Microsoft Volume Licensing

Programs
Fundamentals

Agenda

Transformational Trends
Licensing Basics
Volume Licensing Programs
Enterprise Agreement Enrollments
The EA and Office 365
Software Assurance
Payment Solutions
Customer Scenarios
Next Steps
Assessment

Transformational Trends

The Cloud OS

Consistent
platform &
Consistent
Licensing

Licensing Software and Services

Software is intellectual property and licenses

provide the right to use the software and define
the conditions of use.

What requires a Software License?

1.
2.
3.
4.

i.e., Windows 8

Operating systems
Client Applications
Server Applications
Users or devices accessing the server
software (CAL-Client Access License or
EC - External Connector License)

i.e., Office 2013

Ways to Purchase a Software License

Full Packaged
Product (FPP)

OEM

Volume Licensing

Online Services

Product use rights govern how products may be used and these vary by product, product version,
AND by the channel through which the license was purchased.

Full Packaged Product or FPP

Full Packaged
Product
(FPP)

Details:

Agreement with Microsoft

Use rights are documented in the Retail
License Terms

Preinstalled OEM
OEM

Details:
Volume Licensing

Agreement with OEM or System Builder

Use rights are documented in the OEM
License Terms

Online Services
Online Services

Details:
Agreement with Microsoft,
Advisor, or
Volume Licensing
Syndication Partner
Use rights are outlined in the Services
Provider agreement and/or Product
Use Rights

Volume Licensing
Volume Licensing

Details:
Agreement with Microsoft
Use rights are documented in the
Product Use Rights document (PUR)

Microsofts Licensing Principles

Licensing must evolve to support new business realities

Embrace new user workstyles

and infrastructure deployment
choice

Simplify purchasing and license

compliance

Best value while protecting

existing investments

Benefits of Volume Licensing

Pricing Advantages
with predictable costs
and volume discounts
available

Access to enterprise
grade solutions and
Software Assurance
benefits to maximize
your IT spend

Greatest flexibility
with program choices
for organizations of
varying sizes and the
ability for combined onpremises software and
Cloud Services

Standardization
providing savings for
deploying standard sets
of products across the
organization

Flexible and convenient payment options through Microsoft Payment Solutions* to help customers
solve budget and cash flow issues and to help manage their cash flow more strategically

Key Software Assurance Benefits

Technology, Services & Support

Volume Licensing Program Differentiators

Organization Size

Agreement structure

Number of PCs and users

All PCs

Initial orders and price levels

Cloud Services

Software Assurance

Perpetual vs. non-perpetual licenses

Payment options*
Upfront
Annually

Agreement length
2 years
3 years

Volume Licensing Programs

SA is optional

SA included

SA is optional

An organization-wide Desktop Enrollment is required for all qualified devices.

**The Enterprise Subscription Enrollment is an Enrollment under the Enterprise Agreement.

All devices*
SA included

All devices*
SA included

All devices*
SA included

All devices*
SA included

Open Programs Details

*An organization-wide option means that customers commit to one of three Microsoft Enterprise Products for all desktops/users inthe organization and achieve standardization of technology, in exchange for pricing
benefits as well as other benefits

Benefits of the Open Programs

Optimal for organizations that want to:
Generally receive a pricing advantage over retail
Simplify license management
Standardize their IT infrastructure
Maximize their investment with Software Assurance benefits
Upgrade at any time without having to track versions or open
new agreements.
Transact all licensing needs through a local reseller.

