Grow Your Business Through Microsofts Licensing Programs

1
Grow Your Business Through Microsofts Licensing
Programs

• November 22, 2006

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Service Provider Licensing Agreement(SPLA)

• Vince Drnovscek, Partner Account Manger, Hosting

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Overview

• The Service Provider Licensing Program enables an
  organization to license Microsoft software
  products and to use these products to provide
  software services to its customers
• Software Services are services that an
  organization provides to its customers to make
  available, display, run, access, or otherwise
  interact with the licensed products. Software
  services exclude any services involving
  installation of a Microsoft licensed product
  directly on any device to permit a customer to
  interact with the Microsoft licensed product.
• Usage Scenario An organization offers software
  services to its customers through servers
  connected to the internet or a private network.
  Microsoft products are used to provide these
  service such as
• Website Hosting
• Application Hosting
• Messaging Services (E-mail)
• Data Hosting

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Benefits

• Delivery of Customized Service Flexibility of
  licensing Microsoft products to customers on a
  dedicated hosting environment or shared hosting
  environment
• Flexible Cost Structure Report and pay monthly
  based only on what Microsoft software was used
  the previous month
• Zero Start-up Costs There are no up-front
  licensing fees or minimum volume commitments
• Most current versions of Microsoft Products SPLA
  offers organizations the most current versions of
  Microsoft Software
• Wide Selection of Microsoft Product
  Organizations have access to a wide range of
  Microsoft Server desktop Applications
• Worldwide Availability Organizations can sell
  their services using MS software products to
  their customers in any part of the world,
  regardless of their own location
• Corporate Academic customers Service
  organizations can sell to academic customers,
  such as schools and universities

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SPLA Product Offerings

• Antigen Products
• Microsoft Application Centre
• Microsoft BizTalk Products
• Microsoft Dynamics
• Microsoft Exchange Host Products
• Microsoft Exchange Server
• Microsoft Identity Integration Server
• Microsoft Office Products or Suite
• Microsoft Operations Manager
• Microsoft SQL Server
• Microsoft Terminal Services
• Microsoft Windows Server
• To view a complete list of products available
  under SPLA visit
• www.microsoft.com/serviceproviders/licensing

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How To Acquire the SPLA Agreement

• There are 2 ways to acquire SPLA
• Contact your MS Sales Representative
• Contact your Software Products Reseller
• All Canadian Contracts are administered through
  one of our Canadian Reseller
• Software Spectrum
• Softchoice
• HP
• You will need
• To be a registered or Certified Partner
• Signed up to the hosting Program Newsletter
• More information of SPLA www.microsoft.com/licens
  ing/programs/spla/default.mspx
• To download the Service Provider Licensing
  Agreement, go to www.explore.ms
• Registered http//www.microsoft.com/serviceprovier
  s/programs/windowswedhosting.mspx
• Certified Partners http//members.microsoft.com/pa
  rtner/default.aspx

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Microsoft SaaS On-Ramp Program

• How to apply for the SaaS On-Ramp Program?
• Submit the application form at
  http//www.microsoft.com/saasonramp Once ISV
  submits the application, Microsoft will validate
  eligibility and will send contract information
  once validated.
• Questions?
• Please contact us at ssramp-u_at_microsoft.com

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Independent Software VendorsRoyalty Licensing
Program
Paul Toccafondo, ISV Royalty Program Manager
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Program Overview

• The ISV Royalty Licensing Program offers
  Independent Software Vendors (ISVs) like you a
  convenient way to integrate Microsoft? software
  applications into your software business
  solutions, to replicate the solution, and to
  distribute a fully licensed solution to your
  customers.

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What Does It Mean to Integrate or Embed a
Microsoft Product?

• To integrate or embed means to include a
  Microsoft product with the ISVs application in
  any of the following ways
• By embedding the Microsoft product into the ISV
  application code or
• By including a Microsoft product along with the
  ISVs application on the installation media or
• By preinstalling the Microsoft product on a
  computer system that is part of the unified
  solution

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Is the ISV Royalty Licensing Program Right for My
Business?

• This program may be right for you if you develop
  software solutions and are interested in
  integrating Microsoft products within your own
  value-added business solutions.

