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Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
Final module 5 licensing for large organizations sales trac spanish
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Final module 5 licensing for large organizations sales trac spanish

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  • Licensing for Large Organizations A good presentation consists of a strong verbal message plus supporting audiovisual material such as slides. This presentation has been designed to be delivered by a knowledgeable person, but has also been scripted to enable would-be presenters with less knowledge to prepare for and deliver an excellent presentation. Hints for the presenter: These slides contain little text, so you can decide exactly how much detail you want to include in your presentation. Invite the audience to participate and ask questions. That way, you can ensure the training is as effective as possible. This training uses a hybrid model, where most of the information is conveyed using the presentation. But at some points, you will see a slide containing case material. These cases contain additional information to be used in role plays. In each role play, attendees act as Account Managers and customers to convey information to one another. We are very keen to hear how you feel about this approach.
  • Licensing for Large Organizations In this training, we will address licensing solutions for Large Organizations, i.e. 250+ PCs.
  • Licensing for Large Organizations This course consists of three parts. The first, Licensing Essentials, deals with the basics of licensing. The second one focuses on Volume Licensing solutions for Small and Mid-Sized Organizations, and discusses Open License, Multi-Year Open License (MYO) and Open Subscription License (OSL). This module, Licensing for Large Organizations, is specifically targeted at Large Account Resellers (LARs) and Enterprise Software Advisors (ESAs). Licensing for Small and Mid-Sized Organizations is optional for LARs and ESAs, whereas Licensing Essentials is suitable for all trainees. There is also a Specialist Track which builds on the knowledge gained here and will probe into these areas more deeply, in addition to covering agreement expiry and extension.
  • Licensing for Large Organizations
  • Licensing for Large Organizations In this session, we will first look at some concepts. If you attended the Licensing for Small and Mid-Sized Organizations training, you will see some overlap because the concepts are the same. One of the concepts is Software Assurance (SA). All enterprise Volume Licensing programs can be deployed by organizations that consist of multiple entities. But what is an entity? We aim to answer these questions. We will also look into the three different licensing programs: Select License: a transactional program that provides perpetual licenses Enterprise Agreement: an annuity-based program that provides perpetual licenses Enterprise Subscription Agreement: an annuity-based program that provides non-perpetual licenses. We will then wrap up this session with some guidance as to the best program to choose.
  • Licensing for Large Organizations
  • Licensing for Large Organizations What does Volume Licensing offer the customer? Volume Licensing allows customers to buy just the rights they require without the additional cost of the packaging, media (CDs) and documentation that is inherent with every individual license purchased as FPP.
  • Licensing for Large Organizations Customer benefits Volume Licensing is about options. It is about offering businesses the choice of how they buy their software licenses. By separating the license from the secondary offerings of media (to install the software), documentation (to support the user), technical support and packaging, Volume Licensing offers pricing based on what is needed and the size of the purchase. Licenses purchased through Volume Licensing often come with wider rights than Full Packaged Product (FPP) or Original Equipment Manufacturer (OEM). Volume Licenses may be transferred between PCs without limitation. *By obtaining Work At Home Licenses (Select and Enterprise Agreement only) or Software Assurance.
  • Licensing for Large Organizations Licenses can be obtained in two distinct ways: Transactional licensing means that the license follows the product. If you decide to install a particular copy or make another copy, then a license is needed. This approach is very flexible: you only obtain licenses if and when needed. Volume licensing programs that use this approach are Open License for small and mid-sized organizations and Select for enterprises with at least 500 PCs. When many installations take place, the administrative overhead of monitoring installations, placing purchase orders and processing invoices make licensing a time-consuming process. As an alternative, customers can deploy annuity-based licensing , which means that the customer only needs to count its desktops or installed copies, place a purchase order and pay one invoice per annum. Volume licensing programs that are annuity-based are Multi-Year Open and Open Subscription License for organizations with 5 to 250+ PCs, and Enterprise Agreement and Enterprise Subscription Agreement for larger organizations.
  • Licensing for Large Organizations Transactional licenses follow products – the customer doesn’t obtain a license until it is needed and only if it is needed. When using an annuity-based program, the number of desktops must be counted and reported, even if the software isn’t installed on all clients. This commitment means that product follows license: the customer first commits to entity-wide standardization and then rolls out the software.
  • Licensing for Large Organizations Transactional or annuity-based licensing determines how and when you will buy licenses. Now let’s look at the kind of licenses. A perpetual license is bought once and provides the right to use a particular version or a particular product forever. This is also referred to as an “ever-lasting license”. In the long run, this is often most cost-effective, but it does impact on a customer’s cash flow. Compare this to the choice between buying a new car or leasing one. A non-perpetual license is temporary, and provides a time-limited right to use a particular product until a specific end-date. Non-perpetual licenses are only available though annuity-based licensing programs: Open Subscription License and Enterprise Subscription Agreement.
  • Licensing for Large Organizations We offer different Volume Licensing programs, in two dimensions. The vertical dimension is the customer segment . We distinguish between small and mid-sized businesses, typically any company between five and 500 PCs, and large organizations with 250+ PCs. Note that there is an overlap between these segments. For each of these two segments, we have a separate Volume Licensing training. Please bear in mind that large organizations sometimes also use a Volume Licensing program that is meant for small and mid-sized businesses, for example, when they need relatively few licenses. This is why we do recommend that Large Accounts Resellers (LARs) and Enterprise Software Advisors (ESAs) attend both Volume Licensing training sessions. On the horizontal dimension you see transactional and annuity-based programs . A transactional program requires a license to be obtained before the installation takes place. Original Equipment Manufacturer (OEM), Full Packaged Product (FPP), Open License and Select are all based on this approach. The administrative overhead can be a major burden for both you and your customer. That is why we also have annuity-based programs, which allow an annual count of the number of PCs or installed copies, annual ordering and annual payment. The benefits are obvious: a massive reduction of the administrative overhead and spread payments.
  • Licensing for Large Organizations All volume licensing programs offer Software Assurance (SA), which has been discussed in the Licensing Essentials training. SA is either optional (Open License) or included in every license (MYO and OSL). Selling the value of SA is the key to selling OSL and MYO.
  • Licensing for Large Organizations It is important to emphasize that SA lasts for the Agreement term. This makes processing and renewing easier to manage, but also means that maximum value can be extracted from purchasing SA at the start or on the anniversary of an agreement. SA is optional in Open (where it is sold in two year blocks) and in Select (where it is pro-rated annually). It is integral to Multi-Year Open and Open Subscription Licenses and also carries point values at a rate of half of the license’s point value per year. This means that more points can be accrued at a lower cost, potentially having positive impact on the price band of an Agreement.
  • Licensing for Large Organizations The enhancements around Software Assurance are a new series of benefits designed to give customers more value around their Software Assurance agreements. These enhancements are also designed to give Microsoft partners new sales and customer-relationship building opportunities. The main objectives of the new enhancements around Software Assurance are to build long-term customer relationships and to provide renewal and new business opportunities. In trying to increase sales, SA will give partners a better customer value proposition and allow them to speak of a greater value from the new SA enhancements.
