Help us…

Understand Volume

Licensing

Be more efficient

Reducerisks Save money

SAM is a global industry standard

• ISO/IEC 19770-1

• Endorsed by Microsoft and many others

ITIL best practice guide on SAM

• “All of the infrastructure and processes necessary for the effective management, control and protection of the software assets within an organization, throughout all stages of their lifecycle”

SAM is not just about

• Personal computers

• Management tools

• A one-time exercise

• The IT department

• Microsoft Software

Complete a software license review…

...build a detailed report on your current state

Inventory deployed software Match installations with licenses

Review policies and procedures Identify improvement opportunities

Microsoft analysis of third-party data shows that companies that

build effective SAM programs can reduce their IT spending

by up to 30% the first year.

InstalledLicensed

Needed

Installed, not needed

and unlicensedInstalled, licensed

and not needed

Not installed,

licensed and

not needed

Not installed,

Licensed and needed

Not installed or licensed, but needed

Installed,

unlicensed and

needed

Installed, licensed

and needed

Global

MNC

Major

Commercial

CAM

SegmentEP

GSM

S&

PAudit

CTM

SMB

SAM Tele-SAM

LCC

Audit

Execution motions Escalation options

Marketing/Education/Partner and Customer readiness

SAM

TeleSAM

Web-Assessment

Self-Audit

Windows & Office Legalization

LCA / BSA

Legal Action

Direct

Contact

Legal Action

Legal Action

Self-Audit

LCC

Audit

LCA

• Audit is a legal work stream which begins when Microsoft invokes contract language (Section 7 of the Microsoft Business Agreement, “Verifying Compliance”)

• Customer responsible for cost of Audit if material shortfall discovered

• Shortfall must be purchased as single retail licenses – easily 30%+ more expensive than Volume Licensing options

• Audit sole function is to verify compliance and set a qualified license position.

Customer knows non-compliant

Cu

sto

me

r c

are

sn

on

-co

mp

lian

t

SAM

Offer SAM, Move to Audit if declined

Audit

SAM

License Review/SAM Optimization Assessment End User Audit

Not performed under the authority of the audit

clause. Collaborative approach between Microsoft

and Customer. Performed by an approved SAM

Partner.

Performed by invoking the audit clause with an approved

audit firm (Deloitte, KPMG) and standard audit process.

Customer participation as required by Verifying Compliance

Clause in the MBSA.

Microsoft assumes that any under-licensing is

unintentional. Reviews are initiated based on

perceived risks.

Microsoft assumes that any under-licensing is unintentional

and that an audit is performed as a normal course of

business. Audits are initiated based on known or perceived

risks.

License review by customer or SAM Partner with

process innovation and software optimization

(SOM) to follow upon request.

Purpose of the audit is to factually establish if end user is

correctly licensed and make the customer whole.

Customer funds SAM partner costsLCC funds the license review costs, and customer refunds

the audit cost if findings are >5% under licensed

Volume License pricing used for any settlement

FPP/retail pricing used as the baseline for settlements

where material under-licensing is found (license shortfall of

5% or more), as specified in the audit clause

Phase Step Working Days Activity CUST AM SAMEM Partner AP Manager

Notice

0 0• Getting nominations from WE HQ

• AP Manager will x- check with compliance list FY12/FY13 an pass the case to SAM EMX

1 1-5 SAM EM (validate if necessary) and Compliance activity (SAM or Audit) X X

2 5-15send SAM Letter

• After 2 Weeks SAM EM schedule call back to customerX

Planning

3 15- 30

After customer has choose for a SAM

Partner will be informed from SAM EM to contact the customer

Meeting between Customer and Partner will be fixed

• Partner fix an appointment with customer (partner have to fix the meeting withhin 2 weeks)

• After the first meeting, workshop or offer delivering will be fixed.

• Partner has to deliver to us a timeframe for project sicle

X X X

4 30-90

• Customer & Partner do Inventory/Analysis

• SAM EM contact the partner on regulary basis for status (monthly Sync Calls)

• SAM EM keeps AM informed

X X X

Reporting 5 90- 100

Partner Analysis back

• Partner inform/present result to Customer and SAM EM

• SAM Documents would be reviewed with SAM EM and LSS (if needed)X X

Settlement 6 100 -120

Offering Presentation

• After clarify all open questions on the SAM document

• Offering will be discussed internally (AM, SAM EM maybe also LSS)

• Discuss Offering proposel with partner and customer

• Partner or/and SAM EM, AM present offering to customer

X X X

120 – 150 Customer accept offer and buy shortfall X X X

Phase Step Day Activity CUST FIRM LCC SAMEM AP

Notice

0 0 LCC nominates Canditates x

1 1-5

• SAM EM validated account

• GM&SMS&P Approvel

• SAM EM fill out the Audit form

X X X

2 5-10

Audit firm will be informed through LCC

Notification Letter will be send out -> approvel AP Manager

Follow-up with CFO and CIO on Audit Notification with priority mail confirmation

• Schedule Pre-verification Planning Meeting

• Identify day-to-day point of contact

X X X

Planning &

Fieldwork

3 10-30

Conduct Pre-verification Planning Meeting

• Confirm central day-to-day point of contact

• Identify relevant technical contacts

• Confirm audit scope, process and timeline

• Establish communication protocol

• Address/resolve any confidentiality concerns

• Schedule Technical Planning Meeting

Regular Meetings with LCC & SAMEM

X X X X

4 30-130

Conduct Technical Planning Meeting(s)

• Conduct Infrastructure group mapping exercise

• Reconfirm organizational and product scope

• Confirm existing data sources

• Confirm audit technical processes and procedures

Regular Meetings with LCC and SAMEM

X X X X

Fieldwork

5 130 Verification Kickoff Meeting with Audit Firm X X

6

130-140

2-way Preliminary Results Presentation from Audit firm

• Present preliminary results

• Identify any disagreements on facts

• Identify any outstanding information

X X X X X

Follow-up with Technical Contacts on miscellaneous technical details

• Gather outstanding or additional information

• Incorporate additional information into analysis

X X

7

Reporting 8 140-1902-way Results Presentation

• Reach mutual agreement on technical factsX X X X X

9 190-200

Setlement meeting with customer

Customer buy shortfall

Thank you for questions: hberndt@microsoft.com