value, by licensing all qualifying desktops with any of several Enterprise products. Or, by standardising on the Desktop Professional Platform - which offers all three Enterprise products as a group, customers receive an even greater discount. SMS CAL SharePoint™ CAL

Route to Market MSA Customer ALP MVLS Fee payment Order Invoice Order
Explain ALP and MSA Invoice Customer ALP

START Recommend Open Business or Open Volume No
Does the customer want to purchase L&SA, and spread their payments annually? Yes How many desktops does the customer have? >250 <250 Possibly Select or Enterprise Agreement Does customer show interest in – Growth Management? Standardisation? Asset Management? Centralised purchasing? Recommend Open License Value No Recommend OLV Company Wide Option Yes

Open Business/Volume Renewals

Open Value Renewals Exception available to backdate an OLV Agreement only. i.e. not possible with Open Business or Open Volume.

Open Value CWO Renewals
(Black out screen once finished with this slide to review the agreements and transfer process…….. Next slide is final one for question time)

Microsoft Select Agreement
Presentation for Large Account Resellers Mike Parker Licensing Specialist Microsoft Australia

Select Licence The purpose of this presentation is to:
specify what is involved in a Select Licence agreement identify which products qualify explain how to determine pricing levels outline payment structure The purpose of this presentation is to: Take a high level view of how the Select Agreement works, what products can be purchased under Select, how to determine pricing levels through forecasting and how the LAR’s fit in with invoicing etc

Positioning Transactional program
Three year agreement with optional one-year or three-year renewal Perpetual licences 250+ PCs Volume-based pricing Flexibility Monthly ordering No commitment Microsoft Select licence is a transactional programme and provides perpetual licences. This means that a customer buys licences as required rather than committing to licensing their entire enterprise which is what they do through an EA which will be discussed following this presentation. The Select Agreement is a three year Agreement with options to renew for 1 or 3 years Select Agreements are designed for customers with at least 250 PCs and provides lower prices and flexibility when compared with Open and FPP Customers forecast what they will purchase over the three year term of their agreement and their pricing is based on this forecast. The higher the forecast the better the discount level Select allows monthly ordering of new licences, a customer installs what they require from the Select media set and reports to their LAR. The customer must report their license requirements with in the same month of deployment. It doesn’t have to be at the exact time of deployement but with in the same month

Software Programs Three product pools
Applications: Microsoft Office products and development tools Systems: Windows Professional Upgrade Servers: Server licences, Client Access licences, Connectors Choose between: Licence-only (L) Licence with Software Assurance (L & SA) Software Assurance-only (SA) Work At Home licences Licences for training and evaluation Under Select the customer can sign up for 1 or all three product pools. The 3 pools include Applications which consists of your desktop products (ie Office, Visio etc), Systems which consists of the desktops Operating Systems, and Servers which consists of the Microsoft Servers and CAL (Client Access Licenses). Part of the deliverables is that each enrollment will receive a media subscription set for each pool that they sign up for. So unlike Open the customer will have the full range of product media to utilize at deployment. There is no cost for this initial set of media. If the enrollment would like additional media subscription for their affiliates or business units then these can be purchased via the LAR. There is a choice of whether to buy just the licence the licence with Software Assurance or SA alone at renewal. Select adds includes optional Work At Home licences, Work At Home licences are available for Microsoft Office Standard, Office Professional and the Terminal Server Client Access licence. Each enrolled customer may use up to 20 copies of most Microsoft software for training purposes, without reporting this as a purchase. Each enrolling customer may run up to 10 copies of any product on a 60 day evaluation period. At the end of the 60 day evaluation period, customers are required either to order sufficient licences of the evaluated product to cover their continued use or remove all existing copies.

Licence Types Pools and Points New licences Windows Pro Upgrade
Applications Systems Servers Office Pro L/SA Excel Project 5 1 2 Windows XP upgrade Windows 2003 Server SQL Server Std Per Proc L/SA 15 50 How to forecast to receive discount level All software products under Select are given a points value and it is the accumulation of these points that is used as a forecast to determine the level of discount the customer will receive. Customers must be able to reach a total amount of points over the three years (per pool), The points need to be forecast in each of the product pools (servers, systems and applications) and cannot be aggregated across pool. It is not necessary for the customer to take all three product pools. They can choose to purchase just one product pool through a Select agreement. All products available under Select including Software Assurance also have a points value but Software Assurance has only half the product points value. Licence Types New licences Windows Pro Upgrade Software Assurance

Forecast and Price Level
Level A Level B Level C Level D Level C Applications Level A Systems Level B The volume forecast is made for each of the product pools that the customer wants to include in the agreement. In order to do this, Microsoft has assigned a unit count to every licence. If the forecast for a product pool is smaller than 1,500 points, the Select Agreement will not cover that pool. The diagram above shows that a customer can easily have a Select agreement with each pool at a different band level. Servers 1.500 12.000 30.000 75.000 Points (3 years)

Volume vs. Forecast Level D Level C Level B Level A 75.000 30.000
Points 75.000 Level C 30.000 Level B 12.000 Level A 1.500 Once the Select Agreement has been signed, the customer can start installing software and ordering licences. licence consumption is measured against the forecast. On the each anniversary, three scenarios can happen: The volume is lower than one third of the three-year forecast, e.g. less than for a Level B agreement. The customer will then be re-leveled, i.e. the new price level will match the volume that has been consumed. If the consumption is too small for Level A, then the agreement will be terminated for that pool. There is no other penalty. The customer does not have to pay extra for licences that have been bought at the old price level. If the volume is higher than one third of the required volume for a more attractive price level.e.g A band A customer achieves 4000 points in an annual period, they will then be re-leveled to Band B. There is no other bonus. The customer does not receive a refund for licences that have been bought at the old price level. The volume sits between these two boundaries. The price level will stay the same for another year. On the second anniversary, a similar check is carried out, only this time against two thirds of the three-year volumes. AGREEMENT TERMINATED

Select Agreement with Affiliates
Microsoft Business Agreement (MBA) Microsoft Select Agreement Product pools Forecast and price levels The starting point of every Select Agreement is an MBA (Microsoft Business Agreement). The MBA is an umbrella under which Select and/or Enterprise agreements sit. The MBA is a perpetual agreement between the customer and Microsoft, in that it never expires. It contains high level terms and conditions that are applicable to all agreements signed under it. Terms and conditions such as use and ownership, confidentiality, warranties, and others can be found in the MBA. It must be signed either in conjunction with or prior to the Select/Enterprise agreement. After the MBA has been signed, the customer can sign multiple Select or Enterprise agreements under it. The MBA is perpetual and only needs to be signed once (it has no expiry date) – which means negotiations on these terms need only occur once. The Select agreement is signed by the lead customer (normally the Parent company) who agrees to the specific terms and conditions in the Select Licence programme and the Select agreement establishes the details of the organisation’s purchase needs, such as forecast levels and product pools. The Select enrolment supplies the basic information required to allow affiliates the ability to buy product licences under the Select agreement. An affiliate signing an enrolment must be over 50% owned by the parent company. An affiliate can sign their enrolment at any time and there is no limit to the number of affiliates that can join a Select agreement. If a customer wishes to outsource his IT purchasing then an Outsourcer enrollment must be signed. Large Account Resellers are also identified on the Select enrolment and if an enrolled affiliate wants to change their LAR, the new LAR will need to contact Microsoft and give thirty days notice to facilitate this change. This done by the completion of a change of LAR form. Having a separate Select licence agreement and Select licence enrolment structure allows greater flexibility for each enrolled affiliates to assign their selection of Large Account Resellers to their own Select enrolment. Just as the lead customer forecasts his purchases, each affiliate has to be able to forecast a usage of 750 points, over the three year term of the agreement and whilst their forecast is significantly lower than that of the lead customer each affiliate enjoys the same band levels as those of their parent company. Once the enrolment is signed the customer receives a media pack of all Microsoft current software titles. They are entitled to install these on their PCs and report their usage to the LAR each month. Microsoft Select Enrolment Customer affiliate(s) Microsoft Large Account Reseller Microsoft Select Enrolment Customer affiliate(s) Microsoft Large Account Reseller

