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Microsoft Volume Licensing Programs’ Fundamentals
Microsoft Volume Licensing
Programs’ Fundamentals
Agenda
2
Transformational Trends
Licensing Basics
Volume Licensing Programs
Enterprise Agreement Enrollments
The EA and Office 365
Software Assurance
Payment Solutions
Customer Scenarios
Next Steps
Assessment
4
Transformational Trends
Consistent
platform &
Consistent
Licensing
The Cloud OS
Licensing Software and Services
Software is intellectual property and licenses provide the right to use the software and define the conditions of use.
i.e., Windows 8
What requires a Software License?
1. Operating systems
2. Client Applications
3. Server Applications
4. Users or devices accessing the server
software (CAL-Client Access License or
EC - External Connector License)
i.e., Office 2013
Ways to Purchase a Software License
Full Packaged
Product (FPP) Volume LicensingOEM
Product use rights govern how products may be used and these vary by product, product version,
AND by the channel through which the license was purchased.
Online Services
Full Packaged Product or “FPP”
Full Packaged
Product
(FPP)
Details:
Agreement with Microsoft
Use rights are documented in the Retail License Terms
Preinstalled OEM
Volume Licensing
Details:
Agreement with OEM or System Builder
Use rights are documented in the OEM License Terms
OEM
Online Services
Volume Licensing
Details:
Agreement with Microsoft, Advisor, or Syndication Partner
Use rights are outlined in the Services Provider agreement and/or Product Use Rights
Online Services
Volume Licensing
Volume Licensing Details:
Agreement with Microsoft
Use rights are documented in the
Product Use Rights document (“PUR”)
Microsoft’s Licensing PrinciplesLicensing must evolve to support new business realities
Best value while protecting
existing investmentsSimplify purchasing and license
complianceEmbrace new user workstyles
and infrastructure deployment
choice
Benefits of Volume Licensing
Pricing Advantages
with predictable costs
and volume discounts
available
Greatest flexibility
with program choices
for organizations of
varying sizes and the
ability for combined on-
premises software and
Cloud Services
Access to enterprise
grade solutions and
Software Assurance
benefits to maximize
your IT spend
Standardization
providing savings for
deploying standard sets
of products across the
organization
Flexible and convenient payment options through Microsoft Payment Solutions* to help customers
solve budget and cash flow issues and to help manage their cash flow more strategically
Key Software Assurance BenefitsTechnology, Services & Support
Volume Licensing Program Differentiators
Agreement length
2 years
3 years
Payment options*
Upfront
Annually
Agreement structure
All PCs
Cloud Services
Perpetual vs. non-perpetual licenses
Organization Size
Number of PCs and users
Initial orders and price levels Software Assurance
Volume Licensing Programs
SA included SA included SA included
All devices* All devices*
SA included SA included
All devices* All devices*
• An organization-wide Desktop Enrollment is required for all qualified devices.
• **The Enterprise Subscription Enrollment is an Enrollment under the Enterprise Agreement.
SA is optional
SA is optional
Open Programs’ Details
*An organization-wide option means that customers commit to one of three Microsoft Enterprise Products for all desktops/users inthe organization and achieve standardization of technology, in exchange for pricing
benefits as well as other benefits
Benefits of the Open Programs
Optimal for organizations that want to:
Generally receive a pricing advantage over retail
Simplify license management
Standardize their IT infrastructure
Maximize their investment with Software Assurance benefits
Upgrade at any time without having to track versions or open
new agreements.
Transact all licensing needs through a local reseller.
Select Plus Program Details
1 Select Plus
For organizations with 250+ desktop PCs
Software Assurance is optional
Non-expiring Agreement
Upfront or Spread Annual Payments
Customers purchase perpetual licenses
Purchase licenses as needed
Benefits of the Select Plus Program
Savings with volume purchases across the organization
Flexibility to acquire licenses, as needed and by department,
with a non-expiring agreement
Centralized license management
A single, organization-wide agreement offering the same
pricing level for all departments and affiliates.
