Enrollment for Application Platform L200

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Stuart Pierce
7 years ago
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1 Enrollment for Application Platform L200

2 AGENDA Evolving Enterprise Agreement Customer Benefits and Target Customers Process Overview Simplified Licensing How the Program Works Available Products Pricing and Skus Basic Scenarios FAQs Resources

3 Evolving Enterprise Agreement EAP improves selling motion for Application Platform products Enterprise Agreement Enterprise Enrollment for Desktop Platform Enrollment for Application Platorm Enrollment for Core Infrastructure Why Enrollment for Application Platform?

4 Enrollment for Application Platform (EAP) Enable customers to standardize on the Microsoft Application Platform. Increase annuity revenue through Microsoft Software Assurance attach. Accelerate deployment of the Application Platform products for mission-critical applications through significant price savings on Premium Editions.

5 Solutions Offerings and Enrollment Why to Buy: Packaged solutions to facilitate customer standardization Aligned offerings to support the sales motion Solutions that map to the customer s business drivers and where they are at in the Infrastructure Optimization (IO) model How to Buy: Enroll via the Enterprise Agreement (EA): Enrollment for Application Platform (EAP) Enrollment for Core Infrastructure* (ECI) For commercial and government Agnostic Model-based Approach Platform Infrastructure *Enrollment for Core Infrastructure is also available through the Enterprise Subscription Agreement (EAS).

Target Customer Using two or more products Standardizing on the Microsoft Platform ROI Using Microsoft for mission- critical applications Consolidating to fewer vendors Licensed on a

6 Target Customer Using two or more products Standardizing on the Microsoft Platform ROI Using Microsoft for mission- critical applications Consolidating to fewer vendors Licensed on a perproject basis Wants lower maintenance costs Using/evaluating SQL Server or SharePoint Server Needs cost relief while migrating Competing with Oracle ULA 1-Year True Up 1- or 3-Year True Up Negotiated

7 Future Unit Growth Low High Customer Opportunities Why sell the EAP? Grow units, strategic win Future revenue growth Emerge as corporate standard Why will customers buy? Price savings on competitive migrations Low costs for three-year period to ease ULA migration Why sell EAP? Accelerate adoption. Secure Software Assurance; increase EA renewals. Standardize with Microsoft. Why will customers buy? Lower cost to get current Price savings on incremental units Simplified licensing Unlimited deployment Low Why sell the EAP? Secure Software Assurance; increase EA renewals. Increase Premium Edition deployments. Drive unit growth within account. Existing SA Attach Why will customers buy? Price savings for growth Standardization across organization High

How the Program Works - Four Steps Select from available products.* Determine customer s footprint. Establish customer s footprint. Establish how many licenses Software Assurance covers.

8 How the Program Works - Four Steps Select from available products.* Determine customer s footprint. Establish customer s footprint. Establish how many licenses Software Assurance covers. Cover 100% of footprint with Software Assurance Customers can upgrade all units to the latest version. License cost is deferred for units not covered by Software Assurance on initial footprint. Determine the best solution. *Any one product can be added, and products can be added during the term. One-Year True Up Similar to the EA Incremental licenses purchased annually at price savings Price savings on new licenses 15% on Standard Edition, 40% on Premium Edition (L only) Three-Year True Up Commits to 20% annual growth with 35% on Premium Editions Up-front payments with growth and mix built in End of three-year term, customer purchases licenses at cost savings for units above commitment Price savings on new licenses - 15% on Standard Edition, 40% on Premium Edition (L only)

9 Available Products Products Microsoft SQL Server database software Premium Edition 40 Percent Savings (License Only) SQL Server Enterprise (Core) Standard Edition 15 Percent Savings (License Only) SQL Server Standard (Core or Server) SQL Server Client Access License (CAL) Microsoft SQL Parallel Data Warehouse SQL Parallel Data Warehouse Microsoft BizTalk Server BizTalk Server Enterprise Edition BizTalk Server Standard Microsoft Visual Studio Developer Tools Visual Studio Ultimate with MSDN Visual Studio Premium with MSDN Visual Studio Professional with MSDN Microsoft Visual Studio Test Professional Visual Studio Test Professional with MSDN Microsoft Visual Studio Team Explorer Everywhere Visual Studio Team Explorer Everywhere Microsoft Visual Studio Foundation Server Microsoft Visual Studio Load Test Virtual User Pack (1,000 users) Visual Studio Team Foundation Server Visual Studio Team Foundation Server CAL Visual Studio Load Test Virtual User Pack (1,000 users) Microsoft Expression Studio Expression Studio Ultimate Expression Studio Web Professional Microsoft SharePoint Server SharePoint Server for Internet Sites Enterprise FAST Search Server for SharePoint SharePoint Server SharePoint Server for Internet Sites Enterprise FAST Search Server for SharePoint

