Office 365 for Education
through OVS-ES
Training for Distributors and AER’s
FY14
Name:
Position:
Agenda
O365 for Academic Programs Overview
Sales Guidance
O365 for Education Licensing through OVS-ES
Provisioning
Resources
3
The Value of Microsoft Office 365
for Education
• Works seamlessly with Microsoft Office programs* that users already count on
• Provide sites for students and educators to work together in real time on
assignments, group projects, and research
• Communicate seamlessly from email to instant messaging to online classrooms
• Helps students and educators become more productive with a 25GB mailbox that
unifies email and voicemail (Unified Messaging)
• Provides anywhere-access to email, assignments and calendar on most devices**
• Works with devices that students and educators use most -- including PC, Mac,
Windows Phone, iPhone, Android and BlackBerry***
• View and edit assignments with Office Web Apps across a broad range of browsers
(Internet Explorer, Firefox, Safari, and Chrome)
• Connect securely over Internet with HTTPS without the need for VPN
Plus…
* Requires Microsoft Office 2007 or higher for best experience
** Access from mobile devices depends on carrier network quality and availability
*** Hosted Blackberry service is an add-on service
Microsoft Confidential – For Partner Use Only
Office 365 at a glance
Office 365 for Education academic plans
Exchange, SharePoint, Lync and Office working together to provide enterprise-level value
A2
A3
A4
MOP, EES
MOP, EES, OVS-ES
MOP, EES
Email, Calendar. Contacts, Anti-Malware, Role-based permissions, IRM, 25 GB mailbox
●
●
●
IM, Presence, Audio/Video Conferencing
●
●
●
Office Web Apps (create/view/edit/co-edit)
●
●
●
Collaboration, SkyDrive Pro (7 GB), Sites (up to 3,000), App Catalog, e-Discovery
●
●
●
Office Pro Plus
●
●
Voicemail, Archiving, Data Loss Prevention
●
●
Excel/Access/Visio Services
●
●
Meeting Recording*, View Multi-Party Video
●
●
Information Rights Management
●
●
Enterprise Voice
Price (Fac/Stu)
Office Pro Plus ( includes Full Lync Client with meeting recording capability)
●
Free
$4.5/$2.5
$6/$3
Stand Alones Available Through MOP
Plan
Exchange
Lync
Includes
Faculty Students
Existing SKU/Feature
New SKUs/Features
Exchange Online Plan 2
$2
$1
Unlimited storage, voicemail, advanced archiving, data loss prevention,
encryption, site mailboxes
Exchange Online Archiving*
$1
$1
Legal hold and compliance
Exchange Online Plan 1 for Alumni
free
free
25 GB Email, calendar, personal archive, eDiscovery, AV/AS
Exchange Online Protection*
free
free
Protection from spam, viruses, phishing and policy violations
SharePoint Online Storage
SharePoint
&
Office Web Apps
Price
$0.2/GB $0.2/GB Additional 1GB of storage
Web creation, viewing and editing of Word, PowerPoint, Excel and One Note files.
Office Web Apps with
SharePoint Online Plan 2
$2
$1
Forms, Data visualization, Access/Excel/Visio Services, eDiscovery, Compliance,
PowerView, fast search, drag and drop, site mailboxes
Lync Online Plan 3
$2
$1
PC-to-phone communication. PSTN access
Office subscription for PC/Mac, roaming, mobile rights
Office
Office 365 Pro Plus
$2
$1.5
Word, Excel, PowerPoint, OneNote, Outlook, Publisher, Access, InfoPath,
SharePoint, Workspace and Lync.
5 devices per user
*EOA and EOP standalones to be released in Spring 2013. Specific dates to be announced soon.
Prices are US$ Net prices – Local pricing may vary
New Services Available Through MOP
Plan
Visio
Project
Faculty Students
Includes
Visio Pro for Office 365
$2
$1.5
Subscription version of the advanced diagramming
software, including roaming access and click to run
Project Pro for Office 365
$2
$1.5
Subscription version of Project Professional client software
with roaming access and click to run
Free
Free
Online-only version of project server, delivering enterprise
Project, Program and Portfolio Management
$2
$1
Project Online
Project Online with Project
Pro for Office 365
Yammer
Price
Coming soon to Office 365 Education - A suites
Subscription version of Project Professional client with
online capabilities of Project Online
9
Hybrid Cloud offers a great opportunity for
Partners
10
Flexibility of the hybrid cloud
Help our customers extend communication & collaboration features to the cloud for efficiencies
and flexibility while maintaining more robust workloads on premises.
