McAfee Licensing Guide for Resellers

Transcription

1 McAfee Licensing Guide for Resellers Contents How Do I Sell McAfee Products Page 2 TSP Licensing Pages 3-4 Determining Price Bands Page 4 Subscription and Perpetual Licensing Page 5-6 PrimeSupport Page 7 Managed Services Pages 8-9 Where to Buy Licensing Page 10

2 How Do I Sell McAfee Products Your first question should be, why should I sell McAfee products? The answer is simple. McAfee Security is the world-wide leader in anti-virus software market share with 47 percent of the corporate anti-virus market. Also, McAfee Security has been aggressively focusing on the burgeoning mobile and wireless marketplace with the VirusScan Wireless product family, and actively addressing the Managed Services market through McAfee dominant VirusScan ASaP Internet delivered Page 2 managed service. Utilizing the WebShield product line, McAfee Security can offer your customers Internet security and virus protection at all points of entry with Internet powered managed services, self-managed appliances and/or software-only self-managed solutions. All McAfee products are backed by the world s leading anti-virus research organization, AVERT (Anti-Virus Emergency Response Team), the team which first identified Melissa, Bubbleboy and Phage the first wireless virus, and the world renown NAI Development Labs. Remote Users VirusScan Thin Client (TC) Solution keeps down the cost of anti-virus management by reducing the software deployment bandwidth. OUTSIDE WORLD REMOTE USERS Internet Gateway Protection The WebShield family of products stops viruses at the perimeter, minimizing potential damage. Only McAfee Security provides unmatched protection to stop Internet attacks. UNIX System NT System Appliances Proactive Outbreak Management FREE SERVER PROTECTION File Server Protection NetShield Solution stops virus proliferation on NT, UNIX and NetWare servers. Trust a world leader to protect your valuable data. NT Server Protection NetWare Server Protection UNIX Server Protection Server Manageability INTRANET DESKTOP PROTECTION Desktop Solution Protection VirusScan, the worlds leading anti-virus program with 70 million installations, stops all attacks on the desktop to protect your important data. PC Protection MAC Protection (Requires Virex) UNIX Protection Desktop Manageability INTERNET GATEWAY PROTECTION MANAGEMENT SOLUTION AVERT AVERT provides an infrastructure of services to businesses, enabling them to react quickly and effectively to virus emergencies. Customers benefit from AVERT'S virus expertise and extensive worldwide support organization. INTERNET AVERT ANTI-VIRUS EMERGENCY RESPONSE TEAM Server Protection 87% of viruses today are transmitted via , and GroupShield provides comprehensive protection for your groupware environment from born viruses. Microsoft Exchange and Lotus Domino Proactive Outbreak Management Content Filtering Trend Analysis and Reporting Remote Manageability SERVICES PROTECTION WIRELESS PROTECTION Management Solutions Policy Management and enforcement are a necessity in today s computing environment. Only McAfee Security provides the tools necessary to deal with today s attacks. Virus Security Policy Management Real-Time Protection Automated Updates Enterprise Compatibility Symantec Desktop and Server managementy Wireless Protection Software VirusScan Wireless is comprehensive virus security for the mobile and handheld devices, such as PalmPilots and PocketPCs, that connect to your network. PDA Protection

3 TSP Licensing Page 3 McAfee TSP Licensing: McAfee products are sold under the terms of a license. The licensing system that Network Associates, Inc. has for our reseller and distribution partners is called Total Solution Provider, or TSP Licensing. We operate a standard, two-tier distribution model throughout the world. Distributor Reseller End User McAfee Security As you read through your guide, you will understand how to deliver McAfee security protection solutions to your customers. How are the Products Delivered? McAfee Security delivers solutions to end users in two configurations and with the options of self managing the security solution, or having the solution managed for them (ASaP Managed Services): 1. Multi-Node License Packs Multi-Node License Packs are available for the core McAfee anti-virus products (AVD, TVD, SAV and VSE). The Multi-Node License Packs are available in 5, 10, 25, 50 and 100 user configurations for 2-year subscription and perpetual licenses.the Multi-Node License Pack has a fixed price per pack. The Pack comes with a CD, manuals, license agreement, media exchange card, registration card and support form. Your customer is required to complete and return the registration card in order to trigger the support process. Multi-Node License Packs are stocked by distribution and ready for immediate shipment and are self managed by the customer. 2. TSP Licensing The TSP Licensing Program enables your customers to specify the number of users or workstations they wish to license for any given McAfee product and if it will be a managed service, a self-managed service or a combination of both (local network with outside mobile, wireless and remote offices). TSP Licensing creates a scaleable way for you to deliver exactly what your customers need. The TSP Licensing price list has per-node pricing segmented by volume requirements (i.e. bands) based on your customers needs. What is TSP Licensing? TSP Licensing gives you the opportunity to sell any component or product suite from McAfee Security. The TSP Licensing price list is divided into volume price bands, where these price bands provide increased levels of discount determined by the volume of nodes sold. For many products, we use the term nodes to describe the number of desktops and workstations, remote or local, operated by your customer. The node count determines which price band you use. It makes TSP Licensing the most costeffective way for you to resell McAfee products into Small Office, Small and Medium Business and Enterprise Accounts. It is flexible, convenient and straightforward for you to present and your customers to understand. In the few instances where per-node pricing is not applicable, we have defined the alternative pricing method for you.

