Filled with air. Possibly filled with air. Which would you choose? It seems obvious, right?. Surprisingly, many of your customers could be settling for “possibly” when it comes to their software licensing. ? With something so important, you need to know what youAnti-Piracy Telesales Training
ContentPart 1: Piracy and Microsoft Genuine Software Initiative – The effects of software piracy – Risks of using a non-genuine copy of Windows – Key Messages – GSI – Genuine Software Initiative – Telling Our Story Externally – Is your customer properly licensed – Additional ResourcesPart 2. Legalization Solutions Overview – Licensing rules and guides – Office Legalization Solutions – Windows Legalization SolutionsParte 3. Legalization Solutions Detail – Volume Licensing - GGWA – OEM Channel Offering - GGK – Non Volume Licensing Offerings – Retail WGA – Resources
Part 1PIRACY AND MICROSOFT GENUINE SOFTWARE INITIATIVE
The Effects of Software Piracy• Losses from counterfeiting and piracy cost nearly $48 billion worldwide in 2007, a tangible impact that poses a real threat to the software industry and its customers*.• Unlicensed PCs (UPC) continue to be an enormous revenue opportunity for Microsoft and our partners.• There is a large and growing base of customers with existing PCs in need of legalization due to counterfeit or unlicensed scenarios.• According to the IDC white paper, for every dollar Microsoft realizes from lower software piracy in 2008, other companies in the software ecosystem will realize, in aggregate, $5.50.• Microsoft has an installed base opportunity in excess of $80M in lost revenue.* Source: Fourth Annual Global Software Piracy Study, May 2007, 2006 Worldwide Software Piracy Figures, Business Software Alliance
The Effects of Software PiracyMany users of counterfeit and unlicensed software are not aware that their software is not genuine. The negative impact of software piracy is not limited to these consumers, who spend millions each year on software. It also has a negative impact on local and regional economies, as well as the global economy.
Risks of using a non-genuine copy of Windows• Access to support. You will not be able to access Microsoft support or obtain help from Microsoft when troubleshooting problems.• Notifications. A non-genuine copy of Windows is subject to periodic notifications that the copy of Windows is not genuine.• Counterfeit. A non-genuine copy of Windows is more likely to have viruses, tampered files, and other malicious software, which puts your personal data at greater risk.• Spyware protection. A non-genuine copy of Windows will not receive all the updates to Windows Defender, Microsoft’s anti-spyware program, leaving your computer, including your personal data, at risk of spyware.• Warranty. There is no warranty, you will not receive support from Microsoft or its partners.• Prevalence and surprise. You may have counterfeit software without even knowing it. Be sure your PC is running genuine Windows to help protect from the risks of counterfeit.Use the Windows Genuine Advantage (WGA) tools available on http://www.microsoft.com/genuine to make sure they have genuine software.
Genuine Windows benefitsUsing genuine Windows means you have:• Access to all the updates provided by Microsoft, giving you the confidence that your computer is up-to-date with everything you need and expect.• Access to Microsoft support to help troubleshoot problems when needed.• Everything you expect. Genuine Windows comes with the documentation, components, and features provided by Microsoft and does not include unauthorized programs.• Protection from the risks of counterfeit. Research shows that buying and using counterfeit software exposes users to security risks, including viruses and spyware.
Key Messages• Microsoft is committed to protecting its customers and partners from counterfeit and pirated software.• Software piracy is an industry problem. Microsoft is committed to bringing awareness to the impact that piracy and counterfeiting has on the software industry and Microsoft partners and customers.• Piracy is not a victimless crime. Technology contributes to social and economic development and piracy and counterfeiting thwart that contribution.• Genuine Windows provides valuable benefits relative to pirated or unlicensed copies.
Genuine Software Initiative• Microsoft’s Genuine Software Initiative (GSI) is how we tell our Anti-Piracy (AP) story externally. It focuses the company’s many AP activities and investments directed at combating software counterfeiting, license compliance, and other forms of software piracy into a single initiative.• Externally, GSI focus on increasing investments in 3 pillars: Education, Engineering, and Enforcement.
