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1 Crayon becomes a preferred partner for the distribution of Microsoft Cloud Technology Things to remember... Crayon, consultant and world leader in software asset management for businesses, holds the highest level of Cloud Solution Provider (CSP Tier-2) Microsoft certification. As part of the Microsoft Cloud Solution Provider Program (CSP), Crayon has been appointed European Distribution Partner Cloud (Cloud Distributor). These new services are ideally suited to complement the offerings of Internet Service Providers (ISPs), telecommunications operators, web hosting companies, service companies and software publishers with a cloud strategy. The Cloud Solution Provider Program (CSP) Crayon becomes a preferred partner for the distribution of Microsoft Cloud Technology (Cloud Solution Provider) With increased interest from enterprises in cloud and hosted solutions like Microsoft Office 365, Microsoft Intune and Enterprise Mobility Suite (EMS), the problem of 1 software license management is becoming an important issue for hosting resellers and Microsoft solution providers. SPLA (Service Provider License Agreement) has been complemented by targeted offerings such as Office 365 Open program, which was a huge success and has accelerated sharply the marketing of Microsoft cloud offerings. Licensing programs for the development of hosted solutions services exist, but are they sufficient and suited to the business model of hosting companies and ISPs?

2 Business expectations Various recent studies (IDC Successful Cloud Partners 2013, IDC Buying Into the Cloud 2014, 2014 Forrester TRUE Brand compass) highlighted a shift in expenditure and expectations by businesses in terms of the benefits they expect from their hosting and software solutions: and benefit from services offered by Microsoft. The first level of certification (CSP Tier-1) requires partners to provide a single point of contact to meet the expectations of businesses and offer Microsoft hosting solutions that fulfil the following criteria: 67% of companies want to be able to purchase cloud services from a single supplier. 84% of companies want a direct and personal relationship with their cloud service provider. Total spending on cloud services for 2017 is estimated at $107 billion. 59% of companies expect their cloud provider to offer planning services, integration and administration. Introduction to Microsoft s Cloud Solution Program To meet client expectations, Microsoft launched the Cloud Solution Provider program in July 2014 to facilitate the adoption of its cloud solutions by helping service partners implement hosted projects. The program, now presented by Microsoft as a platform, has two levels: A common base, CSP Tier-1, enabling Cloud Solution Provider partners to benefit from basic services offered by Microsoft (see below). A more demanding level in terms of certification, CSP Tier-2, requiring the provision of added value in order to be considered by Microsoft as a value-added distributor for Cloud Solution Providers, who can directly manage cloud environments. The basics of Cloud Solution Provider Program (CSP Tier-1) This program is designed for resellers and hosting partners so they can propose solutions for Office 365, Intune and EMS with the following offerings: Direct billing Combination of services Management of products and services Monthly bills based on actual usage of services There are some considerations around the business generated and the number of support interventions that can be provided as part of the certification criteria, but they are confidential. The more selective level Cloud Solution Provider Program (CSP Tier 2) Microsoft grants this level of CSP Tier-2 certification to partners that offer, in addition to the basic criteria, a significant value that can benefit cloud solution providers. The objective is to enable internet service providers (ISPs), telecommunications operators and service providers to offer businesses a single point of contact and provide personalised services for all Microsoft cloud offerings. These include Office 365, Microsoft Intune, Enterprise Mobility Suite (EMS), and also Microsoft Azure Dynamics CRM Online, and future offers from Microsoft. The CSP program is deployed in over 48 countries and generates interest from Microsoft solutions reseller partners. CSP certified partners have a direct relationship with Microsoft through a web portal for provisioning users, management of proposed Microsoft offers, delegation of administration, and access to incident information (statistics and support requests). They have the ability to personalise their customer relationships

