Grow Your SAM Practice

Raul BandeiraDirector, SAM Field and PartnersMicrosoft Corporation

SAM01

Lisa SlimMicrosoft Alliance Business Manager

Hewlett-PackardMPN partner since 1989HP Enterprise Business

Ro Kolakowski

Company Partner

6th Street Consulting

MPN partner since 2006

SharePoint

The Journey to SAM Services Incentive

SAM Competency changesSAM Services SOWsField and Partner Readiness efforts Systems requirementsProcess development and validationCustomer evangelization

Where we’ve been

Less than 90 days to launch!Systems implementation and pilotingAdditional Field and Partner ReadinessOnline training coursesProgram and marketing resourcesCustomer awareness

Where we are

SAM Services Incentive

Save Money

Manage changes in IT

Improve competitive advantage

Reduce legal and financial risks

Enable broader partner choice

Customer ValueMinimum of 250 desktops

At least one of the following Volume Licensing contract types:

Enterprise Agreement, Enterprise Agreement Subscription, Select License, Select Plus and Academic Select

These Volume Licensing options are excluded:

Open License, Open Value, GSA Select, Campus Agreement, School Agreement, and all other licensing programs not explicitly called out

Target Customers

SAM Services Engagement Types

Inventory of deployed Microsoft assets, review of corresponding customer license documentation, virtual, hosted, or cloud-based solutions, and identification of any opportunities for Improvement

SAM BaselineReview of customers existing

processes against SAM Optimization Model

framework, identifying improvement opportunities and

associated ROI

SAM Assessment

Provides deployment assistance for processes and technologies to support key SAM areas, including deployment, metering, inventory and control. Special focus on solutions deploying Microsoft technologies including System Center, MDOP AIS, or MAP

SAM Deployment Planning

Engagement Timing and Deliverables

 Engagement Type

Letter of Engagement

SAM Baseline Report

Effective License Position (ELP) Spreadsheet

SAM Assessment Report

SAM Optimization Model (SOM) Workbook

SAM Deployment Planning Report

Executive Overview Presentation

SAM Baseline      

SAM Assessment      

SAM Deployment Planning

        =To Customer and Microsoft =To Customer only

Engagement level

Estimated number

of desktops

Delivery Estimate

Baseline AssessmentDeployment Planning

Level A 250 – 2,399 3-7 days 2-4 days 4-6 days

Level B 2,400 – 5,999 7-15 days 4-6 days 6-8 days

Level C 6,000 – 14,999 15-25 days 6-8 days 8-12 days

Level D 15,000 + 25-50 days 8-10 days12-20 days

Engagements can qualify for incentive under this program only when the defined scope of work is being delivered by a qualified partner consultant to a customer with an active Select or EA. Opportunities must be registered and received by a Microsoft SAM Engagement Manager approval prior to the engagement to be eligible for this incentive

NOTE – Actual engagement delivery length will vary based on customer size within the range, number of locations, infrastructure and other variables and is provided as a guide for initial resource planning estimation only.

SAM Services Requirements and Eligibility

Partners only have to meet the Gold SAM competency requirements once worldwide

A PSP is required in each country in which the partner plans to do work under this program

The consultant delivering the engagement must be an FTE with the SAM MCP

Who are the Gold SAM Competency Partners?Partners with a strong background in

Deep licensing expertise

Deployment or Systems Management

Focus on Core IO

Process Consulting

Partner Business Opportunity

Clear, repeatable Scope of WorkPredictability of deliverablesInsight into customer’sorganization and environmentFollow-on business

Making it real

Your SAM Practice

Cynthia FarrenPresidentCynthia Farren ConsultingUSA

SAM in SMBAlexander GolevCEOQuarta ConsultingRussia

A SAM StoryRiaan van der WesthuizenGroup Infrastructure ManagerGijimaSouth Africa

A SAM Story

Riaan van der WesthuizenGroup Infrastructure ManagerGijimaSouth Africa

partner

Gijima Profile

Journey to the CloudBusiness Growth, Profitability and CompetitivenessStrategic Partnership and Account PlanningHigh-level Profile andBrand AwarenessRegional FocusMCS AlignmentMPN Transition

Gold Competency:Identity and Security

Silver Competencies:Application Integration, Business Intelligence, Content Management, Desktop, Midmarket Solution Provider, Portals and Collaboration, Project and Portfolio Management, Server Platform, Systems Management, UC Messaging and Voice

Competency Recruitment:Application Lifecycle Management, Data Platform, Hosting, ISV Software, Learning, Search, SAM, Software Development, Virtualization, Web Development. (Investigate: CRM, Digital Marketing, Mobility, Volume Licensing.)