  • Licensing for Large Organizations The new enhancements to Software Assurance answer these customer problems. The SA offering promises to deliver better Productivity, Support, Tools and Training. Customers said that they needed upgrades that were not time consuming and costly. Software Assurance would improve this productivity by allowing access to the latest technology through the life of the agreement and by creating annualized payments, thereby increasing buying power. Customers also wanted improved help and technical information. SA offers more support with extended life-cycle support and increased resource and problem resolution alternatives. Our customers said that they wanted more sufficient tools for deployment. Software Assurance is now speeding up the deployment process through new automation tools and with a new ability to analyze and fix errors. Lastly, customers felt they needed more training on technical information. SA enhancements now offer customers certified instructor-led classes and self-paced eLearning alternatives.
  • Licensing for Large Organizations From September 1 st 2003, Software Assurance will include new enhancements to its desktop and server offerings. Both offerings will include the ability to Spread Payments, New Version Rights, TechNet Online, Concierge Chat, Corporate Error Reporting, WinPE, and eLearning. Specific new Desktop features include a Home Use Program, an Employee Purchase Program, an Enterprise Source Learning Program, and Training Vouchers. New Server features include problem resolution support, TechNet Plus, and extended lifecycle hot-fix support. There will be no increased cost to the customer for these new enhancements.The new enhancements to SA will reach a worldwide audience, but will vary in availability by feature and region.
  • Licensing for Large Organizations The pricing of SA is linked to the price of the license for the product it applies to. It is priced at 29% of the license price per year for desktop OS and applications. For Server products (OS and applications), it is priced at 25% of the license price per year.
  • Licensing for Large Organizations Unlike Open License – which cannot be used across multiple entities, even if they are part of the same organization – all Enterprise Volume Licensing programs can be used by multiple entities.
  • Licensing for Large Organizations All Volume Licensing programs for Large Organizations can be used by multiple entities, unlike Open License, which is limited to a single legal entity. Select, Enterprise Agreement and Enterprise Subscription Agreement all fit under a so-called Microsoft Business Agreement (MBA), an umbrella that defines rights and restrictions and explains the concepts. The MBA explains that a legal entity can participate in an agreement if the lead customer owns at least 50% of the shares.
  • Licensing for Large Organizations All annuity-based programs are fit for decentralized organizations. Multiple entities can share an agreement if they are part of the same organization. This brings two advantages: Unlike Open License, where price levels are set by the volume required by one of the affiliates, Enterprise Volume Licensing pricing is determined by the overall total required. This means that it is much easier to achieve economies of scale. MBA’s centralized agreement structure, Select Agreement with Select Enrollments and/or Enterprise Agreement with Enterprise Agreement Enrollments, enables an organization to manage software consumption across all entities. Open License and the other Volume Licensing programs for Small and Mid-Sized businesses don’t offer this level of scalability and manageability.
  • Licensing for Large Organizations The Enterprise Volume Licensing programs are based on the opt-in mechanism: every entity can decide whether or not to participate in the agreement. If it participates, initially and at every anniversary, the number of qualifying desktops must be counted and a single purchase order (EA) or monthly orders placed (Select License).
  • Licensing for Large Organizations The benefits of this approach are obvious: A single agreement for multiple entities is a lot easier to manage than a set of agreements. This can assist a decentralized organization in the process of enforcing standards on its affiliates. The number of qualifying desktops is determined by the sum of all participating affiliates, not by the biggest affiliate, as we’ve seen with Open License. This means that maximum use can be made of economies of scale. If jobs are moved across affiliates, this won’t have a negative impact on the cost of licenses. If the customer had used Open License, a surplus could not have been moved from one legal entity to another.
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Licensing for Large Organizations Microsoft Select License is quite similar to Open License. Both programs are transactional and provide Perpetual Licenses. Select License, though, is meant for customers with at least 500 PCs and provides lower prices and more flexibility. Unlike Open License, which requires the license to be ordered before the product is installed, Select allows monthly ordering of new licenses, if needed. Select does not require customer commitments such as standardization or the mandatory inclusion of SA.
  • Licensing for Large Organizations The software programs that Select License provides are an extension of the Open License portfolio, featuring the same product pools and the same choice between a license with or without Software Assurance, or Software Assurance-only in the case of an agreement renewal. Select adds optional Work At Home licenses. Work At Home licenses are available for Microsoft Office Standard, Office Professional and the Terminal Server Client Access License. The need for Work At Home licenses has decreased because customers who choose Software Assurance for their Office licenses are entitled to free home use and by choosing the Terminal Server User CAL, most customers will receive a better solution. However, the Work At Home license remains an interesting option for customers who do not take Software Assurance for their Office licenses. You may want to review the Microsoft Select pricelist to check actual Work At Home license availability.
  • Licensing for Large Organizations SA expires on termination of the customer’s agreement. It is an optional purchase under the Select License program unless the customer has chosen SA Membership, which provides additional benefits to customers who commit to obtain SA for all their new licenses. Under the SA agreement, the customer will always be able to install the latest released version of Microsoft software acquired. At the end of the three-year agreement, customers can renew SA through a renewed Select Agreement and extend their benefits. Renewing under Select License  All Upgrade Advantage (UA) licenses (available under previous versions of Select) will be treated as SA. Customers who have purchased UA, SA or similar upgrade protection under any previous Microsoft Volume Licensing agreement (other than any v6.0 or subsequent version agreement) and wish to renew that upgrade protection under SA, will have 90 days from the expiration date of their previous upgrade protection coverage to sign a new 6.0 Select Agreement and Enrollment. To ensure that the upgrade protection coverage does not lapse, the new 6.0 Select Agreement and Enrollment will be backdated to no later than one day following the expiration date of the previous coverage, and the customer must place their SA renewal order at the time the new Enrollment is submitted.
  • Licensing for Large Organizations This table indicates in more detail the specific Software Assurance offerings for Select and Select SAM licensing.
  • Licensing for Large Organizations This table details the specific Software Assurance enhancements around the Select and Select SAM licensing options for the server.
  • Licensing for Large Organizations Home Use Program is a desktop only benefit. Users are allowed to install Office Professional, regardless of the edition that they are licensed for in the office. Complimentary home use ends when the Software Assurance coverage ends. Home users order media directly from Microsoft and only pay for media, support, packaging and shipping. The Employee Purchase Program is a desktop only benefit.
  • Licensing for Large Organizations Problem Resolution Support is a server only benefit. The Standard Edition receives two Web-based incidents. The TechNet Online Concierge Chat provides one-to-one web-based chat to help you locate technical resources on the TechNet CDs and Microsoft’s websites. TechNet Plus is a server only benefit.
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Licensing for Large Organizations Extended Lifecycle Hot-fix support is a server benefit only. Enterprise Source Licensing Program is a desktop benefit only.
  • Licensing for Large Organizations Extended Lifecycle Hot-fix support is a server benefit only. Enterprise Source Licensing Program is a desktop benefit only.
  • Licensing for Large Organizations Example: a customer has 500 qualifying Windows Software Assurance licenses plus 700 qualifying Office Software Assurance licenses. The customer then receives 10 + 20 training days = 30 training days.
  • Licensing for Large Organizations Select licenses are sold through a one-tier channel. The customer orders the licenses from an authorized Large Account Reseller (LAR). The LAR orders the licenses from Microsoft. The price level is based on the customer’s volume forecast. Final pricing is agreed by the LAR and the customer.
  • Licensing for Large Organizations The starting point of every Select Agreement is an MBA (Microsoft Business Agreement). The MBA is discussed in the Specialist Track. The Select Agreement determines the choice of product pools, the forecast and the price level per product pool. When placing orders, the customer must enter into a Select Enrollment. In the Enrollment, a customer affiliate or set of customer affiliates assigns a Large Account Reseller (LAR). The price level is the same for all enrollments because it is set at the Select Agreement level. The consumption across all Select Enrollments determines the price level, so economies of scale can be achieved quite easily.
