The Authorized Education Reseller (AER) Program Academic Volume Licensing

January 2011 Microsoft Corporation

Agenda
Licensing Basics AER Qualifications, Responsibilities and Guidelines Todays Academic Volume Licensing Business Enrollment for Education Solutions School Agreement Academic Open

Licensing Basics

Software Licensing Basics

What is a License?
Software acquired through Microsoft Volume Licensing is a software license only. A software license provides the right to run a Microsoft software product. The software can only be used within the parameters defined by the license agreement. Microsoft software is protected as intellectual property.

Microsoft software can only be used in accordance with the terms of:
The End User License Agreement (EULA) for Full Packaged Product (FPP) and original equipment manufacturer (OEM) licenses The Product Use Rights (PUR) and by the terms of your Microsoft Volume Licensing Agreement for all Volume Licensing purchases

Software Licensing Basics - Delivery

Full Packaged Product
Retailers Resellers

Preinstalled
OEM

By Original Equipment Manufacturers i.e.

Large PC Manufacturers Smaller System Builders

Volume Licensing Agreements

Purchased from:

Downloaded Software
Direct to customer sales

VL

Resellers

Intellectual Property (IP)

Software is recognized in law as a copyright work Copyright is an Intellectual Property Right Intellectual Property Rights (IPR) are protected by local and International laws

AER Qualifications, Responsibilities, and Guidelines

What are the AER Program Requirements?

To become an AER you must comply with the following requirements:
Be a member of the Microsoft Partner Network (MPN) Pass the Academic Volume Licensing exam Complete the AER application Accept the program Terms and Conditions You agree that during the term of your Agreement at least one of your employees will maintain the levels of knowledge relating to Microsoft products and academic licensing programs required to pass the Microsoft AER online examination.

Your Agreement and your AER authorization will be valid for one year from registration. To renew simply repeat the certification process.

Todays Academic Volume Licensing Business

Academic Volume Licensing Options for AERs

Subscription
Enrollment for Education Solutions Offering

Perpetual
Open License for Academic

For primary / secondary and higher education customers Available to small & medium customers by signing the Open Value Subscription-Education Solutions agreement (OVS ES) Student Option

School Agreement (for primary / secondary customers)

Student Option

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Note: In APAC, School Agreement via AERs is limited to Korea, Vietnam and Sri Lanka.

Enrollment for Education Solutions

What is EES?
A new subscription offering for primary / secondary and higher education customers with 5 FTE or more.
Available Worldwide March 1, 2011 (except Japan)

Easy Compliance Customized Solutions Lower Total Cost of Ownership Simplified Asset Management Low Administration

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Who is EES for?

The Enrollment For Education Solutions offer is available to all qualifying academic organizations including Educational Institutions, Administrative Offices, and Boards of Education.*
The Qualified Educational User Definition varies by region. Please refer to the QEU definition and forms of validation found at microsoft.com/contracts, then click QEU in the Common Documents Section . A link to the QEUs can also be found in the AER Terms and Conditions.

Define your customers organization:

An organization may be defined across the spectrum, from the entire institution to a school district to a specific school site or department, and in cases where such definitions are not possible, an organization could simply be a defined user group within the institution.

* Minimum order requirements apply

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EES Key Pillars

Single Offer for Customers with 5 FTE and Above
Target Customers
Higher Ed & Primary/ Secondary

Annual Counting
One Annual Count of Employees (FTE)

Additional Products
License in any quantity

Student Licensing
ESD for efficient deployment, Student Option

EES is the customer brand but as an AER you will sell EES to customers using an OVS-ES* contract
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*Open Value Subscription Education Solutions

Getting Started with EES

Define your Customer Organization
Customers may define their organization as: their entire Institution; their Institution plus other Affiliates; or just certain Departments. Details are in the OVS-ES Agreement.

Count Full Time Equivalent (FTE) Employees

All customers subscribing to EES will count FTEs to license products organization-wide. See appendix for FTE calculation.

Meet the minimum of 5 FTEs within the Organization License at least one Desktop Platform Product

All qualifying customers with at least 5 FTE qualify for the EES offering and may choose an AER (no upper limit). Customers with 1,000 FTE or more may also work through a LAR.

