Open Value Subscription Volume License Roadshow 9 April 2010 Patrick Viaene

Partner Readiness Framework Online Training Courses Several Licensing training available also exam preparation Free Audience: existing Action: Leverage to train at moment of chocie MCP Prep 2 day training, prep voor 070-761: Delivering VL solutions voor SBM Payable, at disti-site, MS owns content & registration Audience: VL specialists 2-3 times/year Stay informed Licensing Community update 1/2 day in-depth update Product licensing focus Free, at MS-site Audience: Licensing Specialist (MCP?), by invitation only 2 times/year Upscale Stay informed Licensing Essentials Training ½ day VL introduction SMB focus Free, with disti help, MS own content & registration Audience: new resellers, new people at existing resellers 3-4 times/year Stay informed Licensing Livemeetings Monthly, 45min LM 2 content-areas: product licensing Licensing practicals, logistics Free, MS owns content & registration Audience: existing VL ‘specialists’ Volume License Roadshow 2h commercial training, SMB focus 2 times/year, free Audience: existing & new partners Action: enroll in the existing framework

Open Value Subscription Volume Licensing…for SMB’s …introduction and recap …SA – after launches? …zoom in on Visual Studio & MSDN …Office 2010

Open License programma’s: overzicht en positionering Agenda Open License programma’s: overzicht en positionering Office 2010 licensing (incl Project, Visio) Visual Studio & MSDN Partner getuigenis Anti-Piracy update Varia Principe van SA Step-up Stopzetten van EPP Office 2010 – impact op HUP Promo’s Circle of Success

Open Value Subscription is HET Microsoft licentieprogramma voor KMO’s Microsoft Licenties Full Packaged produkt (FPP of Retail) Original Equipment Manufacturer (OEM) – ROK – PKC Microsoft Volume Licensing – Open License program Open License Open Value Open Value companywide Open Value non-companywide Open Value Subscription Q1-Q3: 10% groei in # OVS contracten Open Value Subscription is HET Microsoft licentieprogramma voor KMO’s

Licentie types OEM: verkocht met PC (of server) Retail Beperkte rechten: geen downgrade, geen imaging, geen transfer, geen taal-wissel, geen MS support, niet bruikbaar met Terminal Server. Goedkoper (?) Retail Beperkte rechten: geen downgrade, geen imaging, geen taal-wissel, geen MS support, niet bruikbaar met Terminal Server. Duurder (?) Volume licentie: Veel rechten: downgrade, imaging, taalwissel, transfer. Extra: gespreide betaling mogelijk, eenvoudig beheer, maintenance (Software Assurance)

‘…You may not rent, lease or host the software…’ Licentie types OEM: verkocht met PC (of server) Beperkte rechten: geen downgrade, geen imaging, geen transfer, geen taal-wissel, geen MS support, niet bruikbaar met Terminal Server. Goedkoper (?) Retail Beperkte rechten: geen downgrade, geen imaging, geen taal-wissel, geen MS support, niet bruikbaar met Terminal Server. Duurder (?) Volume licentie: Veel rechten: downgrade, imaging, taalwissel, transfer. Extra: gespreide betaling mogelijk, eenvoudig beheer, maintenance (Software Assurance) ‘…You may not rent, lease or host the software…’

1. Open License “Koop software wanneer je het nodig hebt” 2 jaar contract Éénmalige betaling van de totale kost Software Assurance optioneel Vanaf 5 licenties Per juridische entiteit Governement Versie beschikbaar

2. Open Value “Koop software per standaard PC” 3 jaar contract Gespreide betaling van de totale kost Praktisch Klant kiest de standaard PC: Windows Professional upgrade Office Pro Plus SBS, Core CAL of Enterprise CAL Suite Indien company-wide: 10% korting Software Assurance inbegrepen Vanaf 5 PC’s Additionele produkten mogelijk Mogelijk voor groep van bedrijven 15% korting voor alle 3 Governement Versie beschikbaar