  • Licensing for Large Organizations Select pricing is based on the customer’s volume forecast, which is part of the Select Agreement. Note that Microsoft does not have an obligation to enter such an agreement: if the forecast is unrealistically high, then Microsoft will suggest a lower volume (and hence a less attractive price level).
  • Licensing for Large Organizations The volume forecast is made for each of the product pools that the customer wants to include in the agreement. In order to do this, Microsoft has assigned a unit count to every license. If the forecast for a product pool is smaller than 1,500 points, the Select Agreement will not cover that pool.
  • Licensing for Large Organizations As mentioned before, multiple entities can share a Select Agreement. The total volume is calculated across all entities, which makes it easier to achieve economies of scale. (Please note that the total volume of 260 Office licenses is quite low for a Select Agreement. Even when ordered with SA, such a purchase order represents 1,300 points.)
  • Licensing for Large Organizations Once the price levels have been set, the LAR and the customer will agree final pricing. This can be a cost-plus or ERP-minus price.
  • Licensing for Large Organizations Once the Select Agreement has been signed, the customer can start installing software and ordering licenses. License consumption is measured against the forecast. On the first anniversary, three scenarios can happen: The volume is lower than one third of the three-year forecast, e.g. less than 4.000 for a Level B agreement. The customer will then be re-levelled, i.e. the new price level will match the volume that has been consumed. If the consumption is too small for Level A, then the agreement will be terminated for that pool. There is no other penalty. The customer does not have to pay extra for licenses that have been bought at the old price level. The volume is higher than one third of the required volume for a more attractive price level. The customer will then be re-levelled to that more attractive price level. There is no other bonus. The customer does not receive a refund for licenses that have been bought at the old price level. The volume sits between these two boundaries. The price level will stay the same for another year. On the second anniversary, a similar check is carried out, only this time against two thirds of the three-year volumes.
  • Licensing for Large Organizations After three years the Select Agreement expires and can be renewed. Instead of submitting a new forecast, the new price level is now determined by the license consumption over the first three years.
  • Licensing for Large Organizations For every Select Enrollment, the customer receives a complimentary Select CD-ROM subscription. The initial shipment contains all products available through the selected product pools. Subsequent monthly shipments contain new and updated products. Products are redistributed at least once a year, so CD-ROM sets can be discarded after twelve months. The customer can order additional CD-ROM subscriptions through its LAR. Extra media sets, which contain a single product, are available through the two-tier channel shown here. These media sets are key-less, i.e. a key is required to install, but no Product Activation is required. Volume License Keys can be found on the MVLS website.
  • Licensing for Large Organizations One of the key elements of the Select Agreement is the use of separate enrollments, e.g. for different regions or different affiliates. The price level is shared across all affiliates and all affiliates contribute to the organization’s license consumption.
  • Licensing for Large Organizations Office Upgrades are available as FPP. Pricing is substantially lower than full licenses in Select. Position the FPP Upgrade as a short-term solution with higher long-term costs.
  • Licensing for Large Organizations Not every affiliate will decide to enter into an Enterprise Agreement, so those who don’t may worry whether this will affect Select pricing. As we will see in the next part of this training, the volume achieved through the Enterprise Agreement can contribute to the Select license consumption and hence to the Select price level.
  • Licensing for Large Organizations Many customers confuse the Select contract duration with upgrade frequencies. Even if a customer’s upgrade frequency is longer than three years, obtaining SA can make sense. Renewing SA by means of a Select renewal is only possible if new licenses are bought with SA. Position L & SA as a once-in-a-lifetime opportunity.
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Licensing for Large Organizations The Enterprise Agreement is quite similar to Multi-Year Open (MYO) License Enterprise. The main difference is the target audience (250+ rather than 5+ PCs) and the channel (channel-assisted instead of a two tier model).
  • Licensing for Large Organizations In the Enterprise Agreement and Enterprise Subscription Agreement programs we offer the Desktop Platform: a set of products that form the central part of the agreement. This Desktop Platform consists of Windows XP Professional Upgrade, Office XP Professional and Core CAL. The Core CAL is a Client Access License for Windows Server, Exchange Server, SharePoint Portal Server and Systems Management Server. A customer can choose one, two or all three Desktop Platform products. If he chooses all three, then he receives a 15% Platform Discount.
  • Licensing for Large Organizations These programs also offer additional products that may be purchased through the same agreement. This provides the same benefits as the Desktop Platform products: The costs of L & SA are amortized for the initial number of licenses. Once added, the customer only needs to count the number of copies once per annum and place a true-up purchase order if it has grown. Additional licenses are paid in one lot if and when they are added. Please note that unlike Desktop Platform products: The customer can add an additional product at any time during the agreement. The customer does not have to standardize on an additional product. More details about handling additional products are provided in the Specialist Track. The alternative to adding products to the Enterprise Agreement is using a Select Agreement.
  • Licensing for Large Organizations This table indicates in more detail the specific Software Assurance offerings for the Enterprise Assurance and Enterprise Subscription Assurance licensing options.
  • Licensing for Large Organizations This table details the specific Software Assurance enhancements around the Enterprise Assurance and Enterprise Subscription Assurance licensing options for the server.
  • Licensing for Large Organizations Home Use Program is a desktop only benefit. Users are allowed to install Office Professional, regardless of the edition that they are licensed for in the office. Complimentary home use ends when the Software Assurance coverage ends. Home users order media directly from Microsoft and only pay for media, support, packaging and shipping. The Employee Purchase Program is a desktop only benefit.
  • Licensing for Large Organizations Problem Resolution Support is a server only benefit. The Standard Edition receives two Web-based incidents. The TechNet Online Concierge Chat provides one-to-one web-based chat to help you locate technical resources on the TechNet CDs and Microsoft’s websites. TechNet Plus is a server only benefit.
  • Licensing for Large Organizations Extended Lifecycle Hot-fix support is a server benefit only. Enterprise Source Licensing Program is a desktop benefit only.
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Licensing for Large Organizations The starting point of every Enterprise Agreement is an MBA (Microsoft Business Agreement). The MBA is discussed in more detail in the Specialist Track. The Enterprise Agreement then provides the foundation for a set of Enterprise Agreement Enrollments. Since the choice of a set of Desktop Platform products is made in the Enrollment rather than in the Enterprise Agreement itself, affiliates are free to choose their own set of products on which to standardize.
  • Licensing for Large Organizations The Enterprise Agreement pricing per desktop is based on Microsoft Select License. The customer essentially pays for a full license plus three years Software Assurance, and is rewarded for standardization with a volume discount of 15%. The total cost is spread over three annual payments. As we have seen earlier, Select offers four price levels. The Select price level to use for calculating the annual cost per desktop is determined by the initial number of desktops, as shown in the table.
  • Licensing for Large Organizations If the number of desktops grows over time, then additional desktops must be accounted and paid for by means of a so-called True-Up Order. This process happens once a year, which reduces the administrative overhead as compared to Select License. But an increase in the number of desktops will not lead to a more attractive price level.
  • Licensing for Large Organizations All in all, an Enterprise Agreement leads to only four payments over the entire three-year duration. The initial number of desktops is paid in three equal annual installments, which are due at the start of the first, second and third year. Additional desktops are to be paid at the end of the first, second and third year.
