Academic
Licensing
Overview
Topics
•
•
•
•
Microsoft Partner Opportunities
SPLA Update
ISVR Update
Transactional Programs
• Academic Licensing Portfolio
• EES Program Overview
• The Breadth Opportunity
• Office 365 in Education
• Sales Tools & Resources
Partner Opportunities
Partner
Hosting Services
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Integrated
Software Solutions
Transactional
Volume Licensing
SERVICES PROVIDER LICENSE
AGREEMENT - SPLA
SPLA Program Overview
Key Program Benefits
With the Services Provider License
Agreement (SPLA) Program, service
providers can license Microsoft
products on a monthly basis during a
three-year agreement term to provide
software services and hosted
applications to your customers.
Monthly reporting and payment
based on use
SPLA makes offering software
services simple because you, not the
customer, are the licensee.
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• No up-front costs; pay as you go and pay for only
what was available for customers to use during the
previous month
• Deliver customized services in dedicated or shared
hosting environment
• Access to most current Microsoft products
• Test and evaluate products for 90 days
• Academic pricing for qualified edu users
Wide Selection of Products Available
Windows Server operating system
Microsoft SQL Server
Microsoft Dynamics business software
Microsoft Office SharePoint Server
Microsoft Exchange Server
Microsoft Exchange Hosted Services
Microsoft System Center
Microsoft Office …………….. and more
Highlights for FY13
Latest Resources
• No SPLA contract
refresh in 2012
• Latest SQL 2012
sales support
materials available
on MPN at:
https://partner.microsoft.com
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Product
Launches
• SQL 2012 launched
April 2012
• Windows Server
2012 coming soon
• Next wave of Office,
SharePoint,
Exchange, Lync
coming in Fall 2012
Hosting
Office
• Hosting Office is
now available by
licensing the full
solution stack: Win
Server + RDS +
Office
• See licensing brief
on MPN for details
License Mobility
• Allows customers to
extend current VL
investments to the
cloud.
• Allows Service
Providers to
streamline sales
motion & offer
shared infrastructure
hosting
Flexible Licensing Options for the Cloud
Customers can move to
the cloud at their own
pace
Providers can capture
partner cloud opportunity
Value to Customers
Value to Server Providers
• Single license transaction at best available
price (5 to 50,000+ FTE)
• Move licensing freely across deployment
options
• Better planning and faster deployment or
expansion with Partner as SME
• Access to cloud benefit for academic
breadth customers
• Reduced data center infrastructure cost to
host customer apps
• Streamlined service selling motion as
licensing is removed as a hurdle
• Business growth in new cloud service
capabilities
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INDEPENDENT SOFTWARE VENDOR
(ISV) ROYALTY LICENSING PROGRAM
ISV Royalty Program Overview
What is a Unified Solution?
The Microsoft ISV Royalty Licensing
(ISV Royalty) Program offers ISVs a
convenient way to license Microsoft®
Products and integrate them into a
software business application.
The ISV Royalty Program is not a
reseller program, but one that grants
ISVs the rights to license Products as
part of a Unified Solution.
A software product that you license to end users that…
Includes one or more Microsoft Products and…
Can include third party software and…
Adds significant and primary functionality to the
Products.
To Participate in ISVR Direct Program:
Commit to a minimum of U.S. $300,000 in revenue to
Microsoft over the three year agreement term, plus other
requirements
To Participate: in ISVR Indirect Program:
No minimum revenue commitment
Work through authorized Distributors to sign up for the
program, monthly reporting, etc.
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Partner Opportunity
Ability to deliver a total solution
Offer a single resource for your users and
avoid software deployment delays
Opportunities with academic end users
You can offer licenses with special academic
pricing to qualified academic end users
Extended product life cycle
Potential cost reductions
After Microsoft releases a new version of a
Product, you can sell licenses for the
previous version as integrated in your
value-added business solution for up to 24
additional months
Opportunity to cut costs for goods sold by
allowing you to preconfigure your
installation with Products. You may be able
to reduce installation, configuration,
update, and support costs
Potential revenue increases
One organization-wide agreement
You can redistribute Microsoft licenses and
Embedded Maintenance upgrade coverage
with your solution to provide an additional
revenue stream for potential profit
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You can include affiliates associated with
your organizations under one agreement
Highlights for FY13
New
Product
Launches
• SQL 2012 launched
April 2012
• Next wave of Office,
SharePoint,
Exchange, Lync
coming in Fall 2012
Contract &
Materials
Refresh
• No ISVR contract
refresh in 2012
• Program support
materials lightly
updated – get the
latest on MPN
• ISVR Licensing Program guide
• ISVR Licensing Program success stories
• ISVR product list
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ISVR Indirect
for new ISVs
• Easy to participate
for new ISVs
• No minimum
revenue
requirement
• No Microsoft
Managed Account
requirement
• Work through your
distributor
New Self
Hosting Use
Rights
• To provide your
Unified Solution as a
hosted service
• Option to license
through SPLA or
license required
software through a
VL agreement
• See licensing brief
on MPN for details
TRANSACTIONAL LICENSING
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Disti + AER
LAR Channel
MSFT Academic Volume Licensing
Select Plus
EES
Customer size
Open
Perpetual Offerings
OVS-ES
Subscription Offerings
* School Enrollment subscription offering also available for primary/secondary institutions
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How we go to Market
Transactional Channel View
Microsoft
Large Account
Reseller (LAR)
Distributor
Authorized
Education Reseller
(AER)
End Customer
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Subscription v. Transactional Licensing
SUBSCRIPTION
TRANSACTIONAL
• Annual licenses permit use
during specified term
• Software Assurance included
• Always licensed for most
current version
• Annual count and payment
for desktop platform
products
• Perpetual licenses permit
use of specific version for
any length of time (customer
owns license)
• Software Assurance optional
• Pay-as-you-go
ENROLLMENT FOR EDUCATION
SOLUTIONS (AND THROUGH OVS-ES)
OPEN LICENSE FOR ACADEMIC
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EES: Single Offering – Two Contracts
EES
Common
Features
&
Benefits
(CASA + Enrollment for Education Solutions)
1,000 FTE +
OVS-ES
5 FTE +
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(Open Value Subscription - Education Solutions)
Key Benefits of Subscription
Easy Compliance
Customized Solutions
Count employees once per
year and you’re fully covered
for desktop platform
products licensed.
