Volume Licensing_Speaker Notes

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Volume Licensing_Speaker Notes

    Microsoft Seminar Script

    Microsoft Partner Program Training Seminar

    Volume Licensing

Copyright ? 2005 Microsoft Corporation. All rights reserved. This data sheet is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY. Microsoft is a registered trademark of Microsoft Corporation in the United States and/or other countries. The names of actual companies and products mentioned herein may be the trademarks of their respective owners. Microsoft Corporation • One Microsoft Way • Redmond, WA 98052-6399 • USA


    This document is a training tool for presenters to use in learning how to deliver the Volume Licensing

    Programs 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.

    Seminar Description

    This seminar will teach the learners about the different programs and options offered under Volume Licensing and the benefits they offer. The seminar will also introduce the learners to the features of these Volume Licensing programs and the different programs that offer each feature. Notes to Presenter

    The Volume Licensing seminar is designed for Microsoft Channel Partners. This course introduces the Volume Licensing programs and their fundamental features.

    Demo Setup

    There are no demos for this training seminar.

    Page 2 of 10

Welcome to the Volume Licensing seminar.

Microsoft Volume Licensing programs provide potentially

    substantial savings, ease of deployment, flexible acquisition, numerous payment options, and other benefits such as Software Assurance. The Volume Licensing Programs lesson will introduce you to the various licensing programs offered by Microsoft, their features, and their benefits.

Volume Licensing programs perform the following functions:

    ; Enable customers to acquire the required licenses, without

    the additional media and documentation.

    ; Provide customers with benefits, such as Software

    Assurance, that Full Packaged Product (FPP) and Original

    Equipment Manufacturer (OEM) licenses do not provide.

    ; Provide significant savings to customers.

The structured options available with Volume Licensing programs

    help to meet specific customer needs, such as: ; Streamlined licensing acquisition.

    ; Cost reduction and improved cash flow.

    ; Access to software upgrades.

    ; Software asset management.

    Page 3 of 10

    Volume Licensing customers receive supplementary benefits that are not offered in FPP or OEM products, at no additional cost.

These supplementary benefits include the right to:

    ; Downgrade to any previous version of the software.

    ; Use other language versions of the software.

    ; Copy software onto multiple devices from one standard

    image, using Volume Licensing media.

    Microsoft provides its licensing options to customers through Transactional Programs and Comprehensive Programs.

Transactional Programs:

    ; Enable customers to buy a license as needed

    ; Enable organizations to control costs by procuring licenses

    only when needed

    ; Are used in the following Volume Licensing programs:

    o Open License Business and Open License Volume for

     small and mid-sized organizations.

    o Select License for organizations with at least 250


Comprehensive Programs:

    ; Enable organizations to simplify their licensing process,

    because customers :

    o Count only the initial desktops.

    o Place only one purchase order.

    o Pay only one invoice per year.

    ; Enable customers to manage their licensing needs with few

    administrative overheads.

    ; Require customers to make periodic consolidated


    ; Are used in the following Volume Licensing programs:

    o Open License Value and Open Value Subscription

    programs for small and mid-sized organizations.

    o Enterprise Agreement and Enterprise Subscription

    Agreement for large organizations.

    Page 4 of 10

    Licenses can have different spans of validity. They can be either perpetual or non-perpetual.

Perpetual licenses are:

    ; Everlasting licenses.

    ; Valid if the software is being used in accordance with the

    EULA requirements.

    ; Generally available when acquiring software from a local

    computer store or from an OEM.

    The following Volume Licensing programs are perpetual licenses for small and mid-sized organizations:

    ; Open Value

    ; Open Business

    ; Open Volume

    ; Select License

    The following Volume Licensing programs are perpetual licenses for large organizations:

    ; Enterprise Agreement

    ; Select License

Non-perpetual licenses:

    ; Are temporary licenses.

    ; Provide a time-limited right to use a particular product until

    a specific end-date.

