1. 9/12/2018 1:10 PM
BP09
Transitioning Customers of All Sizes from On-Premises Solutions to Office 365
Philip Gerity and Susan Kim
MOD Pricing and Licensing
Microsoft Corporation
© 2007 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.

2. Learning Licensing is Like Learning Chess
Possibilities in a single chess match
Estimated game variations (Claude Shannon, 1950)
1050 possible board positions (Victor Allis, 1994)
1,327 opening sequences (The Oxford Companion to Chess, 1992)
20 possible first moves
…all based on rules for 6 unique pieces that anyone can learn
Volume Licensing resources:

3. Agenda In scope for today Out of scope for today
Enterprise licensing transitions for Office 365
SMB licensing transitions for Office 365
Out of scope for today
Office 365 features/functionality
Partner incentives for online services
Online services provisioning
Technical migration scenarios

4. Migrating the Platform to the Cloud
Platform Products in the Cloud
Platform
Windows
CAL Suites
Office
Office 365
User Productivity Licensed Per User
Windows Intune
Device Management Licensed Per Device
Additional
SQL Server
Windows Azure
Developer Platform Licensed Per Resource Consumed
Windows Server

5. Office 365 Licensing Value
9/12/2018 1:10 PM
Office 365 Licensing Value
Office Web Apps
, calendar, AV/AS
Collaboration Portal
Conferencing
IM and presence
Forms, Access
Excel, and Visio Services
Voic and Archive
Plan E4
$27
Voice
Plan E1
$10
Plan E2
$16
Rich feature offering that meets a users full messaging & collaboration needs
Plan E3
$24
Enterprise Information Worker (IW)
Office Web Apps*
SharePoint Online
Kiosk*
Plan K1 $4
Plan K2
$10
Exchange Online
Kiosk $2
Low cost offering to users that do not have messaging and collaboration capabilities today
*Not available standalone
Kiosk Worker
SMB IW
50 seat limit;
for online purchase
Office Web Apps
, calendar, AV/AS
Collaboration Portal
Conferencing
IM & presence
Plan P1 $6
All pricing per user/per month
© 2007 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.

6. Volume Licensing Programs for Online Services
SMSG Readiness
9/12/2018
Volume Licensing Programs for Online Services
Microsoft Online Subscription Program
(MOSP)
Enterprise Agreement
(EA)
Size
Product Offers
Billing Mechanics
Discounting
Commitment
Negotiable
Target Audience
1+ Users
Cloud Only
Credit Card or Invoice
Individual Service Volume
Month to Month or 1 Year No
SMB Accounts
>250
On-Premises Software and Cloud
Integrated Invoice
Total Purchase Volume
3 Years
Yes
Enterprise Accounts
Let’s move onto the overview of Programs that offer Online Services :
Online Services are available through three existing programs.
Enterprise Agreement (which includes EA Subscription), Campus Agreements and School Agreements for qualified education institutions and a new program called Microsoft Online Subscription Program also known as MOSP. EA is the preferred option for enabling our existing enterprise customers to purchase Online Services. Under an EA Online Services are simply additional products and can be added to a new or existing EA or EAS just as you would add Visio or Project or a Server for on-premises software. All services then end at the same date as the underlying existing agreement.
Microsoft Online Subscription Program is our new licensing program for customers who have not entered into an EA, often referred to as transactional customers. Our Open and Select customers would also purchase BPOS through MOSP. Customers can sign up for services provided they have 5 or more users and subscribe for a minimum of one year. Customers and partners purchase through this program by accessing our Microsoft Online Customer Portal which is at Microsoft.COM/ONLINE. This is a self-service model.
As I said the EA is the preferred and easy choice for the majority of our Enterprise customers.

7. updating Enterprise Agreement 9/12/2018 1:10 PM
© 2007 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.

8. Enterprise Agreement Evolution
Updated Enterprise Agreement
Transition to Online Services at your own pace
No service cost in the year a user transitions
Move users back and forth between on-premises and Online Services
Match and adjust service plans to meet user needs
Respond to changes in your workforce size
Single Agreement for on-premises and Online Services
The updated EA provides new flexibility to transition users online in a single agreement

9. Enterprise Agreement Standard Transitions
Core CAL Suite
Office 365 Plan E1*
Office Pro Plus and Core CAL Suite
Office 365 Plans E2, E3 or E4*
Professional Desktop
Office 365 Plan E2, E3 or E4 and Windows Intune*
Office Pro Plus and ECAL Suite
Office 365 Plans E3 or E4*
Enterprise Desktop
Office 365 E3 or E4 and Windows Intune*
Office Professional Plus
Office Pro Plus for Office 365
Core CAL Suite OR ECAL Suite and Win OS Upgrade
Windows Intune*
On-Premises Enterprise Products
Online Equivalent Transitions
*When transitioning from CAL Suites, CAL Bridge required
Other transitions at Microsoft’s discretion & additional fees may apply

