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Licensing in Small to Medium Market Place Thomas Kablau Licensing Marketing Manager Small and Medium Business Microsoft Australia

Licensing Marketing Manager Role and Responsibilities SMB Partners and Customers SMB Partners and Customers Marketing, education and operations Marketing, education and operations  How to buy i.e. Open License  Product use rights  Compliance

What We Know Issues Many customers… Many customers…  Confused about licensing  Don’t focus on licensing i.e. SAM  Low ROI  Focus when in acquisition mode  Over purchase and/or non-compliant

Customer Licensing Pain %Expressing as Top 3 Pain Points MORG SORG

What We Know Needs And Wants Customers… Customers…  Focus on business value  Want all affairs in order i.e. compliance  Max. ROI from all aspects of solution

Partner Opportunities Issues and Pain/Needs and Wants Issues and Pain/Needs and Wants  Trusted Advisor  Software Asset Management

Agenda Partner Opportunities Partner Opportunities  Trusted Advisor  Software Asset Management  Microsoft SMB FY 03 Plans Summary Summary Conclusion Conclusion Questions Questions

Trusted Advisor Choices

Trusted Advisor License Options Server Server  Per Processor  Per Seat/Per Server for CALs  Clustering

Trusted Advisor License Acquisition Options Full Package Product (FPP) Full Package Product (FPP) Original Equipment Manufacturer (OEM) Original Equipment Manufacturer (OEM) Volume Licensing 6.0 i.e. Open License Volume Licensing 6.0 i.e. Open License Service Provider Licensing i.e. ASP Service Provider Licensing i.e. ASP

Trusted Advisor License Acquisition Options Full Package Product Full Package Product  Upgrade pricing still available  No network install/activation capabilities  Applications not eligible for Software Assurance  Hardcopy EULA, COA etc.

Trusted Advisor License Acquisition Options OEM Operating Windows XP Pro OEM Operating Windows XP Pro  License non-transferable  Downgrade Rights and re-imaging  Eligible for Software Assurance

Trusted Advisor License Acquisition Options OEM Office OEM Office  License non-transferable  No Downgrade Rights and re-imaging  Not eligible for Software Assurance

Trusted Advisor License Acquisition Options Volume Licensing 6.0 i.e. Open License Volume Licensing 6.0 i.e. Open License  Network install/activation capabilities  Software Assurance  Ts&Cs to improve functionality  Downgrade Rights  Secondary Use Rights  Online license tracking i.e. eOpen

Trusted Advisor License Acquisition Options Outsource IT Outsource IT  Service Provider Licensing i.e. ASP  Hosting

What We Know Issues Many customers… Many customers…  Confused about licensing  Don’t focus on licensing i.e. SAM  Low ROI  Focus when in acquisition mode  Over purchase and/or non-compliant

Customer Licensing Pain %Expressing as Top 3 Pain Points MORG SORG

Trusted Advisor Choices

Trusted Advisor Summary “The right license allows us to provide the best level of functionality to the customer, that is cost effective and maximises ROI.” “The right license allows us to provide the best level of functionality to the customer, that is cost effective and maximises ROI.” One license type, two or more… One license type, two or more… Know the customer Know the customer

Trusted Advisor Resources  Product Use Rights  Product List  Licensing and Compliance Guide  Licensing Briefs  Open License 6.0 Sales Reference Guide Microsoft for Partners Road Show Microsoft for Partners Road Show Distributors Distributors Licensing Hotline Licensing Hotline

Software Asset Management

What We Know Issues Many customers… Many customers…  Confused about licensing  Don’t focus on licensing i.e. SAM  Low ROI  Focus when in acquisition mode  Over purchase and/or non-compliant

Customer Licensing Pain %Expressing as Top 3 Pain Points MORG SORG

What We Know Needs And Wants Customers… Customers…  Focus on business value  Want all affairs in order i.e. compliance  Max. ROI from all aspects of solution

Software Asset Management Licensing Principles SAM= People + Software License+ Procedures SAM= People + Software License+ Procedures SAM = ROI SAM = ROI Structural component of IT strategy Structural component of IT strategy

Software Asset Management Licensing Principles Policy for acquisition/tracking of licenses Policy for acquisition/tracking of licenses  Throughout entire organisation  Past, present and future  Centralised purchasing and record keeping  Knowledge base of terms and conditions  Regular reviews

Software Asset Management Implementation and Results Immediate delivery Immediate delivery SAM leads to licensing acquisitions SAM leads to licensing acquisitions Value added driver for non-compliance Value added driver for non-compliance

Software Asset Management Summary SAM = ROI SAM = ROI Policy for acquisition/tracking of licenses Policy for acquisition/tracking of licenses Addresses multiple issues/needs Addresses multiple issues/needs

Software Asset Management Resources Channel Compliance Kit Channel Compliance Kit Microsoft for Partners Road Show Microsoft for Partners Road Show

Microsoft SMB FY 03 Plans Locked In Resources Resources  Partner Licensing Toolkit   SMB Licensing Acquisition Guide  Windows Terminal Services Licensing Guide  Licensing Hotline  Microsoft for Partners Newsletters Events Events  Microsoft for Partners Road Show  Microsoft License and SAM Seminars

Microsoft SMB FY 03 Plans Locked In Campaigns Campaigns  Open Business Rebate Campaigns for Partners  Existing and new reseller specific  MORG Purchase History Statement Marketing Marketing  Volume Licensing Welcome Kit  Includes renewal reminders

Microsoft SMB FY 03 Plans In Progress Resources Resources  Refresh i.e. License and Compliance Guide  Web Casts  Licensing Information Knowledgebase (LInK) Campaigns Campaigns  eOpen (Full purchase history including pre 98)  SBS and Server

Summary and Conclusion Customers… Customers…  Focus on business value  Want all affairs in order i.e. compliance  Max. ROI from all aspects of solution

Summary and Conclusion Customer Pain Customer Pain  Licensing perceived overly complex  Purchase history & license tracking  Poor licensing knowledge Partner Opportunities Partner Opportunities  Trusted Advisor  Software Asset Management

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