Open
Open Value
Open Value Subscription
Volume License Roadshow 9
April 2010
Patrick Viaene
Partner Readiness Framework
MCP Prep
Licensing Community update
-2 day training, prep voor 070-761: Delivering VL
solutions voor SBM
-Payable, at disti-site, MS owns content &
registration
-Audience: VL specialists
-2-3 times/year
-1/2 day in-depth update
- Product licensing focus
-Free, at MS-site
-Audience: Licensing Specialist (MCP?),
by invitation only
-2 times/year
Upscale
Stay informed
Licensing Essentials Training
Licensing Livemeetings
-½ day VL introduction
- SMB focus
Stay informed
-Free, with disti help, MS own content & registration
-Audience: new resellers, new people at existing
resellers
-3-4 times/year
-Monthly, 45min LM
- 2 content-areas:
-product licensing
-Licensing practicals, logistics
-Free, MS owns content & registration
-Audience: existing VL ‘specialists’
Volume License Roadshow
-2h commercial training, SMB focus
-2 times/year, free
-Audience: existing & new partners
-Action: enroll in the existing framework
Open
Open Value
Open Value Subscription
Volume Licensing…for SMB’s
…introduction and recap
…SA – after launches?
…zoom in on Visual Studio & MSDN
…Office 2010
Agenda
• Open License programma’s: overzicht en positionering
• Office 2010 licensing (incl Project, Visio)
• Visual Studio & MSDN
• Partner getuigenis
• Anti-Piracy update
• Varia
– Principe van SA Step-up
– Stopzetten van EPP
– Office 2010 – impact op HUP
– Promo’s
– Circle of Success
Microsoft Licenties
Full Packaged produkt (FPP of Retail)
Original Equipment Manufacturer (OEM) – ROK – PKC
Microsoft Volume Licensing – Open License program
•
Open License
• Open Value
– Open Value companywide
– Open Value non-companywide
• Open Value Subscription
Open Value Subscription is HET Microsoft
licentieprogramma voor KMO’s
Licentie types
OEM: verkocht met PC (of server)
•
Beperkte rechten: geen downgrade, geen imaging, geen transfer, geen taal-wissel, geen
MS support, niet bruikbaar met Terminal Server.
• Goedkoper (?)
Retail
•
Beperkte rechten: geen downgrade, geen imaging, geen taal-wissel, geen MS support, niet
bruikbaar met Terminal Server.
• Duurder (?)
Volume licentie:
•
Veel rechten: downgrade, imaging, taalwissel, transfer.
• Extra: gespreide betaling mogelijk, eenvoudig beheer, maintenance (Software Assurance)
Licentie types
OEM: verkocht met PC (of server)
•
Beperkte rechten: geen downgrade, geen imaging, geen transfer, geen taal-wissel, geen
MS support, niet bruikbaar met Terminal Server.
• Goedkoper (?)
Retail
•
Beperkte rechten: geen downgrade, geen imaging, geen taal-wissel, geen MS support, niet
bruikbaar met Terminal Server.
• Duurder (?)
Volume licentie:
•
Veel rechten: downgrade, imaging, taalwissel, transfer.
• Extra: gespreide betaling mogelijk, eenvoudig beheer, maintenance (Software Assurance)
1. Open License
“Koop software wanneer je het nodig hebt”
2 jaar contract
Éénmalige betaling van de totale kost
Software Assurance optioneel
Vanaf 5 licenties
Per juridische entiteit
Governement Versie beschikbaar
2. Open Value
“Koop software per standaard PC”
3 jaar contract
Gespreide betaling van de totale kost
Praktisch
•
Klant kiest de standaard PC:
1.
Windows Professional upgrade
2.
Office Standard of Pro Plus
3.
SBS, Core CAL of Enterprise CAL Suite
•
Indien company-wide: 10% korting
Software Assurance inbegrepen
Vanaf 5 PC’s
Additionele produkten mogelijk
Mogelijk voor groep van bedrijven
Governement Versie beschikbaar
15% korting voor alle 3
3. Open Value Subscription
“Huur software per standaard PC”
3 jaar contract
Gespreide betaling van huurkost
Praktisch
•
Steeds company-wide
• Klant kiest de standaard PC :
1.
Windows Professional upgrade
2.
Office Standard of Pro Plus
3.