Add additional products,
either institution-wide,
departmental-wide, or for
individual devices at any time.
Lower Total Cost of
Ownership (TCO)
Cloud on Your Terms
Maximize the value of your
investment with access to
current technology, Work at
Home (WAH) rights, student
licensing, evaluation rights,
Software Assurance, and
more.
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Free access to Office 365 Plan
2 through the Microsoft
Online Subscription Program
(MOSP) available at
www.office365.com.
Coming Soon: Office 365
Open so you can sell directly
to your customers.
Simplified Administration
& Asset Management
Subscription licensing
eliminates need to track
licenses of the selected
desktop platform products on
every PC.
Easily track and manage
software assets with selfservice online tools VLSC
Flexible Access with Win 8
Flexible access with Windows
8 Roaming Rights, Windows
to Go, Windows Virtual
Desktop Access (VDA)
Desktop Platform Product Options
Professional Desktop
Platform Suite
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Enterprise Desktop
Platform Suite
Above desktop platform products (DPPs) must be licensed organization-wide based on FTE employee count and
may be licensed individually or in the Desktop suite.
Individual CAL Suite components are not desktop platform products, but must be licensed organization-wide.
Add the Microsoft Desktop Optimization Pack (MDOP) for Software Assurance as part of your Professional
Desktop Platform Suite or Enterprise Desktop Platform Suite.
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Additional Software Products
A broad selection of software and
services are available as additional
products and may be licensed by
individual licenses in any quantity.
Qualifying products include:
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Desktop applications
Client Access Licenses (CALs)
Server products
Microsoft IT Academy
http://www.microsoftvolumelicensing.com/userights/PL.aspx
Licensing Made Simple
Academic Open/
Select Plus
Office 365
(andOffice365Open
comingsoon)
Microsoft Confidential – For Partner Use Only
EES/
OVS-ES
DreamSpark
Adding More Value to EES
DREAMSARPK
Depth
Education Server
Platform (ESP)
FREE & FEE
STUDENT
OPTION
With free software
download
DEV TOOLS
SALES
READINESS
TOOLS
Breadth
UP TO DATE
DISCOUNT
Office 365 for Education
Cloud versions of our most trusted communications
and collaboration products
Free Plan A2
through EES and www.office365.com
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The SMB Opportunity
Depth
ANNUITY
Worldwide
ANNUITY
Breadth
ANNUITY
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Higher
Ed
ANNUITY
Primary /
Secondary
ANNUITY
The Subscription Opportunity with
Win 8 and Office 2013
•
This important Win 8 launch together
with the upcoming Office 2013 launch
poses ripe opportunity to grow your
subscription business.
•
New launches pose decision point for
customers: purchase more perpetual
licenses or switch to subscription.
•
Sell the benefits of subscription to drive
net new annuity business.
•
SHORT WINDOW of best opportunity
before Win 8 and Office 15 launch to
take advantage of UTD discount as it
applies to latest (N) or previous version
(N-1)
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Acquiring Coverage via OVS-ES
Open Value
Subscription for
Education
Solutions (OVS-ES)
eAgreement
Automates & expedites deal processing
Lowering operational costs
Provides real-time validation
Ability to create multiple agreements at the same time
Multiple stakeholders (e.g. “creator” versus “submitter”)
Ability to attach documents
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OFFICE 365 IN EDUCATION
Office 365 Academic Plans
Available to your Customers through www.office365.com
Free!
Exchange Online Plan 2
Exchange Online Plan 1 for Alumni
Exchange Online Archiving
Office Web Apps with SharePoint Online Plan 2
SharePoint Online Extra Storage
Lync Online Plan 3
Office Pro Plus Subscription
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Customers can order via
Microsoft Online
Subscription Program
www.office365.com
Selling with the Cloud
Free A2 helps you broaden your sales offerings so you can sell in more
services, drive ongoing management business, and reinforce your trusted
advisor role.
