Microsoft Seminar Script
Microsoft Partner Program Training Seminar
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This document is a training tool for presenters to use in learning how to deliver the Software Assurance
sales seminar. Presentation slides and script as well as demo click steps and demo scripts have been integrated into this single document to provide the complete presentation narrative. Please provide your comments to the Partner Training Content Team to let us know how this Microsoft sales seminar, or future sales seminars, can be improved.
This seminar will introduce the learners to the Software Assurance offering from Microsoft. The learners will understand the need for Software Assurance and will learn about all the benefits offered under Software Assurance.
Notes to Presenter
This seminar is designed to give Microsoft channel partners an understanding of Software Assurance and the benefits it offers.
There are no demos for this training seminar.
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Welcome to the Software Assurance seminar.
Microsoft's Software Assurance offers benefits to customers that exceed the benefits offered by traditional upgrade and support
contracts available in the industry. Software Assurance offers customers a manageable and cost-effective method of benefiting
from Microsoft product upgrades during the term of the agreement.
Software Assurance includes a collection of support services,
deployment tools, and training resources that provide business value, and reduce costs for customers.
Software Assurance benefits are not uniform, and vary with each Volume Licensing program. In addition, server licenses come with
benefits that are different from those for desktop licenses.
Software Assurance is optional with:
; Open License
; Select License
Software Assurance is built into the agreement with:
; Open Value
; Enterprise Agreement
; Enterprise Subscription Agreement*
Customers can find out about the Software Assurance benefits they are entitled to by referring to the Offering Chart on the Microsoft Web site, by asking their reseller, or by calling the toll free phone
number for Software Assurance enquiries.
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When a customer decides to acquire a new version of software, there is a typical set of steps that they go through. This software management process comprises of the following steps:
Microsoft now offers Software Assurance benefits to address the particular needs and trouble areas for a customer in each of the steps in the process. These needs begin when the customer asks
whether there is a new version of Microsoft software that the
customer can use. The needs rapidly increase in complexity and
encompass deployment issues, additional use requirements, and technical problems. Software Assurance benefits contain a wide array of offerings to meet these varied needs, and continue to
assist customers throughout their entire relationship with Microsoft.
New Version Rights: With Software Assurance, customers receive access to new versions of licensed software released during the term of the agreement. Customers can then deploy the new
versions at their own pace. New Version Rights simplify the
procurement process and shortens the business process cycle.
Spread Payments: Payments can be spread annually, which
enables customers to reduce initial costs and forecast annual
software budget requirements up to three years in advance. The initial payment is due at the time of placing the order, and the balance is split in equal amounts to be paid at the start of the
second and the third year of the agreement term.
Desktop Deployment Planning Services: Select and Enterprise
Agreement customers receive a Desktop Deployment Planning Services voucher, which can be used for one to 10 days of planning services, depending on their spending for Office software
with Software Assurance.
The service is based upon the Solution Accelerator for Business Desktop Deployment and best practices from Microsoft’s consulting services, with the objective of reducing the cost and complexity through high levels of process and automation. A long-term cost
saving is the objective, with proven techniques to leverage the network and server infrastructure to fully automate desktop builds, migrate user data, and streamline typical recurring maintenance processes.
Information Work Solution Services: This Software Assurance
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benefit provides customers with one-to-three day service offerings
that address Business Development Manager (BDM) productivity, deployment, security, and infrastructure needs.
This benefit enables customers to avail of Microsoft partner-driven
workshops that help the customer’s IT teams to:
; Discover how information work can help them realize their
; Design information work so that it fits their current
; Deliver to their employees with minimal investment and high
Windows Preinstallation Environment (WinPE): WinPE is a
version of Microsoft Windows XP Professional that replaces DOS and can run Windows setup, scripts, and imaging applications. WinPE enables IT staff to build custom solutions that speed up deployment through automation, so that the IT staff spend less time and effort in keeping desktops updated. Customers receive one kit
Windows Vista Enterprise: This benefit enables data protection of
a customer’s hard drive, if the data is stolen or lost. This feature provides:
; Full-drive hardware and software-based encryption, which
includes the system files and boot sector.
; Protection of data in case of theft or when disposing of a
; Application compatibility with Virtual PC Express
; IT cost and complexity reduction with Multi-language User
Virtual PC Express for Software Assurance: Virtual PC Express
serves as a cost-saving and timesaving solution in enterprise
situations when users need to run multiple operating systems.
Training Vouchers: Enterprise and Select Agreement customers with 30,000 or more information workers (IW) or client licenses will be eligible for additional training vouchers for training on select
courses from Microsoft Certified Partners for Learning Solutions (CPLSs), the premier authorized training channel for delivering learning products and services on Microsoft technology. These
training vouchers can be:
; Used for training on select courses from Microsoft Certified
Partners for Learning Solutions.
; Traded for additional days of Desktop Deployment Planning
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E-Learning: Customers with a Select or Enterprise Agreement receive one set of Microsoft E-Learning per Office or Windows
license. Self-paced online learning is a convenient, efficient way for customers to keep their employees’ skills current.