SBS, Core CAL of Enterprise CAL Suite
Software Assurance inbegrepen
Vanaf 5 PC’s, jaarlijkse telling kan op of neer
Additionele produkten mogelijk
Mogelijk voor groep van bedrijven
Korting 50% in jaar 1, voor wie N-1 licenties bezit
Governement Versie beschikbaar, ook voor 1j huur
5% korting voor alle 3
Feiten CY09
8000 nieuwe Open, OV, OVS contracten
• 12,8% is Open Value of Open Value Subscription
• OV/OVS vertegenwoordigt 24,9% van de nieuwe omzet
• OV/OVS verkocht door 235 partners
51,8% van de KMO Volume Licensing omzet is OV/OVS
82% van de Open Value contracten wordt na 3j hernieuwd,
voor 89% van de waarde
Samenvatting
Open:
•
SA optioneel
•
Eenvoudig: koop NU, koop wat/wanneer u gebruikt
•
Moeilijker beheer
•
Per juridische entiteit
Open Value:
•
SA inclusief
•
Gespreid over 3 jaar
•
Korting voor standardisatie
•
Eenvoudig beheer
Open Value Subscription:
•
SA inclusief
•
Gespreid over 3 jaar
•
Korting voor standardisatie
•
Eenvoudigst beheer, evolueert met bedrijfsgrootte
•
Goedkoopst over 6 jaar
Open, OV & OVS respecteren het kanaal
Microsoft
Microsoft verkoopt licenties aan een distributeur
Distributor
De distributeur verkoopt licenties aan een reseller
Reseller
Klant
Klanten kopen van een reseller
Software Assurance
• Upgrade rechten naar nieuwe versie
• Office Multilingual
• Voorspelbare kost
• Office Home Use Program
• e-Learning
• Training Vouchers
• Problem resolution support
• TechNet Plus subscription
• Cold back-up server
• Toegang tot Step-Up SKU’s
• Toegang tot Desktop Optimization Pack (incl App-V – aka Softgrid)
• Eenvoudig beheer
• Exclusieve versie: Windows Enterprise
• NEW: VECD
Partner Video
Product Licensing
Office 2010
Visual Studio 2010 & MSDN
Todays Customers
Today 2010
Applications
Systems
Servers
Core CAL Suite
Professional Plus 2010
Client Access License
Professional Desktop
Enterprise Desktop
Professional Plus 2010
Enterprise CAL Suite
Client Access License
Internal only, Microsoft Confidential
Office 2010 Suites
= New
           
Professional Plus 2010
      
Standard 2010
* Office web applications include Word web app, Excel web app, PowerPoint web app, and
OneNote web app. Access to Office web applications included with Office license.
Internal only, Microsoft Confidential
Key Takeaways for Office SKU plan & licensing
Office
2010 SKUs
Two VL Office Suites: Office Professional Plus 2010 & Office Standard 2010
Office Pro Plus: adding OneNote 2010, SharePoint Workspace 2010 (formerly
Groove) and Office web apps
Office Standard: adding OneNote 2010, Publisher 2010 & Office web apps
Office
SA
migration
Customers with active SA for Office Pro Plus, Office SBE, or Office
Enterprise as of Office 2010 release SA rights to Office Pro Plus 2010
Customers with active SA on Office Standard 2007 as of Office 2010 release
 SA rights to Office Standard 2010
Office
web apps
Included with Office Pro Plus 2010 & Office Standard 2010 license
Not a low-cost replacement for Office & will not be sold standalone
Position as part of PC, Phone, and Browser story
Customer is licensed for on-premises deployments of Office web apps
Internal only, Microsoft Confidential
Branding Changes for IW Servers
Internal only, Microsoft Confidential
Microsoft Visio 2010 Overview
Visio 2010 Premium
450 406
Marketing Budget Spending
Active HC
HC
Allocation
Sr. VP Sales
Open HC
44
Anderson, Elizabeth
Production
Quality Assurance
Yes
65%
Inventory (hrs)
Inventory (hrs)
33
Budget Attainment
$ 1,898,543
62%
Budget Attainment
$ 1,270,654
Marketing Budget Spending
Budget Attainment
64%
Available?