Telling Our Story Externally Microsoft is investing in activities that inform and protect customers and resellers from risks of counterfeit software, and other forms of software piracy. IPR AwarenessEducation Engineering Enforcement Support gov’t action against softwarePromote value of genuine and what it delivers Technology to make stealing MS counterfeiters and civil action on behalf of(including local offers), via marketing, industry software more difficult and features that the thousands of customers who have filedoutreach, customer and partner engagement. alert consumers to the presence of counterfeit reports. Support law counterfeit software.Example Programs & Activities enforcement and file civil actions on behalf Example Programs and Activities of honest partners who are competing fairly.• ‘Genuine Microsoft Software’ logo and reseller •Software Protection Platformlogo program (below) Example Programs and Activities •Microsoft Genuine Advantage programs •New cooperation with online auction• Value of genuine and legalization solutions (e.g. WGA, OGA, etc.) providers (eBay) to crack down on sales of• Support of industry associations (BSA, ICC •Anti-counterfeiting features such as counterfeitBASCAP, AGMA) COAs and media •Partnering with anti-spam services to prevent advertising illegal MS software • Genuine software is a positive experience for customers CPE • Partners benefit from gains in genuine software ecosystem health 10
Is your customer properly licensed?Consider these scenarios and see if your customer might be in a similar situation. Did your customer:• Purchase PCs without an operating system (OS) preinstalled and then use a Volume License agreement to install Windows?• Purchase PCs with Windows XP Home installed as the base OS, and then use a commercial Volume License agreement to upgrade to Windows XP Professional?• Purchase PCs with Windows Vista Home Premium, Home Basic, or Starter editions, and then use a commercial VL agreement to upgrade to Windows Vista Business or Ultimate?• Attempt to save costs by doing in-place motherboard upgrades without acquiring new Windows licenses on those PCs?• Download software online or from unknown sources?• These and other scenarios are all too common, and can result in unlicensed or counterfeit software on your systems. However, Microsoft offers a portfolio of Legalization Solutions that can get your customer back on track.
Additional Resourceshttps://www.microsoft.com/resources/howtotell/r eports/report.aspx?displaylang=es-xl to: – View important information about anti-counterfeiting features to help with checking the authenticity of your software, such as the Microsoft Certificate of Authenticity and Microsoft Edge-to-Edge holograms. – Learn about other anti-counterfeiting technologies employed by Microsoft, such as Microsoft Product Activation. – Use the Windows Validation Assistant to help determine if the Windows XP installations are genuine.
Licensing rules and guidelinesPartners and Customers should understand the following licensing rules and guidelines:• One license for Windows is required for each computer that uses Windows.• The only way to legally license a copy of Windows on a new PC is through an OEM or by using Full Packaged Product (FPP).• Acquiring Windows preinstalled by an OEM is the best way to license a copy of Windows and get direct support from the System Builder—other options are usually more expensive and time-consuming• Volume License agreements do not authorize customers to purchase computers without a copy of Windows installed—the VL price assumes the customer will pay for a base license with a new PC.• Encouraging users to demand genuine Windows is a top priority for Microsoft.