Managed Services
(ongoing management & monitoring)
Cloud Migration Services
(data, email, contacts, 3rd party apps)
Sell in more services to support
customer’s move to the cloud.
Drive ongoing annuity revenue with
monitoring and management
services
Customized Solution Development
Integration & Support Services
(AD, user account creation, testing)
Free A2
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Reinforce your trusted advisor role:
help customers evaluate and plan
for the cloud.
Direct customers to
www.office365.com to get free A2
and other O365 services.
Office Web Apps for Students and
Parents
Office Web Apps
When customers license Office 2010 and SharePoint Server
2010 CAL (Enterprise or Standard) for faculty/staff
organization-wide, the customer’s students and their parents
may use Office Web Applications at no charge for
educational purposes.
Bringing the Best Productivity Experience to the Browser
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RESOURCES FOR PARTNERS
Resources
www.mepn.com
Sales & Marketing
Resources for AERs, Distis
AER Portal
https://aer.microsoft.com/aer
Licensing and
Product Marketing
Resources
New Win 8
Education Sales app
coming to Windows
Store soon!
Education Sales Tools
https://www.mseducommunity.com/Resources/salestools
Windows
phone app
education
sales gadget
education
sales
playbook
Windows 7 Phone app alerts you to the latest
news, customer ready content, and sales &
marketing resources as they become available
The desktop gadget gives you easy
access to education-related sales,
licensing, and marketing resources
and training right from your desktop
Identify sales opportunities based on a
customer’s profile (new to advanced)
and connect to related sales resources
and training.
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appendix
Student Option
Organizations may license selected products for use by their students on a personally-owned
or an institution-owned computer designated for the student’s exclusive use.
How Student Option Works:
• All products under Student Option must be
licensed for 100% of the students within the
defined organization, based on student FTE.
• Student-only enrollments must meet the 5
Student FTE minimum (through AER) and
include at least one Desktop Platform Product.
• Student Option software enjoys free Electronic
Software Distribution (ESD)
Full-time
students
Part-time
students
3
Total FTE
students
Free Electronic Delivery
Fulfillment of Student
Option software is now free
through Electronic Software
Download.
ESD eliminates the burden
of managing and
distributing physical media.
Note: Although not free,
ESD is also available for
WAH software
Students in the Cloud
Give students the power
of the cloud with the
free plan A2 available
through MOSP.
*Office Professional Plus Subscription is also a DPP, however, unlike other DDPs which are licensed based on the FTE
students, it requires a User Subscription License (USL) for each individual student organization-wide.
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Microsoft DreamSpark
www.dreamspark.com
MSDNAA Designer is now
Sparking a
Revolution
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•
•
•
•
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Free online DreamSpark subscription available to
academic subscription customers for instructional
purposes only
Outfit your labs with the latest Microsoft developer,
design, and server tools to support personal or inclass learning for students and educators
Excludes Windows Operating System & Office.
Updated EULA clarifies use rights.
DreamSpark Premium subscription is also available
for qualifying Higher Education STEM departments
for instructional use only.
Microsoft IT Academy Program
Empowers academic institutions to help students realize their skills and career
potential through relevant, high-quality training programs.
Educators want
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Students want
EES Opportunity for Distis and AERs
Simplified Sales Motion
• One set of program
rules, versus multiple
guidelines makes it
easier for Partners to sell
• One e-Agreement for
both K-12 and higher
education, leaving fewer
contracts to manage
• Device count of School
enrollment is outdated,
FTE count better fits the
academic market today
• Simplified contract
reduces the complexity
for both customers and
partners
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Competitive Advantage
of the Offering
• Program features (e.g.
FTE counting) present
new opportunities to
combat competitive
threats
• The Education Desktop
offers the best of breed
productivity software in
a single easy-to-order
SKU
• Licensing options cover
spectrum of customers,
enabling Partners to go
after new accounts
• Up-to-Date Discount
helps you drive annuity
Deepen the Customer
Relationship
• Full integration of
Live@edu within the
offering
• Enhance the value of EES
with the free* Office 365
A2 Plan available to
OVS-ES agreement
customers through the
Microsoft Online
Services Program
(www.office365.com)
*No license fee; doesn’t include
deployment or support costs
associated with the service.
Qualifying with On-Premises
Software
Define
the Org
License at
Least One
DPP OrgWide
Entire institution
with or without
affiliates
department,
school site or
other defined
user grouping
Tiered pricing
on Desktop
Platform
Products
Count FTE
Employees
and/or
Students
Choose
Additional
Products
•Calculations
factor in fulltime/part-time
•Minimum of 5
FTE to qualify*
Available orgwide or in
specific
quantities
Add Student
Option
Extend
software
licensing to
students
* Customers with 5+ FTE can participate in EES using the OVE-ES contract through the Disti + Reseller
channel. Customers with 1,000 + FTE may instead license through a LAR by signing the CASA+EES contract.
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