  • Licensing for Large Organizations When the Enterprise Agreement expires after three years, the customer owns a Perpetual License for the then-current version. Customers then qualify for renewal pricing, which is based on the then-current price of SA.
  • Licensing for Large Organizations Using multiple Enterprise Agreement Enrollments may be necessary for customers that cannot commit to enterprise-wide standardization. An Enrollment can be entered into by a defined set of affiliates – those who are ready to standardize entity-wide. Warning : chances are that by entering separate Enrollments some of the economies of scale are lost, because the price level is set per enrollment. We will look into this in more detail in the Specialist Track.
  • Licensing for Large Organizations Some customers don’t want to standardize on the entire Desktop Platform. An Enrollment can also be signed for one or two products, but then the customer won’t get the 15% Platform Discount. The missing product or products can be added later by adding another Enrollment. The customer will only get the Platform Discount, though, if he chooses all three Desktop Platform products in the same Enrollment.
  • Licensing for Large Organizations Customers may argue that under Select, the penetration of Microsoft Access is much lower than 100%. In real life, however, most customers want to deploy a single disk image across all PCs – with Microsoft Access. The incremental cost of Access is easily outweighed by the benefits of standardization.
  • Licensing for Large Organizations This concern is typical for a mediocre sales process: first, the business value of the products must be sold. Only then should licensing be discussed.
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Licensing for Large Organizations In this section, we will cover the Enterprise Subscription Agreement. As you can see from this agenda, we need to cover fewer topics than for the Enterprise Agreement. That is because these agreements have so much in common, so we will only look at the differences.
  • Licensing for Large Organizations The only real difference between Enterprise Subscription Agreements and Enterprise Agreements is the fact that the Enterprise Subscription Agreement provides Non-Perpetual Licenses. This has a number of ramifications on the pricing model.
  • Licensing for Large Organizations The Enterprise Subscription Agreement provides a single annual price per desktop. This price is calculated in the same way as the Enterprise Agreement price, i.e. a license plus three years’ Software Assurance, minus a 15% volume discount and a 15% Platform Discount (if the customer chooses the entire Desktop Platform). Since these licenses are Non-Perpetual, the customer receives another 15% discount.
  • Licensing for Large Organizations At the start of the Enrollment, the annual prices are calculated and frozen for all four price levels. The initial price level is determined by the initial number of desktops. In this example, the year 1 cost will be the initial number of desktops at the Level B price. On the second anniversary, the number of desktops has increased, and the customer will pay the Level C price for the second year. On the second anniversary, the number of PCs has declined and Level B pricing will apply to the cost for the third year. Growth in the third year is not charged unless the customer exercises the Buy-Out Option.
  • Licensing for Large Organizations So how is the Enterprise Subscription Agreement pricing model more attractive than the Enterprise Agreement? The annual price per desktop is 15% lower, which is very important for customers who have limited cash and/or need to pay a high interest rate on their loans. The customer can reduce the number of licenses over time because these licenses are Non-Perpetual. The pricing model is easier: there is just one annual price per desktop – no true-up prices. The fact that the customer does not buy licenses but instead subscribes to software may have financial benefits.
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Licensing for Large Organizations So let’s wrap up by taking a look at the pros and cons. A transactional program like Select License is flexible because the customer can only buy what is needed and when it is needed. The downside is the administrative overhead: every month licenses must be ordered for new installations. Managing that process can be overwhelming. Since Select does not provide price protection, customers may experience difficulties forecasting their future license costs. Annuity-based programs like Enterprise Agreement and Enterprise Subscription Agreement are much easier to manage and budget. The subscription-based model may be attractive for customers who don’t want to buy licenses. The drawback of annuity-based license programs could be the fixed standardization.
  • Licensing for Large Organizations When should Select License be offered? If an affiliate does not want to commit to entity-wide standardization: Select is flexible and allows any number of copies to be ordered. If an affiliate insists on not taking Software Assurance: Select allows the customer to purchase just the license. If an affiliate wants to obtain Office Standard rather than Professional – although this will be more difficult to manage. If an affiliate does not want the Core CAL but only some of the ingredients, e.g. the Windows CAL and the Exchange CAL, but not the SMS CAL and the SharePoint Portal Server CAL. If an affiliate will enter into an Enterprise (Subscription) Agreement, but wants to obtain extra products. These products can be provided through the annuity-based programs as additional products though.
  • Licensing for Large Organizations The second trade-off is between buying and subscribing. Buying may be more cost-effective in the long run, but only if the number of PCs remains stable or goes up. If a substantial reduction of the number of PCs cannot be ruled out, subscribing is usually more cost-effective. Subscribing may also have other financial benefits over buying licenses.
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Licensing for Large Organizations
  • Transcript

    • 1. © Microsoft August 2003
    • 2. Licenciamiento paraGrandes EmpresasSales Track © Microsoft August 2003
    • 3. AgendaConocimientos Básicos de Conocimientos Básicos deLicenciamiento LicenciamientoLicenciamiento para Pequeña y Licenciamiento para Pequeña yMediana Empresa Mediana EmpresaLicenciamiento para Licenciamiento paraGrandes Empresas Grandes Empresas © Microsoft August 2003 3
    • 4. Objetivo del EntrenamientoDurante este entrenamiento le daremos una mirada a losdetalles del programa y procesos de los programas delicenciamiento para Acuerdos para Grandes Empresascomo Select y Enterprise (Subscription) para permitirle queresponda las preguntas de licenciamiento de los clientescon confianza y conocimiento. © Microsoft August 2003 4
    • 5. Agenda Conceptos de Licenciamiento por Volumen Vendiendo Software Assurance Entidades Select License Enterprise Agreement Enterprise Subscription Agreement Eligiendo la Licencia Correcta © Microsoft August 2003 5
    • 6. Conceptos deLicenciamiento por Volumen © Microsoft August 2003
