Platinum Sponsor
Kevin SuckowSoftwareONE, Inc
How to Optimize your Microsoft Investments
without Hurting Yourself
Microsoft Licensing Seminar, New York, October 21st 2015
Platinum Sponsor
Microsoft Investment Challenges
• Microsoft 2015 product releases makesgood argument for non-renewal BUT manyproduct rights needed for mobility andvirtualization requires active Software Assurance.
• Microsoft very aggressive with Office365,Azure, and other cloud offerings even for customers with no cloud strategy / plans
• All or Nothing thinking.
• Fear. Customers often fear being audited or cost of rebuying licenses.
• Administration. Maximizing cost optimization often increases administration.
Microsoft Licensing Seminar, New York, October 21st 2015
Immediate Short Term Midterm
Microsoft Licensing Workstream (T-11 Months)
Commercial Analysis
Demand Management – Microsoft Strategy Workshops
Future DesktopFuture
Workplace Services
Future Datacenter
Business Discovery
ProcurementSAM
IT
Ongoing
Contract Design
License Entitlement
License AssetsSoftware Discovery
Discovery and Asset Performance – SAM ServicesInfrastructure
DiscoveryOptimum Asset
Assignment
Contract Execution
Operations Process
Technology Validation – Technology Solutions Division
Solution Design Implementation Planning
Solution Assessment
Microsoft Roadmap
Negotiation
Toolset Evaluation Risk Profile
Software Lifecycle
Assessment
Discovery and Asset Performance – SAM Services
Deployment
ROI Execution
Additional license
Purchases
License Lifecycle Management
Platinum Sponsor
How to Optimize Microsoft spend
• SQL• Understand SQL Licensing In-Depth• Physical vs Virtual instances• Standard vs Enterprise assessment• Cluster / Failover architecture
• Office365 • Are/When you going to Office365?• What features are needed & when?• User profiling• Add-on vs USL License Types
• Office • Standard vs Pro assessment• Do you need Roaming Use Rights?• Do you need Office Mobile?• Office Web Apps?
• Windows Desktop O/S• Using Enterprise Edition or MDOP
features? • Roaming use rights – VDI not server session virtualization
Microsoft Licensing Seminar, New York, October 21st 2015
Platinum Sponsor
How to Optimize Microsoft spend
• EA• Product Mix (not all or nothing)• Initial order vs TUP pricing• Perpetual vs Subscription
• SCE (Be careful!)• 100% Footprint: Legacy/Compliance• No True Down allowance • CIS bonds System Center to all Win
Servers• Azure annual minimum = $1,200
• MPSA• Pay as you go / no 100%• SA not required• Limited/no discounting• Includes Cloud options• Indirect Channel model
Microsoft Licensing Seminar, New York, October 21st 2015
Platinum Sponsor
Microsoft Reseller Channel
ITAM Review Microsoft Seminar, New York, October 21st 2015
• Roughly 9 in US – recent consolidations• Enterprise Agreements
• Fees dropped dramatically • VERY LOW fees on level C/D• Higher fees for Net New EAs• Higher fees for On-Time Renewal (if same LSP as prior EA >90 days)• Higher fees for On-Time True Up
• Fees Shifted to “Partner of Record” on Cloud consumption/usage
• Planning Services Days (SA Benefits) pay little – many partners use to subsidizebut not fully pay for engagements
• MPSA• LSP sets margin on transaction (low)• Some local incentives
Platinum Sponsor
Example
ITAM Review Microsoft Seminar, New York, October 21st 2015
Microsoft Excel Worksheet
Option Qty SpendOption 1: 100% O365 E3 via EA 2015 2016 2017 2018 2019 2020 2015 2016 2017 2018 2019 2020 Total
E3 2500 2500 2500 2500 2500 2500 $ 582,000 $ 582,000 $ 582,000 $ 582,000 $ 582,000 $ 582,000
3,492,000
Totals 1,746,000
3,492,000
Option 2: 100% O365 E3 via MPSA
E3 300 2500 2500 2500 2500 2500 $ 62,769 $ 523,077 $ 523,077 $ 523,077 $ 523,077 $ 523,077
2,678,154
Totals 1,108,923
2,678,154
Option 3: Office Pro L + O365 E3/E1 Mix
Office Pro 2016 (L only) 1600 600 $ 664,704 $ 249,264
913,968
E3 300 300 300 300 300 2500 $ 62,769 $ 62,769 $ 62,769 $ 62,769 $ 62,769 $ 523,077
836,923
E1 2200 2200 2200 2200 $ 184,123 $ 184,123 $ 184,123 $ 184,123
736,492
1,470,522
2,487,383
Option 4: Office Pro L + Exchange Plan
Office Pro 2015 (L only) 900 1600 2500 $ 373,896 $ 664,704 $1,038,600
2,077,200
Exchange Online 2500 2500 2500 2500 2500 2500 $ 88,000 $ 88,000 $ 88,000 $ 88,000 $ 88,000 $ 88,000
528,000 1,302,600
2,605,200
Platinum Sponsor
Call To Action
ITAM Review Microsoft Seminar, New York, October 21st 2015
• Start EARLY! 11 months from expiration is optimal.• Do a SQL Assessment - #1 area of Microsoft cost impact• Determine MS Cloud Strategy (O365/EMS/Azure)
• Plans• Timing• User profiling
• Windows Desktop O/S - Do you need SA?• Do not renew Exchange / Lync / Sharepoint servers if moving to O365
(unless hybrid model for 4+ years)• Be open to all licensing programs – EA not only way!
Pointers:• Do not add Office365 during term of agreement • Negotiate in renewal for all relevant plans so not burned later• EA discounts apply to initial order vs TUP (add’l concession)• EA discounts will be more difficult <1,000 users in 2016+• Azure commit under EA can be reduced to zero within 30 days prior to Anniv.• Bidding LSPs not as important as licensing advisor