Student Advantage FREQUENTLY ASKED QUESTIONS FOR PARTNERS

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1 Student Advantage FREQUENTLY ASKED QUESTIONS FOR PARTNERS Overview 3 How does this announcement about a Student Advantage benefit relate to existing Student Option? 3 Why is Microsoft introducing these changes? 3 Should I position this offer as free Office for students? 3 What is the recommended sales motion for the next year? 3 Are there any exceptions allowed to offer Student Advantage before it is available on the pricelist? 3 What information can be shared with customers (and when)? 3 What should partners do to prepare for launch? 3 Licensing Details 3 How do I add Student Advantage to an eligible EES? 3 How does a school sign up for Student Advantage? 4 Do students need to be on Office 365 Education A2 before they can leverage no-cost Office 365 ProPlus through Student Advantage? 4 My customer s faculty and staff are using on-premises Office Professional Plus licensed via EES or OVS-ES. To receive this benefit, does the customer have to sign up for Office 365? 4 Are there any changes to the existing Student Option? 4 My customer is already paying for Student Option. When can they move to Student Advantage? 4 My customer just paid for Student Option. Will they get credit back? 4 Why are there two Office 365 Pro Plus Student Option SKUs? 4 If a school already has Office 365 Education A2 for students and Office for all faculty / staff via EES or OVS-ES, how does it acquire Student Advantage? 4 Can students get the non-cloud version, Office Professional Plus, instead of Office 365 ProPlus, for no cost? 4 Can customers receive this benefit through the Microsoft Online Portal (MOP) or Select and Open licensing programs? 5 When will the SKU s appear on the price list? 5 Does Office 365 ProPlus come with downgrade rights? 5 Will the Student Advantage SKU be a Student offering? 5 Does the initial order for the Student Advantage SKU need to be for 100% of the student FTE count, even though the customer may provision in 'batches'? 5 Is it possible to write an OVS-ES agreement solely for Office 365? 5 Is it possible to have different student counts in one enrollment especially with Student Advantage? Or is this only possible by applying an amendment? 5 Will the Office 365 ProPlus w/faculty license expire and need to be added and renewed every year? 5 Can students be covered for Office 365 Education A3 with the add-on SKU now they have a no-cost Office client? Which specific add-on would they be eligible for? 5 Does Student Advantage offer graduation rights? Will there be a way for students to migrate to Office 365 Home Premium? 5 Does the Student Advantage benefit change purchasing requirements under EES and/or OVS-ES? 5 Microsoft Corporation

2 Will students who recently purchased Office 365 University receive any credit and/or compensation if they attend a school that offers the Student Advantage benefit? 6 How does an academic institution realize the Student Advantage benefit and order Office 365 ProPlus for students? 6 Are customers who have elected a logical grouping (i.e. in lieu of institution-wide coverage) eligible for Student Advantage? 6 What is the business opportunity for Microsoft s channel partners? 6 Office 365 Service Details 6 Is an Office 365 tenant needed for a customer to provide the Student Advantage benefit to its student body? 6 How do students download Office 365 ProPlus after a customer has added Student Advantage to its annuity agreement? 6 Is Office 365 ProPlus identical to Office 365 Education A3? 6 Are the applications or experiences in Office 365 ProPlus different from the Office Professional Plus 2013 traditional installation? 6 Does Office 365 ProPlus in Student Advantage replace the Office 365 University product? 7 How do the value propositions differ for Office 365 University and Office 365 ProPlus for students? 7 If a student has installed Office 365 University on his/her computer and then attempts to install Office 365 ProPlus, what happens? 7 A customer has two Office 365 tenants: one for faculty/staff and the second for students. The faculty/staff tenant has licenses that were purchased via the institution s EES. The student licenses were purchased via the Microsoft Online Portal (MOP). How does the customer add the Office 365 ProPlus subscription to its student tenant, since students will be using those licenses? 7 Who provides customer support for the student downloads of Office 365 ProPlus? 7 Is Office 365 ProPlus support for virtual desktop infrastructure (VDI) environments allowable under the terms of Student Advantage? 7 What if my customer wants to use RDS/VDA for installation? 7 If my customer has WAN constraints, can they replicate physical media for their students under Student Advantage? 8 Can I use virtual desktop infrastructure (VDI) or remote desktop services with Office 365 ProPlus? 8 Sales Guidance 8 Students will receive many benefits from Office 365 ProPlus (e.g. up to 5 installations, support for ios & Android phones, automatic updates, Click-to-Run). Many institutions that qualify for Student Advantage have licensed Office Professional Plus for faculty on their volume license agreement. Is there an opportunity to move faculty and staff to Office 365 ProPlus? 8 What is Microsoft s guidance to distributors and resellers regarding Office 365 University? 8 How should Student Advantage be positioned relative to Student Option with academic customers? 8 Does Student Advantage provide business upside for partners? 8 Is Office 365 Education A3 still available? What is the value proposition? 9 How are new students handled with Student Advantage on Microsoft annuity agreements? 9 2 Microsoft Corporation

