Academic Licensing Overview

Topics

• • • • • •

Microsoft Partner Opportunities SPLA Update ISVR Update Transactional Programs

• •

Academic Licensing Portfolio EES Program Overview

•

The Breadth Opportunity Office 365 in Education Sales Tools & Resources

Partner Opportunities

Partner Hosting Services Integrated Software Solutions Transactional Volume Licensing Microsoft Confidential – For Partner Use Only

SERVICES PROVIDER LICENSE AGREEMENT - SPLA

SPLA Program Overview

With the Services Provider License Agreement (SPLA) Program, service providers can license Microsoft products on a monthly basis during a three-year agreement term to provide software services and hosted applications to your customers.

Monthly reporting and payment based on use SPLA makes offering software services simple because you, not the customer, are the licensee.

• • • • •

Key Program Benefits

No up-front costs; pay as you go and pay for only what was available for customers to use during the previous month Deliver customized services in dedicated or shared hosting environment Access to most current Microsoft products Test and evaluate products for 90 days Academic pricing for qualified edu users

Wide Selection of Products Available

Windows Server operating system Microsoft SQL Server Microsoft Dynamics business software Microsoft Office SharePoint Server Microsoft Exchange Server Microsoft Exchange Hosted Services Microsoft System Center Microsoft Office …………….. and more Microsoft Confidential – For Partner Use Only

Highlights for FY13

Latest Resources

• • No SPLA contract refresh in 2012 Latest SQL 2012 sales support materials available on MPN at: https://partner.microsoft.com

Product Launches

• • • SQL 2012 launched April 2012 Windows Server 2012 coming soon Next wave of Office, SharePoint, Exchange, Lync coming in Fall 2012

Hosting Office License Mobility

• • Hosting Office is now available by licensing the full solution stack: Win Server + RDS + Office See licensing brief on MPN for details • • Allows customers to extend current VL investments to the cloud.

Allows Service Providers to streamline sales motion & offer shared infrastructure hosting Microsoft Confidential – For Partner Use Only

Flexible Licensing Options for the Cloud

Customers can move to the cloud at their own pace Providers can capture partner cloud opportunity

Value to Customers

• • • • Single license transaction at best available price (5 to 50,000+ FTE) Move licensing freely across deployment options Better planning and faster deployment or expansion with Partner as SME Access to cloud benefit for academic breadth customers

Value to Server Providers

• • • Reduced data center infrastructure cost to host customer apps Streamlined service selling motion as licensing is removed as a hurdle Business growth in new cloud service capabilities Microsoft Confidential – For Partner Use Only

INDEPENDENT SOFTWARE VENDOR (ISV) ROYALTY LICENSING PROGRAM

ISV Royalty Program Overview

The Microsoft ISV Royalty Licensing (ISV Royalty) Program offers ISVs a convenient way to license Microsoft® Products and integrate them into a software business application. The ISV Royalty Program is not a reseller program, but one that grants ISVs the rights to license Products as part of a Unified Solution.

What is a Unified Solution?

A software product that you license to end users that… Includes one or more Microsoft Products and… Can include third party software and… Adds significant and primary functionality to the Products.

To Participate in ISVR Direct Program:

Commit to a minimum of U.S. $300,000 in revenue to Microsoft over the three year agreement term, plus other requirements

To Participate: in ISVR Indirect Program:

No minimum revenue commitment Work through authorized Distributors to sign up for the program, monthly reporting, etc. Microsoft Confidential – For Partner Use Only

Partner Opportunity

Ability to deliver a total solution

Offer a single resource for your users and avoid software deployment delays

Extended product life cycle

After Microsoft releases a new version of a Product, you can sell licenses for the previous version as integrated in your value-added business solution for up to 24 additional months

Potential revenue increases

You can redistribute Microsoft licenses and Embedded Maintenance upgrade coverage with your solution to provide an additional revenue stream for potential profit Microsoft Confidential – For Partner Use Only

Opportunities with academic end users

You can offer licenses with special academic pricing to qualified academic end users

Potential cost reductions

Opportunity to cut costs for goods sold by allowing you to preconfigure your installation with Products. You may be able to reduce installation, configuration, update, and support costs

One organization-wide agreement

You can include affiliates associated with your organizations under one agreement

Highlights for FY13

New Product Launches

• • SQL 2012 launched April 2012 Next wave of Office, SharePoint, Exchange, Lync coming in Fall 2012

Contract & Materials Refresh

• • No ISVR contract refresh in 2012 Program support materials lightly updated – get the latest on MPN

ISVR Indirect for new ISVs

• • • • Easy to participate for new ISVs No minimum revenue requirement No Microsoft Managed Account requirement Work through your distributor

New Self Hosting Use Rights

• • • To provide your Unified Solution as a hosted service Option to license through SPLA or license required software through a VL agreement See licensing brief on MPN for details • • • ISVR Licensing Program guide ISVR Licensing Program success stories ISVR product list Microsoft Confidential – For Partner Use Only

