aer module 3 - academic volume licensing-latam
TRANSCRIPT
The Authorized Education
Reseller (AER) Program
Academic Volume Licensing
January 2011 Microsoft Corporation
Agenda
2
Licensing Basics
AER Qualifications, Responsibilities and Guidelines
Today’s Academic Volume Licensing Business
Enrollment for Education Solutions
School Agreement
Academic Open
Licensing Basics
Software Licensing Basics
4
What is a License?
Software acquired through Microsoft Volume Licensing is a software license only.
A software license provides the right to run a Microsoft software product.
The software can only be used within the parameters defined by the license agreement.
Microsoft software is protected as intellectual property.
Microsoft software can only be used in accordance with the terms of:
The End User License Agreement (EULA)— for Full Packaged Product (FPP) and
original equipment manufacturer (OEM) licenses
The Product Use Rights (PUR) and by the terms of your Microsoft Volume Licensing
Agreement —for all Volume Licensing purchases
Software Licensing Basics - Delivery
5
PreinstalledBy Original Equipment Manufacturers i.e.
Large PC Manufacturers
Smaller ―System Builders‖“OEM”
Volume Licensing AgreementsPurchased from:
Full Packaged Product
Retailers
Resellers
Direct to customer sales
“VL”
Downloaded Software
Resellers
Intellectual Property (IP)
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Software is recognized in law as a copyright work
Copyright is an Intellectual Property Right
Intellectual Property Rights (IPR) are protected by local
and International laws
AER Qualifications, Responsibilities, and Guidelines
What are the AER Program Requirements?
8
To become an AER you must comply with the following requirements:
You agree that during the term of your Agreement at least one of your employees will
maintain the levels of knowledge relating to Microsoft products and academic licensing
programs required to pass the Microsoft AER online examination.
Your Agreement and your AER authorization will be valid for one year from registration.
To renew simply repeat the certification process.
Be a member of the Microsoft Partner Network (MPN)
Pass the Academic Volume Licensing exam
Complete the AER application
Accept the program Terms and Conditions
Today’s Academic Volume Licensing Business
Academic Volume Licensing Options for AERs
10 Note: In APAC, School Agreement via AERs is limited to Korea, Vietnam and Sri Lanka.
Subscription
Enrollment for Education
Solutions Offering
• For primary / secondary and higher
education customers
• Available to small & medium customers
by signing the Open Value
Subscription-Education Solutions
agreement (OVS – ES)
• Student Option
School Agreement
(for primary / secondary customers)
• Student Option
Perpetual
Open License for Academic
Enrollment for Education Solutions
What is EES?
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Easy Compliance
Customized Solutions
Lower Total Cost of Ownership
Simplified Asset Management
Low Administration
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A new subscription offering for primary / secondary
and higher education customers with 5 FTE or more.
Available Worldwide March 1, 2011 (except Japan)
Define your customer’s organization:An ―organization‖ may be defined across the spectrum, from the entire
institution to a school district to a specific school site or department, and
in cases where such definitions are not possible, an ―organization‖ could
simply be a defined user group within the institution.
* Minimum order requirements apply
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Who is EES for?
The Enrollment For Education Solutions offer is available
to all qualifying academic organizations including
Educational Institutions, Administrative Offices, and
Boards of Education.*The Qualified Educational User Definition varies by region. Please refer to the QEU
definition and forms of validation found at microsoft.com/contracts, then click QEU in the
―Common Documents‖ Section . A link to the QEUs can also be found
in the AER Terms and Conditions.
EES Key Pillars
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Single Offer for Customers with 5 FTE and Above
EES is the customer brand but as an AER you will sell EES to customers using
an OVS-ES* contract
*Open Value Subscription – Education Solutions
ESD for efficient deployment,
Student Option
Student
Licensing
License in any quantity
Additional
Products
One Annual Count of
Employees (FTE)
Annual
Counting
Higher Ed & Primary/
Secondary
Target
Customers
Getting Started with EES
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Customers may define their organization as: their entire Institution; their Institution plus
other Affiliates; or just certain Departments. Details are in the OVS-ES Agreement.
Define your Customer Organization
All customers subscribing to EES will count FTEs to license products organization-wide.
See appendix for FTE calculation.
Count Full Time Equivalent (FTE) Employees
All qualifying customers with at least 5 FTE qualify for the EES offering and may choose
an AER (no upper limit). Customers with 1,000 FTE or more may also work through a LAR.