3. Open Value Subscription “Huur software per standaard PC” 3 jaar contract Gespreide betaling van huurkost Praktisch Steeds company-wide Klant kiest de standaard PC : Windows Professional upgrade Office Pro Plus SBS, Core CAL of Enterprise CAL Suite Software Assurance inbegrepen Vanaf 5 PC’s, jaarlijkse telling kan op of neer Additionele produkten mogelijk Mogelijk voor groep van bedrijven Korting 50% in jaar 1, voor wie N-1 licenties bezit 5% korting voor alle 3 Tot eind juni: N-2 voor Windows en Office Governement Versie beschikbaar, ook voor 1j huur

8000 nieuwe Open, OV, OVS contracten Feiten CY09 8000 nieuwe Open, OV, OVS contracten 12,8% is Open Value of Open Value Subscription OV/OVS vertegenwoordigt 24,9% van de nieuwe omzet OV/OVS verkocht door 235 partners 51,8% van de KMO Volume Licensing omzet is OV/OVS 82% van de Open Value contracten wordt na 3j hernieuwd, voor 89% van de waarde

Samenvatting Open: Open Value: Open Value Subscription: SA optioneel Eenvoudig: koop NU, koop wat/wanneer u gebruikt Moeilijker beheer Per juridische entiteit Open Value: SA inclusief Gespreid over 3 jaar Korting voor standardisatie Eenvoudig beheer Open Value Subscription: Eenvoudigst beheer, evolueert met bedrijfsgrootte Goedkoopst over 6 jaar

Open, OV & OVS respecteren het kanaal Microsoft verkoopt licenties aan een distributeur De distributeur verkoopt licenties aan een reseller Klanten kopen van een reseller Microsoft Distributor Reseller Klant

Software Assurance Upgrade rechten naar nieuwe versie Office Multilingual Voorspelbare kost Office Home Use Program e-Learning Training Vouchers Problem resolution support TechNet Plus subscription Cold back-up server Toegang tot Step-Up SKU’s Toegang tot Desktop Optimization Pack (incl App-V – aka Softgrid) Eenvoudig beheer Exclusieve versie: Windows Enterprise NEW: VECD

Product Licensing Office 2010 Visual Studio 2010 & MSDN

Todays Customers Today Applications Systems Servers Professional Desktop Professional Plus 2010 Core CAL Suite Client Access License 2010 Today Enterprise Desktop Professional Plus 2010 Enterprise CAL Suite Client Access License

Office 2010 Suites Suites Professional Plus 2010 Standard 2010  Word = New Office web applications* SharePoint Workspace (Formerly Groove) Adv Integration Features Word Excel PowerPoint Outlook OneNote Publisher Access InfoPath Communicator  Professional Plus 2010 Standard 2010 * Office web applications include Word web app, Excel web app, PowerPoint web app, and OneNote web app. Access to Office web applications included with Office license.

Key Takeaways for Office SKU plan & licensing 2010 SKUs Two VL Office Suites: Office Professional Plus 2010 & Office Standard 2010 Office Pro Plus: adding OneNote 2010, SharePoint Workspace 2010 (formerly Groove) and Office web apps Office Standard: adding OneNote 2010, Publisher 2010 & Office web apps Office SA migration Customers with active SA for Office Pro Plus, Office SBE, or Office Enterprise as of Office 2010 release SA rights to Office Pro Plus 2010 Customers with active SA on Office Standard 2007 as of Office 2010 release  SA rights to Office Standard 2010 Office web apps Included with Office Pro Plus 2010 & Office Standard 2010 license Not a low-cost replacement for Office & will not be sold standalone Position as part of PC, Phone, and Browser story Customer is licensed for on-premises deployments of Office web apps