    • 7. Porque tenemos Licenciamiento por Volumen? Commodities extras disponibles Licenciamiento por Volumen: en las cantidades requeridas:  Media  Programas de compra estructurados  Documentación Programas estructurados para diferentes tipos de negocios y demandas  Pagos por Adelantado vs.  Corporate/Académico/Desarrollador Pagos Amortizados  Organizaciones Grandes/Globales vs.  Programas Transaccionales vs. Pequeña Empresa Licenciamiento Anual  Licencia perpetua vs. no-perpetua  Estandarización vs. flexibilidadPor lo tanto, el Licenciamiento por Volumen ofrece un ahorro substancial sobre FPP © Microsoft August 2003 7
    • 8. Beneficios del Licenciamiento por Volumen Opciones  Financiación Anual, ownership etc. Precios basados en necesidad Derechos Suplementarios:  Derecho a utilizar versiones anteriores (Downgrade Right)  Derecho a utilizar otros idiomas  Derecho a utilizar una imagen  Derecho a utilizar una licencia del negocio en la PC hogareña* © Microsoft August 2003 8
    • 9. Licenciamiento Anual y TransaccionalLicenciamiento Transaccional Licenciamiento AnualObtener licencias solo cuando es Conteo, pago y ordenes anuales necesarioProgramas de Licenciamiento: Programas de Licenciamiento: Pequeña y Mediana Empresa:  Pequeña y Mediana Empresa: Open License Multi-Year Open License (MYO) y Grandes Empresas: Select Open Subscription License (OSL) License  Grandes Empresas: Enterprise (Subscription) AgreementPros Pros Flexible  Maniobrable, pocos gastos administrativosCons Cons Muchos gastos administrativos  © Microsoft August 2003 9
    • 10. Que Lleva a la Necesidad de Obtener Licencias? Transaccional – si y cuando se instala una copia nueva  El licenciamiento sigue de cerca el lanzamiento  Licencia Select Anual – el cliente obtiene licencias para todos los sistemas  El lanzamiento sigue al licenciamiento  Enterprise Agreement y Enterprise Subscription Agreement © Microsoft August 2003 10
    • 11. Perpetuo o No-Perpetuo?Licencia Perpetua Licencia No-PerpetuaLicencia De Por Vida Modelo de Renta Full Packaged Product  Open Subscription (FPP) License (OSL) Original Equipment  Enterprise Subscription Manufacturer (OEM) Agreement (ESA) License Open License Multi-Year Open License (MYO) Select License Enterprise Agreement © Microsoft August 2003 11
    • 12. Portfolio de Licenciamiento por VolumenSegmento de Transaccional AnualCliente Perpetuo No-perpetuoPequeña yMediana EmpresaGrandes EmpresasTodos los OEMMercados © Microsoft August 2003 12
    • 13. Vendiendo SoftwareAssurance (SA) © Microsoft August 2003
    • 14. Especificaciones de Software Assurance Simplifica el proceso de licenciamiento “Stay current”: otorga los derechos a nuevas versiones durante la duracion del Acuerdo de Licenciamiento por Volumen Ya sea integral al programa u opcional  Integral: Enterprise (Subscription) Agreement, Campus Agreement, School Agreement  Opcional: Open License, Select Beneficios Adicional a partir del 1ero. de Septiembre  Mas detalles en los siguientes slides © Microsoft August 2003 14
    • 15. Software Assurance Cual es la mejora de SA? Crear relaciones a largo plazo con los clientes  Mejorar la experiencia y la satisfacción del cliente  Mostrar compromiso y dirección hacia inversiones en Software Assurance mas allá de las actualizaciones Proporciona renovaciones y nuevos negocios  Da valor a los actuales clientes de Software Assurance  Da al field una mejor propuesta para el cliente * Algunas mejoras de SA serán implementadas en distintos momentos a lo largo del mundo © Microsoft August 2003 15
    • 16. Atendiendo las Necesidades del ClienteNecesidades del Oferta SA El Cliente obtiene ValorClienteActualizaciones que no Productividad Acceso a la ultima tecnologíaconsumen tiempo y cuando es necesariodinero Aumentar el poder de compra mediante financiación anualMas ayuda e información Soporte Extensión para hot-fixestécnica Mas recursos y soporte de resolución de problemasHerramientas para el Herramientas Acelera la instalación mediantelanzamiento automatización Mas habilidad para analizar y corregir erroresEntrenamiento en Entrenamiento Utilizar el eLearningInformación Técnica Entrenamientos con instructor certificado para obtener información actualizada © Microsoft August 2003 16
    • 17. Características de Software Assurance Escritorio Servidores Sin aumento de costo  Programa para uso Audiencia Mundial en el hogar  Soporte de Resolución Las ofertas varían Escritorios de problemas por el tipo de licencia  Programa & Servidores de compra  Financiación Anual Empleados  Derechos Nuevas  Versiones  TechNet  TechNet Online Plus  Enterprise Concierge Chat Source Licensing  Reporte Corporativo Program de Errores  WinPe eLearning  Extension  Vouchers de para Disponible en Septiembre Capacitación Hot-fixes La disponibilidad varia por característica y región © Microsoft August 2003 17
    • 18. Precio de Software Assurance Microsoft Windows® Professional  SA = 29% del precio de Licencia de Actualización por año Aplicaciones  SA = 29% del precio de Licencia de Actualización por año Servidores  SA = 25% del precio de Licencia de Actualización por año © Microsoft August 2003 18
    • 19. Entidades © Microsoft August 2003
    • 20. Que es una Entidad? El licenciamiento por Volumen para Grandes Empresas es flexible para cubrir una amplia variedad de estructuras de compañías y tipos de negocios En el Master Business Agreement (MBA) definimos a las afiliadas como un negocio donde el cliente controla mas del 50% de las acciones El MBA le permite firmar a cualquier parte de la organización Las entidades son afiliadas y son cualquier entidad legal de las cuales sea dueño o copropietario © Microsoft August 2003 20
    • 21. Cobertura de todos los programas deLicenciamiento para Grandes Empresas Cliente Principal Acuerdo de Licenciamiento por Volumen Afiliada Afiliada El precio refleja el volumen total Manejo centralizado © Microsoft August 2003 21
    • 22. Entidades Participantes Cobertura del Acuerdo Opt-In Cliente Principal Opt-In Afiliada Opt-Out Afiliada © Microsoft August 2003 22
    • 23. Beneficios de Múltiples Entidades Un solo acuerdo para todas las entidades  Mejor manejo El numero de licencias (Select License) o PCs (Enterprise Agreement, Enterprise Subscription Agreement) a través de las entidades determina el nivel de precio  Menos costo mediante economía de escala Las licencias pueden ser transferidas dentro de la organización – un excedente de una afiliada puede compensar la falta en otra afiliada © Microsoft August 2003 23
    • 24. Select License © Microsoft August 2003
    • 25. Select License Posicionamiento Programas de Software Software Assurance Ciclo de Ventas Estructura de Acuerdo Estructura de Pago Preocupaciones del Cliente Resumen © Microsoft August 2003 25
    • 26. Posicionamiento Programa Transaccional Acuerdo de tres años con opción a renovación de un año o tres años Licencias Perpetuas 500+ PCs Precio basado en volumen Flexibilidad  Ordenes mensuales  Sin compromiso Requiere un Acuerdo Select mas Select Enrollment © Microsoft August 2003 26
    • 27. Programas de Software Tres pools de productos  Aplicaciones: productos Microsoft Office y herramientas de desarrollo  Sistemas: Windows Professional Upgrade  Servidores:Licencias de Servidores, Client Access Licenses, Connectors Elija entre:  License-only (L)  License con Software Assurance (L & SA)  Solo Software Assurance (SA) Licencias para Trabajo en el Hogar © Microsoft August 2003 27
