1. Reseller Option Kit (ROK)
MGX FY14
9/11/2018 3:53 AM
Reseller Option Kit (ROK)
What do resellers need to know?
Program Overview
© 2013 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. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. Agenda What is ROK? Why should Resellers sell ROK? ROK licensing
ROK packaging
ROK distribution
Available ROK products/ key OEMs
This Presentation will cover a number of topics to prepare you to understand ROK, how the ROK program works, and its benefits. We will cover what is ROK, why ROK is a great value, ROK licensing, ROK packaging, ROK distribution and available ROK Products.
Lets take a look at the first of our topics on the next slide

3. What is ROK?
Reseller Option Kit is a software distribution model that is a cost effective, install-ready kit to help you sell and deploy Microsoft Windows Server operating systems on OEM server hardware.
The ROK kit includes Windows Server software that is:
Install-ready and sold as another server option using one price list, like RAM, hard drives, or processors.
Tested, tuned, and certified with OEM-branded hardware, and is packaged with the latest drivers and customized installation tools for fast and easy deployment.
What is ROK?
ROK is the Reseller Option Kit, a way for you to easily sell and deploy a Windows Server Operating System (OS) on OEM Branded Server Hardware.
As a kit, ROK includes Windows Server software that:
Is install ready and sold off the same server price lists as components such as RAM, hard drives, or processors.
Is tested, tuned, and certified with OEM-branded hardware, and is packaged with the latest drivers and customized installation tools for fast and easy deployment.
Also, ROK includes OEM-tested and certified drivers, plus 90-day installation support from the OEM.
Making it easy for both you and your customers!

4. The Value - Why should Resellers sell ROK?1
Lower acquisition cost
Manage your inventory -- stock and sell when you need to. 2
Increased convenience
Fast and easy deployment.
Tested, customized, and supported by OEM. 3
Increased revenue
The best time to sell CALs is when you sell Windows Server 2012 R2.
There are three reasons to include CALs in every Windows Server 2012 R2 sale.
First, you will boost sales revenue. Think about selling a 2012 R2 license. Then add user or device CALs. And then evaluate whether the customer also needs RDS CALs.
Second, you will increase your deal size. This is simple math. Every CAL you sell makes every deal bigger.
Finally, you will help ensure that customers are compliant with licensing, further consolidating customer perception of you as a trusted advisor.
(Note: RDS CALs are available through Royalty licensing only and distributed through ROK. RDS CALs carry an OEM part number.)
Increase your attach opportunity with CALs.
Earn OEM incentives for every ROK sold.
Making it easy for you and your customers!

5. Windows Server Management Marketing
9/11/2018
ROK licensing
Now that you know what ROK is and why ROK has great benefits, Let’s move on to how ROK is licensed and more specific value ROK can bring to the channel, for the OEM, the Distributor and the Reseller.
© 2012 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. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. ROK reseller licensing explained
Windows Server Management Marketing
9/11/2018
ROK reseller licensing explained
Open the package
Stick the COA
Create the License Screen
Deliver the server
Don’t Distribute the Reseller License
Resellers comply with Reseller License.
The Reseller License is on the outside of the package.
COA = Proof of License.
Affix the ROK COA on server chassis prior to distribution.
Create the license screen that is displayed as soon as the user boots up.
Deliver media and package contents to customer with the server.
Preinstall is optional!
Here is a simple way of understanding the key licensing aspects when re-selling ROK Products.
Additional License is a license that needs to be sold with the Base license
Don’t forget:
Add CALs and additional licenses for Server ROK Products -- Customers need to have the right number of CALs and Additional Licenses.
CALs and Additional Licenses for an OEM’’s ROK offerings are available from the ROK Distributor!
© 2012 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. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7. The ROK Reseller Agreement (License) What Resellers agree to do when they accept the License
Agree you are a “Reseller” (see definitions). (The License is between the Reseller and the OEM.)
Server hardware and OEM software must be delivered together to the customer; this includes any Additional Licenses if being distributed.
If preinstalling, follow the OEM’s instructions
Always run the sysprep/oobe/shutdown function so the Customer accepts the License Terms.
Stick the COA to the server in an easily accessible location.
Lets look in more detail at those key things from our previous slide. Most important what is in the ROK Reseller Agreement. The ROK Reseller Agreement covers what Resellers agree to do when they accept the license (Open the Package). There are a few key points to remember and understand.
Always market ROK with hardware. Unless otherwise authorized by Microsoft, you will not advertise, give a separate price for, or otherwise market or distribute the software as separate from the server.

8. The ROK Reseller Agreement (License) What Resellers agree to do when they accept the License
Always distribute CALs only to End Users to whom you have previously shipped the server and software for which the CAL is intended.
Follow any additional requirements (Processor Licensing, Additional Licenses, General Purpose Server requirements).
Follow any software-specific terms (i.e. Storage Server, Windows Server Foundation, HPC and Validation Notices).
Lets look in more detail at those key things from our previous slide. Most important what is in the ROK Reseller Agreement. The ROK Reseller Agreement covers what Resellers agree to do when they accept the license (Open the Package). There are a few key points to remember and understand.

