Volume Licensing – First Class

Software is an Intellectual property.

Compliance

Protection from incomplete softwares Greater return on investment from access to technical services and support

Building the solution: Knowing the Customer

Learn as much as possible about the customers environment and requirements. Developing a Solution

Develop a solution which meets the customer’s needs Develop customer requirements and build a relationship with the decision-maker in the target organization Present a Solution that exceeds the customer’s needs Demonstrate the capability to exceed the customer’s requirements

Closing the Deal Conduct negotiations and finalize the contract Finalize and execute the deployment plan

Licensing Solutions: Different Customers Groups: They are often an organization, but they can also be part of one organization, for example a division or

a department Segments: Commercial, Academic, Government, Charitable or Non-Profitable Organization Structure: Know better the organization’s Structure is very important. Size: The Volume Licensing Program can vary depending on the size of the Organization Location: The Volume Licensing can also vary according to it’s location. Some programs may not be available to

all countries

Key Channel Partner SegmentsMicrosoft

DistributorsResellers

Valued-added Resellers(VARs) Enterprise Software Advisors(ESAs)

Original Equipment Manufacturers(OEMs)

System Builders Large Account Resellers(LARs) Independent Software Vendors(ISVs)

Authorized Educational Resellers(AERs)

*All the resellers are authorized to sell the Microsoft Open Licenses (Including Academic Open). However, they must place orders for licenses with the distributors. *

*Resellers who offer: Enterprise Agreement, Select and Academic Select Licenses, must place their order directly with Microsoft*

*OEMs and ISVs must also place orders directly with Microsoft*

*In certain geographies, orders are taken directly with the Distributors*

ESAs: Authorized Resellers who offers Enterprise Agreement ProgramLARs: Resellers Authorized to offer the Select ProgramAERs: Authorized to offer Academic Select and Academic Open to Academic Customers

License Types FPP

Sold through distribution channel to Resellers Consumers usually acquire the product from resellers Generally one license per box with media and documentation Product Activation protects from unauthorized duplication License is called End-User License Agreement(EULA) License is Perpetual

OEM Sells their equipment with pre-installed Software Software cannot be transferred from one computer to another No downgrade rights (Exception to Microsoft Windows XP and Microsoft Windows Server 2003) Requires Product Activation EULA is between consumer and the OEM Certificate of Authenticity(COA) Attached to the Computer case, to attest the validity of the Software

Volume Licensing Serves the needs of organizations that:

Acquire multiple licenses Do not need several copies of media and documentation Do not want to keep track of thousands of individual EULAs

Is usually distributed though a variety of channels . For Example: LARs for Select Licenses Broad channel of resellers for Open License programs ESAs for Enterprise Agreements

Is Controlled by Product Use Rights(PUR) which:

Are more flexible Are less expensive Can be easily upgraded or downgraded Offer a suite of additional benefits

Downloaded Software Can be downloaded from the Microsoft website. Is subject to usage restrictions of online EULAs which are displayed before the downloading process

*To meet customer needs adequately it is important to understand the content of license agreements, which differ between specific licensing programs.*

Licensing Programs EULA

Governs single software titles acquired by and individual (FPP) Governs software acquired with a computer from an OEM Generally grants the right to install one copy of the software on one computer Generally does not grant downgrade rights

PUR Appendix to a Volume Licensing agreement Details specific use rights for software under a Volume Licensing program Provides the use rights for software when a customer acquires a specific license Includes the right for a primary user, of an application, to install and use a second copy on a portable device

for his or her exclusive use Compromises additional use rights for all software acquired though Volume Licensing. These include:

Downgrade rights Re-imaging rights Ability to use other languages in place of the original language ordered

Applies to all software covered by an agreement – In addition to the specific rights also detailed in the PUR

In Short: FPP is indicated for those who want to buy a single license of a product OEM is indicated for those who need hardware and software together Volume Licensing is indicated for those who want to buy the same software for more than one equipment