Select Plus Program Details

1

Select Plus

For organizations with 250+ desktop PCs

Software Assurance is optional
Non-expiring Agreement
Upfront or Spread Annual Payments
Customers purchase perpetual licenses
Purchase licenses as needed

Benefits of the Select Plus Program

Optimal for organizations that want:

Savings with volume purchases across the organization

Flexibility to acquire licenses, as needed and by department,
with a non-expiring agreement
Centralized license management
A single, organization-wide agreement offering the same
pricing level for all departments and affiliates.
Centralized and affiliate-level reporting

Enterprise Agreement (EA) Program Details

1
Enterprise
Agreement
250+ PCs, devices/users
Software Assurance Included
3-year Agreement
Requires Desktop Enrollment

Annual Payments &

Reconciliation (True Up)
Perpetual Licenses
Purchase licenses as needed

Enterprise Subscription
Enrollment
250+ PCs, devices/users
Upfront or Spread Annual
Software Assurance Included Payment
Subscription Agreement
Non-Perpetual Licenses
Requires Desktop Enrollment Organization-wide Option

Benefits of the Enterprise Agreement

Optimal for organizations that want:

The best available pricing

Comprehensive Software Assurance Benefits
Standardized IT
Ability to acquire both on-premises and cloud
services under a single agreement
Flexibility to Transition to or Add Office 365 cloud
services at their own pace
The New- Server and Cloud Enrollment (SCE)
which delivers cloud-enabled and solution-focused
technology suites and access to Windows Azure with
our best pricing, terms and benefits

Additional Enterprise Agreement Benefits

Optimize your IT budget with

cloud service subscriptions and
software licenses that align to
your users needs.

Address your users needs with

both on-premises software and
cloud services, adjusting when it
makes sense for your business

Streamline software compliance

and license management under
one agreement for both
Microsoft on-premises software
and cloud services

Enterprise Subscription Enrollment

Benefits of subscribing to rights to use Microsoft products & services

Lower initial costs

Increase or decrease subscription

quantities for fluctuations in
workforce and reconcile once
yearly

Licenses are subscriptions and

software usage and rights end
when the subscription ends
(non-perpetual)

Simplifying the Enrollment Landscape

Reducing the number of enrollments
Before

Today

Enterprise
Agreement
Enterprise
Enrollment:
Windows, Office,
CAL Suites

EAP:
SQL Server,
Developer Tools

ECI:
Windows Server +
System Center

EWA:
Windows Azure

Enterprise
Agreement*
Enterprise
Enrollment:
Windows, Office,
CAL Suites

Other licensing
programs:
Select or Open EA
additional products

SCE:
SQL Server,
Windows Server +
System Center
Developer Tools
Windows Azure

Enterprise Agreement Enrollments

Cost-effective way to license Microsoft solutions to meet organizational objectives.

Enrollment agreement structure allows for the easy addition of new products, services, and licensing
options to better support future licensing and deployment scenarios

Enterprise Enrollment

Server and Cloud Enrollment (SCE)

For device OS and end user productivity

For on-premises, cloud and hybrid environments.

(i.e. Windows, Office Pro Plus, O365, CAL suites)

Preferential vehicle for Windows Azure

The Enterprise Enrollment Details

Equip devices and users with on-premises or cloud-based versions of Microsofts
desktop products
Operating
System
Windows

Get attractive volume pricing for

Microsoft core PC and
device products

Applications
Office

Deploy additional products as needed,

then account for any increases once
annually

Server CALs
Core CAL Suite or
Enterprise CAL Suite

Add Cloud services at

your pace and when it suits you

Server & Cloud Enrollment (SCE)

*For qualifying customers with Premier Service that meet minimum order requirements.

How the SCE Works

Core
Infrastructure

Application
Platform

Developer
Platform

Windows
Azure

Products:
CIS SKUs bundled
Windows Server +
System Center

Products:
SQL Server, SharePoint
Server & BizTalk Server*

Products:
Visual Studio Ultimate and
Premium

Products:
All Windows Azure cloud
services

Requirements:
CIS coverage for all
Windows Servers

Requirements:
Full SA coverage

Requirements:
Full SA coverage

Available automatically
Can also be licensed as a
standalone

+ Access to Windows Azure

*BizTalk Server and SharePoint Server can also be enrolled as part of the application platform component

Moving to SCE

EAP customers can renew their installed base

commitments in the SCE
Additionally, customers will now have more
seamless access to Windows Azure, new more
flexible subscription options and a standardized
set of discounts with the Enterprise Agreement

