microsoft confidential – this information is intended for sales readiness training prior to the...

Microsoft Confidential – This information is intended for sales readiness training prior to the public announcement in September 2005. Distribution or copies should be approved by EPG, Subsidiary or WWLP lead. Please contact stacies for more information.

Microsoft Software AssuranceMicrosoft Software Assurance New Technology and Upgrades, Support, Partner Services, and Additional Benefits Maximize Your Customer’s Software Investment

Microsoft Software AssuranceMicrosoft Software Assurance New Technology and Upgrades, Support, Partner Services, and Additional Benefits Maximize Your Customer’s Software Investment

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Microsoft Confidential

Today’s Discussion

The bigger picture – partner opportunity with Microsoft

Positioning Microsoft Software Assurance with your customer

Details about the new benefits that will help you add more value to the solution

How to promote Software Assurance

Where to go for more information

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The Objective for Microsoft and its Partners

Clarifying purchasing Clarifying purchasing options options

Balancing flexibility with Balancing flexibility with complexitycomplexity

Providing clarity around Providing clarity around upgrade pathsupgrade paths

Value beyond the Value beyond the product itselfproduct itself

Managing product Managing product lifecycleslifecycles

New productsNew products

Competing business Competing business prioritiespriorities

Pressure to find market Pressure to find market edgeedge

IT budget scrutiny IT budget scrutiny Budget cuts on training Budget cuts on training

and supportand support IT professionals IT professionals

pressured to do more pressured to do more with lesswith less

Maximize Business Value Through SoftwareMaximize Business Value Through Software

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Partner Opportunity

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Choice and Flexibility for Customers

LicenseAgreement

Rights to Use+

Payment

Microsoft FinancingHardware, Software &

Services(Optional)

Solutions

Microsoft Products+Software Assurance

What Customers WantWhat Customers Want How CustomersHow CustomersAcquireAcquire

How Customers Can PayHow Customers Can Pay

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What is Software Assurance

A benefits package in addition to the software solution that helps customer’s get the most value out of their software investment

Software upgrades and new technology that enable businesses to perform:

Ensure seamless software migrations Minimize down-time or support issues

Better control over IT planning and costs Empower people in the organization to be more productive and

harness their own intellectual horsepower In the industry, most maintenance programs provide customers

with access to the latest technology and support once they make a purchase.

Microsoft Software Assurance combines the latest software with 24x7 support, partner services, training, and IT tools that help customers deploy, manage, and migrate software.

Customer’s choose Software Assurance maintenance upfront at the point-of-sale, and can begin using their benefits immediately and over the term of the license agreement.

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Maximize Value and Empower People to Succeed

New Version RightsSpread Payments

Windows® Vista Enterprise

Virtual PC ExpressTraining – Enhanced for Enterprise Customers in 2006eLearningHome Use ProgramEmployee Purchase ProgramEnterprise Source License Program

Desktop Deployment Planning ServicesInformation Work Solution ServicesWindows Pre-Installation EnvironmentExtended Hotfix

Support 2006Windows® Fundamentals for Legacy PCs

24x7 Problem Resolution SupportTechNet PlusCold Back Up for Disaster RecoveryCorporate Error Reporting

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Addressing Customer Pains with Software Assurance

Customer Pain Software Assurance 2006

Product Roadmap

Dependable releases within 3 years

Solid product roadmap

Enhanced Support

Customers want “real maintenance” and peace of mind

SA support limited to business hours and does not cover all products and editions

Overlap with Premier Must pay Extended Hotfix

Support contract fees

24x7 Problem Resolution Support 24x7 phone support Coverage of all server editions and

desktop products Integration with Premier Support Unlimited web support for OLV

Extended Hotfix Support Annual fees included in SA and covers

all products

Deployment Services

Own upgrade licenses that are not deployed

Manually deploying upgrades and patches

Security, stability and support concerns from old technology

Desktop Deployment Planning Assistance for EA and Select customers

Information Work Solution Services for Open Value customers

Additional Training vouchers for large organizations

Productivity Software

Lost productivity from issues with old technology

Windows Vista Enterprise provides exclusive features including Virtual PC Express

Windows® Fundamentals for Legacy PCs enables upgrading to latest OS for better stability and security

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Information to Help You Explain SA to Customers

New Benefits in March 2006

Deploy: Packaged Services Deploy: Packaged Services Desktop Deployment Planning Services for the Desktop Deployment Planning Services for the