Desktop Platform Products must be licensed organization-wide. Any exception to this rule requires a Qualifying Enrollment to be in place.

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Counting Faculty / Staff FTE Employees

EES offers the convenience of licensing products based on the number of faculty/staff (FTE) employees in the organization.
The formula below outlines how to determine the number of full time equivalent (FTE) employees an organization has:
Full-time faculty

Part-time faculty 3

Full-time staff

Part-time staff 2

Total faculty/staff FTE

For example, you have 2,000 full-time faculty, 3,000 part-time faculty, 1,000 full-time staff, and 1,000 part-time staff. The FTE employee count is calculated as follows: 2,000 + (3000 3) + 1,000 + (1000 2) = 4,500 FTE employees

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Note: In EMEA, counting FTEs follows this formula: FTE Employees = faculty and staff who work more than 200 hours per year.

Desktop Platform Product Options

The Desktop Platform products may be licensed individually (Windows Upgrade, Office Pro Plus, Core CAL Suite or Enterprise CAL Suite) OR as a 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.

Professional Desktop Platform Suite

Enterprise Desktop Platform Suite

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Additional Products

Campus and School (Subscription)

Desktop Platform and Additional Products (Institution-wide only)

EES (Subscription)
Desktop Platform (Institution Wide)
(Organization-wide, departmental wide or for an individual license)

Additional Products

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Ten new Visual Studio SKUs including: Visual Studio 2010 Ultimate with MSDN, Visual Studio 2010 Premium with MSDN, and others. Expression Studio 4 Ultimate TechNet Plus Direct and TechNet Plus Single User

How Products are Licensed

Desktop Platform Products
Must be licensed organization-wide. Meet the initial order requirement of licensing at least one DPP. Windows 7 Upgrade Office Pro Plus Core CAL Suite Enterprise CAL Suite Education Desktop w/Core CAL Education Desktop w/Enterprise CAL

Additional Products
Must be licensed organization-wide. Do not qualify to meet the initial order requirement to license at least one DPP. May be licensed in any quantity. CAL Suite components (i.e. Windows CAL, SharePoint CAL, Exchange CAL) All other products, including Servers, Online Servers, desktop applications, etc.

Certain Additional Products Offer Org-Wide Option

Visual Studio Pro Expression Studio Web Pro Visio Premium Project Professional MapPoint RDS CAL Expression Studio Ultimate SQL CAL Windows MultiPoint Server CAL As an additional benefit to customers, these Additional Products are offered with two price points: Organization-wide price (lower priced SKU) Add-On price (higher priced SKU)

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EES Student Option

Calculate Student FTE within customers defined organization
100% of students in participating institution or department must be included. A convenient and cost-effective way for organizations to license selected products for use by their students on a personally owned computer or an institution-owned computer designated for the students exclusive use.
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New Option! Students get software online!

Electronic Software Download (ESD) enables partners to digitally fulfill to students and teachers!
All products available under Student Option must be licensed for 100% of the students within the defined organization. Student-only enrollments must meet the 5 Student FTE minimum and include at least one Desktop Platform Product.

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To set up electronic software delivery visit www.e-academy.com/msesd

EES Licensing Offer at a Glance

Feature Area
Target Customers Minimums Counting for DPPs Term Extensions Platform Products Additional Products Pricing Contract Student Licensing Live@edu Work At Home Rights

Enrollment for Education Solutions

Available for both primary/secondary and higher education customers 5 Full Time Equivalent (FTE) employees (no upper limit) Faculty / Staff as defined by full time equivalent (FTE) employees 1 and 3 year term one-time 3-year extension option Windows OS Upgrade, Office Pro Plus 2010, Core CAL & ECAL Suite; individually or in Desktop suite May be licensed organization-wide, department-wide or for individual license Levels E & F available for Desktop Platform Products Open Value Subscription-Education Solutions (OVS-ES) eagreement Student Option Fully integrated into contracts Organizations may offer limited Work at Home (WAH) rights to their faculty and staff members only with no additional license charge Benefits available to include product upgrade and downgrade rights, Home Use Program, e-learning and more