Home Use Program: With the Home Use Program, employees can get a licensed copy of select Microsoft Office Professional software,
to install and use on a home computer. Employees can work at home, increasing productivity and maximizing the value of the customer's Microsoft Office investment.
Employee Purchase Program: The Microsoft Employee Purchase
Program gives employees significant discounts on the retail pricing of popular Microsoft productivity and consumer products. Employees can order discounted products directly through a secure, Microsoft-hosted e-commerce Web site.
Enterprise Source Licensing Program (ESLP): With the
Enterprise Source Licensing Program (ESLP), eligible customers with 1,500 or more licensed desktops can access Microsoft Windows source code for internal development and support. The IT staff can make adjustments and improvements to systems and related applications, and implement improved debugging to help maintain security and protection against viruses and other computer hazards.
24x7 Problem Resolution Support: Software Assurance enables
customers to connect to Microsoft for their support needs.
Problem Resolution Support:
; Provides 24x7 business-critical phone support
; Covers all Microsoft-supported products, including all server
editions, Microsoft Windows Professional Operating
System, and Microsoft desktop applications
; Makes redeeming support easier, because customers are
no longer required to track Software Assurance coverage by
specific servers in order to use phone support. ; Includes an option to exchange Software Assurance
incidents for Microsoft Premier Support incidents. This
enables customers to receive a higher level of support
service, including faster response and incident escalation
TechNet Online Concierge Chat: With TechNet Online Concierge
Chat, customers can have Web-based chat sessions with Microsoft
online advisors. This helps them to quickly locate the information they need to resolve technology issues.
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TechNet Plus: For server licenses with Software Assurance, IT professionals have access to TechNet Plus Subscription content, which features resources such as the Microsoft Knowledge Base, utilities, drivers, and how-to articles. The TechNet Plus Subscription media also includes access to beta release candidate software and evaluation copies of the latest applications.
Corporate Error Reporting (CER): With Corporate Error Reporting
(CER), IT professionals can monitor and review error information, and control the deployment of fixes and resolutions. CER provides the ability for applications and the operating system to collect data and report crashes in the system.
Cold Back-ups for Disaster Recovery: Customers with Software
Assurance for Microsoft server software and related Client Access Licenses (CALs) are eligible for complimentary cold backup server licenses for the purpose of disaster recovery.
Microsoft provides a minimum of five years of Mainstream Support and a minimum of five years of Extended Support for business and developer products.
During the Mainstream Support phase, the support options,
including all paid and complementary support options, are available
to the customer. These support options also include security
updates and non-security hotfixes.
During the Extended Support phase customers who need non- security hotfix support must sign up for an Extended Hotfix Support
Extended Hotfix Support for Software Assurance 2006: Under
the EHSA –
; The annual program fee for the EHSA is waived for the term
of the agreement with Software Assurance. The customer
will have to pay the annual fee for ESHA for the term of the
agreement without Software Assurance.
; The requirement to sign up for an EHSA within 90 days of a
product’s transition from Mainstream Support to Extended
Support has been waived, and customers can sign up at
any time during the term of their Software Assurance
; Applications that are covered include Microsoft Office
Professional, Microsoft Windows, Exchange Server,
Microsoft Operations Manager (MOM) 2005, Microsoft SQL
Server 2005, Microsoft Systems Management Server (SMS)
2003, and Microsoft Windows Server.
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Windows Fundamentals for Legacy PCs: Customers, who wish
to extend the life cycle of their older computers without having to replace them, can avail of the Windows Fundamentals for Legacy PCs benefit. This Software Assurance benefit:
; Provides customers with a new operating system solution
for securing and managing earlier operating systems on
o Pentium I/Pentium II/Pentium III running Windows
; Enables customers to make their older computers as secure
and manageable as their Windows XP SP2 desktops.
o Customers can avail of easy lockdown feature for
desktops and hard disks.
; Provides customers with a smooth migration path to
Windows XP and Windows Vista.
o Customers can upgrade the underlying hardware
using Windows Fundamentals for Legacy PCs and
seamlessly migrate desktops to full Windows XP or
; Reduces the attack surface of desktops for line-of-business
; Provides customer with a Windows based alternative to
Linux for repurposing older hardware and improving the
TCO of such computers.
Customers are entitled to one copy of Windows Fundamentals for Legacy PCs as the Windows Client license for every Windows client license covered under Software Assurance.
Answer Key: Option A is correct. The Microsoft Employee Purchase Program gives employees significant discounts on retail pricing of Microsoft popular productivity and consumer products.
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Answer Key: Option C is correct. For server licenses with Software Assurance, IT professionals have access to TechNet Plus Subscription content. This content features resources such as the Microsoft knowledge base, utilities, drivers, and how-to articles. The
TechNet Plus Subscription media also includes access to beta release candidate software and evaluation copies of the latest applications.
You have reached the end of the Software Assurance seminar. Before you move on, please review the learning objectives of this
seminar. Try to answer the questions listed on the slide.
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