Office Legalization Solutions Office Volume Legalization Retail On-Line Licensing Solutions to Office Office Genuine Vía Volume Vía Retal License Agreement (OGA) Licensing <5 PCs Y Y Y > 5 PCs Y Y Customer Home Small OrganizationsNote: OGA offered only in Chile and soon in Colombia, Argentina, México and Uruguay
Windows Legalization SolutionsEach year, millions of consumers worldwide find themselves victims of softwarepiracy or licensing issues. There are different solutions available depending on whichtype of software licenses your customer need. Offering Target Channel Pricing Level PC Quantity Customer Retail Retail Any WGA Online FPP 1 Home Get Genuine Kit (GGK) OEM COEM Small business Any distribution 5+ Get Genuine Solution (GGS) Small business Get Genuine Windows Resellers Open License Mid-market 5+ Agreement – Small and (two-tier) Medium Organization (GGWA-SMO) Get Genuine Windows LARs or Other Mid-market 5+ Agreement – Large direct Enterprise [price empowerment Organization (GGWA-LO) Microsoft quantities vary by country]
Windows Offerings Retail Online OEM Channel Volume Licensing Retail Product WGA Get Genuine Kit (GGK) GGWA-SMO (includes GGS)* GGWA LO Target Home consumer Small business Mid-market Customer Small Business Mid-market Enterprise Government Product & Worldwide Worldwide On Open License price list Worldwide Availability Windows XP & Windows Vista all retail SKUs Windows XP Pro Shift from Windows XP Pro to Off Volume License price Windows Vista Business Windows Vista Business on Nov.1, list – pre-signed agreement Nov.1, 2008 (Pilot Home 2008 with downgrade rights Shift from Windows XP Pro SKU in Brazil) to Windows Vista Business on Nov.1, 2008 with downgrade rights Features Customer support Customer support provided Customer support provided Customer support is available for Option for VL media / VLK provided by Microsoft by Microsoft by Microsoft purchase from either Microsoft or a Price empowerment Instant provision of key (for 1 pack or 10 pack Microsoft partner regulated through Anti- paid kit) COA Option for VL media / VLK piracy managers regionally Free replacement kit Downgrade rights NOT Any volume of 5 or more and is based on quantity eKey sent to customer available Downgrade rights available Downgrade rights available along with FPP media DVD style case with FPP Re-orders are allowed throughout the media agreement/authorization term (2 years) Channel Retail Online OEM distribution Resellers (two-tier) LARs or direct MS Pricing and Varies by region No price empowerment COEM + 20% (disti price) COEM + 20% (disti price) COEM + 20% (LAR price)Empower-ment No price empowerment No price empowerment Price empowerment based on deal size (on approval from AP)Pricing Level / FPP / FPP FPP / WGA COEM / GGK Open / VL Legalization Other / VL Legalization Rev Sum Quota/credit shared Quota/credit shared between OEM & Quota/credit shared Category between OEM & SMSP SMSP or EPG between OEM & SMSP or EPG Transferable On certain conditions Generally no transfers are allowed, however any exceptions are noted in the program agreement. Terms and Standard retail terms Can only be ordered for Can only be sold for Non-signed commitment to buy legal Pre-signed agreement: buy Conditions system that fails validation legalization scenarios going forward legal going forward, audit COA attach required SA within 90 days through the Open, clause, must legalize all out- SA within 90 days Open Value, or Select VL programs of-compliance Windows PCs, MBSA required One time only purchase SA within 90 days
Volume Licensing Get Genuine Windows Offerings Agreement (GGWA) OverviewMicrosoft Confidential – for internal use only 19
Licensing• The best and most cost-effective way to acquire Windows software is preinstalled on a new PC. However, if you find that you have inadvertently acquired non-genuine software, you may be eligible to use the Get Genuine Kit (GGK) to get legal.• Office and Server: In a business context, if customers find that their Microsoft Office or Server software is invalid for any reason, they can attain the appropriate licenses through the Microsoft Volume Licensing program.
Get Genuine Windows Agreement -GGWAGet Genuine Windows Agreement (GGWA) GGWA is tailored to meet the needs of organizations that usually purchase and deploy Microsoft software through Volume Licensing. GGWA is for customers who want to acquire Windows operating system licenses through Volume Licensing. There are two options available, depending on the customer’s size and license needs. For the Small and Medium sized organization offering: Option 1 - GGWA-Small and Medium Organizations (GGWA-SMO) ‒ GGWA-SMO ‒ For subsidiaries in Brazil, this is called the Get Genuine Solution (GGS) Option 2 - GGWA-Large Organizations (GGWA-LO) 21