Exchange Online
Windows Server & Client
Unified Communications
AND
SharePoint Online
SharePoint Enterprise Features
Lync Online
Management & Security
Archiving, Storage, Voice
Microsoft Confidential – For Partner Use Only
Helping our partners sell with the cloud
Office 365 for Education can help our partners broaden their service offerings, boost operating margins,
drive ongoing management business, and reinforce their trusted advisor role.
Research* shows cloud-oriented partners outperform their peers in gross profit, revenue per employee,
new customer acquisition, and growth.
Managed Services
(data protection, recovery, cloud backup, support,
training, etc.)
Cloud Migration Services
(data, email, contacts, 3rd party apps)
Boost operating margins and
increase deal velocity by leading
with the cloud.
Sell in support, migration, and
customization services to support
customer’s move to the cloud.
Customized Solution Development
(custom sites, applications, content management)
Cloud/On-Prem Integration
(AD, user account creation, testing)
Free A2, A3, A3 Add-on, Office 365
ProPlus
Drive ongoing annuity revenue with
monitoring and management
services
Reinforce your trusted advisor role:
help customers evaluate and plan
for the cloud.
Microsoft Confidential – For Partner Use Only
Office 365 for education - available channels
* A3 and Office Pro Plus Subscription are also available through the Open Academic program. ** Academic customer eligibility criteria applies
Recommended sales approach
Lead with the Education Desktop on-premises
Lead with Education Desktop
Position free A2 through www.office365.com as means to extend
capabilities into the cloud and as a complement to on premise
deployment
Upsell to Office 365 A3 using the add-on SKU
Fall back to free A2 Plan for faculty/staff
Upsell to Office 365 Plan A3
Incorporate service offerings to boost revenue and margins. Sell in
packaged services, application customization, cloud migration, etc.
Move students to the cloud with free A2 Plan
Offer free* A2 for Students
Attach Exchange Online integration and other services to your sales
offering
15
Academic volume licensing options
 Order when needed. Pay as you go
 Software Assurance purchase is OPTIONAL
 Open is 2 year, Select Plus contract does not
expire
O365 A3 and O365 ProPlus
Academic Select Plus
~250 desktops or more
On-premises perpetual
 Software Assurance is INCLUDED
 1 or 3 year contract term
O365 A3 and O365 ProPlus
Enrollment for Education Solutions
1,000 FTE or more
On-premises subscription, O365 for Education (all plans), and
other online services
Microsoft Online Subscription Agreement
No minimums, direct channel (customer buys from Microsoft through MOP) – www.office365.com
O365 for Education (all plans)
16
* Committed Subscription Programs include School Agreement for primary/secondary institutions (where available)
Office 365 in Open Academic programs



Coming to OVS-ES and Academic Open
Available September 1, 2013
Price lists preview August 1, 2013 for Partners
SKU Availability
4
OVS-ES
Academic Open
Plan A3 USL
X
X
A3 Add on from CCAL/ECAL + Office Pro Plus
X
A3 Add on from CCAL/ECAL
X
A3 Add on from Office Pro Plus
X
Office 365 Pro Plus
X
X
Why Office 365 Open
•
•
•
•
18
Giving Partners the opportunity to Sell Office 365 to our small and medium-sized Education customers.
Meet all customer licensing needs through a single agreement.
Provide flexibility to customers so they can move to the cloud at their own pace.
Increase partner value by providing new products to sell and the ability to attach professional services.
Office 365 for Education in OVS-ES

Sell Customers OVS-ES, then add O365 plans
Meet Minimum Requirements:
• Organization-wide Commitment
• At least one Desktop Platform
Product
• 5 FTE or more
Add Office 365 Services for
Faculty/Staff or Students:
• A3 full USL
• A3 Add-On
• Office 365 ProPlus
Per user, in any quantity as
Additional Products
In OVS-ES, Office 365 Plans are not
platform online services and do not
count toward the org-wide
commitment.
Adding free and paid Office 365 plans to OVS-ES
•
•
Institutions can add the free Office A2 plan through MOP and A3 or Office 365 ProPlus through OVS-ES.
All O365 licenses are assigned per user and may be ordered in any quantity needed. The user count may exceed
the FTE count for on premises ordering.