EnterpriseEnterprise

Information Work Solution Services for the Information Work Solution Services for the Small to Mid-Market CustomerSmall to Mid-Market Customer

Use: Vista Enterprise

Maintain: 24x7 Problem Resolution Support

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Impact to TCO and ROI when Deploying or Managing a Desktop Environment

Labor costs

Additional IT or Service Provider resources

Mobility can be complex – desktop and devices

Increase in high-touch involvement and manual administration

Desktop configurations influence product use and security

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Desktop Deployment Planning Services

Help reduce deployment costs and complexity Minimize costs associated with maintaining PCs Free up IT resources Build a foundation for information worker

productivity with new technology user scenarios Remain current on the latest desktop OS and

applications Demonstrate how to implement a secure and well-

managed infrastructure Agility to respond to security challenges Achieve a self-service environment for the most

common administrative tasks

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Microsoft Introduces Packaged Services for Deployment

Identify the business value of upgrading Microsoft® Office with prescriptive deployment guidance.

1-10 day service for customers who acquire software through an Open Value, Select SAM, Enterprise Agreement or Enterprise Subscription Agreement

Voucher allocation based on spend for Microsoft Office software

Delivered by trained and qualified Microsoft Partners or Microsoft Consulting Services

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Desktop Deployment Planning Services Includes:

Discovery session with partner or consultant to assess customer’s environment

Presentation to customer that introduces Microsoft technologies and processes to achieve a successful desktop deployment

Architecture design session outlines the technical aspects of desktop deployment planning such as security, software and network designs.

Strategy briefings and Technical drill-down sessions

Proof-of-concept includes 1-10 engagements, with an option to trade training vouchers for 5 additional days

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Engagement Length 1 3 5 10 15

Preflight Questionnaire x x x x x

Preflight Conference Call x x x x x

On-site delivery x x x x

DDPS Presentation Deck x x x x x

Demos x x x x

Technical Drill Downs x x x x x

Proof Of Concept Lab(s) x x x

Post Engagement Summary X x x x x

Survey X x x x x

What’s Included in the Engagement

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Engagement Summary and Recommendations

A comprehensive summary of the information uncovered during the session. It will include customer specific information, challenges, links, tools and best practices to assist the customer with formulating a valid Solution Framework for their desktop deployment project

Cost Model Summaries

Includes different scenarios based on the customers pricing and infrastructure needs

Evaluation Form Provided to the customer on the final day for distribution among attendees. This will provide valuable data for any follow up work requested, as well as feedback to the delivery consultant

Proof of concept lab

Used in 5, 10, and 15 day offeringsLeft behind for 10 and 15 day engagements

What a Customer Can Expect to Receive

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Desktop Spend(SA)

Engagement Length

$60k 1-day

$150k 3-day

$600k 5-day

$1.25M 10-day

• Spend is based on total of all invoiced and scheduled billings for a customer’s acquisition of desktop through an agreement with Software Assurance, even if they split payments

• Customers with active contracts in place in March 2006 are automatically grandfathered into the program based upon their full-term contract (desktop spend with Software Assurance)

• Customers receive one engagement during the term of their enrollment

• $60,000 minimum spend threshold (full term) targets 200 seats – Microsoft Office Standard with SA

• Customers will see their conversion options on Microsoft Volume Licensing Services (MVLS) website

• Customers may increase the length of their DDPS Engagement up to 15 days by converting unused Training Vouchers.

• The number of training vouchers required will depend upon the customer’s spend.

How to Calculate a Customer’s Length of Engagement

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How Customers Activate the Benefit

Notices Contact: Sign the Microsoft Volume Licensing agreement Microsoft will send a welcome email that introduces Microsoft Volume Licensing Services

(MVLS), a dedicated customer web site to manage your benefits and licensing agreements.

Create a Passport account when prompted Create an account at https://licensing.microsoft.com Assign a Benefits Administrator to manage the company’s Software Assurance benefits Microsoft will send a welcome email the to the Benefits Administrator

Benefits Administrator: Follow the link in your MVLS invitation email, or obtain your company’s “agreement

number” and visit https://licensing.microsoft.com to request access. Create a Passport account Create an MVLS account and request access to your company’s agreement, if necessary. Visit the Software Assurance Benefit summary page Click on the benefit name to access the benefit Assign an owner to the voucher. The owner will identify and schedule a partner to

provide the service. Additional assistance is available by clicking on the Robo-help link. Promote the benefits internally to your IT teams, HR staff, and employees MVLS Training: http://www.microsoft.com/licensing/sa/mvls/launcher.html

