1. Managing the Enterprise Agreement for Success
T-36 Lifecycle Management
Craig Martyn
Enterprise Licensing Manager
Microsoft Australia
Danny Beck
Licensing Marketing Manager
Microsoft Australia

2. THE FIRST YEAR

3. THE SECOND YEAR

4. THE THIRD YEAR

5. T-36 game plan

6. What is t-36?
T-36 is the proactive Customer engagement process to take a long-term view of the account and creates a disciplined approach to maximizing customer value in their relationship with Microsoft and ensuring EA renewal
Benefit to Customers:
Realize Value in their Investment in Annuity agreement
Proactive post-sales engagement by Microsoft to elevate relationship to trusted advisor
Benefit to Microsoft:
Build Better Customer Relationships
Increase CPE
Drive One Microsoft (Services / EPG / Partner)
Increase customer adoption cycle of current MS technology and drive standardization
Predictable sales execution
Accelerate Revenue Growth
Drive higher EA renewal rates, TU’s
Greater accountability

7. Plan for value through Deployment
Account planning
Customer Pain Points
Competition
Existing Infrastructure
Buying Cycle
Relationship coverage
Build Knowledge
State of Deployment
Deployment Blockers
Potential Issues
Exec Support
Plan for value through Deployment
Develop Account Team
Develop and leverage the Microsoft Resources (people / IP)
Determine Partners at play
Use MLS to ensure customer knows their current MS portfolio
Use EBR’s to ensure customer, partner, MS alignment
Drive Engagement

8. Executive business reviews
Set the engagement rhythm
Develop deployment plans
Activate and consume their SA benefits
Focus on active up-selling
Year 1
Review EBR plans
Discuss value delivered
Drive IO opportunities, POC’s, Projects
Discuss usage baseline and deployment status
Year 2
Demonstrate accumulated business value
Renewal EA with minimal discounts and concessions
Focus on up-selling / cross-selling
Year 3

9. Infrastructure optimization
BASIC
STANDARDIZED
RATIONALIZED
DYNAMIC

10. Infrastructure Optimization
Costs
Infrastructure Optimization
Managed and
consolidated IT
Infrastructure
with maximum
automation
Fully automated
management,
dynamic resource
Usage , business
linked SLA’s
Managed IT
Infrastructure
with limited
automation
Uncoordinated, manual
infrastructure
More Efficient Cost Center
Business Enabler
Strategic Asset
Cost Center
Manage complexity & Achieve Agility

11. Infrastructure optimization
People Ready Message
Tell the Microsoft Story
Leverage IO capabilities
Define growth strategy in the account
Build the A/C Plan
Demonstrate the benefits of an Optimized Infrastructure
User the Alinean ROI tool
Identify partners who can deliver and support solutions
Work with MS Partner Team Unit
Engage a Partner
Follow best practice deployment methodology
Establish deployment plan including milestones
Report deployment data to Microsoft
Establish the Deployment Plan

12. TRUE UP GUIDANCE True Up is a yearly check point for YoY growth
Customers can use software anytime during the year
True Up saves time through simple, consolidated and annual order
Pricing set at the contract signing
Minimum one True Up order per year (multiple orders accepted)

13. TRUE UP GUIDANCE Review the customer CPS
Know the desktop configuration as defined by the EA
Review customer annual report and have an idea of YoY employee growth
MS a/c team and LAR keep in regular contact
Ensure customer has a clear understanding of qualified desktops
Focus on potential step-up SKU’s
Office Pro to Enterprise
Core CAL to ECAL
Upsell to Platform EA including MDOP
Upsell additional technologies (Server, CAL’s, MSDN, TechNet)

14. Software assurance guidance
Comprehensive maintenance offering (more than just upgrades!)
More than 15 types of benefits providing a range of services
Stay current
Budget predictability
Peace of mind
Maximize staff capabilities
5 Step Process
Benefits must be ACTIVATED
And then consumed……
Plan
Deploy
Use
Maintain
Transition

15. Software assurance benefits
Customer Concerns
Software Assurance Benefit
How SA Benefits Helps
Cost and complexity of deployment
Planning Services (DDPS, SDPS, EDPS, BVPS)
Provides customers with pre-defined consulting services to develop a deployment plan
Getting value from legacy systems
Windows Fundamentals for Legacy PC’s
Minimal OS based on WinXP SP2 – use old hardware without compromising security and management
Training Employees
Training Vouchers, E-Learning
Help employees get up to speed with MS technology
Budget Unpredictability
Spead Payments
Spread the cost of purchasing over 3 year agreement

16. SA benefits – Plan phase
Customer Goals
SA Benefit
Customer Value
Budget Predictability
Control & Manage IT costs
Align IT investment with latest products
New Version Rights
Lower operating expenses such as technical support, deployment costs. Easy license management
Spread Payments
Lower initial cash outlay and predictable budgeting for 3 years
Plan
Deploy
Use
Maintain
Transition

17. SA BENEFITS – DEPLOY PHASE
Customer Goals
SA Benefits
Customer Value
Maximize value through deployment
Reduce cost and complexity of deployment
Automate deployment
Increase productivity of IT staff
Desktop Deployment Planning Services (DDPS)
Reduce cost & complexity of deployment delivered by certified partner
Information Worker Planning Services (SDSP, EDPS)
Windows Pre-Installation Environment (WinPE)
IT Productivity through powerful preparation tools for OS deployment and maintenance
Plan
Deploy
Use
Maintain
Transition

