2

Agenda

Partner opportunities and programs

Windows Vista introduction

Software Assurance for Windows ClientWhat is Software Assurance for Windows Client?

What improvements have been made to Software Assurance for 2006 and beyond?

Partner call to action

Resources

3

Partner Opportunities For Windows Client Enterprise Agreements And SA

Increased revenue for partnersNew compelling value proposition for Windows Client SA

Delivers more value to customers

More efficient to sell – clear differentiated value

Increased customer standardization on the Microsoft stack

Platform EA providing sizable future renewal opportunities

Enhanced customer relationships for partnersSA delivering real enterprise value

4

FY06 FY07H1 H2 H1 H2

Com

mu

nic

ati

on

Read

iness

Core Partner Value Core Partner Value PropositionsPropositions

New MM Partner Value New MM Partner Value PropositionsPropositions

Strong Business Value Messaging For Partners Strong Business Value Messaging For Partners And CustomersAnd Customers

Partner Plan And Partner Plan And Messaging Messaging

Presentations To The Presentations To The FieldField

To-Partner Webcasts/On-Demand Presentation RecordingsTo-Partner Webcasts/On-Demand Presentation Recordings

Launch And Refinement Of New Partner Communication Tools: A Partner Launch And Refinement Of New Partner Communication Tools: A Partner Communiqué, A Windows Client Website For PartnersCommuniqué, A Windows Client Website For Partners

LAR/VAR Sales Training (Updated Content, LAR/VAR Sales Training (Updated Content, Broad Reach): “Wave II” (WW)Broad Reach): “Wave II” (WW)

Channel Partner Plan For FY06-07

LAR/VAR Sales Training LAR/VAR Sales Training For Windows Vista/SAB For Windows Vista/SAB 3.0: “Wave I” (Select 3.0: “Wave I” (Select

Geos)Geos)

WWPC

Quarterly Tool UpdatesQuarterly Tool UpdatesNew LAR/VAR Selling New LAR/VAR Selling Tools (Collateral)Tools (Collateral)

Quarterly Courseware UpdatesQuarterly Courseware UpdatesOnline Sales Training Online Sales Training

Courseware For Courseware For LARs/VARsLARs/VARs

5

Partner Training Content

Partner ValueSA Licensing Benefits

Windows Vista EnterpriseWindows Fundamentals for Legacy PCsDDPSAdditional support and benefits

Windows Vista Value PropositionsProduct featuresBusiness scenariosTCO/ROI evidence

New Windows Vista Velocity Customer Profiling ToolsMicrosoft Platform Pitches

FormatElevator pitches, objection handling, FAQs, for-customer collateral, online courseware

6

Agenda

Partner opportunities and programs

Windows Vista introduction

Software Assurance for Windows ClientWhat is Software Assurance for Windows Client?

What improvements have been made to Software Assurance for 2006 and beyond?

Partner call to action

Resources

7

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

Windows Vista: Bringing Clarity To Your World

8

Enabling Virtual Workforce

More secure collaboration with

customers, partners and peers

Mobile, remote, & disconnected

employees are more productive

Empowered Professional

Enable faster, more informed business

decisions

Leverage organizational

knowledgeInfrastructure Optimization

Lower cost of deployment, support

and operations

Security and Compliance

Minimize security threats and simplify

regulatory compliance

ConfidentConfident ClearClear ConnectedConnected

Windows Vista: Delivering Business Value

9

Agenda

Partner opportunities and programs

Windows Vista introduction

Software Assurance for Windows ClientWhat is Software Assurance for Windows Client?

What improvements have been made to Software Assurance for 2006 and beyond?

Partner call to action

Resources

10

Windows Client Volume Licensing Options And Software Assurance Benefits

*Can be added to Open and Select agreements within 90 days of PC purchase; already included in the Enterprise Agreement

OpenOpenPay as you

goNo set

coverage

Select

Enterprise

Software Assurance*

Pay as you go

Specified volume over 3

years

Annual payments for

3 years

Entire enterprise

Annual payments for

3 years

Specified volume over 3

years

Payment terms

PC

coverageUpgrade licenses

Future OS releases

Windows Vista

Enterprise

Training and other benefits

11

The History Of Software Assurance

March 2006

Launched a competitive traditional maintenance offer Launched a competitive traditional maintenance offer including Spread Payments and New Version Rights with a including Spread Payments and New Version Rights with a vision for future valuevision for future value

2001

Announced new benefits to address value and Announced new benefits to address value and satisfactionsatisfactionfeedback and differentiate the maintenance offer feedback and differentiate the maintenance offer (training, support, Home Use, EPP, eLearning, (training, support, Home Use, EPP, eLearning, TechNet, TechNet, WinPE, CER, Disaster Recovery, ESLP)WinPE, CER, Disaster Recovery, ESLP)