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A partner must have an active Microsoft Partner Program agreement

A partner must enter into a Packaged Services Provider agreement and Desktop Deployment Planning Service Addendum

The consultant within the partner organization that is responsible for delivering the services must pass a qualifying Microsoft certification exam Exam 74-139: Deploying Business Desktops with

Microsoft® Windows Server 2003 and Microsoft Office 2003

For more information, visit www.iwsolve.com

Partner Eligibility to Deliver Desktop Deployment Planning Services

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Small to Mid-Market Customers Need IT to Stay Competitive

Time and costs associated with implementation Compliance Security and data protection ROI on existing IT investments IT expertise to access critical information Downtime Productivity Reliability

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Information Work Solutions Services Helps

Provide access to expert, personalized advice. Identify low-cost, high-impact productivity gains. Enable customers to more fully leverage the

capabilities of their IT infrastructure. Enable quick results with minimal time and

expense. Help achieve business goals. Help reduce companies’ overall cost of doing

business. Facilitate future, proactive expansion.

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Information Work Solutions Services Delivers

Information Work Value Discovery Workshop. A one-day workshop designed to help business

decision-makers develop a prioritized list of projects that can have the greatest impact on their business.

Information Work Architecture Design Session. A two-day workshop that gives IT staff and

technical decision-makers a clear understanding of the architecture required to implement the highest-value Information Work projects into their IT environment.

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Information Work Solutions Services Scenarios

Optimize business processes with electronic forms. Improve the efficiency of customers’ business by enabling their people to collect,

validate, and re-use information with electronic forms.

Streamline document creation and management. Enable employees, teams, and customers to work together more effectively. They’ll

increase productivity by implementing document management principles, and produce documents in less time by integrating the right information.

Enable employees to access important information. Save time, reduce errors, and make it easier for people to access information from

multiple systems, right from within the documents and spreadsheets they’re creating.

Protect confidential information. Learn how to protect documents and e-mail, and keep critical information out of the

wrong hands.

Enable employee self-service with portals. Increase productivity by connecting people with the day-to-day information they

need most, like policies and regulations, corporate directories, and frequently used forms.

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Notices Contact: Sign the Microsoft Volume Licensing agreement Microsoft will send a welcome email that introduces Microsoft Volume Licensing Services

(MVLS), a dedicated customer web site to manage your benefits and licensing agreements.

Create a Passport account when prompted Create an account at https://licensing.microsoft.com Assign a Benefits Administrator to manage the company’s Software Assurance benefits Microsoft will send a welcome email the to the Benefits Administrator

Benefits Administrator: Follow the link in your MVLS invitation email, or obtain your company’s “agreement

number” and visit https://licensing.microsoft.com to request access. Create a Passport account Create an MVLS account and request access to your company’s agreement, if necessary. Visit the Software Assurance Benefit summary page Click on the benefit name to access the benefit Assign an owner to the voucher. The owner will identify and schedule a partner to

provide the service. Additional assistance is available by clicking on the Robo-help link. Promote the benefits internally to your IT teams, HR staff, and employees MVLS Training: http://www.microsoft.com/licensing/sa/mvls/launcher.html

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Partner Opportunity with IWSS

Build your business with these repeatable high-end service engagements Short Sales Cycle Minimal Risk Low upfront investment

Establish a relationship across business and technical decision-makers

Microsoft provides you with all the information you need – at no cost

For more information, visit www.iwsolve.com

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Deploy: Packaged Services Desktop Deployment Planning Services for the

Enterprise

Information Work Solution Services for the Small to Mid-Market Customer

Use: VistaUse: Vista Enterprise Enterprise

Maintain: 24x7 Problem Resolution Support

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Team Collaboration

Challenges

Opportunities

Hardware Abundance

Distributed Workforce

Empowered User

Corporate Knowledge Assets

IP Telephony

Keep SystemsUp & Running

Compliance

Pressure toReduce Costs

Faster Time to Market

Protect Against Threats

What We Heard from Customers

Increased complexity requires a platform to address key IT challenges

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Windows Vista: Bring Clarity to Your World

Connected Connecting people, informationand devices anytime, anywhere

Confident Your company’s PCs are more secure, reliable and low-cost to manage

Clear Organize information effectively and focus on business

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Offering an exclusive commercial “bundle” for Windows Vista Windows Vista Plus Software Assurance Benefits to Maximize Value While there are other commercial and retail offerings, this offer is designed to give customers a comprehensive OS