4 Determining Price Bands Page 4 Per Node Pricing How do I determine a price band for my customer? There are different methods of calculating the node count and price band for each product. These are outlined as follows: The part number differs according to the total node count, i.e. the price band. Price bands are determined by the total number of intelligent devices (or nodes) deployed in the organization to be covered by the license agreement. (For price levels, see table). Example 1 (Small Business) Customer has 72 PC deskptops at one site with 2 servers the, licensing total node count for his organization would be 74. This would place your customer in the price band. Depending on the need, you could recommend the purchase of a pack of multi-node if the requirement was just core desktop and server protection. Other incremental options are available (such as appliances for gateway protection and ASaP for remote, mobile or wireless users) as you learn more about McAfee s total solutions. Example 2 (Medium Business) Customer has a multiple site network with 550 desktops, 15 servers, and 3 mail gateway servers and 30 mobile users. The total node count for this organization would be 598 ( ) nodes. This would place your customer in the node price band. When calculating the total number of nodes your customer should include/count all workstations (intelligent, thin or dumb), plus file, mail and gateway servers and mobile users. Here you may recommend TSP Licensing self managed at the core office (local network) with Active Virus Defense (AVD including VirusScan, NetShield, WebShield), e500 appliances for the mail gateway servers, VirusScan ASaP managed services for the remote users and epo (console management) to manage the installation. Other options are dependent on end user infrastructure if they want all desktop automatically managed then VirusScan ASaP could also be recommended for all the desktops. Standard Price Bands Licensing , , , , ,000 10,001-20,000 20,001-50,000 What Happens When my Customer Places an Order With Me? You place an order, reporting your customer s details directly with your preferred distributor. Your customer is then registered with McAfee Security as a licensed user and can deploy the product to the number of nodes specified on the order. Within weeks your customer is sent a grant letter that confirms the details of the McAfee product purchased, plus license terms. We require addresses be provided (enduser and reseller) because the grant letter will be ed first to the enduser, copying the reseller, then the hard copy of the grant letter will follow in the mail to the enduser. This speeds the grant number information to the enduser and reseller in a timely manner with immediate reseller notification.

5 Subscription and Perpetual Licensing McAfee Subscription and Perpetual Licensing McAfee Security offers two key forms of licensing Subscription and Perpetual. Subscription Licenses: Usually sold on a twoyear term, particularly suitable for customers who enjoy the idea of software rental. Perpetual Licenses: Popular with customers whose preference is for an indefinite software license term backed by renewable support contracts. McAfee Subscription Licensing Both TSP and Multinode licensing options offer a 2:1 format. For TSP Licensing, McAfee Security has introduced an extended range of options: Multi-node Packs - 2:1c option a 2-year software subscription license including 1 year of PrimeSupport Connect service, plus an option to buy an additional year of PrimeSupport Connect. TSP Licensing Program - 2:1 License in four variations: 2.1k = 2 years Term License with 1 year KnowledgeCenter 2.1c = 2 years Term License with 1 year Connect 2.1p = 2 years Term License with 1 year Priority 2.1e = 2 years Term License with 1 year Enterprise with the option to buy a second year of PrimeSupport KnowledgeCenter, Connect, Priority or Enterprise. Page 5 Why Buy a 2:1 License? Our customers frequently prefer to purchase more feature-rich services to complement their subscription licenses. The 2:1 style of licensing enables your customers to easily upgrade, or simply renew their PrimeSupport after 1 year of the 2 year term permitting you the ability to re-engage with the end user. About PrimeSupport KnowledgeCenter This level of support entitles a licensed user to full online maintenance from our web services site at introduction/default.asp. Important! Your customer must have a grant number to access new software versions on our web services site. To make sure your customer receives a grant number, be sure to report your customer s details to your preferred distributor. Year 1 Year 2 Year 3 Year 4 Option 2:1:x 2-year subscription including 1 year Prime Support KnowledgeCenter, Connect, Priority or Enterprise. 1 year Prime Support KnowledgeCenter, Connect, Priority or Enterprise* * Must finish when license expires. Can be purchased at any time during 2 years.

