Education Licensing – New Options for Delivery Software to StudentsNeil Jackson – Education Director, Microsoft APACBrad Brohman – VP Marketing & Sales, e-Academy

Accomplish moreAccomplish more

Introducing Electronic Software Distribution for Student Select, Student Option, and Work at Home

Agenda

• Background• Program offerings and products in scope• Program details• Reseller and customer benefits• e-academy history with Microsoft• What e-academy provides for resellers and

customers• License orders and reconciliation• Fulfillment scenarios and customer care• Pricing• How to engage• Case Study – DeVry University• Next steps Q&A

BackgroundIn response to feedback from our customers and partnerswe are introducing Electronic Software Distribution (ESD) for some of our Student and Work at Home offerings as detailed in the next few slides.

This will give you and your customers a brand new way to deliver software to students and staff quickly and cost effectively, whilst reducing the admin and logistics currently associated with physical delivery.

This delivery option will only apply as detailed in this presentation. The existing relationships between you and your customers will remain unaffected by this new service.

Volume License Program Offerings in Scope for Electronic Software Distribution

Select License for Academic Student Enrollment (Student Select)

Select Plus for Academic Student Enrollment (Student Select Plus)

Select License for Academic Work at Home Rights (WAH)

Select Plus for Academic Work at Home Rights (WAH)

Campus and School Agreement (CASA) Student Option

Campus and School Agreement (CASA) Work at Home Rights (WAH)

Products in Scope for Electronic Software Distribution

All the products available through Student Select are inscope for Electronic Software Distribution, namely:

*NOTE• Office for Mac 2008 unavailable for Electronic Software Distribution;

Office for Mac 2011 will be available for Electronic Software Distribution

• Expression Design• Expression Studio• Expression Web• Microsoft Math• Office Professional Plus

• Office for Mac*• Project Professional

• Visio Professional• Windows 7 Professional• Windows 7 Ultimate

Delivering ElectronicSoftware Distribution

• Microsoft will not be delivering this service directly

• Microsoft is using a DDSP (Digital Distribution Service Provider) to deliver software and keys digitally to partners and customers‒ As with other online initiatives, Microsoft is using

one DDSP Worldwide to deliver this service‒ The DDSP chosen by Microsoft to fulfill these

offerings is e-academy, Inc.

• This service is immediately available in all regions

When Should You and Your Customers Deploy ESD?

• You and your customers should consider Electronic Software Distribution for all scenarios that are in scope

• The relationship between you, your customers, and Microsoft is unaffected, however the fulfillment will require an additional relationship between you or your customers and Microsoft’s Digital Distribution Service Provider (DDSP) for this initiative, e-academy inc.

Benefits for You and Your Customers

• Reduced cost of deployment• Reduced logistics complexity• No need to purchase, stock, and deploy physical media• Integrated reporting on deployment activity• Expanded services available where required

‒ Payment collection option‒ Verification and recording options

The following benefits will accrue to customers and partners deploying individual licenses to students and faculty using ESD:

• Reduced cost of deployment• Reduced logistics complexity• No need to purchase, stock, and deploy physical media• Integrated reporting on deployment activity• Expanded services available where required

‒ Payment collection option‒ Verification and recording options

Company History with Microsoft

• Reduced cost of deployment• Reduced logistics complexity• No need to purchase, stock, and deploy physical media• Integrated reporting on deployment activity• Expanded services available where required

‒ Payment collection option‒ Verification and recording options

E-academy has a long history of providing program support to Microsoft in the education space:

• Established 1997 as PowerKnowledge

• Pioneered delivery of Student Select in 1998

• Incorporated as e-academy Inc. in 1999

• Introduced e-academy license management system (ELMS) into the enterprise

academic space in 2000

• Launch of MSDNAA in 2001; over 11.5 million licenses delivered worldwide in

FY09/10

• Released a new ELMS platform in 2007 built on latest Microsoft technology allowing

greater scalability & flexibility worldwide

• Delivered a number of ESD pilot projects for Microsoft in 2008/2009 (Hungary,

Netherlands, USA)