Meet the minimum of 5 FTEs within the Organization
Desktop Platform Products must be licensed organization-wide. Any exception to this
rule requires a Qualifying Enrollment to be in place.
License at least one Desktop Platform Product
For example, you have 2,000 full-time faculty, 3,000 part-time faculty, 1,000 full-time
staff, and 1,000 part-time staff. The FTE employee count is calculated as follows:
2,000 + (3000 3) + 1,000 + (1000 2) = 4,500 FTE employees
Note: In EMEA, counting FTEs follows this formula:
FTE Employees = faculty and staff who work more than 200 hours per
year. 16
Counting Faculty / Staff FTE Employees
The formula below outlines how to determine the number of full time equivalent (FTE)
employees an organization has:
EES offers the convenience of licensing products based
on the number of faculty/staff (FTE) employees in the
organization.
Part-time
faculty 3
Full-time
staff
Part-time
staff 2
Total
faculty/staff
FTE
+ + + =Full-time
faculty
Desktop Platform Product Options
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Professional Desktop Platform Suite
Enterprise Desktop Platform Suite
The Desktop Platform products may be licensed individually (Windows Upgrade,
Office Pro Plus, Core CAL Suite or Enterprise CAL Suite) OR as a Suite.
Individual CAL Suite components are not Desktop Platform Products, but must
be licensed organization-wide.
Add the Microsoft Desktop Optimization Pack (MDOP) for Software Assurance as
part of your Professional Desktop Platform Suite or Enterprise Desktop Platform
Suite.
Ten new Visual Studio SKUs including: Visual Studio 2010 Ultimate
with MSDN, Visual Studio 2010 Premium with MSDN, and others.
Expression Studio 4 Ultimate
TechNet Plus Direct and TechNet Plus Single User
Additional Products
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EES (Subscription)Campus and School (Subscription)
Desktop Platform
(Institution Wide)
Additional Products (Organization-wide, departmental wide or
for an individual license)
Desktop Platform and
Additional Products
(Institution-wide only)
How Products are Licensed
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Desktop Platform Products
Must be licensed organization-wide.
Meet the initial order requirement of
licensing at least one DPP.
Windows 7 Upgrade
Office Pro Plus
Core CAL Suite
Enterprise CAL Suite
Education Desktop w/Core CAL
Education Desktop w/Enterprise CAL
Additional ProductsMust be licensed organization-wide.
Do not qualify to meet the initial order
requirement to license at least one DPP.
May be licensed in any quantity.
CAL Suite components (i.e. Windows CAL,
SharePoint CAL, Exchange CAL)
All other products, including Servers, Online
Servers, desktop applications, etc.
Certain Additional Products Offer Org-Wide Option
As an additional benefit to customers, these Additional Products are offered with two price points:
Organization-wide price (lower priced SKU)
Add-On price (higher priced SKU)
Visual Studio Pro Project Professional Expression Studio Ultimate
Expression Studio Web Pro MapPoint SQL CAL
Visio Premium RDS CAL Windows MultiPoint Server CAL
EES Student Option
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All products available under Student Option must be licensed for 100% of the
students within the defined organization.
Student-only enrollments must meet the 5 Student FTE minimum and include
at least one Desktop Platform Product.
To set up electronic software delivery visit www.e-academy.com/msesd
Calculate Student FTE within customer’s defined ―organization‖
100% of students in participating institution or department must be included.
A convenient and cost-effective way for organizations to license selected products
for use by their students on a personally owned computer or an institution-owned
computer designated for the student’s exclusive use.
+ =
Electronic Software Download (ESD) enables partners to digitally fulfill
to students and teachers!
New Option! Students get software online!
3
EES Licensing Offer at a GlanceFeature Area Enrollment for Education Solutions School Enrollment
Target Customers Available for both primary/secondary and higher education
customers
Primary, Secondary Schools and their local or regional
administrative offices
Minimums 5 Full Time Equivalent (FTE) employees (no upper limit) 300 Units (units vary by region)
Counting for DPPs Faculty / Staff as defined by full time equivalent (FTE)
employees
Organization-wide count of devices
Term 1 and 3 year term 1 and 3 year term
Extensions one-time 3-year extension option 1 year extension option
Platform Products Windows OS Upgrade, Office Pro Plus 2010, Core CAL &
ECAL Suite; individually or in Desktop suite
Windows OS Upgrade, Office Pro Plus 2010, Core CAL
& ECAL Suite; individually or in Desktop suite
Additional Products May be licensed organization-wide, department-wide or
for individual license
Institution-wide commitment
Pricing Levels E & F available for Desktop Platform Products Desktop Platform Products: Level A, Level B
Contract Open Value Subscription-Education Solutions (OVS-ES) e-
agreement
Microsoft Campus & School Agreement and School
enrollment
Student Licensing Student Option Student Option
Live@edu Fully integrated into contracts Available as an addendum to the School Enrollment
Work At Home Rights Organizations may offer limited Work at Home (WAH)
rights to their faculty and staff members only with no
additional license charge
Organizations may offer limited Work at Home (WAH)
rights to their faculty and staff members only with no
additional license charge
Software Assurance Benefits Benefits available to include product upgrade and
downgrade rights, Home Use Program, e-learning and
more
Benefits available to include product upgrade and
downgrade rights, Home Use Program, e-learning and
more
21Note: In APAC, School Agreement via AERs is limited to Korea, Vietnam and Sri Lanka.