Select Agreement with Outsourcing
Microsoft Business Agreement (MBA) Microsoft Select Agreement Product pools Forecast and price levels Microsoft Select Enrolment Customer affiliate(s) Microsoft Outsourcer Large Account Reseller Microsoft Select Enrolment Customer affiliate(s) Microsoft Large Account Reseller As before the MBA has been signed by the Parent company. The Select agreement is signed by the lead customer (normally the Parent company) who agrees to the specific terms and conditions in the Select Licence programme and establishes the details of the organisation’s purchase needs, such as forecast levels and product pools. The Select enrolment supplies the basic information required to allow the outsourcer the ability to buy product licences under the Select agreement. The outsourcer manages these licences on behalf of the customer but when the agreement expires the ownership of these licences reverts back to the customer. There can be a mix of affiliate and outsourcer enrolments signed up to a Select agreement. Having a separate Select licence agreement and Select licence enrolment structure allows greater flexibility for each enrolled affiliates to their own Large Account Reseller to their own Select enrolment. Just as the lead customer forecasts his purchases, each affiliate has to be able to forecast a usage of 750 points, over the three year term of the agreement and whilst their forecast is significantly lower than that of the lead customer each affiliate enjoys the same band levels as those of their parent company. Once the enrolment is signed the outsourcer receives a media pack of all Microsoft current software titles. They are entitled to install these on their PCs and report their usage to the LAR each month.

Indirect Route to Market
Select licences are sold through a one-tier channel. The customer orders the licences from an authorised Large Account Reseller (LAR). The LAR orders the licences from Microsoft. The price level is based on the customer’s volume forecast. Final pricing is agreed by the LAR and the customer. What the LAR has to do After working with the customer to determine Select is the best licensing programme to suit the customer’s needs, the first responsibility of the Large Account Reseller is to assist and advise customers through the forecasting. Customers must try to forecast their software purchases as accurately as possible for three years, and the LAR plays a part in looking at the customers current software, and factoring future deployment and spend. They then calculate from this forecast the product points and pools to determine which level of discount to apply for on the agreement. Once the Select enrolment is active and the customer receives the CD kit, they can start installing and deploying software as and when required. These installations need to be reported as purchases to Microsoft once a month, and the LAR is responsible for ensuring the customer reports this within the timeframe given. If a customer fails to advise the LAR of software installations made from their CD kit, they are in breach of the Select Agreement. This can lead to the customer being non-compliant and under-licenced. There are various Product Use Rights associated with Microsoft software, and it is the LAR’s responsibility to provide guidance to the customer on what licences need to be deployed for them to be correctly licenced. This is particularly relevant with server licensing and the different models (ie. Cal vs Processor). Large Account Reseller Contract and price level Ordering & invoicing Customer

What Is Not Permitted? Enrolment by orgs with < 50% ownership
Reselling Aggregation: e.g. franchises, clubs etc Lending, leasing, renting or hosting (only via Outsourcing Enrolment) Not Permitted Enrolling affiliates must be more that 50% owned by the customer signing the agreement. Licences purchased through Select cannot be resold – transfer as part of the sale of the company can be arranged through a transfer of licences. A group of companies (for example those sharing a building or maybe a group of companies situated together in a business park) cannot join together to take out a Select agreement if they were too small individually or to get a better price. There are however organisations such as the LGA (Local Government Association) or ACPO (Association of Chief Police Officers) who have Select agreements which their members can join. Licences acquired through a Select agreement may not be lent, leased, rented or hosted. We have different agreements to cover those needs. (Microsoft Rental Agreement and the Software Provider Licence Agreement) For those companies that wish to outsource their whole IT infrastructure we have an outsourcer enrolment for that purpose. In this case the outsourcer signs the enrolment on behalf of the end customer and purchases the licences on their behalf. It is important to note that the licences are in the name of and owned by the end customer and not the outsourcer.

Transferring Select Licences
In the event of a merger, divestiture, or acquisition To an affiliate Other transfers require Microsoft’s consent in writing Transfer rules state that to transfer licences the customer must provide Microsoft with prior written notice on a form we provide. That form should include (1) the agreement number, (2) the number of licences by product and version, (3) the name, address and contact information of the recipient, and (4) any other information that Microsoft requests. For the transfer to be valid, the customer must give the recipient the applicable licence confirmations, and the recipient must sign a statement indicating agreement with the applicable product use rights, use restrictions, limitations of liability and transfer restrictions specified in the licence agreement. The recipient must be able to produce the licence confirmation and the written statement to prove proper transfer and ownership of the licences. [Please note: because the transfer is between the customer and the transferee, it is not necessary for Microsoft to sign the statement.] Transferring Licences acquired through an Select agreement do not require Microsoft’s consent if they are being transferred to an affiliate or in the event of a merger, consolidation or divestiture. If the transfer involves less than the total number of licences listed on the licence confirmation, the customer should mark through the number of licences and indicate the amount transferred on the original licence confirmation, the name of the recipient and the date of the transfer. The customer should then retain the marked original licence confirmation as a record of the transaction and deliver a copy of the licence confirmation, with the statement, to the recipient. When is a transfer not allowed Licences may not be transferred on a short term basis, nor may they transfer temporary rights to use products. When an upgrade licence the underlying qualifying licence must also be transferred An operating system licence may not be transferred unless the licence is transferred with the computer system that operating system was first installed on. Upgrade Advantage and Software Assurance subscriptions may not be transferred

Software Assurance Optional purchase with Select licence
Mandatory if Software Assurance Membership Available for all products Obtain for remaining duration of Select Agreement (1, 2 or 3 years) Amortized payments of L & SA and SA-only Coverage expires with agreement Renewable SA is optional under Select, and the customer can choose which licences he wants to buy SA with. However, a customer also has the choice to become a Software Assurance Member and take advantage of the extra benefits available for SAM customers. Just by ticking a box on the enrolment form a customer commits to buy Software Assurance on all the licences in their chosen product pool. A customer with SA is licenced for all upgrades and updates Microsoft release during the term of their agreement. SA always expires on termination of the customer’s agreement but they can renew SA through a renewed Select Agreement and extend their benefits. Renewing under Select licence All Upgrade Advantage (UA) licences (available under previous versions of Select) will be treated as SA. Customers who have purchased UA, SA or similar upgrade protection under any previous Microsoft Volume Licensing agreement (other than any v6.0 or subsequent version agreement) and wish to renew that upgrade protection under SA, will have 90 days from the expiration date of their previous upgrade protection coverage to sign a new 6.0 Select Agreement and Enrollment. To ensure that the upgrade protection coverage does not lapse, the new 6.0 Select Agreement and Enrollment will be backdated to no later than one day following the expiration date of the previous coverage, and the customer must place their SA renewal order at the time the new Enrollment is submitted. Customers renewing under a Select 6.0 agreement have 30 days to renew and again the new 6.0 Select Agreement and Enrollment will be backdated to no later than one day following the expiration date of the previous coverage, and the customer must place their SA renewal order at the time the new Enrollment is submitted