    • 28. Software Assurance Compra opcional con Select License  Obligatoria si tiene Software Assurance Membership Disponible para todos los productos Obtiene para la duración remanente del Select Agreement (1, 2 o 3 años) Pagos Amortizados de L & SA y SA-only La cobertura expira con el acuerdo Renovable © Microsoft August 2003 28
    • 29. Ofertas de Escritorio Software Assurance Select Select License O F E R T A S* License SAMPRODUCTIVIDAD Derechos de Nuevas Versiones   Financiación Anual   Programa para Uso en el Hogar (Office)   Programa de Compra para Empleados  TechNet Online Concierge ChatSOPORTE - Contenido Premium HERRAMIENTAS WinPE  Reporte Corporativo de Errores  Enterprise Source Licensing Program ENTRENAMIENTO eLearning   Vouchers de Capacitación * Disponibilidad varia por oferta y por región © Microsoft August 2003 29
    • 30. Ofertas de Servidores Software Assurance SA requerido en servidores y CAL Select Select O F E R T A S* License License SAMPRODUCTIVIDAD Derechos de Nuevas Versiones   Financiación Anual   Soporte de Resolución de ProblemasSOPORTE - Soporte vía web para Standard Edition   - Soporte Telefónico en horario laboral y soporte vía web para Enterprise Edition TechNet Online Concierge Chat   TechNet Plus - Newsgroups   - Subscription Media Extensión para Hot-fixes  HERRAMIENTAS WinPE  Reporte Corporativo de Errores ENTRENAMIENTO eLearning  * Disponibilidad varia por oferta y por región © Microsoft August 2003 30
    • 31. Beneficios de Select Software Assurance Derechos de Nuevas Versiones  Da acceso a las nuevas versiones de software a medida que se encuentran disponibles durante el termino del acuerdo Pagos Anualizados  Habilidad para realizar los pagos anualmente Programa para Uso en el Hogar El empleado tiene derecho de instalar los productos de Microsoft  Office Systems* en la PC de su hogar tanto para uso personal como de negocios Programa de Compra de Empleados  Descuentos en docena de productos Microsoft para uso personal del empleado* Microsoft Office systems incluye Microsoft Office Suite,FrontPage, InfoPath, OneNote, Project, Publisher y Visio © Microsoft August 2003 31
    • 32. Beneficios de Select Software Assurance Soporte de Resolución de Problemas  Resolución de problemas mediante recursos en línea o telefónicos  Standard Edition – Cantidad de incidentes vía Web: dos o ilimitado  Enterprise Edition – Cantidad de incidentes vía telefónica en horario laboral: dos o ilimitado TechNet Online Concierge Chat  El Online Concierge Chat ofrece mantener sesiones de búsqueda asistida y autoayuda dentro de un sitio web con contenido Premium TechNet Plus  Acceso a soporte vía web con Online Concierge, contenido Premium, mas Newsgroups y Subscription Media (1 Kit) © Microsoft August 2003 32
    • 33. Soporte de Resolución de Problemas –Agenda de Incidentes Licencias Programa Incidentes Contactos Mantenidas < 2.400 2 Select, Enterprise 2.400 – 5.999 4 y Enterprise ilimitado Subscription 6.000 – 14.999 8 Agreement 15.000+ 16 © Microsoft August 2003 33
    • 34. Contactos para TechNet OnlineConcierge ChatLicencias Mantenidas Sistemas Aplicaciones< 250 0 0250 – 2.399 2 22.400 – 5.999 3 56.000 – 14.999 5 1015.000+ 10 20Solo Select con Software Assurance Membership yEnterprise (Subscription) Agreement © Microsoft August 2003 34
    • 35. Beneficios Select Software Assurance Ambiente de Preinstalacion de Microsoft Windows (WinPE)*  Herramienta de instalación basada en Microsoft Windows XP Professional Reporte Corporativo de Errores*  Da al cliente el control sobre la información enviada a Microsoft  Provee una manera clara y sencilla de ver la información de sus errores  Da solución a los problemas Extensión para hot-fixes  Para los clientes que utilizaban versiones previas de productos Microsoft, el marco para firmar por soporte adicional para los hot- fixes ha sido extendido de 90 días a dos años Enterprise Source Licensing Program  Da a los clientes elegibles con 1,500 o mas PCs licenciadas acceso al código para desarrollo interno y soporte * Solo SAM © Microsoft August 2003 35
    • 36. Beneficios Select Software Assurance eLearning  Entrenamiento de Escritorio en software Microsoft para empleados Vouchers de Capacitación  Cursos sobre productos Microsoft con instructor en centros autorizados de entrenamiento © Microsoft August 2003 36
    • 37. Vouchers de Capacitación para Select + SAMLicencias de SA Windows Office< 250 0 0250 – 2.399 10 202.400 – 5.999 15 306.000 – 14.999 25 5515.000+ 55 110 © Microsoft August 2003 37
    • 38. Ciclo de Ventas Indirecto Contrato y Nivel de Precio Ordenes y facturación Large Account Reseller Cliente © Microsoft August 2003 38
    • 39. Select AgreementMicrosoft Business Agreement (MBA)Microsoft Select AgreementPools de ProductosForecast y Niveles de PreciosMicrosoft Select Enrollment Microsoft Select EnrollmentAfiliada(s) del Cliente Afiliada(s) del ClienteAfiliada de Microsoft Afiliada de MicrosoftLarge Account Reseller Large Account Reseller © Microsoft August 2003 39
    • 40. Estructura de Pagos Nivel de Precio Cliente Forecast de Volumen por tres años Large Account Reseller © Microsoft August 2003 40
    • 41. Forecast y Nivel de Precio Nivel A Nivel B Nivel C Nivel D Aplicaciones Nivel C Sistemas Nivel A Servidores Nivel B 1.500 12.000 30.000 75.000 Puntos (3 años) © Microsoft August 2003 41
    • 42. Ejemplo de Select Open License Select Entidad A: Entidad A: 70* Office Open B 70* Office Select A Entidad B: Entidad B: 100* Office 100* Office Open B Entidad C: 20* Office Entidad C: 20* Office Open B Entidad D: 70* Office Entidad D: 70* Office Open B © Microsoft August 2003 42
    • 43. Precio Neto de Select License Cliente Precio de compra neto Margen o Rentabilidad Large Account Reseller © Microsoft August 2003 43
    • 44. Volumen vs. Forecast Puntos Nivel D 75.000 Nivel C 30.000 Nivel B 12.000 Nivel A 1.500 TERMINACION DEL ACUERDO © Microsoft August 2003 44
    • 45. Volumen vs. Forecast a la Renovación 1er año 2do año 3er año 4to año 5to año 2do año 3er año 4to año 5to año 6to año © Microsoft August 2003 45
    • 46. Fulfillment y Media Documentación Opcional – no incluido como estandard con la licencia Two-tier channel: Microsoft Worldwide Distribuidor Reseller Cliente Fulfillment (WWF) CD-ROMs sin Key – utiliza Microsoft Volume License Services (MVLS) para obtener Volume License Key (VLK) Una subscripción al CD-ROM de Select sin cargo por enrollment © Microsoft August 2003 46
    • 47. Preocupaciones del Cliente de Select License Preocupación del Cliente:  “Algunas de nuestras afiliadas tienen su propio proveedor preferido. Me gustaria trabajar con ustedes como nuestro LAR, pero ellos no quieren.” Respuesta propuesta:  Estas afiliadas pueden ingresar a su propio enrollment y asignar su propio LAR. Pero deben comprometerse a ordenar 750 puntos a través de todos los pools de productos durante los tres años del acuerdo. © Microsoft August 2003 47
    • 48. Preocupaciones del Cliente de Select License Preocupación del Cliente:  “Select no me otorga licencias de actualizacion de Office. Me conviene comprar estos productos via retail?” Respuesta propuesta:  No,le conviene comprar licencias con Software Assurance bajo Select  Mas fácil de manejar → menos costo administrativo  Pagos amortizados de L & SA  Sin Activación de Producto © Microsoft August 2003 48