TRANSACTIONAL LICENSING

Microsoft Confidential – For Partner Use Only

MSFT Academic Volume Licensing

Select Plus EES

Customer size

Open OVS-ES

Perpetual Offerings Subscription Offerings * School Enrollment subscription offering also available for primary/secondary institutions Microsoft Confidential – For Partner Use Only

How we go to Market Transactional Channel View Microsoft Large Account Reseller (LAR) Distributor End Customer

Authorized Education Reseller (AER) Microsoft Confidential – For Partner Use Only

Subscription v. Transactional Licensing

SUBSCRIPTION TRANSACTIONAL • • • • Annual licenses permit use during specified term Software Assurance included Always licensed for most current version Annual count and payment for desktop platform products • • • Perpetual licenses permit use of specific version for any length of time (customer owns license) Software Assurance optional Pay-as-you-go ENROLLMENT FOR EDUCATION SOLUTIONS (AND THROUGH OVS-ES) Microsoft Confidential – For Partner Use Only OPEN LICENSE FOR ACADEMIC

EES: Single Offering – Two Contracts

EES

(CASA + Enrollment for Education Solutions)

Common Features & Benefits

1,000 FTE +

OVS-ES

(Open Value Subscription - Education Solutions) 5 FTE + Microsoft Confidential – For Partner Use Only

Key Benefits of Subscription

Easy Compliance

Count employees once per year and you’re fully covered for desktop platform products licensed.

Lower Total Cost of Ownership (TCO)

Maximize the value of your investment with access to current technology, Work at Home (WAH) rights, student licensing, evaluation rights, Software Assurance, and more.

Customized Solutions

Add additional products, either institution-wide, departmental-wide, or for individual devices at any time.

Simplified Administration & Asset Management

Subscription licensing eliminates need to track licenses of the selected desktop platform products on every PC.

Easily track and manage software assets with self service online tools VLSC

Cloud on Your Terms Flexible Access with Win 8

Free access to Office 365 Plan 2 through the Microsoft Online Subscription Program (MOSP) available at www.office365.com

to your customers.

. Coming Soon: Office 365 Open so you can sell directly Flexible access with Windows 8 Roaming Rights, Windows to Go, Windows Virtual Desktop Access (VDA) Microsoft Confidential – For Partner Use Only

Desktop Platform Product Options

Professional Desktop Platform Suite Enterprise Desktop Platform Suite

• • • Above desktop platform products (DPPs) must be licensed organization-wide based on FTE employee count and may be licensed individually or in the Desktop suite.

Individual CAL Suite components are not desktop platform products, but must be licensed organization-wide.

Add the Microsoft Desktop Optimization Pack (MDOP) for Software Assurance as part of your Professional Desktop Platform Suite or Enterprise Desktop Platform Suite.

Microsoft Confidential – For Partner Use Only

Additional Software Products

A broad selection of software and services are available as additional products and may be licensed by individual licenses in any quantity. Qualifying products include: • • • • Desktop applications Client Access Licenses (CALs) Server products Microsoft IT Academy http://www.microsoftvolumelicensing.com/userights/PL.aspx

Licensing Made Simple

Academic Open/ Select Plus EES/ OVS-ES Office 365

(and Office 365 Open coming soon)

DreamSpark

Microsoft Confidential – For Partner Use Only

Adding More Value to EES

DREAMSARPK Depth

Education Server Platform (ESP) FREE & FEE

DEV TOOLS

STUDENT

OPTION

With free software download

SALES

READINESS

TOOLS Breadth

UP TO DATE DISCOUNT

Office 365 for Education

Cloud versions of our most trusted communications and collaboration products

Free Plan A2

through EES and www.office365.com

Microsoft Confidential – For Partner Use Only

The SMB Opportunity

Depth

ANNUITY

Worldwide

ANNUITY

Breadth

ANNUITY

Higher Ed

ANNUITY

Primary / Secondary

ANNUITY Microsoft Confidential – For Partner Use Only

The Subscription Opportunity with Win 8 and Office 2013

• • • This important Win 8 launch together with the upcoming Office 2013 launch poses ripe opportunity to grow your subscription business.

New launches pose decision point for customers: purchase more perpetual licenses or switch to subscription.

Sell the benefits of subscription to drive net new annuity business.

• SHORT WINDOW of best opportunity before Win 8 and Office 15 launch to take advantage of UTD discount as it applies to latest (N) or previous version (N-1) Microsoft Confidential – For Partner Use Only

Acquiring Coverage via OVS-ES

Open Value Subscription for Education Solutions (OVS-ES) eAgreement

Automates & expedites deal processing Lowering operational costs

Provides real-time validation Ability to create multiple agreements at the same time Multiple stakeholders (e.g. “creator” versus “submitter”) Ability to attach documents Microsoft Confidential – For Partner Use Only

OFFICE 365 IN EDUCATION

Office 365 Academic Plans

Available to your Customers through www.office365.com

Free!

Exchange Online Plan 2 Exchange Online Plan 1 for Alumni Exchange Online Archiving Office Web Apps with SharePoint Online Plan 2 SharePoint Online Extra Storage Lync Online Plan 3 Office Pro Plus Subscription Microsoft Confidential – For Partner Use Only Customers can order via

Microsoft Online Subscription Program www.office365.com

Selling with the Cloud

Free A2 helps you broaden your sales offerings so you can sell in more services, drive ongoing management business, and reinforce your trusted advisor role.