Vista Enterprise is designed for businesses and includes features you expect from our standard professional O.S. version, plus additional new functionality to maximize your desktop investment

Enhanced Data Protection

with Full Volume Encryption

Subsystem for Unix-Based Applications

(SUA)

Virtual PC Express for Windows Vista

Multi-Lingual User Interface (MUI)

Windows Vista Enterprise

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Why Vista Enterprise and Software Assurance

Leverage SA solutions to plan and prepare environment for Vista Desktop Deployment

Planning Services Training vouchers Extended hotfix support

Acquire rights to Windows Vista Enterprise

Software Assurance is an optimal way for businesses to improve security and cost today and prepare for Windows Vista in 2006

Improve security and cost todayImprove security and cost today Prepare for Vista deploymentPrepare for Vista deployment

Tighten security today with Windows XP SP2

Tighten security of legacy hardware with Windows Fundamentals for Legacy PCs

Lower deployment costs through improved application compatibility with Virtual PC Express (avail 3/06)

Lower deployment costs with Windows Pre-installation Environment

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Deploy: Packaged Services Desktop Deployment Planning Services for the

Enterprise

Information Work Solution Services for the Small to Mid-Market Customer

Use: Vista Enterprise

Maintain: 24x7 Problem Resolution SupportMaintain: 24x7 Problem Resolution Support

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24x7 Problem Resolution Support

Enhanced Benefit Phone support available 24x7 for all

Microsoft products and editions eligible for SA benefits

One phone incident included per customer with SA on the Server

Unlimited web support for Servers with SA With Premier, SA incidents can be traded in

for Premier incidents (equivalent to credit on premier contract)

One incremental phone incident accrued based on spend on SA

Customer entitlement $20K for Servers & CALs $200K for IW & Client

Current Benefit 24x7 Web-based support

for Standard Servers Business hours

phone-based support for Enterprise Servers

Specific # of contacts assigned per enrollment

NOTE: Customers can choose between current benefit or move to the enhanced benefit model

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The Value of 24x7 Support

Promise to the customer: “Peace of Mind” with support when you need it, independent of

product or edition

Differentiation: Lower TCO in absolute dollars will hold much greater meaning

Risk: Eliminates Risk of Failing “at wrong time” Eliminates Risk of insufficient support for Standard Editions

Effort: No effort required by customer to track server edition or server

covered with SA

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SA and Premier Comparison

BenefitSoftware Assurance

2006

Software Assurance 2006

+ Premier SupportProduct Coverage Coverage Extended to All Microsoft-Supported Products

Support Hours 24 x 7

Incidents Specific number of incidents earned based on total SA spend

Additional Coverage Available? Additional 24x7 Professional Support incidents available for

purchase

Additional Premier Problem Resolution Support available for

purchase

Response Time SA/Professional Level Support:Sev 1 – Not availableSev A – 2 hrsSev B – 4 hrsSev C – 24 hrs

Premier Level SupportSev 1 – CritSitSev A – 1 hrSev B – 2 hrsSev C – 4 hrs

Escalation Management Not Available Provided by TAM

Rapid Onsite Support Services (ROSS)

Not Available Available

Support for Out of Mainstream Lifecycle Products (EHSA)

Not Available Included

Proactive Services Not Available Available

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Signed BEFORE September 15th

Signed BETWEEN September 15th and Launch

Activated BEFORE June 30th

All SA spend from September 15, 2005 to the end of the agreement will be used for phone support entitlement

All SA spend from the date of activation to the end of the agreement will be used for phone support entitlement

All SA spend on the agreement will be used for phone support entitlement

NO

YES

YES

YES

NO

NO

Customer ActivatesActivated BEFORE

June 30th

YES

NO NO

Signed After Launch

All SA spend from the date of signature on the agreement will be used for phone support entitlement

Agreement Agreement signed.signed.

24x7 PRS 24x7 PRS activated.activated.