Software Assurance Desktop Offerings
Select licence Select licence SAM PRODUCTIVITY New Version Rights  Spread Payments Home Use Program (Office) Employee Purchase Program SUPPORT TechNet Online Concierge Chat - Premium Content TOOLS WinPE Corporate Error Reporting Enterprise Source Licensing Program TRAINING eLearning Training Vouchers This table indicates in more detail the specific Software Assurance offerings for Select and Select SAM licensing. New Version Rights SA guarantees the rights to upgrades and updates that are released during the term of the agreement The upgrades can be installed at any time (even after the agreement has expired) Providing SA is renewed, a customer would never need to buy a new licence It is important to emphasise that Software Assurance (SA) lasts for the agreement term. This makes processing and renewing easier to manage but means that most value can be extracted from purchasing SA at the start or on the anniversary of an agreement. Spread Payments SA gives the ability to pay for L&SA (or SA on renewal) annually (exception is Open and Academic Open as these require payment upfront). Annual payments effectively reduces the customers outlay by dividing the cost across the agreement term. Budgeting is easier because software costs remain virtually the same each year unless there is a need for a lot of new licences Home Use Programme Employees can get a copy of the products in Microsoft Office System (Microsoft Office, OneNote, FrontPage, InfoPath, Publisher, Visio, and Project) to install on their home computers for business and personal use. Employees have the flexibility to work at home using the same software versions as they use at the office. This can help them be more productive and ensures compatibility of documents created at work and home. All they need to do purchase the necessary media to install their software. Employee Purchase Programme EPP gives employees of companies who have SA, discounts of up to 30% off the Estimated Retail Price (ERP) on dozens of Microsoft products. Using the same software at home and at work may provide flexibility and increased productivity. Through a secure, Microsoft-hosted Web site, employees can order software directly from Microsoft whenever it’s convenient for them. Technet Online Concierge Chat TechNet Online Concierge Chat offers one-on-one Web-based assisted search chat sessions between Microsoft support personnel and users to help them quickly locate information needed to troubleshoot technology issues. IT professionals can also receive access to premium content—a wealth of resources such as how-to articles, service pack downloads, security hot fixes, briefings, and white papers. WinPE A benefit for Multi-Year Open Enterprise licences only. It is a tool based on Microsoft Windows® XP Professional that allows IT staff to build custom solutions that speed up deployment through automation so they spend less time and effort keeping desktops updated. WinPE can run Windows setup, scripts and imaging applications. Corporate Error Reporting A benefit for Multi-Year Open Enterprise licences only. It gives IT professionals a clear and easy way to monitor and review error information so they can control deployment of fixes and resolutions. It provides the ability for applications and the operating system to collect and report on crashes in the system, and gives IT staff the ability to control the types of reports sent to Microsoft. Enterprise Source Licensing Programme With ESLP, eligible customers with 1,500 or more licenced desktops can access Microsoft Windows source code for internal development and support. IT staff can make adjustments and improvements to systems and related applications, and implement improved debugging to help maintain security and protect against viruses and other computer hazards. eLearning Microsoft's eLearning delivers one of the best student experiences, using streaming audio and video software demonstrations and animations, and courses designed by professional instructors. Employees can take interactive modules and tutorials on various applications at anytime at their own PC, even offline. This flexibility makes it easier for employees to update their skills and stay current on information that can help them work more efficiently. This enhancement offers all the benefits of MELL without the electronic books Training Vouchers The qualifying organisation receives training vouchers for courses from Microsoft Certified Technical Education Centers (CTECs), the key channel for delivering learning products and services on Microsoft technology. Microsoft CTECs are full-service technical training companies qualified by Microsoft to deliver high-quality training to IT professionals and developers. Through Microsoft CTECs, customers can get early access to products and the latest training solutions, giving them the competitive advantage they need. More than 1,500 Microsoft CTECs worldwide offer both instructor-led and online, self-paced Microsoft Official Curriculum courses. The amount training days allocated are scaled based on qualifying number of SA licences acquired (See customer guide for specific details).

Software Assurance Server Offerings
Select licence Select licence SAM PRODUCTIVITY New Version Rights  Spread Payments SUPPORT Problem Resolution Support Web Support for Standard Edition Business Hour Telephone and Web Support for Enterprise Edition TechNet Online Concierge Chat TechNet Plus Managed Newsgroups TechNet Plus Subscription Media Extended Lifecycle Hot-Fix Support TOOLS WinPE Corporate Error Reporting TRAINING eLearning This table details the specific Software Assurance enhancements around the Select and Select SAM licensing options for the server. New Version Rights SA guarantees the rights to upgrades and updates that are released during the term of the agreement The upgrades can be installed at any time (even after the agreement has expired) Providing SA is renewed, a customer would never need to buy a new licence It is important to emphasise that Software Assurance (SA) lasts for the agreement term. This makes processing and renewing easier to manage but means that most value can be extracted from purchasing SA at the start or on the anniversary of an agreement Spread Payments SA gives the ability to pay for L&SA (or SA on renewal) annually (exception is Open and Academic Open as these require payment upfront). Annual payments effectively reduces the customers outlay by dividing the cost across the agreement term. Budgeting is easier because software costs remain virtually the same each year unless there is a need for a lot of new licences Problem Resolution Support Customers with Software Assurance with Standard Editions of servers have access to Web-based problem resolution support on qualifying servers Access to Web support is 24x7 Customers with Software Assurance with Enterprise Editions of servers have access to phone support on qualifying servers Telephone support is during business hours Home Use Programme Employees can get a copy of the products in Microsoft Office System (Microsoft Office, OneNote, FrontPage, InfoPath, Publisher, Visio, and Project) to install on their home computers for business and personal use. Employees have the flexibility to work at home using the same software versions as they use at the office. This can help them be more productive and ensures compatibility of documents created at work and home. All they need to do purchase the necessary media to install their software. Employee Purchase Programme EPP gives employees of companies who have SA, discounts of up to 30% off the Estimated Retail Price (ERP) on dozens of Microsoft products. Using the same software at home and at work may provide flexibility and increased productivity. Through a secure, Microsoft-hosted Web site, employees can order software directly from Microsoft whenever it’s convenient for them. Technet Plus (including Online Concierge Chat Managed News Groups and Subscription Media) For server licences with Software Assurance, IT professionals can tap into TechNet Online Concierge Chat, plus post messages in Managed Newsgroups for timely answers to technical questions from industry colleagues. Microsoft support professionals monitor the newsgroups to help ensure accuracy IT professionals also receive TechNet Plus Subscription Media every month, featuring resources such as tools, utilities, drivers, and how-to articles to help them succeed TechNet Plus Subscription Media also includes access to beta release candidate software and evaluation copies of the latest applications Benefits are scaled based on qualifying number of SA licences acquired (See customer guide for specific details) Extended Lifecycle Hot Fix Support The 90-day timeframe for Software Assurance customers to sign up for two years of additional non-security hot-fix support beyond the mainstream period of five years has been removed. It is not necessary to sign up or pay the initial fee for extended support prior to determining a need. This means customers do not pay for extended support unless hot fixes are required. As always, security fixes are automatically extended to customers. WinPE A benefit for Multi-Year Open Enterprise licences only. It is a tool based on Microsoft Windows® XP Professional that allows IT staff to build custom solutions that speed up deployment through automation so they spend less time and effort keeping desktops updated. WinPE can run Windows setup, scripts and imaging applications. Corporate Error Reporting A benefit for Multi-Year Open Enterprise licences only. It gives IT professionals a clear and easy way to monitor and review error information so they can control deployment of fixes and resolutions. It provides the ability for applications and the operating system to collect and report on crashes in the system, and gives IT staff the ability to control the types of reports sent to Microsoft. Enterprise Source Licensing Programme With ESLP, eligible customers with 1,500 or more licenced desktops can access Microsoft Windows source code for internal development and support. IT staff can make adjustments and improvements to systems and related applications, and implement improved debugging to help maintain security and protect against viruses and other computer hazards. eLearning Microsoft's eLearning delivers one of the best student experiences, using streaming audio and video software demonstrations and animations, and courses designed by professional instructors. Employees can take interactive modules and tutorials on various applications at anytime at their own PC, even offline. This flexibility makes it easier for employees to update their skills and stay current on information that can help them work more efficiently. This enhancement offers all the benefits of MELL without the electronic books. SA required on both Server and CAL