18. Sa benefits – use phase Customer Goals SA Benefit Customer Value
Improve worker productivity
Enhance employee skills and knowledge
Windows 7 Enterprise
Additional security, management and IT efficiency
SA Training Vouchers
IT Pro skills development, improve productivity and lower support costs
E-Learning
End User training, reduce employee training costs, increase productivity
Employee Purchase Plan
Staff satisfaction and ability to work from home
Home Use Rights
Improve employee productivity
Plan
Deploy
Use
Maintain
Transition

19. Sa benefits – maintain phase
Customer Goals
SA Benefits
Customer Value
Technical Support
IT Best Practice
Issue Resolution
24/7 Problem Resolution
Reduce downtime and lower support costs
TechNet Subscription
Savings on media and improved technical knowledge and support
Corporate Error Reporting
Enables IT staff productivity reducing downtime and problem resolution
Cold Back up for Disaster Recovery
Save on the full cost of a license for additional servers
Plan
Deploy
Use
Maintain
Transition

20. Sa benefits – transition phase
Customer Goals
SA Benefits
Customer Value
Support while upgrading
Operate effectively in a mixed environment
Support for legacy systems
Smooth the transition to new releases
Windows Fundamentals for Legacy PC’s
Delay hardware upgrades (cash flow savings), save on support costs, improve productivity and security
Plan
Deploy
Use
Maintain
Transition

21. new sa benefits (July 1, 2010) Windows Client Office, Visio, Project
Virtual desktop access (VDA) rights
Extended roaming rights for primary user to access virtual desktop from outside of the corporate network
Device license: Windows SA lapse means new PCs cannot be upgraded to Windows Enterprise
New roaming rights operating in virtual environments
Rights grant single, primary users of a licensed device to remote into their Office desktop from an off-premise, 3rd party device
Customers who have Windows SA and VDA are not eligible for Office Roaming Use rights unless they have active SA on Office.

22. Software asset management (SAM)
Manage and control software acquisitions throughout the software lifecycle
SAM ISO ( ) describes international principles of SAM
It’s about knowing what software you have, where it is deployed, version control, and how organization change affects software management
SAM benefits customers, LAR and Microsoft
Compliance
Knowledge and control
Cost reduction
Increased security
SAM is NOT about up-sell!

23. Software asset management (SAM)
SAM strategy supports T-36 as part of every account plan
SAM provides customers with
Better acquisition strategy
Better implementation and management controls
Software lifecycle process

24. T-18 EA RENEWAL ENGAGEMENT
Step 1: Monitor all EA’s within 18 months
Ensure deployment projects on track
Ensure tight alignment between MS , LAR and partners
Report status updates to all stakeholders
Leverage T-36 Playbook as best practice
Step 2: Conduct EA value briefing no later than 12 months from renewal
Discuss existing EA and focus on renewal benefits
Step 3: Start working with LAR and LSS team on right price structure (target and floor)
Structural – macro factors, industry, competition
Adoption – deployment programs
Prior EA – understand customers attitude to their existing EA
Alternatives – What else might the customer decided to do?
Non Price Concessions – other than price, what other concessions might interest the customer?
Relationship – status and does the customer consider MS a trusted advisor?
Step 4: Pricing Strategy

25. T-18 EA RENEWAL ENGAGEMENT
Step 5: Ensure all EA documentation is up to date
Know the CPS and existing discounts
Any special considerations
Licensing changes over the past 3 years
Step 6: Build all up EA proposal
Understand customer needs
Business Value of MS technology
EA value proposition
SA Benefits and consumption plan
Net cost of the EA v business value
Services Offerings
Partner Offerings

26. What is a platform ea? Windows Client OS Office System Core CAL / ECAL
MDOP

27. Windows client / MDOP
Windows OEM v Volume Licensing is an important discussion during the EA negotiations
Many EA’s do not include Windows Client OS
Value proposition has improved significantly during the past 3 years
Windows 7 Enterprise Edition
Rights to MDOP subscription
Virtual desktop access (VDA) rights
Extended roaming rights for primary user to access virtual desktop from outside of the corporate network
Device license: Windows SA lapse means new PCs cannot be upgraded to Windows Enterprise
MDOP Subscription helps secure Windows Client OS
POC’s available in FY11 to drive EA attach

28. Microsoft desktop optimization pack
MDOP includes several technologies
Application Virtualization
Microsoft Enterprise Desktop Virtualization
Advanced Group Policy Management (AGPM)
Disaster and Recovery Toolkit (DaRT)
Asset Inventory Services (AIS)
Desktop Error Monitoring (DEM)
Subscription offering tied to Windows Client SA
Products cannot be purchased individually

29. Office system
Majority of EA’s include Microsoft Office (usually 50% of EA revenue)
Office is considered the most “at risk” component to most renewing EA’s
Deployment of Office is CRITICAL to keeping Office in the deal
New Licensing Benefits to keep office relevant
New roaming rights operating in virtual environments
Rights grant single, primary users of a licensed device to remote into their Office desktop from an off-premise, 3rd party device
Customers who have Windows SA and VDA are not eligible for Office Roaming Use rights unless they have active SA on Office.

30. Key take away’s Know the customer Have a detail account plan
Know the product deployment status
Set and review customer conditions of satisfaction
Know the Programs
SA benefits consumption
True Up Obligations
Engage with the product groups
Early Preparation
Start renewal process 18 months out
Ensure LAR, SI and MS are aligned
Understand potential road blocks

31. T-36 Lifecycle Management
Thank you
T-36 Lifecycle Management