10. Introducing Bridge SKUs
Bridge SKUs enable customers to retain SA coverage and their companywide commitment and corresponding platform discount
Example: Core CAL Bridge for Office 365
On-premises
In the Cloud
Core CAL Suite
Office 365 Plan E1
SharePoint CAL SA
Exchange Online
SharePoint Online
TRANSITION
To Office 365
Exchange CAL SA
Lync CAL SA
Lync Online
Office 365
Bridge
Windows CAL SA
SCCM SA

11. Enterprise Customer Scenario
Business Requirements:
Transition 1000 IWs to Office 365 Plan E3
EA Benefit:
Transition users to Office 365 without incurring any costs until your next anniversary
Start EA
2 Months Later
Start Year 2
Start Year 3
Office 365 Plan E3
Transition 1000
1000
1000
Bridge CAL
1000
1000
Office Pro Plus
5000
5000
4000
4000
Core CAL
5000
5000
4000
4000
Windows Upgrade
5000
5000
5000
5000

12. Office 365 Open Value Offer
9/12/2018 1:10 PM
announcing
Office 365 Open Value Offer
© 2007 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.

13. Office 365 Open Value Offer
Offer for Existing Open Value Customers
Office 365 OV offer provides new flexibility to move users online by adding MOSP alongside their existing OV(S) agreement
Office 365 Open Value Offer
Customers can experience cloud services at their own pace
Add Office 365 Plan E1-E4 alongside existing Open Value or Open Value Subscription
Qualified Software Assurance will be recognized via reduced MOSP price
Applies to existing customers who maintain organization-wide Software Assurance
Offer will be available through August 2012  
After August 2012, lower MOSP pricing eligibility continues until OV(S) agreements expire

14. How Office 365 Open Value Offer Works
Customers with overlapping org-wide Software Assurance commitment can acquire Office 365 through MOSP at reduced prices
2012
2011
2013
2014
2015
Customers receive lower MOSP price until their first renewal after the offer window
Offer Window
EXISTING OV(S) Agreement (3yr) R
Reduced MOSP Price
On-premises Renewal R
Core CAL → Office 365 Plan E1
Office 365 Plan E1 List Price $10.00
Credit for Core CAL SA $ 2.25
Adjusted Plan E1 Price $ 7.75
Example
23%

15. Supported Purchase Scenarios
Many purchase scenarios will be supported through the Office 365 Open Value Offer to recognize concurrent SA investments 
Reduced MOSP price
Continue paying SA for any CAL suite and add E1-E4 at a lower price
Product E1 E2 E3
Core CAL
Enterprise CAL
Office Pro Plus E4 
Acquire E3 or E4 at a lower price when continuing Office SA

16. SMB Customer Scenario Business Requirements:
Move productivity to cloud during an OVS agreement
Benefits:
Acquire Office 365 anytime and receive a lower price on MOSP
Start OVS
End Year 1
End Year 2
End Year 3
Start Year 4
Platform OVS
200
200
200
200
Office 365 E3
200 ↓$
200 ↓$
OVS Expiration
200
Windows Intune
200

17. 9/12/2018 1:10 PM
Partner Calls to Action Key Actions, Resources and WPC Related Sessions/Activities Do
Attend
Learn
Evaluate this session
Complete the evaluation form at
Remember
Customers of all sizes can transition to the cloud at their own pace
Delivering the Future of Productivity to Your Customers with Microsoft Office 365
Thursday, July 14 3:00 PM - 4:00 PM, LACC 406AB
Session US28
MPN Link |
© 2007 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.

18. Competency Exam Pack Offer
Go to the MPN Booth or Purchase Online by July 29, 2011
Exam Packs can be purchased in the following denominations
3 Pack – 30% discount + Second Shot
5 Pack – 35% discount + Second Shot
8 Pack – 40% discount + Second Shot
20 Pack – 40% discount + Second Shot
To purchase, simply stop by the WPC MPN Booth or log on to
Note: After July 29th, the Competency Exam Packs will not include a Second Shot (free exam retake). Order today!

19. Your Feedback is Very Important to Us
9/12/2018 1:10 PM
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© 2007 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.

20. Q&A

21. 9/12/2018 1:10 PM
© 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.
© 2009 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.

22. 9/12/2018 1:10 PM
© 2009 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.