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Requirements

• Must be an Independent Software Vendor with, or
  developing, a solution in the marketplace
• Minimum of U.S. 10,000 (or published non-U.S.
  currency amount if applicable) in royalties paid
  to Microsoft in two years (eight full calendar
  quarter agreement term)

• Maintain Certified or Gold level membership
  in the Microsoft Partner Program or purchase
  Microsoft Professional Support Services with five
  prepaid incidents
• Monthly reporting of distributed Microsoft
  licenses
• Provide product support for the unified solutions
• vide product support for the unified solutions

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Benefits

• Reduce Costs
• May reduce installation, configuration, update,
  and/or support costs.
• Increase Revenue
• You can redistribute Microsoft licenses and
  Embedded Maintenance upgrade coverage, if
  applicable, with your solution. This can help
  lead to an additional revenue stream or potential
  margin.
• Deliver a Total Solution
• Provide one-stop shopping for your customers and
  avoid deployment delays.
• Worldwide Distribution
• Allows for the global distribution of Microsoft
  products globally as part of a unified solution.

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Benefits (page 2 of 2)

• Extend Product Life Cycle and Control Revision
  Schedules - Sell licenses for version-specific
  solutions up to 18 months after Microsoft
  releases a new version of the product embedded in
  the value-added business solution.
• Leverage Existing Technologies - Take advantage
  of Microsoft technology to add value to your
  solutions.
• Royalty-Free Distribution
• For demonstration copies distributed to your
  sales force and channel for use in sales
  presentations.
• For 120-day evaluation copies distributed to your
  customers.
• Earn Partner Points - Earn points in the
  Microsoft Partner Program by participating in the
  Royalty Licensing Program.

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Sample of Microsoft Products Available

• Microsoft Application Center
• Microsoft BizTalk Server
• Microsoft Commerce Server
• Microsoft Content Management Server
• Microsoft Dynamics CRM
• Microsoft Exchange Server
• Microsoft Host Integration Server
• Microsoft Internet Security and Acceleration
  Server
• Microsoft MapPoint Business Mapping Software

• Microsoft Operations Manager
• Microsoft Project Server
• Microsoft SharePoint Portal Server
• Microsoft SQL Server
• Microsoft Virtual PC
• Microsoft Virtual Server
• Microsoft Visual Basic for Applications
• Microsoft Speech Server (North America only)
• Microsoft Windows Terminal Server Client Access
  Licenses (CALS) only

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Product Use Rights

• Licenses available in the Royalty Licensing
  Program
• ISV LicenseThe default license type granting the
  ISV the ability to integrate or embed Microsoft
  applications into your unified solution.  This
  license allows the Microsoft licensed product to
  be licensed as a part of your unified
  solution. This license grant also allows ISV
  customers to use the underlying Microsoft
  licensed product with other applications as long
  as they are still licensed through your ISV
  application. The license grant to the Microsoft
  licensed product lives and dies with the license
  grant of the unified solution.
• ISV Runtime LicenseSome licensed products
  offered through the ISV Royalty Licensing Program
  are offered with additional restricted use
  rights. The ISV customer
• Can use these applications only with the unified
  solution with which it was acquired.
• Cannot use the Microsoft software to run any
  other application or to develop new applications
  or in any other context independent of the
  unified solution with which it was acquired.

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Embedded Maintenance

• Provides customers with the right to stay current
  by acquiring Embedded Maintenance for a fee
• The right to upgrade is limited to new product
  versions released during the Embedded Maintenance
  coverage period.
• Embedded Maintenance can be acquired
• When your customer acquires the unified solution
  (or your upgrade to the unified solution), or
• When your customer renews the Embedded
  Maintenance that was previously acquired from you
  for the unified solution.
• Coverage may be renewed annually.
• Customers with licenses not enrolled in Embedded
  Maintenance that want to upgrade must purchase a
  new license.