3rd largest IT Outsourcer70 offices in Southern AfricaRevenue: R 3 Billion BEE Level 3 Contributor2,500 PeopleKey Verticals: Financial Services and Retail Market, Manufacturing, Mining, Telecommunications, Government Departments and State-owned Enterprises

Company Profile MPN Profile Company Goals

The Challenge

High ad-hoc and unexpected true up costs IT investments not “fit for purpose”Lack of user awareness and discipline“Tough” True Up negotiations with MicrosoftLow trust as “an ethical business partner”High governance compliance risks

The Solution

100%+ increased licence entitlement Reduced Add Hoc licence procurementReduced True Up costs substantially

Course of Action Results

The Impact on Risk and Governance

Improved control of IT assets and securityReduction of non-compliance risksStrategy to maintain updated policiesEncourage effective use of toolsBetter tracking of actual costs – Chargeback Model

SAM in Small Business

Alexander GolevCEO, Quarta ConsultingRussia

partner

Small Business – SAM Opportunity

1,000,000+

“Compact” companies

in Russia

70%

Concerned about legal compliance

> 200

SAM partners in small business

in 2008

Existing Demand for a Framework

Challenges in Small Business

No SAM budgetLack of formal IT Management structure Low asset management cultureFocus on tangible legal risks

Quarta Consulting Solution

Assumptions and requirementsLow-priced but still profitableDoable in a weekCollaboration with Microsoft“Sharable” with other partners

Delivery approachBaseline PC reinstallationStandardized process templates

SAM Light – Results

2010 2011100

125

150

144

134

SAM Light Participants Other partners

Part

ner

Reven

ue

29%

faster

Top VAR revenue growth

Sta

ges

and R

esu

lts

0Pre-sales

and Consultatio

ns

Preparation &

planning

1Adaptation

and approval of

policies

Approval of the regular

works schedule

2 Software inventory gathering

Inventory data

analysis

3 Licenses audit and analysis

Getting licenses

into order

4Development of standard

PC configuratio

ns

Preparation of the

purchase plan

Software purchase

5Preparatio

n of software “images"

Backup-format-reinstall

all computers

Works are planned and approved, it's time to

start

Policies and regular works schedule are

developed and approved

Software is calculated, the needs are determined

The existing licenses are put in order, the

discrepancies are detected

The standard PC configurations are approved. The purchase plan is based

on the standard

Software is purchased and ready to be

installed

Software is reinstalled, all documentation is in

final order

SAM in Small Business – How to?

Embrace Small Business customersUnderstand Small Business challenges Bet on simplicity and efficiencyProfit from standardized offers

Your SAM Practice

Cynthia FarrenPresidentCynthia Farren ConsultingUSA

partner

About Cynthia Farren Consulting

1999 Founded firm

2005-2007 Revenue average surpassed all prior

years

2008 1st US SAM firm to offer a

fixed price outsourced SAM service

SAM and MicrosoftA blunt conversation

Microsoft is in the business of selling software licensingMicrosoft will streamline and commoditize all effortsAll SAM Partners benefit from the marketing investment made by Microsoft and others to educate CxO’s about SAMIf your SAM business will have to rely on Microsoft to be profitable – then you don’t have a SAM businessSAM exists without Microsoft, but SAM benefits from Microsoft and Microsoft benefits from SAM

Sample Keys to Being a Successful SAM Partner

CompetitionCompetition helps market the value of SAMUnderstand the business value of your unique offering

Education Know your subject Research; don’t guessSAM is highly “historical” – know the historical PURs and Agmts

Focus on the customer The “right” solution is the best solutionCross selling is not part of SAM

But the insights gained through SAM provide opportunities

Remember: a licensing statement isn’t SAM

Session Recap

SAM Services Launch in Oct, 2011 SAM Services enables insight into customer IT strategy SAM Services Incentive leads into follow-on business SAM Partners are strategic to their customers SAM works in SMB with the right model SAM is NOT a licensing statement

Partner Calls to ActionKey Actions, Resources and SAM Related Sessions/Activities

Do

Attend

Learn

Understand the SAM opportunity in your marketEarn the Gold SAM Competency Drive the conversation about SAM Services with your customers

NextSteps

SAM02Session

Get your USB with the training courses at the next session or stop by the Software Asset Management Booth in the MPN Solution Innovation Center

SAM Services Training 100 and 200 levels

NEXT IN THIS ROOM!

Competency Exam Pack Offer

Go to the MPN Booth or Purchase Online by July 29, 2011

Note: After July 29th, the Competency Exam Packs will not include a Second Shot (free exam retake). Order today!

Exam Packs can be purchased in the following denominations3 Pack – 30% discount + Second

Shot5 Pack – 35% discount + Second Shot

8 Pack – 40% discount + Second Shot20 Pack – 40% discount + Second ShotTo purchase, simply stop by the WPC MPN Booth or log on to

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© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.