Michele Todd
Microsoft Alliance Manager, Quest
Member since 1996
Competencies including:
Gold ISV competency
Silver Virtualization competency
New Partner Opportunity: Leveraging new laws
that require customer license compliance
Partner Readiness
Presenter Name
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Outline
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Unfair Competition Act (UCA) - New legislation
now helps level the playing field
•
The Partner Opportunity
•
Resources
Background
• IT is Fundamental to Today’s Business
– Many businesses rely on IT to improve efficiency and gain competitive advantage
– IT costs can be a significant part of total capital expenditures
• Competitive Disadvantages Exist
– Businesses who pay for IT are at a competitive disadvantage when forced to compete against companies
who use illegal IT
• Growing Momentum to Even the Playing Field
– Compliance with legal IT use can be a competitive differentiator in the global marketplace
– New laws are being created to help regulate unfair business practices and improve competitive landscape
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Background
• New laws are external initiatives driven by government entities
– Microsoft supports these initiatives but plays no role in creating the laws
• Opportunities to help customers are being created
– Microsoft partners are in an excellent position to enhance relationships and provide value to their
manufacturing customers by ensuring they are in compliance with these new laws
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How Unfair Competition Legislation Works
Impacts manufacturers around the world that export
New laws in the United States
goods to states with UCA laws in effect
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UCA Creates Opportunities for Microsoft Partners
UCA laws require full IT compliance from manufacturers, meaning
full software license compliance. This creates opportunity for you.
IT COMPLIANT
IT COMPLIANT
IT COMPLIANT
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IT COMPLIANT
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How Unfair Competition Legislation Works
These laws apply whether the goods are imported directly
into a state, or through a retailer or distributor
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About Unfair Competition Act (UCA) Laws
Law Overview
• UCA laws are designed to protect law-abiding manufacturers
who are forced to compete against companies that use stolen
IT to reduce production costs and gain a competitive
advantage.
• They affect all manufacturers whose products or component
parts are sold in states where the laws are in effect. They apply
even if the manufacturer resides outside the U.S. and even if the
unlicensed technology is only used for administrative tasks such
as inventory, logistics or accounting.
• If a manufacturer is not IT compliant, they risk penalties that
could include liability, monetary damages, or an injunction
against further sales.
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Outline
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Unfair Competition Act (UCA) - New legislation
now helps level the playing field
•
The Partner Opportunity
•
Resources
Strengthen Relationships, Increase Satisfaction
Make customers aware of new laws
and help them navigate licensing
– Informing your customers about new UCA
laws enhances your position as a
key provider of timely information that is
relevant to running a business.
– Microsoft partners play an important role
as Microsoft licensing experts
and customer advocates.
– Your manufacturing customers need and
expect your licensing knowledge
and guidance.
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Strengthen Relationships, Increase Satisfaction
Guide your customers into compliance
so they can enjoy related benefits:
– Enhanced Global Reputation - successful
global companies are increasingly focused on
doing business with their supply chains and
other companies that are governed by high
standards of legal and ethical compliance
– Safeguard their Business – avoiding business
disruption by being properly licensed
– Increased Competitive Advantage –
compliance with legal IT use can be a
competitive differentiator in the global
marketplace
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Partner Opportunity
As your customers’ trusted advisor, you are in the perfect position to help
them comply with the new laws by ensuring that their licensing is up-to-date.
Assist your manufacturing customers and strengthen your customer
relationships by doing the following:
1.
Proactively inform them of the new laws
2.
Verify their Microsoft software license compliance
3.
Encourage them to implement a
sound software asset management
program to help them sustain
legal compliance
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Partner Opportunity
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1.
2.
3.
Proactively inform them of the
new laws
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Verify their Microsoft software
license compliance
•
Encourage them to implement a
sound software asset management
program to help them sustain
legal compliance
•
•
•
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Ensure they are aware of these new UCA laws and
how their manufacturing business is impacted.
Point customers to [insert local 3rd party link] for
more information on the laws.
Laws require manufacturers to be fully IT compliant,
which means fully licensed for all software in use.
Communicate that the laws apply to those
manufacturers exporting directly into a state as well
as those exporting through retailers or distributors.
Penalties for those found non-compliant can include
liability, monetary damages, or sales injunctions.
Let them know that you can help them review and
verify their software license compliance.
Partner Opportunity
•
1.
Proactively inform them of the
new laws
2.
Verify their Microsoft software
license compliance
3.
Encourage them to implement a
sound software asset management
program to help them sustain
legal compliance
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•
•
As their licensing advocate, ensure they understand
Microsoft licensing and the related rules and
regulations.
Help them gather up the information necessary to
verify their license compliance, including software
acquisitions and software in use.
Perform a comparison of licenses in use to those
purchased and account for any deficiencies.
Help them acquire any licenses they need to achieve
compliance.
Partner Opportunity
1.
2.
3.
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Proactively inform them of the
new laws
•
Explain that SAM can help reduce organizational risk.
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Provide education on the benefits of SAM:
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Verify their Microsoft software
license compliance
Encourage them to implement a
sound software asset management
program to help them sustain
legal compliance
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•
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Control costs and business risks for a stronger, healthier
financial position.
Optimize existing investments, so that you can do more
with what you already have.
Grow with your company's expanding needs in size and
maturity through increased flexibility and agility.
Help customers implement SAM practices to ensure they
remain appropriately licensed on an on-going basis.
Outline
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Unfair Competition Act (UCA) - New legislation
now helps level the playing field
•
The Partner Opportunity
•
Resources
Resources
For Customers
Third-Party Site – www.tradelaw.my
Unfair Competition Act – (link to local UCA landing page)
Software Asset Management - Learn how Software Asset Management (SAM) helps manage and
optimize an organization’s IT assets. www.microsoft.com/sam
For You
Visit the Microsoft Partner Network for more information, including partner materials you can leverage
with your manufacturing customers.
http://LinkToLocalMPN-UCApage
<note to sub – insert the link to your local MPN UCA page above>
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