Support Tools explore.ms MVLS Support
Explore.ms is an online tool for Tier 1 channel partners (Distribution and LARs). This tool is a portal for LARs to find the latest, as well as past, communications released by Microsoft about Volume Licensing. It also contains such things as Agreements and Forms, LAR monthly updates, Programme FAQs and the LAR Policy and Procedure Manual.In addition to all of these documents Explore.ms is also has an area for LARs to run and download licence purchase history reports on their customers. MVLS (Microsoft Volume Licensing Service) is a customer online resource to help customers manage Microsoft licensing agreements and access licensing order information and purchase history.From this site customers can view licensing information easily and in one place, including details about Volume licence agreements, licence orders, and Volume licence Product Keys. They can also find answers to questions and download software. Askpartner is a support helpline that LARs can use if they have licensing issues or customers queries they cannot answer through other means.

Select License Summary
Feature Benefit Transactional Flexibility to buy licences if and when needed Monthly ordering Less overhead than FPP or Open licence Initial pricing based on volume forecast Immediate savings and no initial purchase order required Optional Software Assurance Predictable costs of new versions Single agreement for all affiliates Economies of scale and manageability Summary Select is a transactional programme which give customers the flexibility to buy what they want when they need it. The ability to install licences as needed and to report usage each month mean administration and overheads and reduced Very like a frequent flyer programme, except the benefit are available on a forecast rather than an actual purchase Software Assurance is optional and there are extra benefits for customers choosing SAM A single agreement with affiliate signings mean each affiliate no matter how small can get the same price band as their parent company

When to Offer Transactional Programs
Customer cannot commit to entity-wide standardisation Customer doesn’t want Software Assurance (SA) Customer doesn’t want Office Professional Customer doesn’t want Core Client Access Licence (CAL) In addition to an annuity-based program for obtaining additional products When should Select licence be offered? If an affiliate does not want to commit to entity-wide standardisation: Select is flexible and allows any number of copies to be ordered. If an affiliate insists on not taking Software Assurance: Select allows the customer to purchase just the licence. If an affiliate wants to obtain Office Standard rather than Professional – although this will be more difficult to manage. If an affiliate does not want the Core CAL but only some of the ingredients, e.g. the Windows CAL and the Exchange CAL, but not the SMS CAL and the SharePoint Portal Server CAL. If an affiliate will enter into an Enterprise (Subscription) Agreement, but wants to obtain extra products. These products can be provided through the annuity-based programs as additional products though.

Questions?

Academic Licensing Programs
Andrea McDonald Academic Licensing Specialist

Agenda User Definitions Program Options Perpetual Agreements Campus Agreement and School Agreement (CASA) Software Assurance Benefits Select Student Licensing

Academic User Definitions
Guideline link*: Educational Institution Administration offices/Board of studies Students Education systems/consortia Higher Education Research Labs Public Libraries Charitable Organisations * May be updated with new agreements Everyone wants access to academic programs as a result of the pricing – very competitive. However do check prior to making any commitments or expectations with your customers as they will be disappointed and you may assist in enroling them in the in correct program and therefore non compliant. CASA sent to Sydney office to check prior to sending for processing – may introduce this for Select (but APOC check if does not appear to be an academic customer) Education institution – must be registered/accredited and purpose is to educate its enrolled students Charitable Organisations, an organisation, which: a) Is a Non-Profit Organisation; b) Has as its sole or dominant purpose: (i) The relief of poverty, the needs of the aged and the relief of sickness or distress (ii) The advancement of education; or (iii) The advancement of religion; c) Does not receive more than one third of its income from any one person or entity; d) Is not substantially engaged in lobbying, political campaigns or other activities designed to influence legislation; and e) is not an educational institution, hospital, museum, art gallery or health care organisation. “Non-Profit Organisation” means an organisation which a) Does not distribute any profit from its operations to any members, shareholders or individuals involved in the operation of the organisation; and b) Was not formed for any commercial purpose.

Academic Licensing Programs
4 licensing models for Academic customers Transactional licensing: Perpetual Academic Select (L) Academic Open (L) Software Assurance available (L+SA) *Subscription licensing: Non-perpetual Campus Agreement – Higher Education School Agreement -- K12/Primary grades *Includes all the benefits of Software Assurance. Types of Academic Volume Licensing Programs We offer education customers the option of both subscription and transactional licensing: Through our subscription licensing programs, Campus Agreement Subscription and School Agreement Subscription, customers have the right to run a selection of products, and any upgrades or downgrades of those products, for a 1-year or 3-year term. Even if the number of computers or users grows, the customer remains fully licensed for the term. They can also license students for use of selected products on a personally owned computer or an institution-owned computer checked out to a student for the school year. Note: Campus Agreement pricing for desktop and CAL products is based on a counting all of the institution's faculty/staff Full-Time Equivalent (FTE) employees. Pricing for some desktop products is tiered depending on the number of FTE. Pricing for School Agreement desktop and CAL products is based on the number of eligible PCs in the participating school or district. Eligible PCs include all of the Pentium machines, Power Macs, iMacs or better. Customers must also include any number of 486 machines or below and any Apple, UNIX, or Windows Terminals on which any of the software will be run. Pricing for some desktop products is tiered depending on the number of desktops. With our transactional licensing programs, Academic Open License and Academic Select License, customers acquire perpetual licenses. Plus, they have the option of enrolling their licenses in Software Assurance, which entitles them to product upgrades that release during the agreement term. Software Assurance also includes other benefits such as training (eLearning courses) and tools that can help keep systems running.