Branding Changes for IW Servers 2007 2010

Microsoft Visio 2010 Overview NEW Visio 2010 Standard Visio 2010 Professional Visio 2010 Premium Product Theme Diverse set of intuitive and professional diagrams Simplify complexity with a diverse set of intuitive and professional tools for diagramming Diverse set of diagrams including: Flowchart / Swimlane Org Chart / Block Diagram Timeline / Calendar Communicate effectively through clear and professional diagrams Save time with: A wide variety of pre-drawn shapes & templates Auto alignment & spacing Intuitive navigation and consistent Office Fluent UI Make your Office documents more visual with Visio diagrams Dynamic, data-driven diagrams with real-time web-sharing Bring your diagrams to life with dynamic, data-driven visuals that are connected to real-time data and can be easily shared online with anyone Dynamic, data-driven diagrams Business Intelligence IT Management & Security Business & Technical Drawings Deliver rich, visual dashboards across the organization using SharePoint and Visio Services Drill down with Pivot Diagrams to provide graphical BI analysis to Excel, Access, SQL, or any OLEDB/ODBC data source Use a diverse set of specialized diagrams Import, save, and work with CAD files Intelligent and Advanced diagrams and process tools Improve consistency and accuracy across your organization with advanced diagramming and new process management tools Intelligent and advanced diagrams Business Process Analysis / BPM Compliance/ Quality Rule-based Diagrams Save time with intelligent & easy-to-use process mapping templates, including pre-defined shapes and templates such as BPMN and Six Sigma Drive standardization and re-use with Subprocesses Model SharePoint workflows for execution and monitoring on SharePoint 2010 server Maximize consistency and accuracy across your organization with Diagram Validation that can find common errors or check for business logic Solution Scenario Product Value

Visio 2010 SA Path SA Visio Standard 2007 SA SA Rights To SA Visio Standard 2007 SA Visio Standard 2007 SA Visio Professional 2007 SA Visio Professional 2007 SA NEW Customers with active SA on Visio Professional as of Visio 2010 price list availability are eligible for a one-time migration offer to Visio Premium 2010

SKUs with Target Personas Project 2010 Standard Project 2010 Professional Project Server 2010 Target Audience Individual and Part-Time Project Managers Fluent User Interface – Enhanced appeal and usability User Controlled Scheduling Timeline View Professional Project Managers Project Standard changes PLUS Enhanced scheduling functionality Powerful Team Planner View Project Synch to SharePoint list CIO, PMO, Operations, Product Development Unified Project and Portfolio Management SharePoint Server/ECAL value Improved time and task progress functions Web-based project editing and calculations Key Changes CAL CAL Not Required Project Server CAL Included CAL Required Why SharePoint Server is necessary for Project Server Dependency on Report Center Excel Services Advanced Charting and KPI’s Workflow components Enterprise CAL Standard CAL Additive Project Server 2010 dependency on How do our customers benefit Scorecards for in-depth business insight Greatly expanded reporting options Enhanced project and document workflow Leverage full SharePoint collaboration capabilities

SA Path SA SA SA & SA SA SA SA & SA SA SA SA Project Server Rights To SA Project Server 2010 Dependency on **Limited Use Rights** Project CAL SA Project Server Project CAL SA Project Server Project 2010 CAL Project Server 2010 SharePoint Server SharePoint Std CAL SharePoint Ent CAL Additive & Project Portfolio Server SA Project Portfolio CAL Project Portfolio Server SA Project Portfolio CAL Project Professional SA Project Professional SA Project 2010 Professional SharePoint Std CAL SharePoint Ent CAL & Additive Project Standard SA Project Standard SA Project 2010 Standard Project External Connector SA Project External Connector SA TBD

Visual Studio 2010 with MSDN

The Visual Studio product line is confusing. The Problem The Visual Studio product line is confusing.

Your Desire I want to easily identify the Visual Studio product that is right for me based on my needs.

The Solution Visual Studio 2010 with MSDN simplifies purchase decisions and helps communicate the differentiated value across levels of the product line.

Visual Studio 2008 Visual Studio Team System 2008 Team Suite with MSDN Premium Visual Studio Team System 2008 Team Editions with MSDN Premium Visual Studio 2008 Professional with MSDN Premium Visual Studio 2008 Professional with MSDN Professional

Visual Studio 2010

Architecture Explorer Test Record & Playback Test and Lab Manager Manual Testing Layer Diagram UML Modeling Load Testing Web Testing Test Case Management IntelliTrace™ Architecture Explorer Test Record & Playback Logical Class Designer Static Code Analysis Database Deployment Code Metrics Database Unit Testing Test Data Generation Test Impact Analysis UI Test Automation Code Coverage Performance Profiling Database Change Mgmt Cloud Development Office Development Windows Development New WPF Editor Customizable IDE Multi-core Development Silverlight Tools Web Development SharePoint Development Generate from Usage