Benefit Benefit accrual rulesaccrual rules

24x7 Phone Resolution Support Benefit Accrual24x7 Phone Resolution Support Benefit Accrual

Promotional Period between Launch in March and 6/30/06 Promotional Period between Launch in March and 6/30/06 encourages customers to migrate to enhanced 24x7 supportencourages customers to migrate to enhanced 24x7 support

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Notices Contact (without assigned Benefits Administrator): After the volume licensing agreement is signed, Microsoft will send a welcome email that introduces Microsoft

Volume Licensing Services (MVLS), a dedicated customer web site to manage benefits and licensing agreements. Create a Passport account when prompted Create an account at https://licensing.microsoft.com Assign a Benefits Administrator to manage the company’s Software Assurance benefits and assign a Benefit

Administrator for the Problem Resolution Support benefit Microsoft will send a welcome email the to the Benefits Administrators

Benefits Administrator: Visit https://licensing.microsoft.com Create a Passport account Create an account Visit the Software Assurance summary page Click on “enroll” next to the Problem Resolution Support benefit to access your company’s benefits Activate the new benefits Set up a list of approved users, who will be able to submit support incidents Promote the benefits within your organization to the IT team and helpdesk Additional assistance is available by clicking on the Robo-help link Promote the benefits internally to your IT teams, HR staff, and employees MVLS Training: http://www.microsoft.com/licensing/sa/mvls/launcher.html

IT Pro: Calls PSS (Pro or Premier telephone number) (phone support) Provides SA ID, name, and product/version (phone support) If Premier, provides access ID (phone support) Logs into OAS or Premier Online (web support) Provides SA ID, email, and product/version (web support)

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Partners are Critical to Conveying the Value of SA

Partners deliver the expertise with services that enable the solutions to meet customer needs

Partners guide the customer through the lifecycle and purchase decision – Software Assurance is part of the entire solution value equation

Partners help customers activate and use benefits, that lead to increase in revenue through renewals and overall satisfaction

$1.85B server revenue per year is up for renewal in FY06 and FY07 8 out of 10 customers with Software Assurance are satisfied with

Microsoft Activated customers are significantly more likely to report very or

somewhat satisfied – 89% Customers familiar with the benefits are more likely very satisfied

with Microsoft – 24% Premier customers have significantly higher satisfaction scores with

Microsoft – 80% higher VSAT in CAS and 20% higher VSAT in Major

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Benefit Activation and Usage Drives Renewals

Customers who activate and use Software Assurance benefits renew at higher rates

0

25

50

75

100

Academic Enterprise Mid-market

no activation activation

Renewal Rates by Segment Renewal Rates by Agreement

48% increase

77% increase

98% increase

0

25

50

75

100

CA/SA EA Select

no activation activation

38% increase

46% increase

72% increase

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Build Value

IT Training Compatibility Standard image User

Training/Education& Proficiency

Support

Demonstrate Value

Additional products/new versions

Internal applications development

Software Asset Management & Compliance

Renew Value

Connect value with activation and assess deployments

Support

Plan for next three years and assess/secure budget for next renewal

Sell the Value at Every Phase

Year 1Year 1

Year 2Year 2

Year 3Year 3

+ all items from Year 1

+ all items from Years 1&2

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Executive Summary

Software Assurance 2006 benefits are available March 2006

Extend the Value of Microsoft Software with Long-Term Benefits Industry analysts estimate benefits are worth from $10K to over $1M

depending on the size of the business

Customers have different needs so there is a benefit that supports IT teams, HR, and other people across deployment, management, and upgrades

A manageable and cost-effective ways to acquire Microsoft product upgrades

A collection of services for 24x7 support, deployment planning, & training that provide business value to help customers reduce costs and increase organization performance

Call to action Drive customers to new information about the benefits online at

www.microsoft.com/licensing Discuss enhancements with customers as part of the solution offering Encourage customers to activate and use current benefits

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Resources – Get Ready to Sell

Customer-Facing Resources Microsoft Volume Licensing web site: http://www.microsoft.com/licensing/programs/sa Benefits Entitlement Chart for Commercial and Academic Executive Brief Offerings chart: http://www.microsoft.com/licensing/programs/sa/offerings_chart.mspx

Online Partner Resources Partner Portal: https://partner.microsoft.com Training: https://partner.microsoft.com/global/licensing/ Partner University: http://www.msreadiness.com Gear Up: http://www.ms-gearup.com

Benefits Support Center E-Mail: [email protected] Phone: 1-866-230-0560 for benefits assistance Case Studies, Analyst Reports, ROI Tools: http://microsoft.com/licensing

Coming Soon: New Partner and Customer Marketing Materials – February 2006 New Case Studies – June 2006 Software Assurance Benefits Calculator on MSCOM – February 2006 Licensing Configurator for products, pricing, and Software Assurance – February 2006

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© 2005 Microsoft Corporation. All rights reserved.© 2005 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.This presentation is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.

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