Managed Services (

ongoing management & monitoring)

Cloud Migration Services

(data, email, contacts, 3 rd party apps)

Customized Solution Development Integration & Support Services

(AD, user account creation, testing) Free A2 Sell in more services to support customer’s move to the cloud.

Drive ongoing annuity revenue with monitoring and management services Reinforce your trusted advisor role: help customers evaluate and plan for the cloud.

Direct customers to

www.office365.com

to get free A2 and other O365 services.

Microsoft Confidential – For Partner Use Only

Office Web Apps for Students and Parents Office Web Apps

When customers license Office 2010 and SharePoint Server 2010 CAL (Enterprise or Standard) for faculty/staff organization-wide, the customer’s students and their parents may use Office Web Applications at no charge for educational purposes.

Bringing the Best Productivity Experience to the Browser Microsoft Confidential – For Partner Use Only

RESOURCES FOR PARTNERS

Resources

www.mepn.com

Sales & Marketing Resources for AERs, Distis Licensing and Product Marketing Resources AER Portal https://aer.microsoft.com/aer New Win 8 Education Sales app coming to Windows Store soon!

Education Sales Tools

https://www.mseducommunity.com/Resources/salestools Windows phone app Windows 7 Phone app alerts you to the latest news, customer ready content, and sales & marketing resources as they become available education sales gadget The desktop gadget gives you easy access to education-related sales, licensing, and marketing resources and training right from your desktop education sales playbook Identify sales opportunities based on a customer’s profile (new to advanced) and connect to related sales resources and training. Microsoft Confidential – For Partner Use Only

appendix

Student Option

Organizations may license selected products for use by their students on a personally-owned or an institution-owned computer designated for the student’s exclusive use.

How Student Option Works:

• All products under Student Option must be licensed for 100% of the students within the defined organization, based on student FTE.

• • Student-only enrollments must meet the 5 Student FTE minimum (through AER) and include at least one Desktop Platform Product.

Student Option software enjoys free Electronic Software Distribution (ESD) Full-time students Part-time students  3 Total FTE students

Free Electronic Delivery

Fulfillment of Student Option software is now free through Electronic Software Download. ESD eliminates the burden of managing and distributing physical media. Note: Although not free, ESD is also available for WAH software

Students in the Cloud

Give students the power of the cloud with the free plan A2 available through MOSP.

*Office Professional Plus Subscription is also a DPP, however, unlike other DDPs which are licensed based on the FTE students, it requires a User Subscription License (USL) for each individual student organization-wide. Microsoft Confidential – For Partner Use Only

Sparking a Revolution

Microsoft DreamSpark

www.dreamspark.com

MSDNAA Designer is now

• • • • • Free online DreamSpark subscription available to academic subscription customers for instructional purposes only Outfit your labs with the latest Microsoft developer, design, and server tools to support personal or in class learning for students and educators Excludes Windows Operating System & Office.

Updated EULA clarifies use rights.

DreamSpark Premium subscription is also available for qualifying Higher Education STEM departments for instructional use only.

Microsoft Confidential – For Partner Use Only

Microsoft IT Academy Program

Empowers academic institutions to help students realize their skills and career potential through relevant, high-quality training programs.

Educators want Students want Microsoft Confidential – For Partner Use Only

EES Opportunity for Distis and AERs

Simplified Sales Motion

• One set of program rules, versus multiple guidelines makes it easier for Partners to sell • One e-Agreement for both K-12 and higher education, leaving fewer contracts to manage • Device count of School enrollment is outdated, FTE count better fits the academic market today • Simplified contract reduces the complexity for both customers and partners

Competitive Advantage of the Offering

• Program features (e.g. FTE counting) present new opportunities to combat competitive threats • The Education Desktop offers the best of breed productivity software in a single easy-to-order SKU • Licensing options cover spectrum of customers, enabling Partners to go after new accounts • Up-to-Date Discount helps you drive annuity

Deepen the Customer Relationship

• Full integration of Live@edu within the offering • Enhance the value of EES with the free* Office 365 A2 Plan available to OVS-ES agreement customers through the Microsoft Online Services Program (www.office365.com) *No license fee; doesn’t include deployment or support costs associated with the service.

Microsoft Confidential – For Partner Use Only

Qualifying with On-Premises Software

Define the Org

Entire institution with or without affiliates department, school site or other defined user grouping

Count FTE Employees and/or Students

•Calculations factor in full time/part-time •Minimum of 5

FTE to qualify* License at Least One DPP Org Wide

Tiered pricing on Desktop Platform Products

Choose Additional Products

Available org wide or in specific quantities

Add Student Option

Extend software licensing to students * Customers with 5+ FTE can participate in EES using the OVE-ES contract through the Disti + Reseller channel. Customers with 1,000 + FTE may instead license through a LAR by signing the CASA+EES contract. Microsoft Confidential – For Partner Use Only