3 The certified partner then obtains the status of Cloud Distributor. Instead of just being a Microsoft supplier of basic services from the CSP program, the partner adds their own service offerings. License Mobility Many companies have acquired licenses for on-premise using Microsoft products, but the transfer of licenses to a host is subject to fairly strict rules: As part of a Volume Licensing agreement (Open Business, Enterprise Agreement, MPSA) with active Software Assurance for server applications (SQL Server, Exchange Server, Lync, SharePoint, Dynamics CRM, System Center Servers) License Mobility can relocate your licenses. 3 The Enterprise Agreement allows you to subscribe to Microsoft cloud services for solutions such as Office 365 with two operating modes: Transition to cloud services: option that allows customers to transition Office 365 services from on-premise to online. Transitions offer the best long-term licensing option for customers with Office 365 services. Providing a value-added service is not the only prerequisite to qualify for Tier-2 CSP, conditions certifications also play a part. Add-on for Office 365: a simple and economical way to add Office 365 services anytime, while maintaining current Enterprise Agreement and Software Assurance benefits. Add-ons offer an option of security for customers still uncertain of progression to Microsoft s cloud services. SPLA, licenses dedicated to Microsoft Solutions Microsoft offers an SPLA (Service Provider License Agreement) that s designed for IT service providers (hosters, outsourcers, consulting firms, etc.) and independent software vendors (ISVs). The license agreement SPLA (Services Provider License Agreement) makes it possible for service providers and ISVs to distribute Microsoft licensed products as part of their services, enabling them to offer software and application-hosted solutions on a monthly basis for three years. Unlike other Microsoft Volume Licensing programs such as Enterprise Agreement, Select License or Open License, the SPLA program can purchase a license for Microsoft products for commercial hosting. For hosts and businesses choosing to opt for Microsoft Cloud solutions, the SPLA program offers the following benefits: No upfront investment or volume commitment required from the service provider or the end customer Pay consumption: service provider pays only for licenses actually used as part of the contract 4 Guaranteed price stability: the pricing is set by Microsoft and is the same for all hosting partners Flexible implementation: you can dedicate or consolidate your servers; you manage the services offered to your customers individually and their use of rights licenses. What Licensing Programs are there for Microsoft Hosted Soltuions? Here is a reminder of the complexity and lack of flexibility for existing contracts and licenses for hosted Microsoft solutions. ` Access to a wide range of Microsoft products and latest versions available: Software Assurance is automatically included with your SPLA licenses, and the ability to install a previous version.

4 The CSP platform changed all that... The Cloud Solution Provider program is not a new licensing program. It is a platform to facilitate the adoption of Microsoft's cloud solutions. The CSP introduced a new type of partnership that fundamentally changes the role of the distributor (CSP T2) and fits the business model of hosting companies and ISPs: The role of CSP distributor (T2): Transition of an intermediary only transactional role to a value-added partner role: - Sales support and operations solutions - Automation of procurement and billing procedures - Pre-sales support (including licensing optimisation) Technical support Deployment support services Adaptation to business model of hosting partners: If you re hosting, a software vendor, or an IT player wishing to develop cloud services, why choose Crayon? First of all, who is Crayon? Crayon is a consulting firm specialising in the optimisation of licenses and return on software investment. For over 12 years, Crayon has been a trusted partner to more than 7,000 organisations around the world, primarily in terms of: Software Asset Management to optimise IT expenses and the cost of software licenses Advice on investment in multi-vendor licenses for businesses Support for hosted solution providers Multiple services and assistance with audits, asset management tools (Catch), and market tools (Flexera, Microsoft SCCM, Microsoft MAP, etc.). - Pay in monthly instalments - Simple integration with existing partner deals. - Development opportunities for new service offerings The CSP program makes the choice of distribution partner (CSP T2) critical to the success of hosting companies in the construction and marketing of their offers around Microsoft Cloud solutions. Crayon s success is based on our unique methodologies and proven experience that helps customers to optimise their software assets in all current complex environments (private cloud, public cloud, hybrid cloud). SAM analysis: Maturity analysis: managing your software assets. Analysis of opportunities and risks about compliance status and/or possible optimisations. Scenario analysis: Help with decision-making: construction and development of an optimised contract, based on the future needs of the organisation. Support audit: Many clients have had a negative experience with publishers audits. Our proven methodology for audits ensures our customers make considerable time and cost savings. SAM as a service: Periodic assistance in analysing your licensing and compliance. This will allow you to remain