Virtual Env. Setup/Tear Down Environment from Template Test and Lab Manager Test Case Management Manual Testing Team Explorer Test Record & Playback Lab Mgmt Config. Team Agents Virtual Env. Setup/Tear Down Environment from Template Checkpoint Environment Version Control Gated Check-in Reporting Build Automation Branch Visualization Test Case Management Agile Planning Tools Team Portal

Visual Studio 2010 SKUs Development and Test Environments Server Products Visual Studio 2010 Ultimate with MSDN Visual Studio IDE Test and Lab Manager Visual Studio 2010 Premium with MSDN Visual Studio 2010 Professional with MSDN Visual Studio Test Elements 2010 with MSDN Visual Studio Team Foundation Server 2010 Server/CAL licensing Visual Studio Team Lab Management 2010 Server/per processor licensing Requires Test Elements or Ultimate Additional Products Visual Studio Load Test Virtual User Pack 2010 1,000 virtual users

The New MSDN Software for Production Use Visual Studio 2010 Ultimate with MSDN Visual Studio 2010 Premium with MSDN Visual Studio 2010 Professional with MSDN Visual Studio Test Elements 2010 with MSDN Visual Studio® Team Foundation Server 2010 and one (1) Client Access License (New!) ● Microsoft® Expression Studio 3 (New!) ◌ Microsoft® Office 2007 Ultimate, Communicator 2007, Project 2007 Standard, Visio 2007 Professional, SharePoint Designer 2007

The New MSDN (cont.) Software for Development and Test Use Visual Studio 2010 Ultimate with MSDN Visual Studio 2010 Premium with MSDN Visual Studio 2010 Professional with MSDN Visual Studio Test Elements 2010 with MSDN Windows® (client and server) ● Microsoft® SQL Server® Toolkits, Software Development Kits, Driver Development Kits Microsoft® Office ◌ Microsoft Dynamics® All other servers Windows Embedded operating systems (New!)

The New MSDN (cont.) Subscription Benefits Visual Studio 2010 Ultimate with MSDN Visual Studio 2010 Premium with MSDN Visual Studio 2010 Professional with MSDN Visual Studio Test Elements 2010 with MSDN Microsoft® E-Learning course collections (New!) 2 1 Technical support incidents 4 Priority support in MSDN Forums (New!) ● MSDN Flash newsletter MSDN Magazine Online Concierge

Anti-Piracy

Mogelijkheden om Windows te legaliseren Consumenten – Soho - WGA online kit: op de legalisatie-site « Windows Genuine Advantage » - Get Genuine Kit – pakket beschikbaar bij distributie Volume Licensing Get Genuine Windows Agreement (GGWA) Small Organisation – Bijlage bij Open License contract (via Disti) Large Organisation - Bijlage bij Select – EA contract (LAR) Alle voordelen van Volume Licensing gelden Gelijkaardige prijs voor alle oplossingen.

Consument – Soho : Get Genuine Kit (GGK) De Windows OEM licentie kan niet los van een nieuwe PC verkocht worden. Daarom bestaat GGK: Wordt verdeeld zoals een retail pakket OEM Gebruiksrechten Geen « transfer right » Geen « downgrade rights » Vereenvoudigde installatie Bevat een COA en installatiemedia Support door Microsoft Bevat voor XP Pro, Vista Business en Windows 7 Professional Binnen 90 dagen kan SA toegevoegd worden Geen direct contact met Microsoft – anoniem. Prijs : OEM +20%

Consument – Soho : Get Genuine Kit GGK OEM License Target Customers Customers with existing PCs in need of Windows compliance Purchasers of new PCs with software preinstalled Terms Available for sale to customers to bring existing PCs into compliance Available for sale to OEMs for preinstallation on new PCs only Features Customer support provided by Microsoft COA Downgrade rights are not available DVD style case with media 1 license or 10 license* Customer support provided by the OEM who preinstalled the software COA affixed to the PC by the OEM Downgrade rights are available Media accompanies the PC Channel Authorized OEM Distributors Transferable Not transferable Other Can NOT be sold to bring existing PCs into compliance