Uptime
(%)
8.3
Uptime
(%)
Uptime
(%)
78
85
95
Inventory (hrs)
28.8
Up
tim
e
40
(%)
0
No
Ship
13%
$ 65,987
Inventory (hrs)
18
Open HC
Marketing Budget Spending
Ordering
Inventory (hrs)
15
Gibbons, Phil
General Manager, Telesales
Support
Open HC
20
13%
Weiss, Charlotte
General Manager, Worldwide
Active HC
20
8
Budget Attainment
0
HC Allocation
20
Open HC
General Manager, Asia Pacific
Marketing Budget Spending
Active HC
Active HC
40
Open HC
HC Allocation
40
$ 1,176,940
20
Shortt, Patrick
General Manager, North America
Marketing Budget Spending
Active HC
Cox, Oliver
9
HC Allocation
91
HC Allocation
100
Packaging
$ 6,474,993
Budget Attainment
Uptime
(%)
72
Product
Theme
Diverse set of intuitive and
professional diagrams
Dynamic, data-driven diagrams
with real-time web-sharing
Intelligent and Advanced
diagrams and process tools
Simplify complexity with a diverse set
of intuitive and professional tools for
diagramming
Bring your diagrams to life with
dynamic, data-driven visuals that are
connected to real-time data and can
be easily shared online with anyone
Improve consistency and accuracy
across your organization with
advanced diagramming and new
process management tools
Solution
Scenario
Diverse set of diagrams including:
Flowchart / Swimlane
Org Chart / Block Diagram
Timeline / Calendar
Dynamic, data-driven diagrams
Business Intelligence
IT Management & Security
Business & Technical Drawings
Product
Value
Communicate effectively through
clear and professional diagrams
Save time with:
A wide variety of pre-drawn
shapes & templates
Auto alignment & spacing
Intuitive navigation and consistent
Office Fluent UI
Make your Office documents
more visual with Visio diagrams
Deliver rich, visual dashboards
across the organization using
SharePoint and Visio Services
Drill down with Pivot Diagrams to
provide graphical BI analysis to
Excel, Access, SQL, or any
OLEDB/ODBC data source
Use a diverse set of specialized
diagrams
Import, save, and work with CAD
files
Intelligent and advanced diagrams
Business Process Analysis / BPM
Compliance/ Quality
Rule-based Diagrams
Save time with intelligent & easy-to-use
process mapping templates, including
pre-defined shapes and templates such
as BPMN and Six Sigma
Drive standardization and re-use with
Subprocesses
Model SharePoint workflows for
execution and monitoring on
SharePoint 2010 server
Maximize consistency and accuracy
across your organization with Diagram
Validation that can find common errors
or check for business logic
Internal only, Microsoft Confidential
Visio 2010 SA Path
Rights To
Customers with active SA on Visio
Professional as of Visio 2010 price
list availability are eligible for a
one-time migration offer to Visio
Premium 2010
Internal only, Microsoft Confidential
SKUs with Target Personas
Project
Server 2010
Target
Audience
Individual and Part-Time
Project Managers
Key
Changes
Fluent User Interface – Enhanced
appeal and usability
User Controlled Scheduling
Timeline View
CAL
CAL Not Required
Why SharePoint Server is necessary for
Project Server
Dependency on Report Center
Excel Services
Advanced Charting and KPI’s
Workflow components
How do our customers benefit
Scorecards for in-depth business insight
Greatly expanded reporting options
Enhanced project and document workflow
Leverage full SharePoint collaboration capabilities
Professional Project
Managers
Project Standard changes PLUS
Enhanced scheduling functionality
Powerful Team Planner View
Project Synch to SharePoint list
Project Server CAL Included
CIO, PMO, Operations,
Product Development
Unified Project and Portfolio
Management
SharePoint Server/ECAL value
Improved time and task progress
functions
Web-based project editing and
calculations
CAL Required
Project Server 2010 dependency on
Enterprise CAL
Additive
Internal only, Microsoft Confidential
SA Path
Rights To
Project Server 2010
Dependency on
**Limited Use Rights**
Additive
Additive
Internal only, Microsoft Confidential
Visual Studio Team System 2008
Team Suite with MSDN Premium
Visual Studio Team System 2008
Team Editions with MSDN Premium
Visual Studio 2008 Professional
with MSDN Premium
Visual Studio 2008 Professional
with MSDN Professional
Test and Lab Manager
IntelliTrace™
Test Case Management
UML Modeling
Manual Testing
Architecture Explorer
Test Record & Playback
Logical Class Designer
Layer Diagram
Load Testing
Web Testing
UI Test Automation
Test Impact Analysis
Performance Profiling
Static Code Analysis
Code Coverage
Code Metrics
Database Change Mgmt
Database Deployment
Database Unit Testing
Test Data Generation
Silverlight Tools
Multi-core Development
SharePoint Development
Cloud Development
Web Development
Windows Development
Generate from Usage
Office Development
New WPF Editor
Customizable IDE
Test and Lab Manager
Test Case Management
Manual Testing
Team Explorer
Test Record & Playback
Lab Mgmt Config.