Get Genuine Windows Agreement -GGWAGet Genuine Windows Agreement (GGWA) Program GGWA-LO GGWA – SMO (inc. GGS)* ComparisonTarget Customer Small business Mid-market Mid-market Enterprise GovernmentAvailability Countries with USD price list Worldwide On Open License price list Off Volume License price list – pre-signed agreement Shift from Windows XP Pro to Windows Vista Business on Nov.1, Shift from Windows XP Pro to Windows Vista Business on 2008 with downgrade rights Nov.1, 2008 with downgrade rightsFeatures Customer support is available for purchase from either Microsoft or a Option for VL media / VLK Microsoft partner Price empowerment regulated through Anti-piracy Option for VL media / VLK (Retail keys in China) managers regionally and is based on quantity Any volume of 5 or more Downgrade rights available Downgrade rights available One time only purchase Re-orders are allowed throughout the agreement/authorization term (2 years)Channel Resellers (two-tier) LARs or direct MSPricing and Empowerment COEM + 20% (disti price) COEM + 20% (LAR price) No price empowerment Price empowerment based on deal size Open / VL Legalization Other / VL LegalizationPricing Level / Rev Sum Quota/credit shared between OEM & SMSP or EPG Quota/credit shared between OEM & SMSP or EPGCategoryTransferable Generally no transfers are allowed, however any exceptions are noted in the program agreement.Terms and Conditions Non-signed commitment to buy legal going forward Pre-signed agreement: buy legal going forward, audit clause, SA within 90 days through the Open, Open Value, or Select VL must legalize all out-of-compliance Windows PCs, MBSA programs required SA within 90 days *Subsidiaries to keep name of FY08 solution of GGS are located in BRIC 22
Get Genuine Windows Agreement – GGWA SMOGGWA-SMO This is a Volume License program that makes it easier for small to medium- sized organization customers to legalize unlicensed Windows software via the reseller channel. Beginning Nov. 1, 2008, the Windows XP Professional SKU will be retired, and Windows Vista Business will be available (with downgrade rights). Windows Vista Business SKU 66J-07108 Windows Vista Business Sngl OLP NL Get Genuine The ordering process follows the standard Open license program where the reseller places the order on behalf of the customer. Media is not included but Windows Vista Business media can be ordered separately or downloaded via eOpen. If a customer chooses to downgrade to Windows XP Professional, media can be purchased up until the release of the next version of Windows operating system. This program is referred to as Get Genuine Solution (GGS) in Brazil 23
Get Genuine Windows Agreement – GGWA SMOGGWA-SMO: Fulfillment Media is not included with GGWA-SMO, but consistent with the Open License Program, it can be ordered separately. Volume License Keys (VLK) can be accessed via eOpenC or by calling the Microsoft Product Activation Center.GGWA-SMO: InstallationThere are two installation scenarios: 1. If customer is running non-genuine software (i.e., counterfeit), they need to install the genuine copy. To activate the software the customer uses their VLK found on eOpen/VLSC. They can also call the Product Activation call center to acquire a VLK. For further information about VLKs and a list of Product Activation Centers, go to ‘Volume License Product Key’ section of https://www.microsoft.com/licensing. 2. No installation or activation is required if customer already has genuine software. This scenario typically applies when there is a mis-licensing situation (e.g., customer used a Volume License agreement to install Windows without an underlying operating system). Note: There is no COA distributed as part of GGWA-SMO. 24
Get Genuine Windows Agreement – GGWA LOGGWA-LO This is a Volume License program that provides large organizations customers a way to legalize unlicensed Windows software through Volume Licensing. Beginning Nov. 1, 2008, Windows XP Professional SKU will be retired*, and Windows Vista Business will be available (with downgrade rights to XP professional). Windows Vista Business SKU 66J-07132 Windows Vista Business Get Genuine This legalization solution is available through the LAR channel or direct via Microsoft. The ordering process requires the processing of a GGWA signed agreement. Pricing empowerment is available through the local AP lead based on order quantity. Media is not included but Windows Vista Business media can be ordered separately or downloaded via MVLS/VLSC. If a customer chooses to downgrade to Windows XP Professional, media can be purchased up until the release of the next version of Windows operating system. *Technically, Windows XP Professional will be available for purchase 60 days after agreement is signed. Only Windows Vista Business GGWA will be accepted and activated as of Nov. 1, 2008. 25
Get Genuine Windows Agreement – GGWA LOGGWA-LO: Purchasing Requirements GGWA-LO can be sold only by LARs. The minimum order requirement is 5 licenses. Price empowerment quantities begin at 100. The local AP lead should be contacted for price empowerment framework details.GGWA-LO: Installation 1. If the customer is running non-genuine software, the customer can install the genuine version with media. Media is available through a separate purchase. To activate the software the customer uses the Volume License Key (VLK) that was assigned to the media acquired. They can also call the Product Activation call center to acquire a VLK. For further information about VLKs and a list of Product Activation Centers, go to ‘Volume License Product Key’ section of https://www.microsoft.com/licensing. 2. No installation or activation is required if customer already has genuine software. This scenario typically applies when there is a mis-licensing situation (e.g., used commercial Volume License agreement to install Windows without underlying operating system). Note: There is no COA distributed as part of GGWA. 26