3 Overview How does this announcement about a Student Advantage benefit relate to existing Student Option? Starting December 1, 2013, a new benefit called Student Advantage will be available for EES and OVS-ES customers. Academic institutions licensing Microsoft Office organization-wide for all faculty/staff via EES, OVS-ES or School contracts will be eligible to offer Office 365 ProPlus to their students at no additional cost. To take advantage of this benefit, institutions will need to order the Office 365 ProPlus w/faculty SKU for students through their LAR or an AER. Paid Student Option remains available and can be leveraged by institutions that don t have staff/faculty coverage on Office or who would like to provide their students with Office Professional Plus, which includes graduation rights for students. Why is Microsoft introducing these changes? Microsoft is committed to the success of each educator and student, and believes this offer will help institutions improve the learning outcomes for their students by providing Microsoft s best productivity solution at no additional licensing cost. Should I position this offer as free Office for students? No, the preferred way to discuss this offer is to say that student pricing for access to Office 365 ProPlus is included in the price for faculty and staff. What is the recommended sales motion for the next year? Microsoft recommends that sellers emphasize the value of its annuity offerings to education customers. Student Advantage promotes faculty and staff usage of Microsoft s best productivity services, value to students, as well as innovation in education for our customers. Are there any exceptions allowed to offer Student Advantage before it is available on the pricelist? These changes will take effect on December 1, There will be no exceptions to offer the new Student Advantage before this date. What information can be shared with customers (and when)? Microsoft began sharing details with partners in October before price list preview on November 1, The public announcement of Student Advantage took place at the Educause conference on October 15. After the October 15 announcement, you should brief your educational customers on the benefit of Student Advantage for all students. What should partners do to prepare for launch? Microsoft has seen strong interest in Student Advantage among academic institutions since its announcement. Partners are encouraged to do the following to meet the demand: contact customers to explain how to realize the benefit through Volume Licensing, join Cloud Essentials at deploy Office 365 internally to increase familiarity when selling, understand how customers qualify for Student Advantage, and prepare demos highlighting the value of a single productivity and collaboration platform across faculty/staff and students. Licensing Details How do I add Student Advantage to an eligible EES? Complete the Student Option section of the EES (page 6) or School enrollment (page 4) and submit to the ROC via CLT. Then include the Student Advantage SKU and student count on the order. 3 Microsoft Corporation

4 How does a school sign up for Student Advantage? A customer must first qualify for Student Advantage by covering 100% of faculty & staff on Microsoft Office under Volume Licensing. A customer may then add Student Advantage to its existing EES, OVS-ES, or School contract by placing an order for the Office 365 ProPlus w/faculty SKU in a quantity of licenses that covers the number of students in its organization as defined in the volume license agreement. Do students need to be on Office 365 Education A2 before they can leverage no-cost Office 365 ProPlus through Student Advantage? No, Office 365 Education A2 is not required for students to leverage this benefit. A customer does need to establish an Office 365 tenant for students to download Office 365 ProPlus. To experience the communication and collaboration capabilities of Office 365 Education, it is recommended that institutions deploy both Office 365 Plan A2 and Office 365 ProPlus for their students. My customer s faculty and staff are using on-premises Office Professional Plus licensed via EES or OVS-ES. To receive this benefit, does the customer have to sign up for Office 365? 100% of Faculty and Staff in the as-defined organization in the customer s volume license agreement must be using a version of Office (Office Professional Plus, Office 365 Education A3 or A4, or Office 365 ProPlus) to qualify the institution for this benefit for their students. Schools do need to order the Office 365 ProPlus w/faculty SKU for the number of students at their school or campus. Additionally, customers need to have an active Office 365 tenant and must upload their student directory to assign and distribute the Office 365 ProPlus licenses to students. Are there any changes to the existing Student Option? There are no changes to the Office offerings through the paid Student Option. Microsoft will continue to have Student Option available that can be leveraged by institutions that do not have full staff/faculty coverage on Office or that would like to provide their students with Office Professional Plus (including a perpetual license to Students at graduation). My customer is already paying for Student Option. When can they move to Student Advantage? Institutions that already have Office through Student Option can switch to Student Advantage at their next renewal, provided they meet the conditions of this licensing option. Starting December 1, 2013 all eligible institutions can add the Student Advantage benefit to their existing volume licensing agreements. Keep in mind that Student Advantage does not provide perpetual licenses to Office 365 ProPlus at the end of the agreement term or upon graduation. My customer just paid for Student Option. Will they get credit back? There is no credit for the invoice already paid. Institutions that already have Office through Student Option can switch to this new offer at their next renewal provided they meet all the conditions of this licensing option. Why are there two Office 365 Pro Plus Student Option SKUs? Paid Student Option SKUs are avaiable for customers who do not wish to license Faculty/Staff organization-wide or are not ready to move to the cloud. For eligible Student Advantage customers, there is specific Office 365 ProPlus w/faculty SKU. If a school already has Office 365 Education A2 for students and Office for all faculty / staff via EES or OVS-ES, how does it acquire Student Advantage? The customer orders the Office 365 ProPlus w/faculty licenses at no additional cost for its existing tenant. Can students get the non-cloud version, Office Professional Plus, instead of Office 365 ProPlus, for no cost? No, Student Advantage is only available to customers ordering Office 365 ProPlus for their student population via EES, OVS-ES, and School contracts. 4 Microsoft Corporation