EES - Sales and Marketing
Top 5 Reasons to Subscribe to EES
Easy Compliance: Count your employees once per year and you are fully covered for all products licensed
Customized Solutions: Easily add additional products, either institution-wide, departmental-wide, or for individual devices
Simplified Asset Management: Easily track and manage your software assets with self-service online tools such as Microsoft Volume Licensing Service Center (VLSC)
Low Administration: Subscription licensing eliminates the need to track licenses for the selected desktop platform products on every PC.
Lower Total Cost of Ownership (TCO): Maximize the value of your investment with access to current technology, Work at Home (WAH) rights, student licensing, evaluation rights, Software Assurance, and more.
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EES Partner Opportunity
Simplified Sales Motion
One set of program rules, including an FTE count, versus multiple guidelines makes it
easier for Partners to sell
One agreement for both Primary, Secondary and Higher Education customers, leaving
fewer contract to manage
Simplified contract reduces the complexity for both customers and partners
Deepen the Customer Relationship
Competitive Advantage of the Offering
Program features (e.g. FTE counting) present better value for customers and therefore
new opportunities for partners
EES covers all qualifying education customers under one agreement, enabling Partners
to go after new accounts
Full integration of Live@edu within the offering
EES Resources
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Available under the ―Sales Resources‖ Tab at: https://partner.microsoft.com/global/40143070
Tools to help you sell through EES:
Access EES Licensing information and Resourcesat: https://partner.microsoft.com/global/40143070
Selling Resources and Tools:
EES Partner Overview for AERs https://partner.microsoft.com/global/40150211
https://training.partner.microsoft.com/learning/app/management/LMS_ActDetails.aspx?UserMode=0&ActivityId=713127
EES Recorded Training for Distributors & AERs
EES Partner Sales Playbook Education Solutions Customer Ready PPT
Readiness Gadget EES Telesales Script To Customer Renewal Mail
School Agreement
School Agreement Overview
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Primary, Secondary Schools and their local or regional administrative offices
Customer can choose 1 or 3 year enrollment term – annual payment
Price protection over three years if 3 year agreement chosen
Licensed to run any version including upgrades and downgrades
Sold through Authorized Education Resellers
Note: In APAC, School Agreement via AERs is limited to Korea, Vietnam and Sri Lanka.
School Agreement details
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Subscription licensing program based on counting PCs
Choice of desktop products and servers
5% discount on the primary product platform (Office Enterprise 2010, Windows 7
Enterprise and Core CAL
Home Use Program – a new Software Assurance benefit providing faculty and staff with
access to products for their personal use (HUP) or work-related use (Work at Home)
Standalone Student option
Flexible and revised buy out
Customers receive ―customized‖ media kits including only the products they ordered
For each enrolment customers will receive one complimentary MSDN Academic Alliance
High School Membership
Academic Open
Academic Open General Overview
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Two year license agreement
Purchase perpetual licenses
Minimum initial order of five licenses
No minimum requirement for additional orders
Pay-as-you-go approach
Option to include Software Assurance with
your licenses
Academic Open General Overview
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No paperwork needs to be signed – terms and conditions are accepted first time
customer activates license online
Sold through distribution/AER channel
No media pack – media purchased separately as required
Additional Resources
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Monthly AER Newsletter sent with valuable information
Visit the Microsoft Education portal at www.microsoft.com/education
Visit the Microsoft Partner Network Education page at
https://partner.microsoft.com/global/salesmarketingsection/smindustry/indeducation
© 2010 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. Partners should refer to their agreements for a full understanding of their rights and obligations under Microsoft’s Volume
Licensing programs. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.