6 Subscription and Perpetual Licensing McAfee Security Perpetual Licensing Definitions Perpetual License A license that confers an indefinite term license of the specific version or release of the product to the customer. Multi-node Packs Perpetual License includes 1-year PrimeSupport Connect, with the option to buy additional 1-year Connect agreements. TSP Licensing Program Perpetual License with NO bundled PrimeSupport, with options to buy annually renewable PrimeSupport agreements for KnowledgeCenter, Connect, Priority or Enterprise. It is important to note that a perpetual license does NOT mean that the customer has perpetual rights to upgrade to new versions. Specifically, the entitlement to upgrade to new versions is ONLY available by means of additional support services, through a PrimeSupport agreement. McAfee Security Business Unit Changes to Perpetual Licensing Q Many Anti-Virus users prefer to buy perpetual software licenses, and to maintain their software by way of annually renewable maintenance and support options. In recognition of this, we have adapted our existing perpetual licensing model to offer our customers a reasonable value proposition for a longer-term license which is proportional to the cost of 2-year subscription licenses, and competitive against similar schemes from other vendors. Effective October 2001, the McAfee perpetual license will be made available without PrimeSupport included. This enables the customer to choose the precise PrimeSupport-annually renewable-service to match their needs. It is most important that customers do purchase some form of PrimeSupport agreement.failure to do so would result in the customer being unable to obtain new versions of their software. Anti Virus applications evolve constantly, and lack of version maintenance would critically undermine the reasons for having anti-virus software. Benefits of Perpetual Licensing Easy to understand. Easy to sell. Simple competitive quoting. Add-on sales. Healthy annual renewal revenue on PrimeSupport options. Easier PrimeSupport up sell opportunity. Page 6 Benefits to the End User This model provides cost-effective long-term license of software backed by annually renewable software maintenance and technical support services. Budget flexibility How Does this Change Affect the Channel? The new perpetual licensing structure is closer to industry standards for software licensing backed by annually renewable support services, and will be easier to explain to new customers and easier for customers who are evaluating competitive offerings to match value. What is Included? A perpetual license for the software solution. Online updates, which is access to DATs and enginemodifications(noprimesupport required). What is NOT Included? Online upgrades, which is access to product version upgrades (requires PrimeSupport). What Range of Options will be Offered? In addition to the main product configurations for each product or suite of products, you will be able to sell a number of online maintenance and technical support options: PrimeSupport KnowledgeCenter PrimeSupport Connect PrimeSupport Priority PrimeSupport Enterprise

7 PrimeSupport Page 7 What is the PrimeSupport Corporate Program? The PrimeSupport program offers your customers a choice of KnowledgeCenter, Connect, Priority and Enterprise options four levels of support ranging from self-help tools to proactive account management. Our comprehensive response charter assuring you and your customers of quick and effective solutions to their support problems backs up all these levels of support. PrimeSupport KnowledgeCenter Self-reliant support, anytime, anywhere. This self-help tool provides your customers with 24-hours access to our Online KnowledgeCenter. Consisting of a searchable, intelligent database of technical solutions and links to a variety of technical documents, the KnowledgeCenter also enables your customers to submit questions by if the answer they are looking for cannot be found in the KnowledgeCenter s technical resources. PrimeSupport Connect Essential product help via telephone access. Access to our experienced technical support staff is just a free phone call away with this level of PrimeSupport service, ensuring your customers get a quick and effective answer to their support queries during business hours. PrimeSupport Priority Offers 24x7 priority support for critical operations. This level of support provides your customers with priority over the telephone queries to our experienced support staff during business hours. After business hours telephone access is available for emergency product assistance when critical operations are affected. PrimeSupport Enterprise Offers personalized, proactive support for the most critical operations. With this high level of support your customers will enjoy a special relationship with an ESAM, an Enterprise Support Account Manager. The ESAM is your customer s gateway into technical support providing them with personalized, proactive support during business hours and emergency assistance outside business hours. Support is purchased in 1-year increments at current definitions. How to sell PrimeSupport We have extended our 2:1 subscription term license bundles to include options for all levels of PrimeSupport. This enables you to select the best 2:1 bundle for your customer's needs. The 2:1 bundles include a two year software license agreement and one year of PrimeSupport. The additional year of PrimeSupport can be sold up front when your customer orders a 2:1 license, or at the end of the first year, at which time you may change to a different level of PrimeSupport for the second year if your customer wishes. Secondly we have simplified the number of SKU options for PrimeSupport. From now on you may sell the same one year PrimeSupport SKU for Perpetual Licenses or 2:1 Subscription Licenses. Summary: One year of PrimeSupport is bundled with each 2:1 license and the second year PrimeSupport options are also available as channel SKUs. For Perpetual Licenses you must always specify at least one year of PrimeSupport so that your customer is able to access new software versions from the Network Associates downloads site. Please note that there are minimum annual prices for PrimeSupport Priority and Enterprise, and for smaller customers, you may need to call your Channel Account Manager or your SMB Channel representative to obtain pricing for your particular customer. PrimeSupport and Software Maintenance Currently any McAfee Security licensed customer may obtain virus signature files (DATs) and engine updates from However, new releases of the licensed software application are restricted to those customers who have a valid Grant Number. This entitlement is part of the PrimeSupport Agreement. So to ensure that your customer continues to maintain their software at the latest released level, you should always specify PrimeSupport. No PrimeSupport means no access to software versions.