5 Can customers receive this benefit through the Microsoft Online Portal (MOP) or Select and Open licensing programs? No, Student Advantage is only available to customers that license Office for 100% of faculty / staff in their organization through an EES or OVS-ES agreement (to meet the requirement for Student Advantage). The customer must then order a specific Office 365 ProPlus w/faculty SKU to license Office 365 ProPlus for their student body at no additional cost. When will the SKU s appear on the price list? The SKU s will be available on the December 1, 2013 price list, which reseller partners can preview on November 1. Does Office 365 ProPlus come with downgrade rights? One of the values of Office 365 ProPlus is Click-to-Run. This permits end users to run the most-current version of Office 365 side-by-side with a prior version of Office without any software incompatibilities. Will the Student Advantage SKU be a Student offering? Yes, this is a Student offering. Does the initial order for the Student Advantage SKU need to be for 100% of the student FTE count, even though the customer may provision in 'batches'? Customers should place the order for the total number of Student users, but can provision in batches. Is it possible to write an OVS-ES agreement solely for Office 365? No, but Microsoft doesn't anticipate this will be a common path for customers based on pricing mechanics. Is it possible to have different student counts in one enrollment especially with Student Advantage? Or is this only possible by applying an amendment? FTE count has to be same. However, there could be scenario where a customer s calculated FTE count for on-premises products like Windows and CCAL/ECAL would differ from the user count for Office 365 ProPlus. Will the Office 365 ProPlus w/faculty license expire and need to be added and renewed every year? Yes, as part of the standard annual renewal process, customers will need to confirm / update accurate counts for all of their subscription licenses. An institution must place an order for the Office 365 ProPlus w/faculty SKU through an AER to extend the subscription upon the anniversary date. Can students be covered for Office 365 Education A3 with the add-on SKU now they have a no-cost Office client? Which specific add-on would they be eligible for? Students covered for Office 365 Education A3 would not need the Office 365 ProPlus for Students standalone since it is included in A3. The specific standalone SKU included with Student Advantage is Office 365 ProPlus for students. Does Student Advantage offer graduation rights? Will there be a way for students to migrate to Office 365 Home Premium? No, a student s Office 365 subscription obtained through his/her institution terminates upon graduation. Students may enroll in other available consumer or commercial offers. With Office 365 Education, graduating students do retain readonly access to Office productivity applications. Keep in mind that paid Student Option remains available for providing Office Professional Plus after graduation (uninstall and re-install is required). Does the Student Advantage benefit change purchasing requirements under EES and/or OVS-ES? No, the existing academic volume license requirements remain unchanged. Institutions are free to define organizational units as they see fit for purposes of covering faculty and staff. This means that you should not condition access to the 5 Microsoft Corporation