MOP
260 Users
in Organization
Defined “Organization”
= 200 FTE / 260 Users
200 FTE
OVS-ES
Org-wide Count
OVS-ES
75 Users
Order in any quantity
Education Desktop
Education Desktop Org-Wide
Plan A2 (Free)
Plan A2 – Free through MOP
License for 200 FTE
License for all 260 Users
All users and on-premises
devices are covered
No on-premise license for
related products
Plan A3 Add-on
Plan A3 Add-on – through OVS-ES
License per user in any quantity
needed after qualifying for OVS-ES
Office 365 for Education – “EES” Comparison
OVS-ES
21
CASA+EES
O365 Offerings
A3 USL, A3 Add-Ons, Office 365 ProPlus
All A Plans, Add-Ons for all A Plans, Office 365 ProPlus, and
Standalone Plans
Student
Offerings
Same as above
Same as above
Pricing
Single price level; no volume discount
Single price level; no volume discount
Platform Online
Services
n/a
A3, A4 are offered as Platform Online Services; require a
minimum initial order of 1,000 USLs
Office 365 ProPlus is treated as a Desktop Platform Product,
however, it is licensed per user (not FTE)
Additional
Products
A3 USL, A3 Add-Ons, Office 365 ProPlus, in any
quantity
A2, A3 Add-Ons, A4 add-ons, standalone plans
O365
Subscription
Term
1 year from product key redemption
Not coterminous with underlying OVS-ES agreement
Coterminous with underlying EES
Prorated to the month
Integrated
ordering with
MOP
Order free A2 through MOP and A3 through OVS-ES
under a single tenant
Order all O365 for Education Plans through CASA+EES under a
single tenant
22
Office 365 through OVS-ES and Academic Open
• Sold as 1 year subscription
• Up-front payment
• Available as “Additional Product”
and may be ordered in any
quantity
• OVS-ES: No minimum threshold
once program minimums are met
• Academic Open: 5 License
minimum order requirement
waived. A new order starts a new
contract.
23
• Customer and partner receive
order confirmation email, per
existing process with link to
Volume Licensing Service Center
(VLSC)
• 5x5 Product Keys stored in
customer’s VLSC account
• In Open License, customer signs
VL contract that contains Cloud
Terms post order submission
• Input 5x5 product keys on
http://www.office.com/setup365 to
activate service
• If customer has an O365 tenant already,
then log in to the account to input the
product keys
• 1-year service subscription term begins
the date the keys are redeemed
• “Partner of Record” set up needed to
ensure partners receive
communications about renewal for
customers and secure future Advisor
Fees for any additional transactions
processed at Office 365 Portal (if
applicable).
Ordering and provisioning process overview
End Customer
24
Help
activate O365
Retrieving product keys
 Once the partner places the order, an email is sent to
Customer and Reseller within hours of order acceptance
 5x5 Product Key appears in VLSC at the same location as
Product Keys for On-Premise Software
OVS-ES
Order Confirmation
*Both End Customer and Reseller will
receive the email.
25
Academic Open
Welcome Letter
*Reseller is copied only if Reseller
email address is captured on the PO
Redeeming product keys
 Each SKU purchased will generate a key for the
number of seats purchased
 Keys are redeemed on
http://www.office.com/setup365
 If customer has an O365 tenant already, then
customer should log in to their account to input
the product keys
 Users are assigned an account from customer’s
Office 365 tenant
26
OVS-ES Agreement vs. O365 subscription term
OVS-ES contract and Office 365 subscription expiration are independent and not coterminous.
Year 1
27
Year 2
Year 3
Academic Open vs. O365 subscription term
Year 1
28
Year 2
Two ways to add A3
To remain fully licensed end-to-end for communication, collaboration, and productivity tools, customer is
better off adding the A3 Add-On to on-premises Education Desktop Suite.
Customer Scenario:
• 2,000 FTE
• 1700 Full Time Employees
• 900 Part Time Faculty
A3 Add-On
A3 Full USL
A3 Add-On x 2600 Users =
$62,400
A3 full USL x 2,600 Users =
$127,608
Edu Desktop x 2000 FTE =
$94,080
On Prem Components x 2000
FTE = $48,240
Total Spend: = $156,480
Total Spend: = $175,848
Based on Level A NET, GBP
additional resources
Office 365 Resources for Partners
https://mspartner.microsoft.com/en/us/pages/solutions/office-365.aspx
Microsoft®
Enrollment for
Education
Solutions
EES program information, including:
PPT overview, Partner FAQ, &
Customer Ready PPT
https://mspartner.microsoft.com/en/us/Pages/licensing/enrollment-foreducation-solutions.aspx
Microsoft Confidential – For Partner Use Only
31
FAQ
Q? How do I add users of Office 365?