School Enrollment
Primary, Secondary Schools and their local or regional administrative offices 300 Units (units vary by region) Organization-wide count of devices 1 and 3 year term 1 year extension option Windows OS Upgrade, Office Pro Plus 2010, Core CAL & ECAL Suite; individually or in Desktop suite Institution-wide commitment Desktop Platform Products: Level A, Level B Microsoft Campus & School Agreement and School enrollment Student Option Available as an addendum to the School Enrollment Organizations may offer limited Work at Home (WAH) rights to their faculty and staff members only with no additional license charge Benefits available to include product upgrade and downgrade rights, Home Use Program, e-learning and more

Software Assurance Benefits

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Note: In APAC, School Agreement via AERs is limited to Korea, Vietnam and Sri Lanka.

EES - Sales and Marketing

Top 5 Reasons to Subscribe to EES

Easy Compliance: Count your employees once per year and you are fully covered for all products licensed
Customized Solutions: Easily add additional products, either institution-wide, departmental-wide, or for individual devices Simplified Asset Management: Easily track and manage your software assets with selfservice online tools such as Microsoft Volume Licensing Service Center (VLSC) Low Administration: Subscription licensing eliminates the need to track licenses for the selected desktop platform products on every PC. Lower Total Cost of Ownership (TCO): 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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EES Partner Opportunity

Simplified Sales Motion
One set of program rules, including an FTE count, versus multiple guidelines makes it easier for Partners to sell One agreement for both Primary, Secondary and Higher Education customers, leaving fewer contract to manage Simplified contract reduces the complexity for both customers and partners

Competitive Advantage of the Offering

Program features (e.g. FTE counting) present better value for customers and therefore new opportunities for partners EES covers all qualifying education customers under one agreement, enabling Partners to go after new accounts

Deepen the Customer Relationship

Full integration of Live@edu within the offering
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EES Resources
Access EES Licensing information and Resources
at: https://partner.microsoft.com/global/40143070

EES Partner Overview for AERs https://partner.microsoft.com/global/40150211 EES Recorded Training for Distributors & AERs
https://training.partner.microsoft.com/learning/app/management/LMS_ActDetails.aspx?UserMode=0&ActivityId=713127

Selling Resources and Tools:

Available under the Sales Resources Tab at: https://partner.microsoft.com/global/40143070 Tools to help you sell through EES: EES Partner Sales Playbook Education Solutions Customer Ready PPT Readiness Gadget EES Telesales Script To Customer Renewal Mail

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School Agreement

School Agreement Overview

Primary, Secondary Schools and their local or regional administrative offices Customer can choose 1 or 3 year enrollment term annual payment Price protection over three years if 3 year agreement chosen Licensed to run any version including upgrades and downgrades Sold through Authorized Education Resellers

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Note: In APAC, School Agreement via AERs is limited to Korea, Vietnam and Sri Lanka.

School Agreement details

Subscription licensing program based on counting PCs Choice of desktop products and servers 5% discount on the primary product platform (Office Enterprise 2010, Windows 7 Enterprise and Core CAL Home Use Program a new Software Assurance benefit providing faculty and staff with access to products for their personal use (HUP) or work-related use (Work at Home) Standalone Student option Flexible and revised buy out Customers receive customized media kits including only the products they ordered For each enrolment customers will receive one complimentary MSDN Academic Alliance High School Membership

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Academic Open

Academic Open General Overview

Two year license agreement Purchase perpetual licenses Minimum initial order of five licenses No minimum requirement for additional orders Pay-as-you-go approach

Option to include Software Assurance with

your licenses

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Academic Open General Overview

No paperwork needs to be signed terms and conditions are accepted first time customer activates license online Sold through distribution/AER channel No media pack media purchased separately as required

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Additional Resources
Monthly AER Newsletter sent with valuable information
Visit the Microsoft Education portal at www.microsoft.com/education Visit the Microsoft Partner Network Education page at https://partner.microsoft.com/global/salesmarketingsection/smindustry/indeducation

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 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. Partners should refer to their agreements for a full understanding of their rights and obligations under Microsofts Volume Licensing programs. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.