    ; Are only available through certain Comprehensive


    Open Value Subscription is a non-perpetual license for small and mid-sized organizations.

    Enterprise Subscription Agreement is a non-perpetual license for

    large organizations.

    The procedure for calculating the discount level for Volume Licensing products is as follows:

    1. Group products into pools: Microsoft categorizes Volume

    Licensing software into three product pools.

    2. Assign a point value to the products: Points are

    assigned to customers’ purchases. The customer discount

    is directly related to the:

    o Size of the License Volume order.

    o Software selected.

    o Total number of points acquired, or points forecast.

    3. Add up points for the appropriate discount level: Most

    programs have specific price categories, called levels,

    which are set at point thresholds. Points are applicable to all

    Page 5 of 10

    software. So, for all licenses acquired, the points accrued

    can enable the customer to qualify for discount pricing

    within a program.

    The Open License Volume and the Select License programs use pools and points to determine the price that a customer pays for software.

    The Volume Licensing options available to commercial customers


    ; Microsoft Open License: The Open License Business and

    Open License Volume programs are designed for

    corporate, government, charity, and academic customers.

    While the Open License authorization number is in effect,

    customers can benefit from volume pricing on all licenses.

    ; Microsoft Select License: The Select License program is

    designed for corporate, government, and academic

    customers with 250 or more desktops and mixed product

     and purchasing requirements.

    ; Microsoft Open Value: The Open Value program is best

    suited to organizations with few desktops.

    ; Open Value Subscription: The Open Value Subscription

    program is best suited for organizations that have an

    existing network of five-250+ computers.

    ; Microsoft Enterprise Agreement: The Enterprise

    Agreement program is designed for corporate customers

    with 250 or more desktops.

    ; Microsoft Enterprise Subscription Agreement: The

    Enterprise Subscription Agreement program is designed for

    corporate customers who have 250 or more desktops and

    who prefer to subscribe to, rather than acquire, Microsoft

    software licenses.

    Microsoft has developed several options specific to Open License.

    Open License Business: Customers can:

    ; Qualify for this program with a minimum order of only five


    ; Combine any set of Microsoft products to qualify for the

    five-license minimum.

    Open License Volume: Provides a compelling value proposition for customers who have a larger initial upfront order for applications, systems, or servers.

    Open Value: Is an easy-to-implement solution that provides more

    value, manageability, and assistance to customers. Customers can place an initial order for five or more licenses with Software Assurance, and spread out payments annually.

    Open Value Subscription: Provides the following benefits:

    Page 6 of 10

    ; Simplified license budgeting because of easy entry

    minimum orders that can be placed annually. The license

    price is protected for the term of the agreement.

    ; Lucrative discounts and free technical support.

    ; Tax benefits for customers who do not own the licenses, but

    subscribe to software.

    ; Provides customers with the flexibility of allowing the

    addition and reduction of licenses at each anniversary.

    ; Standardization of software across organizations.

    The academic licensing options provided by Microsoft include Academic Open License, Academic Select License, Campus Agreement, and School Agreement.

Academic Select and Academic Open licenses:

    ; Are perpetual license programs.

    ; Provide academic institutions with the benefit of lower


    ; Offer substantial savings to a wide range of qualifying


    Campus Agreement and School Agreement:

    ; Are designed for schools, colleges, and universities.

    ; Are similar to Enterprise Subscription Agreement License,

    offering non-perpetual licenses for a standardized platform

    of products.

    ; Provide additional student options and different products

    that are tailored for schools, colleges, and universities, or

    governmental education and research institutions.

    The ISV Royalty Plan offers Independent Software Vendors (ISVs) an opportunity to develop their own products, using Microsoft technologies.

    The Service Provider License Agreement (SPLA) is designed for Application Service Providers (ASPs). These companies host Microsoft applications on their customers’ behalf.

    Page 7 of 10

    Open License and Select License enable customers to choose from the available list of Microsoft business software, and also to acquire the appropriate licenses. Microsoft software is categorized into three product pools: applications, systems, and servers.