Centralized and affiliate-level reporting
Optimal for organizations that want:
Enterprise Agreement (EA) Program Details
1Enterprise Agreement
250+ PCs, devices/users
Software Assurance Included
3-year Agreement
Requires Desktop Enrollment
Annual Payments &
Reconciliation (True Up)
Perpetual Licenses
Purchase licenses as needed
250+ PCs, devices/users
Software Assurance Included
Subscription Agreement
Requires Desktop Enrollment
Upfront or Spread Annual
Payment
Non-Perpetual Licenses
Organization-wide Option
Enterprise Subscription
Enrollment
Benefits of the Enterprise Agreement
The best available pricing
Comprehensive Software Assurance Benefits
Standardized IT
Ability to acquire both on-premises and cloud
services under a single agreement
Flexibility to “Transition” to or “Add” Office 365 cloud
services at their own pace
The New- Server and Cloud Enrollment (SCE)
which delivers cloud-enabled and solution-focused
technology suites and access to Windows Azure with
our best pricing, terms and benefits
Optimal for organizations that want:
Optimize your IT budget with cloud service subscriptions and software licenses that align to your users’ needs.
Address your users’ needs with both on-premises software and cloud services, adjusting when it makes sense for your business
Streamline software compliance and license management under one agreement for both Microsoft on-premises software and cloud services
Additional Enterprise Agreement Benefits
Enterprise Subscription EnrollmentBenefits of subscribing to rights to use Microsoft products & services
Increase or decrease subscription
quantities for fluctuations in
workforce and reconcile once
yearly
Lower initial costs Licenses are subscriptions and
software usage and rights end
when the subscription ends
(non-perpetual)
Simplifying the Enrollment LandscapeReducing the number of enrollments
Other licensing
programs:Select or Open EA
additional products
Enterprise
Enrollment:
Windows, Office,
CAL Suites
EAP:SQL Server,
Developer Tools
Enterprise
Agreement
Before
ECI:Windows Server +
System Center
EWA:Windows Azure
Enterprise
Enrollment:Windows, Office,
CAL Suites
SCE:SQL Server,
Windows Server +
System Center
Developer Tools
Windows Azure
Enterprise
Agreement*
Today
Enterprise Agreement Enrollments
• Cost-effective way to license Microsoft solutions to meet organizational objectives.
• Enrollment agreement structure allows for the easy addition of new products, services, and licensing
options to better support future licensing and deployment scenarios
For device OS and end user productivity
(i.e. Windows, Office Pro Plus, O365, CAL suites)
Enterprise Enrollment
For on-premises, cloud and hybrid environments.
Preferential vehicle for Windows Azure
Server and Cloud Enrollment (SCE)
The Enterprise Enrollment Details
Get attractive volume pricing for
Microsoft core PC and
device products
Deploy additional products as needed,
then account for any increases once
annually
Add Cloud services at
your pace and when it suits you
Server CALsApplicationsOperating
System
Windows OfficeCore CAL Suite or
Enterprise CAL Suite
Equip devices and users with on-premises or cloud-based versions of Microsoft’s
desktop products
*For qualifying customers with Premier Service that meet minimum order requirements.