Transactional Licensing – Open Agt
Perpetual licenses Paying for ownership Academic Open License 2yr term Widely accessible through any reseller Software Assurance optional. Media separately orderable. Products have a point value used to meet point requirement. However has great flexibility to add licenses as and when required

Transactional Licensing – Select Agt
Perpetual licenses Paying for ownership Academic Select License 3yr term Large Account Reseller (LAR) Forecast license model (1500 pts) Approximately 250 or more PCs Software Assurance optional Products have a point value used to meet point requirement. However has great flexibility to add licenses as and when required

Is a Subscription Agreement For You?
Are you looking for a simple and flexible licensing agreement? Are you looking for a complete solution to software compliancy? Are you interested in receiving product upgrades at no additional cost? Do you like the idea of one annual payment? Do you want support resources, tools, and training for no extra charge? These are questions that you should ask of your academic customers (ensure that they qualify for these programs prior to commencing of this discussion) or perhaps look out for these signals. Are you looking for a simple and flexible licensing agreement? Are you looking for a complete solution to software compliancy? Are you interested in receiving product upgrades at no additional cost? Do you like the idea of one annual payment for most of your software needs? Do you want support resources, software tools for deploying your software and keeping machines running smoothly, and eLearning courses on your licensed software AT NO ADDITIONAL CHARGE? If you answered “Yes” to just one of these questions, keep listening as I explain in more detail just how the program works.

Subscription Licensing - CASA
Easy compliance All eligible devices included. Low administration Subscription eliminates need to track licenses. Stay current on technology Subscription allows the most current version of the software products. Simple budgeting and purchasing One annual payment. Excellent value Cost effective way to use the license & access to current technology. SA Benefits including support resources, tools, and eLearning courses. Foreign Language Rights Any available language. This includes the right to run the Multi-Language version of Office and its corresponding features, such as a global interface and multi-language proofing tools. Upgrade/Downgrade Rights You may run any previous version of the software. These upgrade and downgrade rights also apply to the individual components of the software.

Subscription Licensing - School Agreement
K-12 Subscription Licensing Program Commitment based 300 Points Simple Agreement Structure Master Subscription Enrolment Anniversary orders Desktop Calculations Pricing Levels Flexible Product Selection Staff Work At Home Rights template Student Licensing Option K-12 Agreement based on desktop qty. (same as current agreement) Simplified Agreement –it's easy for your school to subscribe to the license coverage they need on an annual basis, without the need of revisiting the terms and conditions each year. An umbrella agreement, called the Master School Agreement, (which is similar to the evergreen commercial MBA) contains the terms and conditions that dictate the use of the software and has no expiration date. Once you have a Master School Agreement in place, you can place an orders by submitting a Subscription Order Form (through the LAR). Desktop calculations, the school needs to count their eligible desktops (outlined in the program guideline and Agreement ), WAH rights for a personally owned computer for work related purposes only, it is up to the school however to manage and promote this offering and this needs to be selected on the subscription form. The number of eligible staff that can have WAH use can not exceed the total number of desktops that the school has subscribed to. (except SQL CAL and press) e.g. school subscribes to 300 office licenses, and has 500 staff – only 300 staff can install Office at home. Currently DET has 100k desktops and 130k staff, so you may want to call this out as a concession i.e allow all staff to have WAH rights extended to them Student Licensing – Your school may now choose to extend the benefits of School Agreement to its students. The Student Option allows students to use the software on a personally-owned computer or on a school-owned computer designated for a student's exclusive use. The number of students can be selected by the school (doesn’t need to be all students) and the student is allowed to use the product during the subscription term, at the end of which the student is required to remove the product. - This does not need to match the school selection but again does need to reach 300 points - Can choose all products available in the SA. (except school bus) T.S. CAL’s and Class server are only available as student options Automatic media fulfilment – Upon acceptance of your order, your school will receive a complimentary Product Welcome Kit containing all of the CDs needed to deploy School Agreement 3.0 Subscription throughout your school. In addition, you will be registered for one complimentary Refresh Subscription, through which you will automatically receive a CD for any product that upgrades during your subscription term.

Meet Minimum Order Requirements - SA
Example: School Agreement customer with 100 eligible PCs Selects Office Professional, FrontPage, and Core CAL Selects two Class Server Licenses Adds application, system, and CAL units to server units to determine total units Let’s look at an example of calculating total units. A school with 100 eligible PCs selects Office Professional, FrontPage, and Core CAL from the application, system, and CAL list. That gives the institution 300 desktop and CAL units. They also select two SQL Server Standard Processor Licenses. The unit value for SQL Server Standard Processor License is 50, so, because the are ordering two, they have 100 server units. By adding together the 300 application, system, and CAL units and the 100 server units, they reach a total of 400 units – exceeding the minimum requirement.

Subscription Licensing - Campus Agreement
Higher education subscription program Commitment based 300 Points Simple agreement structure Master Subscription Enrolment Anniversary orders FTE Calculations Pricing Levels Flexible product selection Staff Work At Home rights template Student licensing option (100%) May want to include TAFE’s in the school agreement rather than having additional agreements to manage. FTE calculations, the Uni needs to count their eligible FTE number (outlined in the program guideline), the CA is calculated on FTE rather than Desktops because it is difficult to calculate the number of desktops so the numbers are based on FTE numbers provided to the gov’t each year. WAH rights for a personally owned computer for work related purposes only, it is up to the uni however to manage and promote this offering and this needs to be selected on the subscription form. Automatic media fulfilment – Upon acceptance of your order, your school will receive a complimentary Product Welcome Kit containing all of the CDs needed to deploy School Agreement 3.0 Subscription throughout your school. In addition, you will be registered for one complimentary Refresh Subscription, through which you will automatically receive a CD for any product that upgrades during your subscription term. Student licensing, Unlike the SA where the school can elect the number of students that will receive student licensing With Campus Agreement the requirement is 100% Through the Student Option, you may license your students for use of one or more of the available Campus Agreement desktop or Client Access License (CAL) products (plus Microsoft® Windows® Terminal Services CAL) on a personally-owned computer or an institution-owned computer designated for a student's exclusive use (i.e. a computer checked-out to a student for the school year). Minimum Order Requirement for Student Option Your student FTE count and the respective product selection for those students must meet the minimum requirement of 300 units. You cannot combine your faculty/staff and student purchases to meet the 300 unit minimum. Both minimums must be met individually All other students are only licensed to use the software for the subscription term. These licenses are non-perpetual (meaning the student does not own the license). Upon leaving the institution (besides graduation) or expiration of the subscription term, students are required to remove the software. Your institution may convert non-perpetual student licenses to perpetual licenses (a license the student owns) via the Buy-out option as an alternative to removing the software. If this option is exercised, the perpetual licenses must be purchased in minimum quantities of ten (10) licenses per product and must be issued only to students covered under the Student Option. They may not be used to license a different student or group of students.

Meet Minimum Order Requirement - CA
Example: University with 300 FTE Selects Office Professional Selects 2 SQL Server Standard Processor Licenses Adds application, system, and CAL units to server units to determine total units Let’s look at an example of calculating total units. A university with 300 FTE selects Office Professional from the application, system, and CAL list. That gives the institution 300 application, system, and CAL units. They also select two SQL Server Standard Processor Licenses. The unit value for SQL Server Standard Processor License is 50, so, because the are ordering two, they have 100 server units. By adding together the 300 application, system, and CAL units and the 100 server units, they reach a total of 400 units – exceeding the minimum requirement.

