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Winning with Volume Licensing: Public Sector Customers
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Winning with Volume Licensing: Public Sector Customers Kati Burridge
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Winning with Volume Licensing: Public Sector Customers. Kati Burridge. What is the Opportunity?. Programs…. Outside Today’s Scope. Outside Today’s Scope. Where Do I Start?. Enterprise Agreement. Yes. More than 250 Desktops?. Open Value Company wide. No. Buy or lease ?. Buy. - PowerPoint PPT Presentation
Transcript of Winning with Volume Licensing: Public Sector Customers
Winning with Volume Licensing: Public Sector CustomersKati Burridge
What is the Opportunity?
Programs…5-250 Desktops 250 and above
Open License (Commercial and Government) Select Agreement (Commercial and Academic)
Open Value (Commercial and Government) Select Plus (Commercial and Academic)
Enterprise Agreement (Commercial and Government)
Academic OpenCharity Open
School Agreement (K-12)Campus Agreement (Higher Education)
ISV Royalty Program Service Provider Licensing Agreement (Commercial and Government)
Outside Today’sScope
Outside Today’sScope
Where Do I Start?
Licensingentity-wide?
Buy or lease?
Enterprise Agreement
Open license
EA Subscription
Yes
Select License
No
Open Value Company
wide
OV Subscription
More than 250 Desktops?
Yes
No
Yes
No
Yes
No
Lease
Buy
Open Value
More than 250 Desktops?
More than 250 Desktops?
Poll:
Who sells Volume Licensing today?
Who sells to the Public Sector today?
Who sells Volume Licensing to the Public Sector today???
Volume LicensingOur Volume Licensing programs provide our government customers the ability to choose the software they need, and the flexibility they
require to acquire it.
Advantages:Discounts LeasingMultiple options
• Orders• Payments
Downgrade RightsRe-imaging RightsPortable Use RightsElectronic License ManagementSingle “key” activation
What IS Software Assurance?… And how do I sell it to government?
Software Assurance is Microsoft’s all-inclusive maintenance program & it allows:
• Spread payments for:– Software
• Including new releases– Support– Training– Services
• Plan future software acquisition
Programs OverviewOpen Academic/Govt Charity Open
Agreement Term 2 years 2 years
Payment Options Up front Up front
Purchasing2 years, not flexible 2 years, not flexible
Software Assurance Optional Optional
Product Media Ordered separately or download
Ordered separately or download
Additional Savings No Yes*
Key Benefits
Cost savings compared to FPPGreater range of products
Cost savings compared to FPPGreater range of products*Specific program for charities based on eligibility
Programs Overview … continuedOpen Value Government
Open Value Subscription Govt
Agreement Term 3 years 3 years OR 1 year (new!)
Payment Options Spread annually or Up front Annually
PurchasingFlexible throughout Agreement: 1, 2, or 3 years remaining
Flexible throughout Agreement, only annual desktop count paid for
Software Assurance Included Included
Product Media Included Included
Additional SavingsFor company wide purchasing, platform purchasing
For company wide purchasing, platform purchasing
Key Benefits
• Volume License cost savings• Simplify license tracking• Better manage costs• Annualised Payments
• Volume License cost savings
• Simplify license tracking• Operationalise costs• Annualised Payments• OPEX vs CAPEX spend
Charity Open: Who Is Eligible?Criteria• Qualifying Public Charity Organisation• Qualifying Per Se Organisation• All ineligible organisations are listed online at: microsoft.com/australia/licensing/byname/charitiesopen.mspx
Eligibility Escalations Process For Charity Open• Send it back through your distributor • Our authorised third party will escalate directly to Microsoft for our final answer
Important Notes on Charity Open…• All applicable customers have now been notified of the transition• Transition pricing is available until June 2010• Contract is for 2 years• Pricing will auto-default from transition pricing to full commercial pricing after the June 2010
deadline
Objection Handling…Things to keep in mind:• Each vendor defines eligibility criteria specific to their own customer subset• A third party independently validates the eligibility of customers for our program• Not-for-profit ≠ Charity!• Commercial arm of a charitable organisation? Separate criteria will apply• We are here to help… contact us to discuss using the resources below….
Resources to Help You:• Licensing Hotline (Ask The Experts): 13 20 58: option 5, option 3 • [email protected] • http://www.microsoft.com/australia/licensing/byname/charitiesopen.mspx • http://www.microsoft.com/australia/licensing/byname/openvalueforgov.mspx• http://www.microsoft.com.au/publicsectorlicensing
Customer & Partner ExperienceYou spoke, we listened…
Resources/Links• Volume Licensing Software Fulfilment
• Manage Your Volume Licenses
• Product Activation
• Software Assurance Benefits Support
• World Wide Activation Centers
• Volume Licensing Briefs
• Licensing Hotline 13 20 58 option 5, option 3 or email [email protected]
• Public Sector Licensing Site!
• Product Licensing Website (Online tool to locate information regarding product licenses available through volume licensing terms and conditions)
What has Microsoft done to improve its
licensing?
Is Microsoft helping our
customers to better manage our licenses?
Where can I get help?
NEW!
How Do I Buy Academic/Govt?
Licensing hotline: 1300 FOR YOU (1300 367 968)
Presales support: 1800 NET HELP (1800 638 435)
Licensing Team
Quotation requests: [email protected]
Hotline:1300 363 318
Vincent Carpenter, Southern Region BDM
Mobile: 0414 986 279
Liam Leaney, Northern Region BDM
Mobile: 0424 181 674
Next Steps…
Assess your customer base to target this opportunity
Questions? Come and talk to me!
Talk to our “Ask The Experts” Licensing Team
13 20 58 Option 5, option 3…
Talk to your distributors!
Let’s sell to Public Sector together
Partner resources2. OpportunitiesOverview brochureNew Australian partner portalwww.microsoft.com.au/PublicsectorpartnersPartner Marketing Centrewww.microsoft.com.au/partner/marketing
1. Simpler licensingCustomer brochureNew online toolwww.microsoft.com.au/publicsectorlicensing
3. Industry Specific Partner Readiness. See True North Exhibition Stand