8 Managed Services McAfee ASaP a New World of Opportunity for McAfee Security Channel Partners McAfee ASaP Managed Services is an online managed service that provides automated 24x7 management of anti-virus applications, enabling your customers to outsource required update and version management one of the most costly aspects of effective virus defense (IT resources). McAfee ASaP Managed Services protects the three key platforms where customers are most at risk Desktop, Mail stream and Gateway. VirusScan ASaP for virus protection service of Win95, Win98, WinNT, Win2000, WinXP, and WinME workstations. Webshield e500 ASaP a managed SMTP appliance for gateway virus scanning of inbound and outbound using SecureBeat technology. These services will generally be sold via partners who have undergone accreditation. Details of the process, and benefits of accreditation are available separately. However, we also want to open the opportunity to all our existing partners, for fulfillment via classic 2-tier distribution. You can be involved in the process as follows: How to Get Involved Current McAfee Security partners can share in this exciting and valuable new service portfolio today. We have released VirusScan Managed Service Upgrade (MSU) as the first in a series of upgrade options for existing McAfee Security customers, as well as, competitive product users: Page 8 Up Selling VirusScan ASaP Service to Existing McAfee Security Customers VirusScan ASaP Service provides automated 24x7 protection across the Internet as a managed service, plus access to reports that help determine where attacks were repelled. But, what about existing customers who already own a VirusScan license, and just want the service? Introducing VirusScan Managed Service Upgrade. All the benefits of VirusScan ASaP Solution for your customer at an upgrade price that reflects your customer s existing investment in VirusScan through license of VirusScan Security Suite, Active VirusScan Suite, Total Virus Defense or Active Virus Defense. The price of VirusScan MSU is less than the equivalent VirusScan ASaP solution, so that you can present this option to your customer without having to worry about buying back the customer s existing license. This means a clean deal, and one that does not interrupt the existing license and PrimeSupport relationship contained in the customer s current license. You can now sell service in addition to software licenses and PrimeSupport. Which Partners can Resell VirusScan ASaP and VirusScan Managed Service Upgrade? All partners can participate in the sales process. Classic Non-Service Provider Resellers Reseller will ask price and order from distribution same method as for any normal TSP License. Our distributors will deliver a VirusScan ASaP Welcome Pack to you or your customer.

9 Managed Services VirusScan Managed Service Upgrade What Do I Order? One year SKU, or Two year SKU, or 1, 2, 3, 4, 5, 6, 7, 8, 9 month SKUs to enable co-termination with your customer s existing license. KnowledgeCenter, Connect and Priority. Page 9 Remember... Sell License to cover customer's systems. Sell PrimeSupport to ensure customer satisfaction. Sell ASaP Service to ensure an outbreak never catches the customer again. Example of Mid-Term Up Selling: TVD customer with PrimeSupport Connect and 7 months license term outstanding Sell VirusScan MSU Connect level 7 month SKU. Selling VirusScan MSU Solution There are 70 million VirusScan users out there. They can all benefit from upgrading to VirusScan ASaP Service via the VirusScan Managed Service Upgrade. No more complex buy back deals. Customer can choose what to self-manage and what to have managed by ASaP. Co-termination SKUs enables you to get bookings now, without destroying your future renewals opportunity. Channel partners can sell this under natural TSP licensing, so no DAFs and heavy discounts. should be necessary.

10 Where to Buy Licensing Page 10 Where do I buy TSP Licensing? You can buy TSP Licensing through a Network Associates TSP distributor. Currently (February 2002) the authorized Distributors are Ingram Micro, Merisel, MOCA and TechData in the USA and TechData Canada, Synnex. For updated information, contact your Channel Account Manager. What information do I need to provide? Your customer must have a grant number to access new software versions on our web services site. To make sure your customer receives a grant number, be sure to report your customer's details to the distributor completely and accurately. End user contact name. Company name. Company address. Contact telephone number. End-user address. Details of the product your customer wants to buy. For further information please contact: Your Channel Account Manager or call our Reseller Support Line at Find out more about NAI TSP at Network Associates, McAfee, GroupShield, NetShield, Total Virus Defense, TVD and PrimeSupport are registered trademarks of Network Associates, Inc. and/or its affiliates in the US and/or other countries. All other registered and unregistered trademarks in this document are the sole property of their respective owners Networks Associates Technology, Inc. All Rights Reserved.