Specify your FTE or D/top count**
What’s the process? Complete a CASA* Specify your FTE or D/top count** Choose the Microsoft products and meet the minimum order requirement Submit the Subscription Enrolment *if a 3.x has been signed no need to re submit ** depends on the Agreement type To enter into a Campus Agreement with Microsoft, there are just five easy steps that you need to complete. Step 1 is to find a Microsoft Authorized Education Reseller (or “AER”). Campus Agreement subscription is available through any AER. Step 2 is to review the master Campus Agreement, which will cover the terms and conditions of the program. Step 3 is to calculate the number of full-time equivalent faculty and staff members (or “FTE”) in the participating institution or department(s). Step 4 is to choose from a large selection of Microsoft products available through Campus Agreement and do a simple calculation to determine if you meet the minimum order size. Finally, Step 5 is to submit your Subscription Enrollment to your AER. Now, let me take you through each step in a little more detail. Step 2: Complete a master Campus Agreement. Customers asked us to simplify our licensing agreements. What resulted is the master Campus Agreement. This document allows your institution to subscribe to the license coverage you need on an annual basis WITHOUT having to revisit the master agreement every year. The master Campus Agreement contains the master terms and conditions for software use and distribution, and has no expiration date. Once you sign it, you can place your order for Microsoft products every 12 months without having to sign another master Campus Agreement.

Student Select Enrolment
Must have an Academic Select Agreement Extension of VL to students Products offered: Office Pro & STD Win XP Pro Upgrade Perpetual license (no SA) Min 25 licenses Administration & records customers with an Academic Select 6.0 or 6.1 agreement for their institution also have the option of passing on their discounts to students by enrolling in the Student Select program. To participate, customers open a separate Student Select enrollment under their Select agreement and purchase licenses and media for one or more of the products listed. Then, they set-up a transaction point (such as the campus bookstore) where students pay for the software and receive their media. The student then owns the perpetual license. Again, this is a special program only available to higher education

Software Assurance Benefits*
SA Benefits links: TechNet Plus** TechNet Online Concierge Chat** Microsoft Windows Preinstallation Environment (WinPE) Corporate Error Reporting Extended Lifecycle Hot-Fix Support Cold Back Up for DR eLearning * additional SA Benefit to be released ** must have a min of 5 Servers in CASA TechNet Online Concierge Chat one-on-one Web-based assisted search chat sessions between Microsoft online advisors and users. Note: For access to server information and assistance for server products, you must have a minimum of 5 server licenses. TechNet Plus For server licenses with Software Assurance, tap into TechNet Online Concierge Chat and post messages in Managed Newsgroups for timely answers to technical questions from industry colleagues—and have access to TechNet Plus Subscription Media including tools, utilities, drivers, and how-to articles. Note: To qualify for TechNet Plus, you must have a minimum of 5 server licenses included in your School Agreement coverage. Microsoft Windows Preinstallation Environment (WinPE) Build custom solutions that speed up deployment through automation. Corporate Error Reporting Identify which systems are failing and why, map solutions to crashes, and connect to up-to-date knowledge and fixes. Extended Lifecycle Hot-Fix Support The 90-day timeframe to sign up for two years of additional non-security hot-fix support beyond the mainstream period of five-years has been removed. This means customers do not pay for extended support unless hot fixes are required. As always, security fixes are automatically extended to customers. With Software Assurance, faculty and staff can get up to speed quickly on new products, and IT professionals can keep up-to-date with the latest technical information and keep your institution moving forward with integration of current technology. These professionally-developed courses include streaming audio and video software demonstrations and animations. Offerings include: Desktop eLearning - Get training on different versions of Microsoft Office (including the various applications), Microsoft Windows, and more. Includes specific courses to help you migrate to a new version. Server eLearning - IT professionals can learn how to implement and administer Windows Server 2003, Windows Server 2000, Exchange Server, SQL Server and other Microsoft server products. For details on eligibility and provisions for each benefit, please refer to the Software Assurance Academic Customer Guide at .

And finally…. CASA 3.4 Academic Select 6.4 Charity Open
Available from MAY 16th Existing Agts will run for 120 days from launch Only a point change so the agreements are the same (no major chagne) Documents look a bit different, processing electronically and streamlined Renewals placed electronically for 3yr agts. Simply send to APOC to extend 1yr agt – if not continued coverage after 60 days then terminated Student select will introduce additional products Add products mid term SA Benefits increases with MSDN AA Student select extended to staff/faculty – via an amendment May see a change in eligible users but refer to the contracts Will conduct a con call shortly on the academic enhancements

Questions?

Enterprise Agreement Sales Cycle
April 2005 Robert Vogler National Licensing Manager

Agenda Enterprise Agreement & Subscription Agreement Basics
Basic Qualifying Steps Engagement Process Processing Checklist Resources Available

Enterprise Agreement & Subscription EA Basics

What is an Enterprise Agreement?
Microsoft’s premier perpetual software licensing program that allows our strategic customers to take advantage of the savings that can be realised through their commitment to standardisation and maintenance of software across their entire enterprise.

Product Offerings There is not such thing as a “license only” EA.
All EAs contain Software Assurance as a mandatory component There is not such thing as a “license only” EA. Platform Enterprise Products Chosen Enterprise Products must be ordered for all qualifying desktops Component or Platform EA Office Professional Windows Pro Upgrade Core CAL Desktop Professional = ALL of above Additional Products All other products that have coverage for Software Assurance are available as Additional Products. Qty of 1 or more can be ordered. Key points: No change in types of product offerings from 5.0 Enterprise products are products enrolled for every desktop; Additional Products do not have that requirement Two types Enterprise products Platform Enterprise products (Office Pro, Windows Pro Upgrade, BackOffice CAL) Non-platform Enterprise Products (Visio std & Project Central) An Enterprise Product license is one which a customer orders for all of their entity’s eligible desktops. Platform Enterprise Products are specifically the collection of products that make up the Microsoft platform: Windows desktop, Office, and Core CAL. A Non-platform Enterprise Product is one that is also standardized across all desktops, but it is not part of the Microsoft platform. As a result, it is not eligible for a platform discount, which is discussed in a later slide. The Non-platform Enterprise Product offerings for EA 6.0 are Visio Standard and Project Central. Additional Products are those products that a customer can order on their EA, but they don’t need to purchase them for all of their desktops. We’ll cover additional products in more detail in a few slides. All products ordered through an EA include the Software Assurance benefits for the term of the enrollment.