Server & Cloud Enrollment (SCE)
*BizTalk Server and SharePoint Server can also be enrolled as part of the application platform component
Core
Infrastructure
Products:
CIS SKUs – bundled
Windows Server +
System Center
Requirements:
CIS coverage for all
Windows Servers
Application
Platform
Products:
SQL Server, SharePoint
Server & BizTalk Server*
Requirements:
Full SA coverage
Developer
Platform
Products:
Visual Studio Ultimate and
Premium
Requirements:
Full SA coverage
Windows
Azure
Products:
All Windows Azure cloud
services
Available automatically
Can also be licensed as a
standalone
+ Access to Windows Azure
How the SCE Works
EAP customers can renew their installed base
commitments in the SCE
Additionally, customers will now have more
seamless access to Windows Azure, new more
flexible subscription options and a standardized
set of discounts with the Enterprise Agreement
With an installed base commitment to CIS in
SCE, customers have access to our best pricing
and terms, new subscription options and new
Windows Azure benefits
Customers not making installed base
commitments to the Core Infrastructure Suite
can license it through other volume licensing
programs, with no dedicated contract or
minimums
Moving to SCE
Software Assurance
Perpetual
License
without SA
Perpetual
License
with SA
Non-
Perpetual
License w/ SA
Start of
agreement
End of
agreement
2 or 3 years depending on agreement
Make additional purchases at same
price level
Make additional purchases at same
price level and use SA benefits
Make additional purchases at same price level
and use SA benefits
Continue to use license for version purchased forever
No option to purchase SA
Start a new agreement to purchase licenses for new
versions
Renew Software Assurance OR
Don’t renew SA, continue to use license for version
current at the end of the agreement
Start a new agreement for future purchases
Renew Agreement OR
Buy-out to convert licenses to perpetual OR
Un-install software
Office 365 at a Glance
The Enterprise Agreement & Cloud
The Enterprise Agreement (EA) is the most
cost effective way for large enterprise
customers to purchase and manage licenses.
• Access the latest Microsoft technology
• Subscription or perpetual options
Cloud Ready -
Customers can
Transition When it
Makes Sense
License software and cloud
services all in one agreement
Flexibility to Add or
Adjust Products and
Services
Match workloads of different
types of users when needed
Streamlined
Agreement
Structure
Simplifies administration and
management
Move Between On-
Premises and Cloud
Responsive to changes in
business requirements or
expectations
Optimized for
the User
User-centric licensing
The Microsoft Enterprise Agreement
provides flexibility to meet the current and future needs of companies to move
users online, at their own pace, with licensing options for each worker type
through a single agreement.
The Enterprise Agreement and Office 365
New!
Office 365 Add-ons
A simple, low-cost way for customers to add Office 365 services at any time, while
maintaining their current Enterprise Agreement and Software Assurance benefits.
Transitions
Option that provides a way for customers to transition to Office 365 services.
Transitions provide the optimal long-term licensing option for customers
committed to Office 365 services.
Simple Licensing for Office 365
EasyThe underlying EA does not change.
SA benefits are
retained, including
rights to new versions.
Great PricePricing recognizes existing investment in Office and CAL Suites.
Preserves EA discounts for on-premises and volume discounts for online services.
FlexibleAdd Office 365 at any time, for any number of users, to any workload.
A simple, low-cost way for customers to add Office 365
services at any time, while maintaining their current
Enterprise Agreement and Software Assurance benefits
Microsoft Volume Licensing customers can now add cloud-
based Office 365 to Open License, Open Value, and Open
Value Subscription agreements.
Discounted price of Office 365 is available for Organization
Wide commitment customers in Open Value and Open
Value Subscription, called Office 365 Open Value Offer.
Open Agreement and Office 365
Microsoft Payment Solutions
Defer making any payments for up to
six months when there is an
immediate need but budget isn’t
available till the next fiscal year
Pay less in the near term and then
increases payments in later periods
when more funds are available
Spread the annual SCE expense
including any true-ups over the rest
of the contract term with equal,
predictable payments
Manage payment timing &
Close budget gaps
Manage cash flow strategically Align payment with use
Microsoft Payment Solutions helps customers expand their IT purchasing power and improve
cash flow with an easy, flexible and affordable payment plan aligned to their budget
Microsoft Payment Solutions is available in United States, Canada, United Kingdom, Germany, Spain, Belgium, France, Italy, Switzerland, The Netherlands, Australia, New Zealand, Japan and Brazil
For informational purposes only. This does not constitute an offer of credit by Microsoft or any affiliate of Microsoft. To receive financing, a customer must be credit-approved by the applicable third-party financing
provider. The payment solutions documentation sets forth the terms and conditions on which financing is offered.
Customer with over 250 PCs
ScenarioA customer with over 250 PCs would
like Software Assurance coverage and
the ability to standardize on the
Microsoft Core Infrastructure Platform
organization-wide.
Which Microsoft Volume Licensing
program best fits this customer’s
scenario?