6 Student Advantage offer on universities covering some minimum or total percentage of their overall faculty and staff, provided they cover all faculty/staff in whatever organizational unit they have defined under their enrollment. Will students who recently purchased Office 365 University receive any credit and/or compensation if they attend a school that offers the Student Advantage benefit? No. Office 365 University is a consumer offering and students can continue to take advantage of the 20GB of SkyDrive storage and 60 minutes per month of Skype Premium. How does an academic institution realize the Student Advantage benefit and order Office 365 ProPlus for students? To be able to license the Office 365 ProPlus w/faculty SKU, the customer or reseller must select Student Option in the online licensing tool. Are customers who have elected a logical grouping (i.e. in lieu of institution-wide coverage) eligible for Student Advantage? Student Advantage requires institution-wide coverage, based on how the institution is defined in the annuity contract. What is the business opportunity for Microsoft s channel partners? If a customer does not have faculty and staff 100% covered on Office under an existing Volume License contract, then Authorized Education Resellers (AERs) have the opportunity for revenue by securing faculty and staff coverage. If a customer already has faculty and staff covered on Office, AERs have additional licensing and services opportunities to grow their business. For instance, channel partners should upsell faculty and staff to Office 365 Education A3 to provide richer communications and collaboration functionality as well as the many advantages of Office 365 ProPlus. Office 365 Service Details Is an Office 365 tenant needed for a customer to provide the Student Advantage benefit to its student body? Yes, Student Advantage requires a tenant of Office 365 to be implemented. Please see Office 365 Fast Track for additional information, How do students download Office 365 ProPlus after a customer has added Student Advantage to its annuity agreement? After the institution has provisioned its Office 365 tenant and provided students with login information, students will be presented with a Get started with Office 365 window that includes a PC & Mac Install software and connect it to Office 365 and phone & tablet Setup Office 365 to work on your mobile device options. Activation is handled automatically, so there is no exchange of keys per se; Office 365 ProPlus is automatically activated via KMS services. Is Office 365 ProPlus identical to Office 365 Education A3? No. While Office 365 ProPlus and Office 365 Education A3 feature full versions of familiar Office applications (Word, Excel, PowerPoint, Outlook, OneNote, Access, Lync and Publisher), Plan A3 provides additional services like SkyDrive Pro, SharePoint sites, archiving, Active Directory integration, Data Loss Protection, Rights Management Services, and more. Are the applications or experiences in Office 365 ProPlus different from the Office Professional Plus 2013 traditional installation? Office 365 ProPlus includes all of the applications and user features as Office Professional Plus 2013, but optimizes the installation and software updating process to be faster. Both versions work with or without a persistent connection to a network, both can be customized in the same ways, both run from the PC s hard drive and both use the same underlying code to run Office applications. 6 Microsoft Corporation

7 Does Office 365 ProPlus in Student Advantage replace the Office 365 University product? No, Office 365 University will continue to be sold to students at colleges and universities that do not qualify for or choose not to utilize the Student Advantage benefit. How do the value propositions differ for Office 365 University and Office 365 ProPlus for students? Office 365 University is a direct-to-students offer that includes an extra 20 GB of SkyDrive storage and 60 minutes per month of Skype Premium. These two services are not available with Office 365 ProPlus. Office 365 ProPlus includes additional organizational applications such as Lync, Infopath and a number of added technologies for organizational uses (Rights Management Services, for example) that are not available in Office 365 University. For instance, Office 365 ProPlus offers more advanced collaboration tools to students when combined with Office 365 Education A2. If a student has installed Office 365 University on his/her computer and then attempts to install Office 365 ProPlus, what happens? Students who have any consumer Office 365 SKU can connect to their school s Office 365 Education services from the same PC and existing installation of Office by changing their login credentials from a Microsoft Account to an OrgID account. Their Office applications will be able to save to SharePoint Online while Outlook can be connected to the Exchange Online mailbox provided by the institution. A customer has two Office 365 tenants: one for faculty/staff and the second for students. The faculty/staff tenant has licenses that were purchased via the institution s EES. The student licenses were purchased via the Microsoft Online Portal (MOP). How does the customer add the Office 365 ProPlus subscription to its student tenant, since students will be using those licenses? There is a 1:1 relationship between the Public Customer Number (PCN) and an Office 365 tenant, so only one PCN can be associated with a tenant. In this scenario, the customer will need to create a new EES enrollment solely for the students and must ensure that the Customer Entity Name used on this Student enrollment is different from the one used on the original EES enrollment (for faculty/staff licenses). This will prompt Microsoft to create a new PCN. Once the licenses are ordered, the customer will receive a confirmation . The will have two options, sign in or sign up. After the customer IT administrator clears the browser s cache and cookies, please use a non-domain joined computer to enter the admin credentials for the student tenant and select the sign in option. Who provides customer support for the student downloads of Office 365 ProPlus? Students should seek support via their institutions help desk or via the Office 365 Community i.e. ask questions on the online forums. Is Office 365 ProPlus support for virtual desktop infrastructure (VDI) environments allowable under the terms of Student Advantage? There is a deployment option in the Product Usage Rights (PUR) that supports VDI. Student Advantage is compatible with VDI; however, Windows and Office are separate layers in VDI scenarios and Student Advantage does not grant the Windows layer. The customer must also have the appropriate underlying licensing in place for the base layer (Windows, VDA, RDS) only the Office application layer is covered via Student Advantage. What if my customer wants to use RDS/VDA for installation? Office 365 ProPlus has an exception in the Product Usage Rights (PUR) that allows the institution to leverage Office Professional Plus VL media to install in an RDS/VDA environment. In this instance, students would be covered for the use of Office but would still require a qualifying base operating system (Windows or Mac) or require a VDA license (i.e. ipad/android). 7 Microsoft Corporation