Enterprise Agreement 6 Features Benefits Savings on standardisation
Lower cost of ownership Additional products through the EA. Can be added at any time during term. Easier to manage licences under single agreement Fixed pricing for products added at signing for the term of the enrolment Increased budget certainty & price protection Load (previously ordered) software when you need it and report annually Easier deployment, simplified budgeting and administration. Annual payments Budgeting certainty, lower administration Software Assurance Membership All Software Assurance benefits entity-wide Access to evaluation copies of product Ensure that the product will fit your requirements prior to purchase Access to training copies of product Help to ensure that staff get maximum return on investment Local empowerment flexibility Ability to better tailor licensing solution to customer need key points: Major differences from 5.0 are: Lowering of desktop minimum from 500 desktops to 250 – let smaller companies get EA benefits Introduction of renewal EA pricing SA membership (automatic for EA customers) More direct relationship, through fee-based channel model in NA & EMEA Mapping of price levels to Select – discuss in a couple slides Term is still same – 3 years – but now consistent with Select Revamped additional products – align with Select, but recognizes EA investment Optional Premier Enterprise Enrollment integrates EA and support Licensing web services

What is a Subscription Enterprise Agreement?
Microsoft’s premier non-perpetual software licensing program that allows our strategic customers to take advantage of the savings that can be realised through their commitment and standardisation of software across their entire enterprise.

Enterprise Subscription Agreement
Feature Benefit Savings on standardisation Lower cost of ownership Additional products through the EA. Can be added at any time during term. Easier to manage licences under single agreement Fixed pricing for products added at signing for the term of the enrolment Increased budget certainty & price protection Load (previously ordered) software when you need it and report annually Easier deployment, simplified budgeting and administration. Annual payments Budgeting certainty, lower administration Software Assurance Membership All Software Assurance benefits entity-wide Access to evaluation copies of product Ensure that the product will fit your requirements prior to purchase Access to training copies of product Help to ensure that staff get maximum return on investment Annual reporting of quantities (up or down) Accommodates fluctuation in usage (acquisition/divestiture) Buy-out option Safety net at end of term/move to perpetual Local empowerment flexibility Ability to better tailor licensing solution to customer need

Matrix - EA/EA Subscription
Features EA EA Subscription Savings on standardisation Yes Additional products through the EA Fixed pricing for products added at signing for the term of the enrolment Load (previously ordered) software when you need it and report annually Yes (True Up) Flexibility to decrease quantities No Access to evaluation copies of product Access to training copies of product Buy-Out Option Not Applicable Perpetual Licence at end of term SA-only pricing from second term Not Applicable (no ownership) Local empowerment flexibility

Direct v Indirect Microsoft sells EAs through 2 distinct sales models in Australia Commercial EAs are all Direct Pricing is set by Microsoft Regional Sales (MRS) Customer Price Sheet Customer is invoiced by, and pays, MRS MRS pays channel partner a fee to provide licensing services Government EAs are Indirect Pricing is agreed between reseller (LAR) and customer Channel Price Sheet to LAR from MRS Customer is invoiced by, and pays, LAR LAR pays MRS and retains a margin

Basic Qualifying Steps

General Approach Lead with MS Technology Qualification first…Do NOT lead with Licensing. You need to be satisfied the customer has bought into our product value proposition before anything else. Do not try and put a square peg in a round hole Not all customers see the value in maintenance across their entire enterprise (even when SA Benefits are included) Software Assurance in key business areas thru Select may be a more appropriate approach. We will not sign up EAs at any cost Properly qualify a customer as an EA candidate before contemplating any further action (see next slides) Ensure the customer answers all the basic qualifying questions (positively) before proceeding down EA model Second guessing only leads to hard work and bad deals

Basic Qualifying Questions
Does the customer have > 250 PCs Minimum EA commitment is 250 PCS If all other qualifying questions are positive, customer may be good OPEN Value – Enterprise-wide Option candidate Can the customer commit to covering their entire enterprise with a/multiple Microsoft Platform product The more platform products the customer commits to, the stronger the candidate Can the customer commit to annual payments for an agreement term of minimum of three years If customer has difficulty with the 3yr term because of unpredictable growth, then a Subscription-based agreement may be more suitable Does the customer see the value of standardising on Office, Windows O/S, Core CAL, across their entire organization Fundamental: If the customer does not have a strong positive position on standardisation, then this customer is not a candidate for an EA.

Basic Qualifying Questions (Cont.)
Does the customer believe IT play a critical role in the success and competitive advantage of the business. Customer may only see IT as a necessary evil and only be looking at ways to cut purchasing costs. Typically only value they will see is to push for lowest price. Does the customer see the value in staying current Fundamental: As a key component to EA is maintenance, if customer does not see value in being at latest version of technology, this is not an EA candidate EAs should not be viewed as the cheapest way to get to the next scheduled version, with a view to then ceasing coverage. Does your primary customer contact make a signed commitment on behalf of the customer Organisation Fundamental: If not, then seek out the key authority and re-qualify the questions above Does your customer have adequate budget for the initial annual payment if an EA is signed. Potentially a negotiation consideration. Customer cannot defer annual payments…so flexible payment plan needs to be considered and factored into overall list of concessions. Need to call this out as early as possible in the sales cycle.

Further Qualifying/Prioritisation Questions
Does customer find it license/Software Asset Management difficult Explain key EA features of simplification, and ease of license administration/tracking Does the customer have/had issues of non-compliance An EA can be a good mechanism for a customer to “finance” their way out of a major compliance issue Is there strong growth/deployment potential over the next 3-5 years EA Offers predictable annual payment and true-up schemes for high growth customers Ability to deploy covered products immediately, and pay for any incremental copies at anniversary Does the customer have a centralised purchasing model Key question to influence final structure of EA and potential length of sales cycle. Centralised purchasing model is best Decentralised model introduces, fragmentation of EA deal, as different divisions want different components (or not at all). Requires more effort (longer sales cycle), and greater risk of one division derailing the whole EA concept

Further Qualifying/Prioritisation Questions (cont.)
Clearly identify customer’s key EA value hot-buttons to determine strength of EA potential: Access to most recent versions of Platform (and Additional products) Access to Software Assurance Benefits elements (prioritise actual components the customer sees value in) Lower Total Cost of Ownership Reduced risk of non-compliance Simplified License tracking Simplified Budgetary Planning Facilitation of long-term relationship with MS Pricing

Engagement Process

Engagement Principles
The Licensing Partner should be engaged early in Sales Cycle To provide background licensing information To develop Select vs EA comparison models Jointly develop licensing value proposition Engage Licensing Specialists only when customisation is necessary Include SA Benefits messaging in every engagement As a minimum, build core Services into every deal upfront Identify key stakeholders and key road blocks Develop EA Evaluation Plan

Sample EA Evaluation Plan
Event Date Go/No Go Action Customer to select LAR/ESA 27 Aug Customer Complete Credit Application & send for approval * Have legal review Microsoft agreements 3 Sept Finalise Products & Quantities Customer/ ESA Generate Preliminary Customer Price Sheet for review 6 Sept MS Finalise Customer Price Sheet 8 Sept Generate amendments (start date, SA, underlying Lic) Fill out Agreement paperwork 10 Sept MS/ESA Sign agreements & amendments Raise PO on MS Regional Sales Submit paperwork to MS Sydney for Review 15 Sept

Engagement Gotchya’s! Identify and engage with the key decision-makers in the business as early as possible. Are any major decision makers/influencers going to be absent during the negotiations? Identify and build into lifecycle timeline Does this deal require Board-Level Approval? Identify board meeting schedule, and key customer advocate who will present to Board Are there any customer re-organisations being rumoured/threatened Incorporate into negotiation strategy Is the licensing partner in synch with account team strategy, or is there a potential for each to be offering a different licensing model