There are three ways: (1) Customer buys new product key from
Q? Will Partners be notified of the upcoming
expiration?
OVS-ES or Academic Open programs and redeems online, (2)
The Partner of Record will receive Office 365 renewal reminder 60,
Advisor sends customer order via MOP, customer pays directly,
30, 7 and 1 day(s) prior to expiration.
and (3) Customer purchases seats directly on MOP.
Q? How do I decrease users of Office 365
Subscriptions?
Reducing the number of seats is possible during the renewal
process directly from Office 365 Administrative Portal.
Underlying agreement expiration notice is independent since it is
not coterminous with Office 365 Subscriptions.
Q? What are the Partner requirements to sell
Office 365 through OVS-ES and Academic Open?
Partners must be authorized education resellers and establish a
Q? What are the options to renew Office 365?
reseller relationship with one of our authorized distributors to be
There are three options: (1) Customer buys new product key from
Academic Open programs. please learn about Microsoft Volume
OVS-ES or Academic Open programs & redeems online, (2)
Advisor sends customer order via MOCP, customer pays directly,
and (3) Customer purchases seats directly on MOCP.
32
able to sell Office 365 subscriptions through the OVS-ES and
Licensing from http://www.microsoft.com/licensing/Default.aspx
Current international availability
Country
1
2
Algeria
Language
French
Argentina
S, E
Spanish
MOSP
Pricing
Settlement
USD
USD
ARS
USD
3
Australia
English
4
Austria
German
EUR
EUR
5
Azerbaijan
English
USD
USD
6
Bahrain
English
USD
USD
7
Belarus
Russian
USD
USD
8
Belgium
Dutch
EUR
EUR
9
Brazil
Bra. Por.
USD
USD
10
Bulgaria
Bulgarian
EUR
EUR
11
Canada
English
CAD
CAD
12
Chile
Spanish
USD
USD
13
Colombia
Spanish
USD
USD
14
Costa Rica
Spanish
USD
USD
15
Croatia
Croatian
USD
USD
16
Cyprus
English
EUR
EUR
17
Czech Rep.
Czech
EUR
EUR
18
Denmark
Danish
DKK
DKK
19
Dominican Rep.
Spanish
USD
USD
AUD
AUD
20
Ecuador
Spanish
USD
USD
21
Egypt
English
USD
USD
22
El Salvador
Spanish
USD
USD
23
Estonia
Estonian
EUR
EUR
24
Finland
Finnish
EUR
EUR
25
France
French
EUR
EUR
26
Germany
German
EUR
EUR
27
Greece
Greek
EUR
EUR
28
Guatemala
Spanish
USD
USD
29
Hong Kong
Chinese Trad.
USD
USD
30
Hungary
Hungarian
EUR
EUR
31
Iceland
English
EUR
EUR
32
India
English
USD
USD
33
Indonesia
English
IDR
USD/IDR
D
E
Country
Language
MOSP
Pricing
Settlement
34 Ireland
35 Israel
English
EUR
EUR
English
USD
USD
36 Italy
37 Japan
Italian
EUR
EUR
Japanese
JPY
JPY
38 Jordan
39 Kazakhstan
English
USD
USD
Russian
USD
USD
40 Kenya
41 Korea
English
USD
USD
Korean
KRW
KRW
42 Kuwait
43 Latvia
English
USD
USD
Latvian
EUR
EUR
44 Liechtenstein
45 Lithuania
German
CHF
CHF
Lithuanian
EUR
EUR
46 Luxembourg
47 Macedonia
French
EUR
EUR
English
USD
USD
48 Malaysia
49 Malta
English
USD
USD
English
EUR
EUR
50 Mexico
51 Montenegro
Spanish
USD
USD
Serbian Latin
USD
USD
52 Morocco
53 Netherlands
French
USD
USD
Dutch
EUR
EUR
54 New Zealand
55 Nigeria
English
NZD
USD
English
USD
USD
56 Norway
57 Oman
Norwegian
NOK
NOK
English
USD
USD
58 Pakistan
59 Panama
English
USD
USD
Spanish
USD
USD
60 Paraguay
61 Peru
Spanish
USD
USD
Spanish
USD
USD
62 Poland
63 Portugal
Polish
EUR
EUR
Portuguese
EUR
EUR
64 Puerto Rico
65 Qatar
66 Romania
Spanish
USD
USD
English
USD
USD
Romanian
EUR
EUR
S
Country
Language
MOSP
Pricing
Settlement
67 Russia
68 Saudi Arabia
Russian
RUB
USD
English
SAR
USD
69 Serbia
70 Singapore
Serbian Latin
USD
USD
Chinese Simp.