Customers can acquire:

    ; OS desktop licenses for desktop operating systems.

    ; Application software licenses for desktop applications.

    ; Server licenses for server applications.

    Other license programs from Microsoft offer products that form the Enterprise Platform. These license programs include:

    ; Enterprise Agreement

    ; Enterprise Subscription Agreement

    ; School and Campus Agreements

    ; Open Value Subscription

    ; Open Value with Company-wide option

The Enterprise Platform consists of products such as:

    ; Microsoft Windows XP Professional Upgrade

    ; Microsoft Office Professional

    ; Core CAL or Client Access License, which includes:

    o Windows Server CAL

    o Exchange CAL

    o SharePoint CAL

    o System Management Server CAL

    Note: The Enterprise Platform contains only desktop applications, and not server applications.

    Software Assurance:

    ; Provides customers with rights to access new technology,

    productivity benefits, support, tools, and training to help

    them to deploy and to use software efficiently.

    ; Includes software upgrades as part of the package.

    Software Assurance is automatically included with the following license programs:

    ; Open Value

     ; Enterprise Agreement

    ; Enterprise Subscription Agreement

    ; Open Value Subscription

    Page 8 of 10

    Microsoft has two different channel models. These channels models are used to provide the Volume Licensing programs to customers. These channel models are:

    1. Two-tier channel model This model:

    o Is employed for some Volume Licensing programs, such

    as Open and Open Value Subscription.

    o Has two steps between Microsoft and the customer: the

    reseller and the distributor.

    2. Single-tier or direct model This model is employed for

    some Volume Licensing programs, such as Enterprise Agreement and Enterprise Subscription Agreement, that are

    sold to customers either directly or by authorized Large

    Account Resellers (LARs).

    Microsoft Licensing Fulfillment is the primary means of delivery for media kits (CD-ROMs) that are supplied through authorized distributors at a low cost. In the Volume Licensing programs, the media kits that are used to install Microsoft products are separated

    from the licenses. Because customers generally require only one media kit for a widespread deployment, these kits are offered in the required quantities through the license programs.

Media kits are supplied with the following license programs:

    ; Microsoft Enterprise Subscription Agreement ; Microsoft Enterprise Agreement

    ; Microsoft Select License

    Media kits are not supplied with Microsoft Open License.

    Answer key: Option B is correct. The Enterprise Agreement, designed for large organizations opting for Comprehensive

    Programs, is the appropriate Volume Licensing program in this case.

    Option A: This is incorrect. Campus Agreement is meant for educational organizations.

    Option C: This is incorrect. A Comprehensive Program, such as the

    Enterprise Agreement, is more appropriate for this organization.

    Option D: This is incorrect. Open Licenses are for small and mid- sized organizations.

    Page 9 of 10

    Answer key: Option D is correct. Select License is the appropriate program for an organization that is planning to acquire a large number of licenses, but wants individual offices to have the ability to acquire licenses as and when required.

    Option A: This is incorrect. The Enterprise Agreement is a Comprehensive Program that is not appropriate for an organization that wants individual offices to acquire licenses as and when needed.

    Option B: This is incorrect. This License is for EMEA customers only.

    Option C: This is incorrect. The Open License is suitable for small and mid-sized organizations.

    Answer key: Option D is correct. Open Value is a perpetual license with a Comprehensive Program for small and mid-sized


    Option A: This is incorrect. OEM licenses are for organizations that purchase hardware and software together.

    Option B: This is incorrect. The Open License Volume is for customers opting for Transactional Programs. In this case, the organization requires the benefits of a Comprehensive Program.

    Option C: This is incorrect. The Select License is for larger organizations. In this case, the organization requires the benefits of a Comprehensive Program.

    You have reached the end of the Volume Licensing Programs seminar you move on, please review the learning objectives of this

    seminar. Try to answer the questions listed on the slide.

    Page 10 of 10

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