OEM Channel Get Genuine Kit (GGK) Offering OverviewMicrosoft Confidential – for internal use only 27
Get Genuine Kit –GGKGGK GGK is available for use on fully assembled PCs with a previously installed counterfeit, pirated, or otherwise illegal or unlicensed copy of Windows. GGK is a hybrid between FPP and OEM in the following ways: GGK can never be used on a new PC. Like FPP, Microsoft provides support and there are no downgrade rights. The actual software bits are FPP bits that have option not to wipe the hard drive upon installation by conducting upgrade install*. Like OEM software, the license is not transferable. GGK is available worldwide for resellers to obtain through Authorized OEM Distributors and is offered to commercial customers who generally need smaller quantities and prefer not to sign a legalization agreement. It is not a Volume License offering so it does not require an engagement with Microsoft and the buyer is anonymous to Microsoft. SA can be purchased within 90 days of the full license. *For Windows Vista, upgrade installation option is limited since technically it is feasible only with supported upgrade pass. 28
Get Genuine Kit –GGKGGK Overview GGK Target Customer Primary: Small Business Secondary: Home consumer Product & Availability Worldwide Windows XP Pro Windows Vista Business Nov.1, 2008 (Pilot Home SKU in certain regions) Features Customer support provided by Microsoft 1 pack or 10 pack COA Downgrade rights are NOT available DVD style case with FPP media Channel OEM distribution Pricing and Empowerment COEM + 20% (disti price) No price empowerment Pricing Level / Rev Sum Category COEM / GGK Quota/credit shared between OEM & SMSP Transferable Generally no transfers are allowed, however any exceptions are noted in the program agreement Terms and Conditions Can only be sold for legalization scenarios COA attach required SA within 90 days 29
GGK versus COEM Product Get Genuine Kit –GGK GGK COEMTarget Customers Customers with existing PCs in need of Purchasers of new PCs with software legalization preinstalledTerms Available for sale to customers to legalize Available for sale to OEMs for existing PCs preinstallation on new PCs onlyFeatures Customer support provided by Microsoft Customer support provided by the OEM 1 pack or 10 pack who preinstalled the software COA COA affixed to the PC by the OEM Downgrade rights are not available Single units preinstalled on new PCs DVD style case with FPP media Downgrade rights are available FPP bits will not wipe hard drive upon Media accompanies the PC installation by conducting upgrade Bits will wipe hard drive upon installation installation*Channel Authorized OEM Distributors Authorized OEM DistributorsTransferable Generally no transfers are allowed, Can not be transferred from the PC on however any exceptions are noted in the which it is originally preinstalled program agreementOther Can NOT be sold to legalize existing PCs * For Windows Vista, upgrade installation option is limited since technically it is feasible only with supported upgrade pass. 30
Get Genuine Kit –GGKGGK: Ordering and Fulfillment GGK is available for resellers to order from an authorized Microsoft OEM Distributor in packs of 1 or 10 licenses. License Pack Contains Service Provider License Agreement, Supplemental End User 1 License Terms, 1 media, 1 COA label, 1 Manual Service Provider License Agreement, Supplemental End User 10 License Terms, 1 media, 10 COA labels, 1 Manual 10-packs may not be split apart for sale and used by multiple customers. A 10-pack must be sold to a single customer expressly for their use only. Microsoft provides product support for GGK. This differs from OEM system builder software which the PC Manufacturer supports. Downgrade rights are not available. 31
Get Genuine Kit –GGKGGK: Installation Process 1. Reseller acquires the Get Genuine Kit from an authorized Microsoft OEM distributor. 2. Reseller affixes, or instructs the end-user to affix, the enclosed COA label(s) to the PC(s). 3. Microsoft recommends, but does not require, that on the end user’s computer system one of the following is done to be eligible for support: Update the Product Key. English: (see http://www.microsoft.com/genuine/selfhelp/PKUinstructions.aspx for details) Spanish: (see http://microsoft.com/genuine/selfhelp/pkuinstructions.aspx displaying ES) Perform a re-install of Windows. NOTE: Either the reseller or the end customer must do Step #3 in order to receive updates, upgrades, and support services. 32
Get Genuine Kit –GGK Each Kit comes in a cardboard sleeve with a break-the-seal* license and contains: • Service Provider License Agreement • Supplemental End User License Terms • Media (Edge-to-edge hologram DVD) Inside the sleeve, packaging • COA label(s) looks like this*: • Manual Outer sleeve with break- the-seal license*: Label to describe the product and its support policy:*Sample only, images are for GGK for Windows Vista only 33
Non-Volume Licensing Retail & WGA Online Offerings OverviewMicrosoft Confidential – for internal use only 34
WGA – Windows Genuine AdvantageWindows Genuine Advantage (WGA) is an anti- piracy system created by Microsoft that enforces Microsoft Windows online validation of the authenticity of Windows XP and Windows Vista when accessing several Microsoft Windows services, such as Windows Update, and downloading from the Microsoft Download Center.