With an installed base commitment to CIS in

SCE, customers have access to our best pricing
and terms, new subscription options and new
Windows Azure benefits
Customers not making installed base
commitments to the Core Infrastructure Suite
can license it through other volume licensing
programs, with no dedicated contract or
minimums

Software Assurance
Start of
agreement

End of
agreement
2 or 3 years depending on agreement

Perpetual
License
without SA

Perpetual
License
with SA

NonPerpetual
License w/ SA

Make additional purchases at same

price level

Make additional purchases at same

price level and use SA benefits

Make additional purchases at same price level

and use SA benefits

Continue to use license for version purchased forever

No option to purchase SA
Start a new agreement to purchase licenses for new
versions

Renew Software Assurance OR

Dont renew SA, continue to use license for version
current at the end of the agreement
Start a new agreement for future purchases

Renew Agreement OR
Buy-out to convert licenses to perpetual OR
Un-install software

Office 365 at a Glance

The Enterprise Agreement & Cloud

The Enterprise Agreement (EA) is the most
cost effective way for large enterprise
customers to purchase and manage licenses.
Access the latest Microsoft technology
Subscription or perpetual options

Cloud Ready Customers can

Transition When it
Makes Sense
License software and cloud
services all in one agreement

Streamlined
Agreement
Structure

Simplifies administration and

management

Move Between OnPremises and Cloud

Responsive to changes in
business requirements or
expectations

Flexibility to Add or
Adjust Products and
Services

Match workloads of different

types of users when needed

Optimized for
the User

User-centric licensing

The Enterprise Agreement and Office 365

The Microsoft Enterprise Agreement
provides flexibility to meet the current and future needs of companies to move
users online, at their own pace, with licensing options for each worker type
through a single agreement.

New!
Office 365 Add-ons
A simple, low-cost way for customers to add Office 365 services at any time, while
maintaining their current Enterprise Agreement and Software Assurance benefits.

Transitions
Option that provides a way for customers to transition to Office 365 services.
Transitions provide the optimal long-term licensing option for customers
committed to Office 365 services.

Simple Licensing for Office 365

A simple, low-cost way for customers to add Office 365
services at any time, while maintaining their current
Enterprise Agreement and Software Assurance benefits

Easy

Great Price

Flexible

The underlying EA
does not change.

Pricing recognizes
existing investment in
Office and CAL Suites.

Add Office 365 at any

time, for any number of
users, to any workload.

SA benefits are
retained, including
rights to new versions.

Preserves EA discounts
for
on-premises and
volume discounts for
online services.

Open Agreement and Office 365

Microsoft Volume Licensing customers can now add cloudbased Office 365 to Open License, Open Value, and Open
Value Subscription agreements.
Discounted price of Office 365 is available for Organization
Wide commitment customers in Open Value and Open
Value Subscription, called Office 365 Open Value Offer.

Microsoft Payment Solutions

Microsoft Payment Solutions helps customers expand their IT purchasing power and improve
cash flow with an easy, flexible and affordable payment plan aligned to their budget

Defer making any payments for up to

six months when there is an
immediate need but budget isnt
available till the next fiscal year

Manage payment timing &

Close budget gaps

Pay less in the near term and then

increases payments in later periods
when more funds are available

Manage cash flow strategically

Spread the annual SCE expense

including any true-ups over the rest
of the contract term with equal,
predictable payments

Align payment with use

Microsoft Payment Solutions is available in United States, Canada, United Kingdom, Germany, Spain, Belgium, France, Italy, Switzerland, The Netherlands, Australia, New Zealand, Japan and Brazil
For informational purposes only. This does not constitute an offer of credit by Microsoft or any affiliate of Microsoft. To receive financing, a customer must be credit-approved by the applicable third-party financing
provider. The payment solutions documentation sets forth the terms and conditions on which financing is offered.

Customer with over 250 PCs

Check
Your
Knowledge

Scenario
A customer with over 250 PCs would
like Software Assurance coverage and
the ability to standardize on the
Microsoft Core Infrastructure Platform
organization-wide.
Which Microsoft Volume Licensing
program best fits this customers
scenario?