9. Windows Server Management Marketing
9/11/2018
ROK distribution OEM to Distributor to Reseller packaging and supply chain
Let’s switch to learning more about the distribution of ROK from a packaging and supply chain perspective. It’s important to understand the ROK Kit and how it gets to Distributors and Resellers.
© 2012 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. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

10. ROK distribution – Optimized for convenience
OEM
Naked server
Distributor
ROK Disk kit separate from server (Media must be BIOS Locked).
Resellers
Software and server together or separate.
Customers
Software and server together only.
Additional Licenses optional with Base License.
CALs may be sold together or later.
ROK Distribution is optimized for convenience for OEMs, Distributors and Resellers.
OEMs first determine the hardware and software for ROK. They make those available for their OEM Distributors to order. They BIOS Lock the ROK Media to their OEM Hardware.
A distributor can stock Hardware and ROK kits separately.
They can also distribute ROK Kits and Hardware separately to resellers.
Resellers may order ROK Kits together or separately. They can also order from more than one Distributor. They can stock what makes sense for their customers.
Resellers however, MUST distribute the ROK Kit with the Hardware to the Customer.
OEM chooses product offerings, regions and languages.
Distributors choose what to stock based on demand.
Resellers order inventory from the Distributor.
Resellers may order ROK kits and hardware separately!

11. Available ROK products*
Windows Server 2012 R2 Standard Upgrade Opportunity
9/11/2018 3:53 AM
Available ROK products*
Windows Server 2012 R2 Datacenter
Windows Server 2012 R2 Standard
Windows Server 2012 R2 Essentials
Windows Server R2 Foundation
Windows Storage Server 2012 R2 Standard
* OEMs should reference the Server Products Product List for complete offering of ROK Products
© 2014 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. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

12. Additional ROK resources
Windows Server Management Marketing
9/11/2018
Additional ROK resources
The OEM Partner Center (OPC)
/reseller-option-kit.aspx#fbid=eL-cgxYS-af
© 2012 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. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

13. 9/11/2018 3:53 AM
© 2014 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.
© 2010 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.

14. Appendix

15. OEMs – Value and steps for licensing ROK products
Windows Server Management Marketing
9/11/2018
OEMs – Value and steps for licensing ROK products
Value: ROK helps OEMs add value to their channel by offering branded hardware and software separately. This can save costs and add flexibility for Distributors and Resellers.
Most large multi- national OEMs offer ROK products.
Most OEMs offer a wide portfolio of ROK products – after determining where and what to offer for ROK.
OEMS may add customized install tools and drivers to provide additional value.
Contact your OEM Distributor for available ROK offerings.
Opt into the ROK program
Choose product portfolio
Add BIOS Lock and customize ROK images
Choose your ROK distributors
Let’s learn a bit more about OEM Licensing of ROK and the value an OEM may get from Licensing ROK. This will help you understand the ROK Model from an OEMs Perspective.
ROK helps OEMs to add value to their channel by offering distributing branded hardware and software separately. Resellers combine the OEM ROK media with the OEM hardware, which can save costs and add flexibility for Distributors and Resellers.
SO…what do OEMs need to do to offer ROK Products? There are a few steps OEM’s must take to license ROK Products. The first step is to:
Opt into the ROK Program=Direct OEMs choose to participate in ROK. ROK is WW Distribution. Most Multinational OEMs have ROK offerings.
OEM’s must also Choose their ROK Product Offerings=OEMs need to Determine what to offer in their portfolio. OEM’s choose where and what to offer for ROK. Not all OEM’s will offer all ROK products in all regions of the world, but most offer a fairly wide portfolio.
OEM’s also need to BIOS Lock and may customize their ROK Images=OEMs must BIOS-Lock ROK media to their hardware. This means an OEMs software for ROK will not install on a different OEMs hardware. OEM’s may also add value with customized install tools and drivers. Many ROK OEM’s provide this additional value.
Choose ROK Distributors=ROK OEMs choose Distributors, OEMs may have as few or as many distributors as they wish.
© 2012 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. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

16. ROK licensing – Value to Distributors
Windows Server Management Marketing
9/11/2018
ROK licensing – Value to Distributors
Value to Distributor
Offer branded hardware and software separately.
Reduce inventory and add value with preinstall options
Sign a Distribution Agreement with the OEM.
Order inventory of ROK kits from the OEM.
Sell hardware and ROK kits to resellers.
Preinstall by accepting the ROK Reseller Agreement.
Become an OEM ROK Distributor
Choose ROK product offerings
Sell ROK kits to Resellers
Add value by offering preinstall options
Let’s move on to the ROK Distributors and how they can benefit from distributing ROK. This will help you understand the ROK Model from a Distributors perspective and what a distributor may do.
Become a ROK Distributor-Distributors can become an OEMs ROK Distributor. Remember OEMs choose their ROK distributors. ROK Distributors sign a Distribution Agreement with the OEM to distribute ROK Products. Each OEM has their own distribution agreement. If you are a Distributor and want to carry an OEMs ROK Products, talk to your OEM.
Distributors choose the ROK offerings they carry. They order inventory of ROK kits from the OEM.
Distributors Sell ROK kits to Resellers. They deliver the package and media, which includes the COA. They also sell the OEMs hardware. They may sell the Hardware and ROK kits separately to Resellers.
Distributors can offer Pre-install options if they choose. A ROK distributor may open the ROK Kit, install it on the Server Hardware on behalf of the Reseller, attach the COA to the hardware and distribute a complete software and hardware solution to the Reseller.
© 2012 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. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.