Upload
others
View
136
Download
0
Embed Size (px)
Citation preview
Transformational License Agreements
Terms subject to credit approval and documentation provided by and acceptable to DFS.
2
• Single software contract
• Consolidation of license and maintenance billing
• Ease of SW deployment & control
SIMPLIFICATION
• Economies of scale and scope
• OpEx/CapEx savings
• Predictable TCO & price protection
VALUE
3
• Unlocks software-tied-to-hardware
• Maximizes value & agility with license substitution and T-Credits
• Agreements can be site-specific or global in nature
AGILITY
1
Transformational License Agreement
A Transformational License Agreement (TLA) is a highly customized software
contract that offers unprecedented flexibility in the way software titles are consumed and maintained, especially as requirements change over time.
Establish a pool of license entitlements with single maintenance bill:
• Ability to bring in and retain current install base
• Purchase licenses to refresh or transform environment
Software
Software
Software
Software
Software Software
Software Software
Software Software
Software Software
Software Software
Software
Software
Substitution Add new software
HOW THE TLA WORKS
Deploy SW as needed Pool shrinks as SW is deployed NEW software can be added with no additional fee Titles in the pool can be swapped on $ for $ basis as needed
Software Software
TLA Types
SIMPLE TLA • Any undeployed SW can be
substituted • Once deployed, licenses are
perpetual to frame unless classified as an open SW title
TERM TLA • Deployed and
undeployed titles can be used for substitution
• Flexibility at end of term: • Renew TLA • Expire SW • Buyout SW
All TLA’s Based on a pool of SW entitlements sufficient to cover multi-year needs
Allows for title substitution on a $ for $ basis
Addition of new titles at any cost
Four Sources of Flexibility
Flexible Payment Solutions
Add New Titles
Substitutions
T-Credits
Freely substitute among all SW titles included within the agreement
Optional pool of pre-paid credits; exchange for professional services,
education, or additional SW
Fluid payment structures
optimized to your budget and strategy
Add new software titles at no
additional cost
Substitution
Capacity on any TLA title may be freely exchanged for additional capacity of any other title (based on value per unit) up to the end of the TLA duration
License B
175TB @ $200/TB
License A 20TB
@ $600/TB
License B
145TB Used
License B
30TB Unused
License A 20TB Used
License B
145TB Used
License A 20TB Used
License A
10TB Unused
Excess License B valued at $6,000 ($200/TB x 30TB) $6,000/$600 per TB = 10 TB of License A
Substitute License B for additional License A
Simple TLA’s - Substitutions only for undeployed titles
Term TLA’s - Substitute for both deployed and undeployed titles
Adding New Titles
New software products may be added to a TLA with $0 amendment which increases agility and investment protection.
TLA for $480K of • 500TB License A @ $600/TB • 450 TB License B @ $400/TB
New License for $0 • Substituting 200TB of License A valued
at: 200TB x $600/TB = $120,000 worth
• Performing an amendment to add
License C @ $300/TB: $120,000 substituted ÷$300/TB = 400TB of License C added
Amendment enables • $120K (400TB) of new
License C
• Future substitutions of this
new title
+
Zero Charge Substitution:
Pool of license entitlements with single maintenance bill
Implementation
Education
Virtustream EC
Virtustream SC
TBD
Software
Software
Software
Software
Software
Software
Software T-Credits Pool
Consulting
Software
Software Software
Software Software
Driving transformation with T-Credits
• T-Credits reside in a separate pool for critical services, education, consultation, cloud, etc.
• As T-Credits are used the available pool shrinks
• Unused T-Credits can be shifted to the SW pool protecting investment and increasing the main pool available
EMC TLA Lifecycle Management
Health Check Schedule (Example)
Year 1 Year 2 Year 3
Quick TLA
Health Check
Remote TLA
Health Check
Onsite TLA
Health Check
• Empowers customers to maximize value of their Dell EMC investment
• Dell EMC Asset Management Services provides Health Checks free of charge
• True lifecycle management helps manage risks due to both over-usage and under-usage by offering:
– Regular visibility
– Actionable information
TLA Collaborative Lifecycle
• Dynamic process to develop an optimal TLA to support your key objectives
• Collaborative decision-making process to shape the current and future states of the business
• Identifies opportunities to optimize your storage investment on an ongoing basis
• Establishes a strategic partnership for your IT transformation journey
Confirmation of
assumptions
Consultation
TLA Agreement
TLA Health Check
1 2
3
4
5
Proposal
Next Steps
Identify
Determine stakeholders and resources necessary to identify needs and scope
Framework
Select optimal TLA structure and payment method Review sample documents to tailor acquisition approach
Build Out Confirm Software titles and capacities
Finalize
Review and sign the final contract Issue the PO
Back Up Slide
Restricted - Confidential
Primary Data Sources
CMC - ELA-specific Contracts
SYR - Symmetrix
AutoSupport - Data Domain
Available customer data (e.g. ViPR SRM)
Secondary Data Sources
Sales Orders - MyQuotes (if needed)
SFDC - Confirm Recent SOs
RMA - Return Material Pick Up
Avalanche - Avamar
EMC Secure Remote Support (ESRS)
Tertiary Data Source
ELMS - eLicensing Management System
Quick Health Check Data Sources