USD
USD
71 Slovakia
72 Slovenia
Slovak
EUR
EUR
Slovenian
EUR
EUR
73 South Africa
74 Spain
English
ZAR
USD/ZAR
Spanish
EUR
EUR
75 Sri Lanka
76 Sweden
English
USD
USD
Swedish
SEK
SEK
77 Switzerland
78 Taiwan
German
CHF
CHF
Chinese Trad.
TWD
TWD
79 ThailandE
80 Trinidad&Tobago
Thai
USD
USD
English
USD
USD
81 Tunisia
82 Turkey
French
USD
USD
Turkish
TRY
USD/TRY
83 UAE
84 Ukraine
English
USD
USD
Ukrainian
USD
USD
85 United Kingdom
86 United States
English
GBP
GBP
English
USD
USD
87 Uruguay
88 Venezuela
Spanish
USD
USD
Spanish
USD
USD
88 countries, 32 languages
19 currencies.
34
Reseller vs. Distributor Roles
35
Reseller vs. Distributor Roles

Reseller
•
•
•
•
•
•
36
Sign up to Advisor Program (recommended)
Validate Customer’s Order (Country, Size, etc.)
Place Order to a Distributor
Receive Email from Microsoft
Access VLSC and retrieve Keys
Invoice to End Customer

Distributor
• Train Resellers about O365 Open
• Validate Resellers’ Order
• Reject: Invalid Countries, Invalid Order Size, etc.
• Invoice to Reseller
Reseller vs. Distributor Roles

Reseller
•
•
•
•
37
Help End Customer activate O365 Subscription
Ensure Partner of Record is set up correctly
Receive Renewal reminder
Renew: Several options exist. Know the
difference and implications.

Distributor
• Ensure keys are redeemed and O365 is
activated promptly after PO.
• Know the escalation path and guide resellers
• Ensure resellers are trained on renewal
activities.
Closer Look at Agreement Terms
 Office 365 is sold as up-front purchase of a 12 months
Subscription.
 Volume License Agreement term and O365 subscription
term are not coterminous.
 Order can be placed regardless of remaining term of
agreement.
Year 1
A3
Year 2
New Agreement: Year 1
Renewal can be done via Volume
Licensing or from O365 Portal.
A3 Renewal
O365 1 year subscription starts
when Keys are redeemed.
38
38
Add A3 Seats
O365 Subscription expiration date need to be the same for all
seats. When adding seats mid-term, any extra months of usage
will be spread over all existing seats within the same subscription.
Where in VLSC are keys stored? Path #1
 Keys organized per customer1
▼
Product Keys
39
1Organized
per License Number. In Open License, each order generates unique License Number. In Open Value Programs,
each Agreement has one License Number. Multiple O365 orders in Open Value will result all keys to be displayed on the
same screen.
Where in VLSC are keys stored? Path #1
Licenses
▼
Relationship
Summary
▼
License ID
▼
Product Keys
40
12345678
Contoso Inc.
1234 Fifth Street
Anytown, USA
Filter by
‘OSA’ key
type to view
O365 Keys
Link to
redemption
site inside
FAQ
Click here to
export keys
to Excel
Where in VLSC are keys stored? Path #2
 Keys are organized per Product Family
 Each SKU is a different Product Family
Download
and Keys
▼
Select Product
▼
Key
41
Where in VLSC are keys stored? Path #2
Download
and Keys
▼
Product
▼
Key
42
For Partners managing key retrieval on
behalf of many end customers, all of
customer’s License ID and Organization
Name shows up here.
Key redemption status is not available for
Office 365 during initial launch.
Customers/Partners are urged to redeem
all keys promptly after each purchase.
O365 for Education SKU pricing in OVS-ES
SKU
Faculty
Students
A3 USL
$4.50
$2.50
A3 Add on from CCAL/ECAL + Office Pro Plus
$2.20
$1.10
A3 Add on from CCAL/ECAL
$3.85
$2.20
A3 Add on from Office Pro Plus
$2.75
$1.10
$
$
Office 365 Pro Plus