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Monthly Royalty Reporting

• ISV Royalty Report
• Identifies Microsoft products and quantities
  distributed to customers with the ISVs
  application
• By country in which the customer is located
• Due to Microsoft 15 days after the end of each
  calendar month
• Payment terms
• Net 30 days

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Process Overview

• Sign agreement and enrollment
• Microsoft ISV Royalty License and Distribution
  Agreement
• Microsoft ISV Royalty License and Distribution
  Enrollment
• Credit Application
• Send the documents to appropriate Licensing
  Operations Center
• Once accepted and processed
• Signed copy is returned to you.
• You receive an Operations Guide with online
  credentials.
• You are provided access to an online tool with a
  password.
• Order master copies through the Microsoft Order
  Entry Tool.
• Ready to replicate, integrate, and sell
• Provide customer support.

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Resources

• ISV Royalty Licensing Web Site
• www.microsoft.com/licensing/programs/isv/default.m
  spx
• Microsoft Partner Program Web Site
• www.microsoft.com/partner
• Contract Support Information
• http//support.microsoft.com/default.aspx?scidfh
  EN-USOfferProPhone
• Contact Us
• Contact your Microsoft Account Manager for more
  details, or
• isvroy_at_microsoft.com

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Secure Web Enablement for ISVs

• Vicky Reddington, Citrix Systems

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Scenario 2 Deploying LOB Applications
Are your customers asking for
What business implications arise when a
remote user cannot get to their line of business
application ?

• Real time secure access to LOB applications
• Head office performance of application
  irrespective of location or connection
• Faster application deployment and upgrades
• Applications to be run over the Internet securely
• Improved control and security of applications
  across the organization
• Optimum productivity of IT staff and lower IT
  costs

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Scenario 3 - Overcoming the Application
Deployment Objection
Are your customers asking for
We havent got the budget, resource or time to
upgrade the desktop hardware to support LOB apps

• Ways to deploy apps without upgrading the
  Hardware
• Rapid deployment of apps with few IT resources
• Their business to rapidly realise the value of
  LOB apps
• Remote employees to securely access LOB apps with
  Sharepoint
• Lower IT deployment costs by centralising LOB
  apps

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Citrix Access Essentials Software

• Simple, secure Internet access toyour
  centralized line-of-business applications with
  just a standard Web browser
• Enables your customers to remotely update and
  retrieve order entry, billing, CRM, scheduling,
  accounting and other
• From home
• In the field and branch offices
• At hotels, airports, and Internet cafes

Sold in 5-packs
Including Windows Terminal ServerClient Access
Licenses (CALs)
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Customer Scenarios - LOB Applications
Local Users
File Servers

• Line of Business Applications
• Critical files

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Build on Terminal Services Foundation

• Secure Sockets Layer (SSL)-protected remote
  access
• Auto Web-enabled applications
• Role-based user privileges
• End-user device independence
• Enhanced printing capabilities
• Simple, unified wizard-driven administration

Citrix Access Essentials
Centralized application management Client
and server resource redirection Multi-user
access Remote desktop
Built-in Terminal Server CALs
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Can you benefit from Access Essentials ?

• Do you write stand alone LOB applications
• Accounting /HR / Construction / Hairdressing
  Appointments
• Does your Application run in a browser (with as
  many features as the win 32 app) ?
• Do you need keep up with competition ?
• Do you want to broaden use of your application
  over the internet
• Do you want to
• Reduce time to market by concentrating on key
  customer value and functionality in your
  application rather than on how the application is
  delivered ?
• No barriers ..
• No need to change architecture
• No developer commitment just package and resell
  CAE licenses and take advantage of Microsofts
  ISV royalty program for Terminal Services
  through Citrix
• Does not cost an ISV to become partner
• SAP / Microsoft /Sage all using the Citrix
  platform to web enable their applications

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Session Summary

• Secure Internet access to any application is
• Simple with Citrix Access Essentials
• Cost-effective
• Available from any device with just a Web
  browser
• Value to you
• Overcome application deployment barriers through
  ease of deployment
• Reduce time to market
• Increase competitive differentiators

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ISV Promotion with Microsoft

• To become a Citrix CAE partner we are waiving the
  fee for limited period
• For the first 10 ISVs to sign up from this call
  we will be providing online servers and
  engineering support for application testing
• Full benefits of partner program
• Migrated to new ISV program Jan next year
• Fill out application and fax back to Citrix (word
  doc)
• Take on line technology course (20 questions)
• Email brandon.peek_at_nichecubed.com For more
  details