Volume Licensing : Get Genuine Windows Agreement - GGWA GGWA is een bijlage bij een Open License die het recht toekent een Windows ‘full license’ te kopen in het kader van een legalisatie scenario. Vanaf 5 licenties+ Voordelen van Volume licensing: Geeft recht op laatste versie (Win7 Pro) met «downgrade right » Volume License Key en activatie Mogelijkheid om SA binnen 90d aan te schaffen Geen transfert naar andere hardware Prijs gelijk aan GGK Contract wordt via distributeur geregeld Prijs opvragen bij distributeur (SKU FQC-02874 WinPro7 MVL Get Genuine SMP)

Volume licensing : GGWA Distributor places order with ROC.* Reseller sends agreement to Distributor for onward submission to the Regional Operations Center (ROC). Customer provides their contact information, including email address. No signature is required. Distributor provides the Reseller with a copy of the GGWA-SMO Addendum& Open License agreement for presentation to the Customer. ROC sets up agreement and Customer receives electronic acceptance notification with Agreement Number. Customer receives electronic order confirmation. Order Confirmation + Copy of Get Genuine Agreement Addendum and Open License Agreement + Proof of Payment = License Confirmation. Contract is available on Explore.ms CC Reseller BCC Distributor Installation : If new installation is needed, the customer can obtain a VLK at the VL activation center

Varia Principe van SA Step-Up EPP HUP Update Promo’s Circle of Success

Varia – SA Step-up SA Step-up = een licentie die het (prijs)verschil overbrugt tussen de ‘lagere’ en ‘hogere’ editie. Bvb: Office Standard  Professional Plus Windows Server Standard  Windows Server Enterprise Visio Pro  Visio Premium Core CAL Suite  Enterprise CAL Suite Vereist Software Assurance op de ‘lagere editie’. Enkel verkrijgbaar in OV/OVS Resulteert in gelijktijdige betaling van SA op ‘lagere’ versie en SA Step-up, voor de rest van het contract

Varia – EPP & HUP EPP = aanschaf van permanente licentie voor consumer-software aan gereduceerde prijzen. HUP = gratis licentie voor Office thuisgebruik, onder voorwaarde van Office SA coverage op bedrijfs-PC. EPP aanbod wordt beëindigd per 1 october 2010 HUP wordt besteld door employee op www.microsofthup.com. HUP kan ook in bulk besteld worden op http://www.msofficehup.com/nl- BE/ (maar zal dan nog steeds door employee moeten gedownload worden) SA Administrators kunnen hier ook marketingmateriaal downloaden

Promoties Tot eind mei: OVS: UTD N-2 OV/OVS: Full Platform 10% korting (Windows Upgrade, Office, CAL Suite) Tot eind april Windows 7 Upgrade in Open of OV: 35% korting

The Circle of Success

Resources Volume Licensing Briefs: www.microsoft.com/licensing/about-licensing/volume-licensing-briefs.aspx Software Assurance Benefits – How to Activate www.microsoft.com/licensing/software-assurance/default.aspx#tab=3 Volume License Activation – MAK/KMS Keys http://technet.microsoft.com/nl-be/windows/dd197314(en-us).aspx Microsoft Online Services http://www.microsoft.com/online/nl-be/default.mspx http://www.microsoft.com/online/fr-be/default.mspx VLSC – Volume License Service Center Manual www.microsoft.com/downloads/details.aspx?displaylang=en&FamilyID=d75e4c02-e38c-4a22-b7f7-69f9706c5240 CAL Suites: Core CAL & Enterprise CAL Suite www.microsoft.com/calsuites/en/us/default.aspx Office 2010 www.microsoft.com/office2010 SQL Server 2008 Licensing Guide http://download.microsoft.com/download/6/F/8/6F84A9FE-1E5C-44CC-87BB-C236BFCBA4DF/SQLServer2008_LicensingGuide.pdf Windows 7 Buyer’s Guide in VL http://www.microsoft.com/licensing/about-licensing/windows7.aspx

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