Team Agents
Virtual Env. Setup/Tear Down
Environment from Template
Checkpoint Environment
Version Control
Gated Check-in
Reporting
Build Automation
Branch Visualization
Test Case Management
Agile Planning Tools
Team Portal
Software for Production
Use
Visual
Studio
2010
Ultimate
with
MSDN
Visual
Studio
2010
Premium
with MSDN
Visual Studio
2010
Professional
with MSDN
Visual Studio
Test Elements
2010
with MSDN
Visual Studio® Team
Foundation Server 2010
and one (1) Client Access
License (New!)
●
●
●
●
Microsoft® Expression
Studio 3 (New!)
●
●
◌
◌
Microsoft® Office 2007
Ultimate, Communicator
2007, Project 2007
Standard, Visio 2007
Professional, SharePoint
Designer 2007
●
●
◌
◌
Software for
Development and Test
Use
Visual
Studio
2010
Ultimate
with
MSDN
Visual
Studio
2010
Premium
with MSDN
Visual Studio
2010
Professional
with MSDN
Visual Studio
Test Elements
2010
with MSDN
Windows® (client and
server)
●
●
●
●
Microsoft® SQL Server®
●
●
●
●
Toolkits, Software
Development Kits, Driver
Development Kits
●
●
●
●
Microsoft® Office
●
●
◌
◌
Microsoft Dynamics®
●
●
◌
◌
All other servers
●
●
◌
◌
Windows Embedded
operating systems (New!)
●
●
◌
◌
Subscription Benefits
Visual
Studio
2010
Ultimate
with
MSDN
Visual
Studio
2010
Premium
with MSDN
Visual Studio
2010
Professional
with MSDN
Visual Studio
Test Elements
2010
with MSDN
Microsoft® E-Learning
course collections (New!)
2
2
1
1
Technical support
incidents
4
4
2
2
Priority support in MSDN
Forums (New!)
●
●
●
●
MSDN Flash newsletter
●
●
●
●
MSDN Magazine
●
●
●
●
Online Concierge
●
●
●
●
Anti-Piracy
Mogelijkheden om Windows te legaliseren
Consumenten – Soho
- WGA online kit: op de legalisatie-site « Windows Genuine Advantage »
- Get Genuine Kit – pakket beschikbaar bij distributie
Volume Licensing
• Get Genuine Windows Agreement (GGWA)
Small Organisation – Bijlage bij Open License contract (via Disti)
Large Organisation - Bijlage bij Select – EA contract (LAR)
• Alle voordelen van Volume Licensing gelden
Gelijkaardige prijs voor alle oplossingen.
Consument – Soho : Get Genuine Kit (GGK)
De Windows OEM licentie kan niet los van een nieuwe PC verkocht worden.
Daarom bestaat GGK:
• Wordt verdeeld zoals een retail pakket
• OEM Gebruiksrechten
• Geen « transfer right »
• Geen « downgrade rights »
Vereenvoudigde installatie
Bevat een COA en installatiemedia
Support door Microsoft
Bevat voor XP Pro, Vista Business en Windows 7 Professional
Binnen 90 dagen kan SA toegevoegd worden
Geen direct contact met Microsoft – anoniem.
Prijs : OEM +20%
Consument – Soho : Get Genuine Kit
GGK
OEM License
Target Customers
• Customers with existing PCs in need of
Windows compliance
• Purchasers of new PCs with software preinstalled
Terms
• Available for sale to customers to bring existing
PCs into compliance
• Available for sale to OEMs for preinstallation on new PCs
only
Features
•
•
•
•
•
• Customer support provided by the OEM who preinstalled
the software
• COA affixed to the PC by the OEM
• Downgrade rights are available
• Media accompanies the PC
Channel
• Authorized OEM Distributors
• Authorized OEM Distributors
Transferable
• Not transferable
• Not transferable
Other
Customer support provided by Microsoft
COA
Downgrade rights are not available
DVD style case with media
1 license or 10 license*
• Can NOT be sold to bring existing PCs into compliance
Volume Licensing : Get Genuine Windows Agreement - GGWA
GGWA is een bijlage bij een Open License die het recht toekent een Windows ‘full license’
te kopen in het kader van een legalisatie scenario.