8 If my customer has WAN constraints, can they replicate physical media for their students under Student Advantage? For customers on a constrained network connection, Click to Run can be redirected to a local file store. There are absolutely NO rights provided via Student Advantage to acquire, create and/or replicate physical media. Can I use virtual desktop infrastructure (VDI) or remote desktop services with Office 365 ProPlus? Office 365 ProPlus treats physical and virtual machines the same. In either case, the computer needs to have a primary user with an Office 365 ProPlus account, meet Office system requirements and have a connection to the Internet at least once every 30 days. For architectures using Remote Desktop Services (known as Terminal Services in Windows Server 2003), Office 365 ProPlus users can access Office hosted on a server. Sales Guidance Students will receive many benefits from Office 365 ProPlus (e.g. up to 5 installations, support for ios & Android phones, automatic updates, Click-to-Run). Many institutions that qualify for Student Advantage have licensed Office Professional Plus for faculty on their volume license agreement. Is there an opportunity to move faculty and staff to Office 365 ProPlus? Education customers have already expressed interest in providing the same advantages of Office 365 ProPlus to their faculty and staff. The new Student Advantage is a superb opportunity to upsell faculty and staff to the cloud and provide them with the advantages of Office 365 ProPlus. Volume Licensing customers can bundle on-premises Core CAL/ECAL and/or Office Professional Plus with an A3 Add-on SKU. With Add-on SKUs, customers avoid double-paying for Office 365 components they already have. For example, an EES customer with Core CAL and Office Professional Plus can add Office 365 Education A3 for Faculty for USD $2.2/user/month* (as opposed to USD $4.50 for the full A3 suite)*. *Prices may vary based on region and billing currency. What is Microsoft s guidance to distributors and resellers regarding Office 365 University? Resellers should continue to sell Office 365 University as not all schools will take advantage of the Student Advantage benefit. How should Student Advantage be positioned relative to Student Option with academic customers? First, determine if the customer has an organization-wide agreement for Office covering faculty and staff. Promote Student Advantage if they do. If the customer is considering an organization-wide commitment among faculty / staff for Office and is moving to a cloud productivity platform, promote Office 365 ProPlus for students via Student Advantage as an important benefit. But if the customer will not make an organization-wide commitment for Office or is not considering moving their institutional productivity platform to the cloud, recommend a free trial of Office 365 Education A3 but promote paid Student Option in the near-term. Does Student Advantage provide business upside for partners? Student Advantage opens up several opportunities to partners. Student Advantage is a key selling point to move educational customers onto volume licensing. Faculty and staff are motivated to adopt Office organization-wide (a partner revenue opportunity) so their students can receive the Student Advantage benefit. Further revenue can be derived by up-selling faculty and staff to Office 365 Education A3 or A4. And there is a cascade of partner services opportunities associated with moving to the cloud from the initial setup of an Office 365 tenant for delivery of Student Advantage to the on-boarding of Office 365 Education A2 and A3. 8 Microsoft Corporation

9 Is Office 365 Education A3 still available? What is the value proposition? Office 365 Education A3 remains available for students, faculty and staff. Office 365 Education A3 includes features beyond the Office 365 ProPlus subscription, including archiving, voic , and rights management. How are new students handled with Student Advantage on Microsoft annuity agreements? New students can be added to the Student Advantage via the Office 365 ProPlus w/faculty SKU for institutions with qualifying organization-wide agreements. 9 Microsoft Corporation