Partner Introduction to Open Value

1
Partner Introduction to Open Value
2
Agenda

• Open License program overview
• Introduction
• Agreement model
• Program comparison
• Partner opportunity/value
• Customer benefits
• Next Steps

3
Open Value Channel Model
Microsoft

• Advisor fee model
• A Microsoft Software Advisor (MSA) advises a
  customer to purchase licenses through the Open
  Value program
• The MSA directs the customer to an authorized
  license provider (Ingram Micro) to make the
  purchase
• The MSA receives a fee

ALP (Distributor)
MSA (Reseller)
Customer
4
Open Value Program
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Open Value Program Changes

• New program options
• Two new Enterprise Product options available
  companywide
• Small Business Platform
• Non-perpetual offering
• New systems and customer agreement

6
Open Value Purchase Options

• Program options
• Companywide platform option
• Companywide option
• Non-companywide option
• Subscription
• Spread license acquisition costover three years
• Update agreement with newdeployments monthly

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Open Value Subscription

• Annual subscription payment
• 50 first-year discount availablefor current
  software (N or N-3)
• Deploy additional desktops duringthe year
• No need to track new deploymentsof Windows,
  Office, or core/SBS CALs
• Count desktops and update agreement annually
• Annual cost based on count of qualified desktops
  companywide
• Fewer desktops lower total desktop licensing
  costs
• Discount offered for companywide platform option
• Renew agreement every three years or convert to
  perpetual license
• Buyout option converts subscription licenses to
  perpetual licenses
• Continue Software Assurance through new Open
  Value agreement

8
Customer BenefitsSimplified License Tracking

• Customer challenges
• Multiple purchasers for multiple departments or
  locations
• Each purchase results in a new licensing
  agreement
• Difficulty tracking license acquisition history
• Multiple licensing agreements are hard to track
  and can lead to under- or over-licensing

• Open Value solution
• All licenses tracked on a single agreement
• Can include affiliates in other countries within
  the region
• Any version can be installed on any computer
• OEM FPP licenses can be transitioned to
  volume licenses by purchasing Software Assurance
• A single Open Value agreement makes it easy to
  purchase and track licenses

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Qualifying OEM and FPP software licenses
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Customer Benefits Control of the Software
Upgrade Cycle

• Customer challenge
• No long-term technology plan causes upgrades to
  happen on a project-by-project basis
• Can be difficult and time consuming to secure
  budget for license upgrades
• New hardware often results in multiple versions
  of software
• Customers can find themselves falling behind with
  technology, which can lead to security and
  compatibility issues

• Open Value solution
• New version rights included
• Predictable annual payments ensure available
  budget
• Minimized up-front costs enable customers to
  upgrade more today
• Open Value helps to improve productivity, ease
  support and maintenance, and improve security

10
Customer benefits Better Cost Management

• Customer challenge
• Need more Microsoft software than current budget
  allows
• Need to control and predict annual costs
• Customers purchase only some of the software
  licenses that they need because of budget
  limitations

• Open Value solution
• Spread payments over three years
• Easy to plan and budget for with predictable
  annual payments
• Acquire or subscribe to licenses
• More attractive pricing for companywide
  purchasing
• Open Value enables customers to acquire all the
  licenses they need and spread costs over three
  years

11
Program Enhancements in 2006 Maximize Value and
Empower People to Succeed

• Desktop Deployment Planning Services
• Information Work Solution Services
• Windows Pre-Installation Environment

• New Version Rights
• Spread Payments

• Extended Hotfix Support Available in July 05
• Windows Fundamentals for Legacy PCs was codename
  Eiger

• Windows Vista for Enterprise Edition
• Virtual PC Express for SA
• Training Extended Vouchers for Enterprise
  Customers
• eLearning
• Home Use Program
• Employee Purchase Program
• Enterprise Source License Program

• 24x7 Business Critical Support for Problem
  Resolution
• TechNet Plus
• Cold Backups for Disaster Recovery
• Corporate Error Reporting