The Authorized Education

Reseller (AER) Program

Academic Volume Licensing

January 2011 Microsoft Corporation

Agenda

2

Licensing Basics

AER Qualifications, Responsibilities and Guidelines

Today’s Academic Volume Licensing Business

Enrollment for Education Solutions

School Agreement

Academic Open

Licensing Basics

Software Licensing Basics

4

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

5

PreinstalledBy Original Equipment Manufacturers i.e.

Large PC Manufacturers

Smaller ―System Builders‖“OEM”

Volume Licensing AgreementsPurchased from:

Full Packaged Product

Retailers

Resellers

Direct to customer sales

“VL”

Downloaded Software

Resellers

Intellectual Property (IP)

6

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?

8

To become an AER you must comply with the following requirements:

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.

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

Today’s Academic Volume Licensing Business

Academic Volume Licensing Options for AERs

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

Subscription

Enrollment for Education

Solutions Offering

• 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

Perpetual

Open License for Academic

Enrollment for Education Solutions

What is EES?

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Easy Compliance

Customized Solutions

Lower Total Cost of Ownership

Simplified Asset Management

Low Administration

12

A new subscription offering for primary / secondary

and higher education customers with 5 FTE or more.

Available Worldwide March 1, 2011 (except Japan)

Define your customer’s 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

13

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.

EES Key Pillars

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Single Offer for Customers with 5 FTE and Above

EES is the customer brand but as an AER you will sell EES to customers using

an OVS-ES* contract

*Open Value Subscription – Education Solutions

ESD for efficient deployment,

Student Option

Student

Licensing

License in any quantity

Additional

Products

One Annual Count of

Employees (FTE)

Annual

Counting

Higher Ed & Primary/

Secondary

Target

Customers

Getting Started with EES

15

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.

Define your Customer Organization

All customers subscribing to EES will count FTEs to license products organization-wide.

See appendix for FTE calculation.

Count Full Time Equivalent (FTE) Employees

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.

Meet the minimum of 5 FTEs within the Organization

Desktop Platform Products must be licensed organization-wide. Any exception to this

rule requires a Qualifying Enrollment to be in place.

License at least one Desktop Platform Product

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

Note: In EMEA, counting FTEs follows this formula:

FTE Employees = faculty and staff who work more than 200 hours per

year. 16

Counting Faculty / Staff FTE Employees

The formula below outlines how to determine the number of full time equivalent (FTE)

employees an organization has:

EES offers the convenience of licensing products based

on the number of faculty/staff (FTE) employees in the

organization.

Part-time

faculty 3

Full-time

staff

Part-time

staff 2

Total

faculty/staff

FTE

+ + + =Full-time

faculty

Desktop Platform Product Options

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Professional Desktop Platform Suite

Enterprise Desktop Platform Suite

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.

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

Additional Products

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EES (Subscription)Campus and School (Subscription)

Desktop Platform

(Institution Wide)

Additional Products (Organization-wide, departmental wide or

for an individual license)

Desktop Platform and

Additional Products

(Institution-wide only)

How Products are Licensed

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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 ProductsMust 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

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)

Visual Studio Pro Project Professional Expression Studio Ultimate

Expression Studio Web Pro MapPoint SQL CAL

Visio Premium RDS CAL Windows MultiPoint Server CAL

EES Student Option

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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.

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

Calculate Student FTE within customer’s 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 student’s exclusive use.

+ =

Electronic Software Download (ESD) enables partners to digitally fulfill

to students and teachers!

New Option! Students get software online!

3

EES Licensing Offer at a GlanceFeature Area Enrollment for Education Solutions School Enrollment

Target Customers Available for both primary/secondary and higher education

customers

Primary, Secondary Schools and their local or regional

administrative offices

Minimums 5 Full Time Equivalent (FTE) employees (no upper limit) 300 Units (units vary by region)

Counting for DPPs Faculty / Staff as defined by full time equivalent (FTE)

employees

Organization-wide count of devices

Term 1 and 3 year term 1 and 3 year term

Extensions one-time 3-year extension option 1 year extension option

Platform Products Windows OS Upgrade, Office Pro Plus 2010, Core CAL &

ECAL Suite; individually or in Desktop suite

Windows OS Upgrade, Office Pro Plus 2010, Core CAL

& ECAL Suite; individually or in Desktop suite

Additional Products May be licensed organization-wide, department-wide or

for individual license

Institution-wide commitment

Pricing Levels E & F available for Desktop Platform Products Desktop Platform Products: Level A, Level B

Contract Open Value Subscription-Education Solutions (OVS-ES) e-

agreement

Microsoft Campus & School Agreement and School

enrollment

Student Licensing Student Option Student Option

Live@edu Fully integrated into contracts Available as an addendum to the School Enrollment

Work At Home Rights Organizations may offer limited Work at Home (WAH)

rights to their faculty and staff members only with no

additional license charge

Organizations may offer limited Work at Home (WAH)

rights to their faculty and staff members only with no

additional license charge

Software Assurance Benefits Benefits available to include product upgrade and

downgrade rights, Home Use Program, e-learning and

more

Benefits available to include product upgrade and

downgrade rights, Home Use Program, e-learning and

more

21Note: 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 self-service 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

Deepen the Customer Relationship

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

Full integration of Live@edu within the offering

EES Resources

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Available under the ―Sales Resources‖ Tab at: https://partner.microsoft.com/global/40143070

Tools to help you sell through EES:

Access EES Licensing information and Resourcesat: https://partner.microsoft.com/global/40143070

Selling Resources and Tools:

EES Partner Overview for AERs https://partner.microsoft.com/global/40150211

https://training.partner.microsoft.com/learning/app/management/LMS_ActDetails.aspx?UserMode=0&ActivityId=713127

EES Recorded Training for Distributors & AERs

EES Partner Sales Playbook Education Solutions Customer Ready PPT

Readiness Gadget EES Telesales Script To Customer Renewal Mail

School Agreement

School Agreement Overview

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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

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

School Agreement details

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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

Academic Open

Academic Open General Overview

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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

Academic Open General Overview

31

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

Additional Resources

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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

© 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 Microsoft’s Volume

Licensing programs. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.