10 Minimum Initial Order by Product Product Family SQL Server Minimum Initial Order 1 year true-up option: a. 50 Cores for core based SQL editions or a. 250 CALs & 5 Servers SQL Server Parallel Data Warehouse BizTalk Server Visual Studio Developer Tools Visual Studio Test Professional Visual Studio Team Explorer Everywhere Visual Studio Team Foundation Server Visual Studio Load Test Virtual User Pack Visual Studio LightSwitch Expression Studio SharePoint Server SharePoint Server for Internet Sites Enterprise FAST Search Server for SharePoint 1 year true-up option: the SQL Server product family must be selected, in the above table, and 1 full SQL Server Parallel Data Warehouse Rack (a set of 1 Control Rack and 1 Data Rack) is required 1 or 3 year true-up option: 5 Processors 1 or 3 year true up option: 20 Licenses of any combination of: Visual Studio Ultimate with MSDN and Visual Studio Premium with MSDN 1 year option: no minimum 3 year option: 10 Licenses 1 year option: no minimum 3 year option: 10 Licenses 1 year option: no minimum 3 year option: 3 Servers & 3 CALs 1 year option: no minimum 3 year option : 10 units (i.e. total of 10,000 virtual users) 1 year option. no minimum 3 year option. 10 licenses of Visual Studio LightSwitch 1 year option: no minimum 3 year option: 10 Licenses of any combination of Expression Studio Ultimate and Expression Studio Web Professional 1 or 3 year true-up option: 5 Servers 1 or 3 year true-up option: 3 Servers 1 year option: no minimum 3 year option: 3 Servers

11 What I have (existing units) What I need (new units) EAP Process Overview License Only Buy SA Deferred L Savings Temporary Rights with SA New Licenses Renew SA Buy L&SA Perpetual Rights License Savings Perpetual Rights Annual True Up No Counting 20% Year over Year (YoY) Growth 35% Premium Mix Standardized on Latest Technology Flexible Growth No Commitment Predictable Cost Unlimited Use

12 How to Establish Price Level Default Price Level is A if no EA, Select/Select Plus EA/Select/Select Pus level by pool determines EAP level, whichever is highest Example Note: Systems pool products are not available through EAP

13 How to Establish the Customer Footprint Baseline Licenses What does baseline licenses* mean? Any existing licenses deployed with or without SA New licenses that are being purchased Who s licenses need to be included? Signing Affiliate All Affiliates being included within EAP. Understand which Affiliates are currently included in the Enterprise Enrollment Position EAP to include all Affiliates. What do you need to identify? Total number of licenses deployed Number of license with SA coverage Select, Select Plus & Enterprise Enrollment for Desktop Platform Use tools like: MVLS Explore.ms License IQ Customer License Position (CLP) where available *includes Servers and CAL s

14 Scenario 1: Renewal Customer - 1-Year True Up Deal Expiring SA No SA Total No. of coverage Coverage Licenses SQL Std Per Core SQL Ent Per Core New Units Year 1 Year 2 Year 3 SQL Std Per Core SQL Ent Per Core 6 7 7

15 FAQ s Will EAP be available under EAS? Response: EAP will not be available under EAS. If you have an EAS customer that wants EAP, they will have to sign an EA. I have an existing APA customer. When will they be eligible for unlimited problem resolution support? Response: The customer will be grandfathered on their next anniversary. Is the migration from standard SA benefits to unlimited support transparent for the customer or does he have to sign any new contract (besides the current Premier)? Response: No additional contract needs to be signed. APA customers will be automatically grandfathered after their next anniversary. Can my customer benefit from the 15%/40% discount for units included in the beginning of the contract or only for the true-ups? Response: The customer will receive the benefits for units included at the beginning.

16 Resources For EAP program related questions, contact: For Field, Partner and Customer-ready collateral Enrollment for Application Platform Content Feedback

Program Guide. Server and Cloud Enrollment (SCE)

Program Guide. Server and Cloud Enrollment (SCE) Program Guide Server and Cloud Enrollment (SCE) Contents How the Server and Cloud Enrollment Works... 3 Available Software and Cloud Services... 4 Core Infrastructure... 4 Application Platform... 4 Developer