September2003

Major enhancements focus on Major enhancements focus on customer value with biggestcustomer value with biggestsoftware release on the horizonsoftware release on the horizon

12

What Is Software Assurance For Windows Client?Software Assurance is differentiated technology, integrated solutions and future upgrade rights tailored to the needs of businesses

Differentiated technology

Integrated solutions

Future upgrade rights

Windows Vista Enterprise, available exclusively with SA, is the optimal OS

for all of your business desktops

SA includes an integrated suite of

products, services, and support to maximize

your investment in the OS throughout the software lifecycle

SA customers enjoy perpetual rights to all future versions of the OS that are released during the term of their agreement

13

Software Assurance 3.0Providing technology, services, support and financing to manage the software lifecycle

New Version Rights

Spread Payments

Windows Vista Enterprise

Virtual PC Express for SA

Training – Extended Vouchers for Enterprise Customers

eLearning

Home Use Program

Employee Purchase Program

Enterprise Source License Program

Desktop Deployment Planning Services

Information Work Solution Services

Windows Pre-Installation EnvironmentExtended Hotfix

Support

Windows Fundamentals for Legacy PCs

24x7 Business Critical Support for Problem Resolution

TechNet Plus

Cold Backups for Disaster Recovery

Corporate Error Reporting

Items in green are new for 2006

14

Available exclusively to Windows Client Software Assurance customers, Windows Vista Enterprise is the OS solution optimized for medium and large sized organizations

Windows Vista Enterprise includes features you expect from our standard professional OS version, plus additional new functionality to maximize your desktop investment

Enhanced Data Protection

Windows® BitLocker™ Drive Encryption

Subsystem for Unix-Based Applications

(SUA)

Virtual PC Express for Windows Vista

Multi-Lingual User Interface Packs

(MUI)

Windows Vista EnterpriseOverview

Data Protection Application Compatibility

Worldwide Deployment

15

Windows Fundamentals For Legacy PCsOverview

New! - a limited OS exclusively available through Software Assurance can extend the security of XP SP2 to legacy PCs

Take advantage of the latest security improvements – the same as new PCs

Lock down the desktop

Rely on update services to keep OS up-to-date

Can extend the life of legacy hardware and provides a Can extend the life of legacy hardware and provides a smooth migration path to Windows XP and Windows Vistasmooth migration path to Windows XP and Windows Vista

16

Extended Hotfix Support Overview

While security updates will be continue, Extended

Hotfix will provide you with additional, non-security

hotfixes to help ensure that the your legacy OS will

continue to function

17

Client Error Reporting: Overview

What is corporate error reporting (CER)?An SA exclusive solution that monitors and reports crash and hang errors across all desktops in the enterprise

Why is it important?Enables administrators to identify problems before they become a major issue across the enterprise

Early identification and quick problem resolution

Increases the stability of the environment

Lowers the cost of management

Lower downtime means higher end user productivity

18

Partner Call To Action

Understand the new Windows Client SA value propositions

Train your sales teams on the new SA benefits

Work with Microsoft to implement promotions and offerings to drive revenue

Understand how to sell Windows Client VL

19

Resources

Volume Licensing And Software Assurance

https://partner.microsoft.com/US/licensing/licensingoverview/

http://www.microsoft.com/licensing/default.mspx

http://ms-gearup.com/default.asp

Windows Vista

http://www.microsoft.com/windowsvista/

https://partner.microsoft.com/US/productssolutions/windows/vista

20

© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

Tom Yoritaka tomyor@microsoft.com

Justin Engelland jengell@microsoft.com

22

How Can I Deploy Windows Vista Enterprise?

Qualify your hardware

Ensure hardware

covered with SA

Install or upgrade to Windows

Vista Enterprise

Check Windows Vista hardware requirements

Ensure hardware was purchased from OEM with a qualifying OS

Existing HardwareWindows XP Pro

Windows 2000

Full list avail. from LS

New hardware from OEM

Windows XP Pro

Windows Vista Pro

EA agreement - covers all machines with SA

Platform agreement OR

Component agreement includes Windows Client

Select agreement – ensure machine is covered with SA

Use Volume Licensing media kit to install Windows Vista Enterprise on qualified machine

23

Windows Vista Enterprise

Windows Fundamentals for Legacy PCs

New Version Rights

Windows Vista Enterprise

Windows Fundamentals for Legacy PCs

Virtual PC Express for SA

Extended Hotfix Support

Desktop Deployment Planning Services

New Version Rights

Spread Payments

Windows Pre-Installation Environment

Windows Vista Enterprise

Training – Extended Vouchers for Enterprise Customers

24x7 Business Critical Support for Problem Resolution

Information Work Solution Services

eLearning

Home Use Program

Employee Purchase Program

Enterprise Source License Program

TechNet Plus

Cold Backups for Disaster Recovery

Corporate Error Reporting

Software Assurance Addressing desktop challenges