Check
Your
Knowledge
Customer with over 250 PCs
ScenarioA customer with over 250 PCs would
like Software Assurance coverage and
the ability to standardize on the
Microsoft Core Infrastructure Platform
organization-wide.
Which Microsoft Volume Licensing
program best fits this customer’s
scenario?
Check
Your
Knowledge
Solution:The Server & Cloud Enrollment under
the Enterprise Agreement
Customer Purchasing Perpetual Licenses
Scenario:A customer with 75 PCs is interested
in Microsoft Volume Licensing’s
pricing advantage and wants to
purchase perpetual licenses with
Software Assurance while maintaining
the flexibility to purchase licenses as
needed.
Which Microsoft Volume Licensing
program(s) provides the best option
for this customer’s needs?
Check
Your
Knowledge
Customer Purchasing Perpetual Licenses
Scenario:A customer with 75 PCs is interested
in Microsoft Volume Licensing’s
pricing advantage and wants to
purchase perpetual licenses with
Software Assurance while maintaining
the flexibility to purchase licenses as
needed.
Which Microsoft Volume Licensing
program(s) provides the best option
for this customer’s needs?
Check
Your
Knowledge
Solution:Open or Open Value
Customer with Affiliates
Scenario:A customer needs flexibility to acquire
licenses as needed by department
with a non-expiring agreement.
Which Microsoft Volume Licensing
program best fits this customer’s
scenario?
Check
Your
Knowledge
Customer with Affiliates
Scenario:A customer with 250+ PCs needs
flexibility to acquire licenses as
needed by department with a non-
expiring agreement.
Which Microsoft Volume Licensing
program best fits this customer’s
scenario?
Check
Your
Knowledge
Solution:The Select Plus program provides the
purchasing flexibility needed by the
customer and provides a non-expiring
agreement.
Small Customer Requires Predictable Budgeting
Scenario:A customer with 35 PCs wants
predictable budgeting year over year
with price protection and the
flexibility to increase or decrease
quantities of licenses to
accommodate fluctuations in their
workforce.
Which Microsoft Volume Licensing
program provides the best option for
this customer’s needs?
Check
Your
Knowledge
Small Customer Requires Predictable Budgeting
Scenario:A customer with 35 PCs wants
predictable budgeting year over year
with price protection and the
flexibility to increase or decrease
quantities of licenses to
accommodate fluctuations in their
workforce.
Which Microsoft Volume Licensing
program provides the best option for
this customer’s needs?
Check
Your
Knowledge
Solution:Open Value Subscription
Customer to Add Office 365 at a Later Date
Scenario:A customer with over 250 PCs is
interested in adding Office 365 cloud
services at a later date to
accommodate fluctuations in the
organization’s workforce.
Which Microsoft Volume Licensing
program will provide this customer
with the flexibility they need to move
to Office 365 after signing an
agreement?
Check
Your
Knowledge
Customer to Add Office 365 at a Later Date
Scenario:Scenario:
A customer with over 250 PCs is
interested in adding Office 365 cloud
services at a later date to
accommodate fluctuations in the
organization’s workforce.
Which Microsoft Volume Licensing
program will provide this customer
with the flexibility they need to move
to Office 365 after signing an
agreement?
Check
Your
Knowledge
Solution:The Enterprise Agreement
Customer Standardizing on App Platform
Scenario:A customer with over 250 PCs is
interested in standardizing
organization-wide on the Microsoft
application platform.
Which Microsoft Volume Licensing
program and licensing vehicle provide
the best pricing and additional
benefits for this customer?
Check
Your
Knowledge
Customer Standardizing on App Platform
Scenario:A customer with over 250 PCs is
interested in standardizing
organization-wide on the Microsoft
application platform.
Which Microsoft Volume Licensing
program and licensing vehicle provide
the best pricing and additional
benefits for this customer?
Check
Your
Knowledge
Solution:The Enterprise Agreement and the
Server and Cloud Enrollment.
Take the associated exam for this course to test your knowledge
Stay tuned to Microsoft.com/licensing for future modules
Next Steps
Thank you
