Enterprise Agreement

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(No Transcript)
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Licensing For Business
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Enterprise Agreement

• Positioning
• Software Programs
• Software Assurance
• Route to Market
• Agreement
• Payment Structure
• Customer Concerns
• Summary

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Positioning

• Annuity-based Volume Licensing
• Perpetual Enterprise Agreement
• Non-Perpetual Enterprise Subscription Agreement
• Entry level of 250 PCs
• Entity-wide standardisation
• Optional additional products
• 3 year agreement
• Channel-assisted direct model

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How it Works

• Enterprise wide commitment on all qualified
  desktops
• Enterprise Platform Products
• 100 of desktops must have one or more of the
  platform products installed
• Non-Platform Enterprise Products
• Non-platform products which are standardised
  across all desktops
• Additional Products
• No standardisation requirement
• SA is on all products and is not optional

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The Platform
Core CAL
Windows Professional Upgrade
Microsoft Office Professional
Windows CAL
Exchange CAL
SMS CAL
SharePoint CAL
Desktop Platform 15 Platform Discount
all with Software Assurance
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Additional Products

• Most other Microsoft products
• Applications Microsoft Visio, Project,
  Microsoft FrontPage, Microsoft MSDN, etc.
• Servers Windows Server, Exchange Server, etc.
• Customer can add to Enterprise Agreement
• Include initially or add later
• Amortized L SA for the initial number
• No mandatory standardisation
• Annual counting, ordering and payment
• or use Microsoft Select Agreement
• Normal Select process

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Enterprise Agreement Pricing

• 15 additional platform discount if you take all
  three ingredients
• Three-year price protection
• True-up pricing for additional PCs if any

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Enterprise Enrolment Payments
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Channel-Assisted Route to Market
Fees
Invoicing
Enterprise Software Advisor
Value-added services
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Enterprise Agreement
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Extending Enterprise Agreements

• Optionally extend by 1 or 3 years
• Only pay for Software Assurance (SA)
• 5 discount on Select price
• 5 Platform Discount
• Can add additional desktops (true-up) and
  additional products during term of Enrollment

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Transferring Enterprise Licences

• In the event of a merger
• To an affiliate
• Other transfers require Microsofts consent in
  writing
• Note EA Subscription licences cannot be
  transferred unless they become perpetual
  following a buy out

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Software Assurance Desktop Offerings
Availability varies by offering and region
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Software Assurance Server Offerings
Availability varies by offering and region
SA required on both Server and CAL
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Enterprise Agreement Summary
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Enterprise Subscription Agreement
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Enterprise Subscription Agreement

• Positioning
• Payment Structure
• Summary

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Positioning

• Enterprise Subscription Agreement is similar to
  Enterprise Agreement
• Same products
• Same price levels
• Same channel
• Same agreement structure
• Same additional benefits
• but is based on Non-Perpetual licences
• Different pricing model

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Enterprise Subscription Agreement Pricing

• Same as Enterprise Agreement, but
• One annual price per desktop rather than
  different true-up prices
• Enterprise Agreement price per desktop 15
  discount
• Price level reflects number of desktops
• Can go up or down
• Renewal pricing based on L SA rather than
  SA-only
• Optional Buy-Out
• Non-Perpetual licences ? Perpetual licences
• 1½ x annual fee

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Annual Desktop Count
Enterprise Subscription Agreement
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Selling Enterprise Subscription Agreements

• Advantages over Enterprise Agreement
• Lower short-term cost
• Less impact on the customers cash flow
• Can reduce number of licences and products paid
  for annually
• Can any organisation guarantee that it will grow
  forever?
• Easier pricing model
• Potential financial implications of
  subscription-based model

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Enterprise Subscription Agreement Summary
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Choosing the Right Licence
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When to offer Transactional Programs?

• Customer cannot commit to entity-wide
  standardisation
• Customer doesnt want Software Assurance (SA)
• Customer doesnt want Office Professional
• Customer doesnt want Core Client Access licence
  (CAL)

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Transactional vs. Annuity
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Buying vs. Subscribing
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Choosing the Best Agreement
Sellentity-wide
Buy or subscribe?
Enterprise Agreement
Buy
Yes
Enterprise Subscription Agreement
Entity-wide?
Subscribe
Select licence
No