    • 49. Preocupaciones del Cliente de Select License Preocupación del Cliente:  “Algunosde nuestros afiliados ingresaran a un Enterprise Agreement. Disminuira el volumen de Select y aumentaran los precios?” Respuesta propuesta:  No,el volumen obtenido mediante el Enterprise Agreement puede contribuir con su Select Agreement. © Microsoft August 2003 49
    • 50. Preocupaciones del Cliente de Select License Preocupación del Cliente:  “Necesito nuevas licencias, pero no tengo intención de actualizar nuevamente antes de que termine el Select Agreement. Me conviene Software Assurance?” Respuesta propuesta:  Si,si tiene intención de actualizar dentro de los próximos 3¾ - 4½ años. También tenga en cuenta los siguientes beneficios:  El costo de L & SA puede ser amortizado  Elegir SA hará mas fácil el manejo de sus licencias  La renovación de SA solo es posible si antes se obtiene L & SA © Microsoft August 2003 50
    • 51. Resumen de Select LicenseCaracterística Beneficio Flexibilidad para comprar licenciasTransaccional cuando sea necesario Menos costo administrativo que FPP oOrdenes mensuales Open LicensePrecio inicial basado en forecast de Ahorro inmediato y sin necesidad devolumen orden de compra inicial Costo predecible de las nuevasOpcional Software Assurance versionesUn solo acuerdo para todas las Economía de escala y manejabilidadafiliadas © Microsoft August 2003 51
    • 52. Ejercicio de Select License Select License Select License Exercise Solution © Microsoft August 2003 52
    • 53. EnterpriseAgreement © Microsoft August 2003
    • 54. Enterprise Agreement Posicionamiento Programas de Software Software Assurance Ciclo de Ventas Acuerdo Estructura de Pago Preocupaciones del Cliente Resumen © Microsoft August 2003 54
    • 55. Posicionamiento Licenciamiento por Volumen Anualizado  Perpetuo: Enterprise Agreement  No-Perpetuo: Enterprise Subscription Agreement Nivel de entrada de 250 PCs Estandarización a lo largo de la entidad  Productos adicionales opcionales Acuerdo de 3 años Modelo directo asistido por el Canal © Microsoft August 2003 55
    • 56. Programas de Software Microsoft Office Windows Core CAL Professional Professional Upgrade Windows CAL Exchange CAL SMS CAL SharePoint™ CAL Plataforma de Escritorio – 15% de Descuento… todo con Software Assurance © Microsoft August 2003 56
    • 57. Programas Adicionales Casi todos los otros productos Microsoft  Aplicaciones: Microsoft® Visio®, Project, Microsoft® FrontPage®, Microsoft® MSDN®, etc.  Servidores: Windows Server™, Exchange Server, etc. El cliente puede agregar al Enterprise Agreement …  Incluir inicialmente o agregar después  L & SA amortizado para el numero inicial  Sin estandarización obligatoria  Conteo, orden y pago anuales … o usar Microsoft Select Agreement  Proceso de Select normal © Microsoft August 2003 57
    • 58. Ofertas de Escritorio Software Assurance EA/ EA O F E R T A S* Subscription PRODUCTIVIDAD Derechos de Nuevas Versiones  Financiación Anual  Programa para Uso en el Hogar (Office)  Programa de Compra para Empleados  SOPORTE TechNet Online Concierge Chat  - Contenido Premium HERRAMIENTAS WinPE  Reporte Corporativo de Errores  Enterprise Source Licensing Program  ENTRENAMIENTO eLearning  Vouchers de Capacitación * Disponibilidad varia por oferta y por región © Microsoft August 2003 58
    • 59. Ofertas de Servidores Software Assurance EA/ EA O F E R T A S* Subscription PRODUCTIVIDAD Derechos de Nuevas Versiones  Financiación Anual  SOPORTE Soporte de Resolución de Problemas  - Soporte vía web para Standard Edition - Soporte Telefónico en horario laboral y soporte vía web para Enterprise Edition TechNet Online Concierge Chat  TechNet Plus  - Newsgroups - Subscription Media Extensión para Hot-fixes  HERRAMIENTAS WinPE  Reporte Corporativo de Errores  ENTRENAMIENTO eLearning * Disponibilidad varia por oferta y por región SA requerido en servidores y CAL © Microsoft August 2003 59
    • 60. Beneficios de Enterprise (Subscription) AgreementSoftware Assurance Derechos de Nuevas Versiones  Da acceso a las nuevas versiones de software a medida que se encuentran disponibles durante el termino del acuerdo Financiación Anual  Posibilidad de realizar los pagos a lo largo del año Programa para Uso en el Hogar (Office)  Los Empleados tienen el derecho de instalar en las maquinas de su hogar los productos del sistema Microsoft Office* tanto para uso personal como laboral Programa de Compra para Empleados  Descuentos en docenas de productos Microsoft para uso personal del empleado* Los sistemas Microsoft Office incluyen Microsoft Office Suite, FrontPage, InfoPath, OneNote, Project, Publisher, y Visio © Microsoft August 2003 60
    • 61. Beneficios de Enterprise (Subscription) AgreementSoftware Assurance Soporte de Resolución de Problemas  Resolución de problemas mediante recursos telefónicos o en línea  Standard Edition – Cantidad de incidentes vía Web: dos o ilimitado  Enterprise Edition – Cantidad de incidentes vía telefónica en horario laboral: dos o ilimitado TechNet Online Concierge Chat  El Online Concierge Chat ofrece mantener sesiones de búsqueda asistida y autoayuda dentro de un sitio Web con contenido Premium TechNet Plus  Acceso a soporte vía Web con Online Concierge, contenido premium, mas soporte Newsgroup, y TechNet Plus Subscription Media (1 Kit) © Microsoft August 2003 61
    • 62. Beneficios de Enterprise (Subscription) AgreementSoftware Assurance Extension para hot-fixes  Para los clientes que utilizaban versiones previas de productos Microsoft, el marco para firmar por soporte adicional para los hot- fixes ha sido extendido de 90 días a dos años Ambiente de Preinstalación de Microsoft Windows (WinPe)  Herramienta de instalación basada en Microsoft Windows XP Profesional Reporte Corporativo de Errores  Da al cliente el control sobre la información enviada a Microsoft  Provee una manera clara y sencilla de ver la información de sus errores  Da solución a los problemas Enterprise Source Licensing Program  Da a los clientes elegibles con 1,500 o mas PCs licenciadas acceso al código para desarrollo interno y soporte © Microsoft August 2003 62
    • 63. Beneficios de Enterprise (Subscription) AgreementSoftware Assurance eLearning  Entrenamiento de Escritorio en software Microsoft para empleados Vouchers de Capacitación  Cursos sobre productos Microsoft con instructor en centros autorizados de entrenamiento © Microsoft August 2003 63
    • 64. Ciclo de Ventas Asistido por el Canal Cuotas Facturación Enterprise Software Advisor Servicios de valor agregado Cliente © Microsoft August 2003 64
    • 65. Enterprise Agreement Microsoft Business Agreement (MBA) Microsoft Enterprise Agreement Microsoft Enterprise Agreement Enrollment Microsoft Enterprise Agreement Enrollment Microsoft Enterprise Agreement Enrollment Afiliada(s) del Cliente Customer affiliate(s) Customer affiliate(s) Afiliada de affiliate Microsoft Microsoft Microsoft affiliate Enterprise Software Advisor Enterprise Software Advisor Enterprise Software Advisor Selección de productos de Plataforma de Escritorio Choice of Desktop Platform products Choice of Desktop Platform products Fecha de inicio del Enrollment Enrollment start date Enrollment start date Nivel de Precio Price level Price level © Microsoft August 2003 65