• Named Microsoft’s Digital Distribution Service Provider (DDSP) for education in late

2009

• Global roll-out of new Microsoft ESD initiative in 2010 (EMEA, NA, LATAM, APAC)

Global Footprint

• Team of 50 employees, headquartered in Ottawa, Ontario, Canada

• Global redundant content delivery network

• Support secure global digital software distribution

• Asia-Pacific, North America, Latin America, Europe, Middle-East, Africa

• Currently fulfill > 12 million licenses (single key downloads and/or media) annually

• Install base of over 30,000 academic institutions in over 100 countries supporting 9

languages

• E-commerce support & settlements for multiple currencies

• In house multi-lingual technical support for all regions

What e-academy Provides for Resellers• e-academy enables Microsoft’s academic reseller

partners to quickly and effectively maximize transactions and revenue from the programs and products that are in scope

• e-academy will provide resellers with:

ReportingAccess to on-demand and monthly sales reports for all transactions pertaining to your customer

Settlementse-academy will remit payment to you for all applicable licenses sold through your customer’s e-academy Web store

Sales and Technical SupportPartners will be assigned an e-academy Account Manager and provided with both sales and technical support

Marketing ResourcesUse of the e-academy Marketing Portal to help you inform your customers - http://onthehub.com/microsoft_select

What e-academy Provides for CustomersCustomers will receive custom branded, fully managed e-academy Web stores that provide:

End User Verificatione-academy ensures that only customers’ eligible students, faculty, and staffhave access

Policy EnforcementAll of the license regulations are automatically enforced in the Web store

E-commercee-academy processes the e-commerce transaction via multiple payment methods (and currencies) or distributes the product on the Web store at the customer’s preference

Deliverye-academy provides the user with access to a single use serial key and secure download

Settlementse-academy ensures that everyone is paid as per payment terms

ReportingOn behalf of the customer, all licenses sold are reported by e-academy to the reseller as per the terms of the program

Technical SupportEnd users can receive support through e-academy Web store FAQs, e-mail, and telephone in multiple languages

Marketing SupportUse of the e-academy Marketing Portal to help inform your end-usershttp://onthehub.com/microsoft_select

License orders & Reconciliation

Fulfillment ScenariosThere are four distinct functions which can be performed bye-academy depending on the type of volume license and the requirements of the customer or reseller:

• Fully managedby e-academy

• End user pays

• Fully managedby e-academy

• Institution/Reseller pays

• Verification and serialkey managed by e-academy

• Special circumstances only

• Approved 3rd partyauthenticates

• Reseller managed Web store

Example Authenticate Users

E-Commerce Distribute KeysDistribute Bits

N/A

N/A

3rd Party 3rd Party

AcademicInstitution

Customer Care –Full Service Web store (Asia)• Supporting English, Japanese (in the first instance)• Provide end user and organization administrator support

E-mail (support@e-academy.com)• 24x7 auto-confirmation• 2 day SLA for first level

resolution/escalation

Telephone – English only• Live agents available from 6am

to 6pm Eastern time, Mon – Fri(6pm Mon to 6am Sat SIN)

• After-hours voice message capability

Web store contentand FAQs

Additional language support for webstore localisation as well as technical and end-user support to be considered on an ongoing-basis commensurate with anticipated volumes

Technical support fore-commerce, download/deliveryand initial installation/activationof product

Pricing – U.S. Dollars ($)

*Prices within a range vary based on complexity of deployment, billing type (advance or arrears), expected sales volume and end user academic verification method (if applicable.) Very high volume of units sold or alternative service levels (e.g., national-scale PC program/pre-imaged laptops) may attract preferential pricing outside of the published range and will be negotiated on a case by case basis.** Check customer care and support details.