Vanaf 5 licenties+
Voordelen van Volume licensing:
- Geeft recht op laatste versie (Win7 Pro) met «downgrade right »
- Volume License Key en activatie
- Mogelijkheid om SA binnen 90d aan te schaffen
- Geen transfert naar andere hardware
- Prijs gelijk aan GGK
Contract wordt via distributeur geregeld
Prijs opvragen bij distributeur (SKU FQC-02874 WinPro7 MVL Get Genuine SMP)
Volume licensing : GGWA
Distributor provides the Reseller with a copy of the GGWA-SMO
Addendum& Open License agreement for presentation to the
Customer.
Contract is available on
Explore.ms
Customer provides their contact information, including email
address. No signature is required.
Reseller sends agreement to Distributor for onward submission to
the Regional Operations Center (ROC).
ROC sets up agreement and Customer receives electronic
acceptance notification with Agreement Number.
CC Reseller
BCC Distributor
Distributor places order with ROC.*
Customer receives electronic order confirmation.
Order Confirmation + Copy of Get Genuine Agreement Addendum and
Open License Agreement +
Proof of Payment = License Confirmation.
CC Reseller
BCC Distributor
Installation : If new installation is needed, the customer can
obtain a VLK at the VL activation center
Varia
Principe van SA Step-Up
EPP
HUP Update
Promo’s
Circle of Success
Varia – SA Step-up
SA Step-up = een licentie die het (prijs)verschil overbrugt tussen de ‘lagere’ en
‘hogere’ editie. Bvb:
- Office Standard  Professional Plus
- Windows Server Standard  Windows Server Enterprise
- Visio Pro  Visio Premium
- Core CAL Suite  Enterprise CAL Suite
Vereist Software Assurance op de ‘lagere editie’.
Enkel verkrijgbaar in OV/OVS
Resulteert in gelijktijdige betaling van SA op ‘lagere’ versie en SA Step-up, voor
de rest van het contract
Varia – EPP & HUP
EPP = aanschaf van permanente licentie voor consumer-software aan
gereduceerde prijzen.
HUP = gratis licentie voor Office thuisgebruik, onder voorwaarde van
Office SA coverage op bedrijfs-PC.
EPP aanbod wordt beëindigd per 1 october 2010
HUP wordt besteld door employee op www.microsofthup.com.
HUP kan ook in bulk besteld worden op http://www.msofficehup.com/nlBE/
(maar zal dan nog steeds door employee moeten gedownload worden)
SA Administrators kunnen hier ook marketingmateriaal downloaden
Promoties
Tot eind mei:
OVS: UTD N-2
OV/OVS: Full Platform 10% korting
(Windows Upgrade, Office, CAL Suite)
Tot eind april
Windows 7 Upgrade in Open of OV: 35% korting
Open License Video
The Circle of Success
Resources
• Volume Licensing Briefs:
www.microsoft.com/licensing/about-licensing/volume-licensing-briefs.aspx
• Software Assurance Benefits – How to Activate
www.microsoft.com/licensing/software-assurance/default.aspx#tab=3
• Volume License Activation – MAK/KMS Keys
http://technet.microsoft.com/nl-be/windows/dd197314(en-us).aspx
• Microsoft Online Services
http://www.microsoft.com/online/nl-be/default.mspx
http://www.microsoft.com/online/fr-be/default.mspx
• VLSC – Volume License Service Center Manual
www.microsoft.com/downloads/details.aspx?displaylang=en&FamilyID=d75e4c02-e38c-4a22-b7f7-69f9706c5240
• CAL Suites: Core CAL & Enterprise CAL Suite
www.microsoft.com/calsuites/en/us/default.aspx
• Office 2010
www.microsoft.com/office2010
• SQL Server 2008 Licensing Guide
http://download.microsoft.com/download/6/F/8/6F84A9FE-1E5C-44CC-87BB-C236BFCBA4DF/SQLServer2008_LicensingGuide.pdf
Vragen?
Add
• VLSC 3.5 hidden
• O2010 & VS2010 in MAPS, Cert Lic