    • 66. Precios de Enterprise Agreement Select 3 años L & SAPCs Nivel de precios - 15%250 – 2.399 A2.400 – 5.999 B6.000 – 14.999 C15.000 and over D 15% de descuento de plataforma adicional si toma los tres ingredientes Protección de precios durante tres años Precio True-up para PCs adicionales – si es que hay © Microsoft August 2003 66
    • 67. Ordenando True-Up 5600 5400 5200 PCs 5000 4800 4600 4400 1 2 3 4 5 6 7 8 9 10 11 12 © Microsoft August 2003 67
    • 68. Pagos de Enterprise Enrollment Numero inicial de Asientos adicionales asientos true-upInicial ⅓ del costo total1er aniversario ⅓ del costo total L + 2½ SA2do aniversario ⅓ del costo total L + 1½ SA3er aniversario L + ½ SA © Microsoft August 2003 68
    • 69. Extendiendo los Enterprise Agreements De manera opcional, el EA se puede extender por 1 o 3 años Precio de lista actual  Solo paga por Software Assurance (SA)  5% de descuento en el precio de Select  5% de Descuento de Plataforma Puede agregar PCs adicionales (true-up) y productos adicionales durante el tiempo de duración del Enrollment © Microsoft August 2003 69
    • 70. Preocupaciones del Cliente Enterprise Preocupación del Cliente:  “Paraalgunas de nuestras afiliadas es muy temprano para estandarizar” Respuesta propuesta:  “Deje a esas afiliadas fuera del Enterprise Agreement Enrollment. Las mismas pueden ingresar a su propio Enrollment en otro momento” © Microsoft August 2003 70
    • 71. Preocupaciones del Cliente Enterprise Preocupación del Cliente:  “Nodeseamos estandarizar la Plataforma de Escritorios completa” Respuesta propuesta:  “Puede ingresar al Enterprise Agreement Enrollment solo para uno o dos productos de Plataforma de Escritorio. Si mas adelante desea agregar el o los productos faltantes, se puede hacer ingresando a otro Enrollment” © Microsoft August 2003 71
    • 72. Preocupaciones del Cliente Enterprise Preocupación del Cliente:  “No necesito Office Professional para todas las PCs. La mayoria de nuestras PCs usan Office Standard.” Respuesta propuesta:  “Elprecio annual refleja una mezcla entre Standard y Professional. Si opto por un programa transaccional como Select, entonces debera el costo del manejo de licencias”  “Ya que el Enterprise Agreement esta basado en Office Professional, puede utilizar el mismo disk image en todas las PCs” © Microsoft August 2003 72
    • 73. Preocupaciones del Cliente Enterprise Preocupación del Cliente:  “No necesitamos todos los ingredientes de la Core CAL - solo uno o dos” Respuesta propuesta:  “La Core CAL cuesta menos que los ingredientes. SharePoint complementa Exchange y agrega las funcionalidades de enterprise search y document management. Muchos clientes deciden agregar SMS a Windows 2000 Server Active Directory® y Group Policies” © Microsoft August 2003 73
    • 74. Resumen de Enterprise AgreementCaracterística BeneficioOrdenes Anuales Menos costo administrativo que Select License Mas fácil de presupuesta que SelectProtección de precios de tres años LicenseEstandarización a lo largo de toda la Menos costo administrativo y mas fácilcompañía de mantener que Select License Soluciones a la medida para cadaProductos opcionales adicionales necesidad especifica de cada cliente © Microsoft August 2003 74
    • 75. Ejercicios de Enterprise Agreement © Microsoft August 2003 75
    • 76. EnterpriseSubscriptionAgreement © Microsoft August 2003
    • 77. Enterprise Subscription Agreement Posicionamiento Estructura de Pagos Resumen © Microsoft August 2003 77
    • 78. Posicionamiento Enterprise Subscription Agreement es similar al Enterprise Agreement …  Mismos productos  Mismos niveles de precio  Mismo canal  Misma estructura de acuerdo  Mismos beneficios adicionales … pero esta basado en Licencias No-Perpetuas  Diferente modelo de precios © Microsoft August 2003 78
    • 79. Precios de Enterprise Subscription Agreement Igual al Enterprise Agreement, pero: Un precio anual por PC, en lugar diferentes precios de true- up  Precio por PC Enterprise Agreement – 15% discount El nivel de precio revela la cantidad de PCs  Puede subir o bajar El precio de renovación se basa en L & SA en lugar de en SA solo Buy-Out opcional  Licencias No-Perpetuas → Licencias Perpetuas  1½ x cuota anual © Microsoft August 2003 79
    • 80. Conteo Anual de PCs - EnterpriseSubscription Agreement Inicial 1er aniversario 2do aniversario D$… C$… B$… A$…
    • 81. Vendiendo Enterprise Subscription AgreementsVentaja sobre Enterprise Agreement Menos costo a corto plazo  Menos impacto en el flujo de caja del cliente Puede reducir el numero de licencias y productos por los que paga anualmente  Que organización puede garantizar que crecerá constantemente? Modelo de precios mas sencillo Potenciales implicancias financieras del modelo de subscripción © Microsoft August 2003 81
    • 82. Ejercicio de Enterprise Subscription Agreement ESA Exercise ESA Solution © Microsoft August 2003 82
    • 83. Resumen de Enterprise Subscription AgreementCaracterística BeneficioEstandarización a lo largo de toda la Simple para manejarcompañía Simple de presupuestar y menos costoOrdenes y pagos anuales administrativoSA incluido Costo de nuevas versiones predecibleProtección de precios de tres años Fácil de presupuestarUn solo acuerdo para todas las Economía de escala y gerenciamientoafiliadas © Microsoft August 2003 83
    • 84. Eligiendo la LicenciaCorrecta © Microsoft August 2003
    • 85. Transaccional vs. Anual Transaccional: Toda la Compañía: Enterprise Select License (Subscription) Agreement Flexible Poco costo administrativoPros Protección de precio  facil de presupuestar Subscripción opcionalCons Mucho costo Todo o nada: estandarización fija administrativo Difícil de presupuestar © Microsoft August 2003 85
    • 86. Cuando deben ofrecerse ProgramasTransaccionales? El cliente no se puede comprometer a una estandarización a lo largo de toda la compañía El cliente no quiere Software Assurance (SA) El cliente no quiere Office Professional El cliente no quiere Core Client Access License (CAL) Además de un programa anual para obtener productos adicionales © Microsoft August 2003 86
    • 87. Comprar vs. Suscribir Comprar (Select License y Suscribir (Enterprise Enterprise Agreement) Subscription Agreement)Pros Menos costo a largo plazo Menos costo a corto plazo Puede disminuir el numero de Flexible licenciasCons Mayor costo a corto plazo Mayor costo a largo plazo Solo disponible para acuerdos a No puede disminuir el numero lo largo de toda la compañia con de licencias Software Assurance (SA) © Microsoft August 2003 87
    • 88. Eligiendo el mejor acuerdo Vender a lo largo de toda la Compañía Comprar o Comprar Enterprise suscribir? Agreement a lo largo de Si toda la Enterprise Compañía? Suscribir Subscription Agreement No Select License © Microsoft August 2003 88
    • 89. Assessment Assessment 5 © Microsoft August 2003 89
    • 90. © 2003 Microsoft Corporation. Todos los derechosreservados. Microsoft, el logo Microsoft, SQL Server,Windows, el logo Windows, SharePoint, FrontPage,MSDN, Active Directory, Visio, el logo .NET y BizTalk sonmarcas registradas de Microsoft Corporation en losEstados Unidos y/u otros países. Todas las otras marcasregistradas pertenecen a sus respectivas compañías. © Microsoft August 2003 90

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