Delivery Scenario Price Included services

Full service Web store deployed and managed by e-academy; end-user pays at point of sale (at no cost to institution/reseller)

$8.75 per unit sold• Plus e-commerce cost

recovery (~4%)• No setup or annual

maintenance fees

• Academic Verification• Single Use Key Management and

Delivery• Secure Download (ESD)• E-commerce• Multilingual End User Technical Support**

Web store deployed and managed by e-academy; institution/reseller pays (at no cost to end user)

$2.65–$3.75* per unit sold• No setup or annual

maintenance fees

• Academic Verification• Single Use Key Management and

Delivery• Secure Download (ESD)• Multilingual End User Technical Support**

Reseller’s Web store wherereseller pays

$2.25–$3.40* per unit sold• No setup or annual

maintenance fees

• Single Use Key Management and Delivery

• Secure Download (ESD)• Back-end web service integration and

support

Pricing – AUD ($)

*Prices within a range vary based on complexity of deployment, billing type (advance or arrears), expected sales volume and end user academic verification method (if applicable.) Very high volume of units sold or alternative service levels (e.g., national-scale PC program/pre-imaged laptops) may attract preferential pricing outside of the published range and will be negotiated on a case by case basis.** Check customer care and support details.

Delivery Scenario Price Included services

Full service Web store deployed and managed by e-academy; end-user pays at point of sale (at no cost to institution/reseller)

$10.00 per unit sold• Plus e-commerce cost

recovery (~4%)• No setup or annual

maintenance fees

• Academic Verification• Single Use Key Management and

Delivery• Secure Download (ESD)• E-commerce• Multilingual End User Technical Support**

Web store deployed and managed by e-academy; institution/reseller pays (at no cost to end user)

$3.00–$4.25* per unit sold• No setup or annual

maintenance fees

• Academic Verification• Single Use Key Management and

Delivery• Secure Download (ESD)• Multilingual End User Technical Support**

Reseller’s Web store wherereseller pays

$2.75–$4.00* per unit sold• No setup or annual

maintenance fees

• Single Use Key Management and Delivery

• Secure Download (ESD)• Back-end web service integration and

support

How to engage e-academyOur Digital Distribution Service Provider (DDSP) for this Electronic Software Distribution option is e-academy, Inc. • In order to engage with e-academy the licensing prerequisites must

be inplace – namely the Academic Select Student Enrollment or CASA Agreement Student Option must be signed with both the customer and the partner

• To then engage with e-academy to access ESD (including activation keys) the customer or their reseller partner then needs to do the following:

• Deployment times vary according to complexity of implementation

1. Visit the e-academy online enrollment site at http://www.e-academy.com/msesd

2. Select the program you wish to use along with your customer details3. Fill in the details in the online form provided4. Submit online form as instructed5. e-academy will contact reseller and/or customer to confirm

deployment anddiscuss Web store and delivery options. Their SLA for this is 2 full business days

6. Web stores will be deployed to customer(s) based on their, or theirpartner’s, requirements

Case Study

• Campus Agreement customer with Student Option covering 50,000 FTE

• Students and staff both on-site and online in multiple geographical locations

• Launched pilot in May 2009 from physical media shipments to ESD

• Three distribution options for students and staff 1) Pre-imaged laptop provided by HP and CDW

Government, software activation key via e-academy 2) Electronic Software Delivery via e-academy 3) Mail order of physical media via e-academy

• Results: Overnight shift to 90% ESD with single use serial key Remaining 10% split between laptop program and

physical media shipments Reduction of COGS to DeVry from media to ESD is over

90%

Next Steps/Go Dos

• You should be using ESD for all viable transactions for programs in scope

• Please communicate with your customers and prepare them for the implementation of Electronic Software Distribution‒ Customer decks and associated FAQs will be posted shortly

and a link sent out to you to assist with this process

• Read the partner FAQ and if you have any further questions or feedback please contact e-academy in the first instance.

• Contact e-academy using the web form at http://www.e-academy.com/msesd

© 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market

conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.