5 The Crayon program The fastest, most direct and least expensive way to build an action plan for the management of your assets. Crayon s SAM program is a manual to implement the best market practices. Training: With the International SAM Institute (ISI) we provide our customers and partners training, certifications, licenses and SAM (IAITAM). Crayon has a level of expertise recognised by major players such as: Microsoft: - Crayon is in the top 10 global Microsoft partners LSP (Licensing Solution Provider)/LAR - Crayon is in the top 3 worldwide Microsoft SPLA licensing dealers - Crayon dealer license Open/Open Value Subscription - Crayon is a Microsoft Gold Partner - Crayon CSP is now certified Tier-2 - Crayon was elected winner of Microsoft Global Corporate Accounts LSP Sales Achievement in 2014 and SAM Partners in 2013 Oracle (Oracle Specialised Platinum Partner & Added Value Reseller) Crayon. What is different? Crayon s approach differs from our competitors as our strategy is based on the following four points: Our expertise around the multi-publisher licensing agreement is at the heart of Crayon s business and mastery of licensing programs is one of our main assets Crayon is positioned as a partner for the duration, preferring a strategic relationship to one-off license sales Crayon is agnostic with respect to suppliers; we focus solely on our customers needs Crayon focuses its approach on ROI / TCO rather than on margin Why choose Crayon as your Cloud Solution Distributor? As a certified Tier-2 Cloud Solution Provider, we can offer you the Crayon Cloud Solution Program, a comprehensive partnership to assist you in your projects in all their phases, from marketing to pre-sales through to management and support, with the benefit of Crayon s expertise in the areas of cost optimisation, consulting and training. IBM (IBM Advanced Partner & Premium) VMware (VMware Enterprise Professional) Crayon Cloud Solution Program Citrix (Citrix Gold & Silver Partners) Adobe (Adobe & Platinum Certified Partner) Or Veeam (Veeam Gold and Silver Partner) and CommVault Crayon Cloud Solution Program Crayon s New Cloud Solution Program expands cloud sales opportunities for Cloud and Hosted Solution Partners. Provide tailored billing and support capabilities directly to your customers. Provision, manage and support Microsoft Cloud Suite Products such Technical and non-technical support Multiple add-on services such as consulting and deployment enablement to optimise migration and setup Comprehensive partner activation support End user customer support & training packages

6 Specifically using Crayon s services as a distributor and T2 CSP partner (including Office 365, Microsoft Intune and Enterprise Mobility Suite), you get the following benefits: Lower costs Crayon s tools and methodologies in terms of software asset management and license agreement optimisation allows you to offer your customers cost savings in sales of cloud solutions with respect to subscriptions offered by Microsoft. Support and advisory services covering all your needs: Our services are available 24 hours a day, 7 days a week, from over a hundred Crayon consultants. We have a training infrastructure that allows you to enjoy the following: Advisory consultations for planning, migration, deployment, and management Two hours training to familiarise administrators with the supply and management of Office 365 Two hour workshops on the deployment of Office 365 or Microsoft Intune Implementation and support guides Support for end users and your administrators Free treatment of problems if they are from Microsoft Conclusion: By opting for Crayon, you re choosing a partner who is recognised by the foremost players in the cloud to support you in all phases of your project hosting solutions and Software as a Service. By establishing a personal relationship with a license management specialist such as Crayon, you gain training and additional skills as well as advice and support. Visit our website to learn more about Crayon: You can also benefit from Crayon support for your questions on licensing, billing or assistance in your pre-sales efforts. Multi-vendor expertise for a full partnership In addition to the benefits of the Microsoft CSP program and added value from Crayon in economic and technical terms, it s worth considering that Crayon also deals with other key players in the cloud such as VMware, IBM and has international coverage and major licensing programs.

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