Customer with over 250 PCs

Check
Your
Knowledge

Scenario

Solution:

A customer with over 250 PCs would

like Software Assurance coverage and
the ability to standardize on the
Microsoft Core Infrastructure Platform
organization-wide.

The Server & Cloud Enrollment under

the Enterprise Agreement

Which Microsoft Volume Licensing

program best fits this customers
scenario?

Customer Purchasing Perpetual Licenses

Check
Your
Knowledge

Scenario:
A customer with 75 PCs is interested
in Microsoft Volume Licensings
pricing advantage and wants to
purchase perpetual licenses with
Software Assurance while maintaining
the flexibility to purchase licenses as
needed.
Which Microsoft Volume Licensing
program(s) provides the best option
for this customers needs?

Customer Purchasing Perpetual Licenses

Check
Your
Knowledge

Scenario:
A customer with 75 PCs is interested
in Microsoft Volume Licensings
pricing advantage and wants to
purchase perpetual licenses with
Software Assurance while maintaining
the flexibility to purchase licenses as
needed.
Which Microsoft Volume Licensing
program(s) provides the best option
for this customers needs?

Solution:
Open or Open Value

Customer with Affiliates

Check
Your
Knowledge

Scenario:
A customer needs flexibility to acquire
licenses as needed by department
with a non-expiring agreement.
Which Microsoft Volume Licensing
program best fits this customers
scenario?

Customer with Affiliates

Check
Your
Knowledge

Scenario:

Solution:

A customer with 250+ PCs needs

flexibility to acquire licenses as
needed by department with a nonexpiring agreement.

The Select Plus program provides the

purchasing flexibility needed by the
customer and provides a non-expiring
agreement.

Which Microsoft Volume Licensing

program best fits this customers
scenario?

Small Customer Requires Predictable Budgeting

Check
Your
Knowledge

Scenario:
A customer with 35 PCs wants
predictable budgeting year over year
with price protection and the
flexibility to increase or decrease
quantities of licenses to
accommodate fluctuations in their
workforce.
Which Microsoft Volume Licensing
program provides the best option for
this customers needs?

Small Customer Requires Predictable Budgeting

Check
Your
Knowledge

Scenario:
A customer with 35 PCs wants
predictable budgeting year over year
with price protection and the
flexibility to increase or decrease
quantities of licenses to
accommodate fluctuations in their
workforce.
Which Microsoft Volume Licensing
program provides the best option for
this customers needs?

Solution:
Open Value Subscription

Customer to Add Office 365 at a Later Date

Check
Your
Knowledge

Scenario:
A customer with over 250 PCs is
interested in adding Office 365 cloud
services at a later date to
accommodate fluctuations in the
organizations workforce.

Which Microsoft Volume Licensing

program will provide this customer
with the flexibility they need to move
to Office 365 after signing an
agreement?

Customer to Add Office 365 at a Later Date

Check
Your
Knowledge

Scenario:

Solution:

Scenario:
A customer with over 250 PCs is
interested in adding Office 365 cloud
services at a later date to
accommodate fluctuations in the
organizations workforce.

The Enterprise Agreement

Which Microsoft Volume Licensing

program will provide this customer
with the flexibility they need to move
to Office 365 after signing an
agreement?

Customer Standardizing on App Platform

Check
Your
Knowledge

Scenario:
A customer with over 250 PCs is
interested in standardizing
organization-wide on the Microsoft
application platform.
Which Microsoft Volume Licensing
program and licensing vehicle provide
the best pricing and additional
benefits for this customer?

Customer Standardizing on App Platform

Check
Your
Knowledge

Scenario:
A customer with over 250 PCs is
interested in standardizing
organization-wide on the Microsoft
application platform.
Which Microsoft Volume Licensing
program and licensing vehicle provide
the best pricing and additional
benefits for this customer?

Solution:
The Enterprise Agreement and the
Server and Cloud Enrollment.

Next Steps
Take the associated exam for
this course to test your
knowledge
Stay tuned to
Microsoft.com/licensing for
future modules

Thank you