WGA for Windows XP WGA The Windows Genuine Advantage program for Windows XP uses Windows product activation, Windows validation, and Windows Genuine Advantage Notifications to verify that our customers copy of Windows software is genuine.• Customers who are using a non-genuine version of Windows will receive a message during logon that their copy of Windows appears to be non-genuine and will be directed to solve the problem.
WGA for Windows VistaWindows Vista has built in anti-piracy technology that enables Microsoft to combat piracy more effectively. It uses the same methods of Product Activation and Validation. However, It does not have a Windows Genuine Advantage Notification program.• Windows Product Activation - All editions and distributions of Windows Vista, are required to complete activation within the first 30 days of using it. Because activation is required, failure to activate will result in the system being placed in a reduced functionality mode.• Obtaining Genuine Windows Software Customers wanting to order a WGA kit for an operating system edition that differs from the non-genuine edition are able to do so through their CSR.• Customers who want to purchase a WGA Kit that is different from the edition currently on their computer will require a clean install of the software. In this situation, the customer will not receive an online product key or an emailed product key and they cannot use the Product Key Update tool. A kit will be mailed with the product key and the DVD and instructions on how to complete the new installation.
What’s new with genuine Windows Vista?Windows Vista® includes built-in anti-piracy technology based on the Software Protection Platform, which can result in non-genuine systems losing significant functionality (Windows Vista RTM).Users of Windows Vista SP1 will enter a notifications-based experience:• When the desktop is loaded, the background wallpaper color will be set to black. The user can change the wallpaper, but each hour after login, the system will automatically reset the wallpaper to black.• Users will see onscreen messages informing them that their copy of Windows Vista is non-genuine.• Counterfeit software does not have access to the full range of updates for Windows Defender, Microsoft’s anti-spyware application.
Retail and Online WGA Program Comparison Retail - WGA Retail - FPP Online - WGA Kit Target Customer Primary: Home consumer Secondary: Small Business Product & Availability Worldwide Windows XP & Windows Vista all retail SKUs Features Customer support provided by Customer support provided by Microsoft Microsoft Instant provision of key (for paid kit) Free replacement kit eKey sent to customer along with FPP media Channel Retail Online Pricing and Empower- Varies by region Windows XP Home $99, Pro $149 ment Windows Vista Home Basic $89, Home Premium $119, Business $145, Ultimate $199 No price empowerment Pricing Level / Rev Sum FPP / FPP FPP / WGA Category Transferable On certain conditions Generally no transfers are allowed, however any exceptions are noted in the program agreement. Terms and Conditions Standard retail terms Can only be ordered for system that fails validation 39
Additional Resources Acciones a seguir• WGA to Partners: https://partner.microsoft.com/000A/licencias/licensingantipiracy.• WGA to Customers: http://www.microsoft.com/genuine/AboutNotifications.aspx?displaylang=es• GGK to Customers: http://www.microsoft.com/latam/original/ISO/kitdelegalizacion/default.aspx• GGWA to Partners: http://www.microsoft.com/latam/socios/ggwa/• GGWA To Customers: http://www.microsoft.com/latam/original/legalizacion/ggwa/default.aspx• Legalization Solutions: http://www.microsoft.com/latam/original/legalizacion/