Negotiation Checklist

EA Negotiation Principles
Get all requests/concessions out on the table before we start to negotiate Negotiate the T&Cs at the same time as the financials Develop a negotiation strategy in conjunction with Licensing Specialist before committing to any concessions You must be convinced of the importance of the requested concession before engaging the Licensing team Don’t just be a pass-thru mechanism for the customer wish-list Ensure MS Account Team supports your negotiation strategy Always look to counter a price concession request with a value argument Follow “Give & Get” approach Do not devalue a concession by not getting something in return “We’ll get the deal if we give this” = Wrong Answer Remember: The Licensing Specialist is prepared to walk away from the EA if they believe it is a bad deal for Microsoft. Consider; Long-term effects, Precedence

Agreement Structure

Enterprise Agreement Contracts
Microsoft Business Agreement (MBA) Master Ts & Cs for all subsidiary contracts. Evergreen. Only needs to be signed once. Government EAs use GITC in place of MBA Enterprise Agreement Program Rules Enterprise Enrolment Defining the Enterprise - who’s in and who’s out Product Selection and Pricing (indirect) Independent 3 year term Supply Agreement (Direct only) Product Selection and Pricing Enterprise Subscription Agreement Program Rules Enterprise Subscription Enrolment Defining the Enterprise - who’s in and who’s out Product Selection and Pricing (indirect) Independent 3 year term Supply Agreement (Direct only) Product Selection and Pricing Amendments Any of the above contracts may have a separate amendment to alter specific Ts & Cs

Microsoft Operations Pte Ltd Microsoft Regional Sales
Contracting Entities Microsoft Operations Pte Ltd Regional licensor of Microsoft products. Microsoft Regional Sales Regional distributor of Microsoft Products. Microsoft Institute Pty Ltd Australian company who licenses and distributes Federal Government EA licences.

Microsoft Operations (MO)
Regional licensor of all Microsoft products Commercial customers enter contracts with MO for the right to use MS software MBA Enterprise Agreement Enterprise Enrolment Enterprise Subscription Agreement Enterprise Subscription Enrolment Select Agreement Select Enrolment

Microsoft Regional Sales (MRS)
Regional distributor of all Microsoft products Commercial customers enter contracts with MRS for the supply of products and media Enterprise Supply Agreement Customer Price Sheet Large Account Resellers pay MRS for all Indirect agreement licences State and Local Government EAs Legacy commercial indirect EAs Via Channel Price Sheet Select

Microsoft Institute Pty Ltd (MSI)
Australian company set up to license and distribute Federal Government EA licences. Fed Govt customers enter contracts with MSI for the right to use, as well as the supply of, the software GITC Enterprise Agreement Enterprise Enrolment Enterprise Subscription Agreement Enterprise Subscription Enrolment Large Account Resellers pay MSI for Fed Govt EAs Via CPS

Processing Checklists

Contract Hierarchy (Direct)

Enterprise Agreement (Direct)
MBA active? If not, new MBA v6.3 will need to be signed. Most commercial customers should have MBAs by now. Credit Application Approved by MRS and SAP account established? Account Profile document required if customer refuses to release financial results or other information Enterprise Agreement v6.3 EA 6.3 caters for both Direct and Indirect enrolments Enterprise Enrolment v6.3 (Direct) Designate previous enrolment number if SA-only renewal Supply Agreement (per enrolment) v6.3 Customer Price Sheet (CPS) Attachment to Supply Agreement Signed by Customer Customer Purchase Order Must match CPS Made out to MRS 2 original copies of all contracts must be provided

Enterprise Subscription Agreement (Direct)
MBA active? If not, new MBA v6.3 will need to be signed. Most commercial customers should have MBAs by now. Credit Application Approved by MRS and SAP account established? Account Profile document required if customer refuses to release financial results or other information Enterprise Subscription Agreement v6.3 EA Subscription 6.3 caters for both Direct and Indirect enrolments Enterprise Subscription Enrolment v6.3 (Direct) Supply Agreement (per enrolment) v6.3 Customer Price Sheet (CPS) Attachment to Supply Agreement Signed by Customer Customer Purchase Order Must match CPS Made out to MRS 2 original copies of all contracts must be provided

Contract Hierarchy – Government (Indirect)

Enterprise Agreement (Indirect) - State & Local Government (except Sth Aust)
GITC active and current? GITC agreements have set time spans. Enterprise Agreement v6.x active and current? Government agencies may be able to enrol under Whole of Government Master Each State government has own negotiated Enterprise Agreement version linked to GITC. Enterprise Enrolment – v6.1 (Indirect) Designate previous enrolment number if SA-only renewal Use standard indirect enrolment (no specific government enrolments) Enterprise Enrolment Amendment v6.x (Indirect) Sets pricing to Local Government level D Channel Price Sheet (CPS) Signed by LAR LAR Purchase Order Must match CPS Made out to MRS 2 original copies of all contracts must be provided

Enterprise Subscription Agreement (Indirect) - State & Local Government (except Sth Aust)
GITC active and current? GITC agreements have set time spans. Enterprise Subscription Agreement v6.x active and current? Government agencies may be able to enrol under Whole of Government Master (if signed) Each State government has own negotiated Enterprise Subscription Agreement version linked to GITC. Enterprise Subscription Enrolment – Indirect V6.1 (indirect) Designate previous enrolment number if SA-only renewal Use standard indirect enrolment (no specific government enrolments) Enterprise Subscription Enrolment Amendment v6.x (Indirect) Sets pricing to Local Government level D Channel Price Sheet (CPS) Signed by LAR LAR Purchase Order Must match CPS Made out to MRS 2 original copies of all contracts must be provided

Enterprise Agreement – Federal Government (Indirect)
VSS active and current? VSS-2 agreement has set time span. Enterprise Agreement – v6.0 (Indirect) VSS Each Government agencies tends to sign its own EA Federal Government EA has VSS-2 Footer. Employee-count amendment if required Enterprise Enrolment – v6.1 (Indirect) Designate previous enrolment number if SA-only renewal Use Federal Government VSS-2 specific enrolment Specific Employee-count v6.1 (Indirect) VSS enrolment Channel Price Sheet (CPS) Signed by LAR LAR Purchase Order Must match CPS Made out to MRS 2 original copies of all contracts must be provided

Enterprise Subscription Agreement – Federal Government (Indirect)
VSS active and current? VSS-2 agreement has set time span. Enterprise Agreement – v6.0 (Indirect) VSS Each Government agencies tends to sign its own EA Federal Government Subscription EA has VSS-2 Footer Employee-count amendment if required Enterprise Subscription Enrolment – v6.1 (Indirect) Designate previous enrolment number if SA-only renewal Use Federal Government VSS-2 specific enrolment Specific Employee-count v6.1 (Indirect) VSS Enrolment Channel Price Sheet (CPS) Signed by LAR LAR Purchase Order Must match CPS Made out to MRS 2 original copies of all contracts must be provided

Resources Available

Resources Available (cont)
Current PUR Current Product List SA Benefits Licensing Briefs: Product Licensing Web “PL Web” (available soon) Searchable by product Aggregates PUR, Product List and Licensing Briefs Product Licensing Summary Archived PUR

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Microsoft 101 Training for Large Account Resellers

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