Winning with Volume Licensing: Public Sector Customers

1. Winning with Volume Licensing: Public Sector Customers Kati Burridge

2. What is the Opportunity?

3. Programs… Outside Today’sScope Outside Today’sScope

4. Where Do I Start? Enterprise Agreement Yes More than 250 Desktops? Open Value Company wide No Buy or lease? Buy EA Subscription Yes Yes Licensingentity-wide? More than 250 Desktops? OV Subscription No Lease Select License Yes More than 250 Desktops? No Open license No Open Value

5. Poll:

6. Volume Licensing Our Volume Licensing programs provide our government customers the ability to choose the software they need, and the flexibility they require to acquire it. • Advantages: • Discounts • Leasing • Multiple options • Orders • Payments • Downgrade Rights • Re-imaging Rights • Portable Use Rights • Electronic License Management • Single “key” activation

7. What IS Software Assurance? Software Assurance is Microsoft’s all-inclusivemaintenance program & it allows: • Spread payments for: • Software • Including new releases • Support • Training • Services • Plan future software acquisition … And how do I sell it to government?

8. Programs Overview

9. Programs Overview … continued

10. Charity Open: Who Is Eligible? Criteria Qualifying Public Charity Organisation Qualifying Per Se Organisation All ineligible organisations are listed online at: microsoft.com/australia/licensing/byname/charitiesopen.mspx Eligibility Escalations Process For Charity Open Send it back through your distributor Our authorised third party will escalate directly to Microsoft for our final answer Important Notes on Charity Open… All applicable customers have now been notified of the transition Transition pricing is available until June 2010 Contract is for 2 years Pricing will auto-default from transition pricing to full commercial pricing after the June 2010 deadline

11. Objection Handling… Things to keep in mind: Each vendor defines eligibility criteria specific to their own customer subset A third party independently validates the eligibility of customers for our program Not-for-profit ≠ Charity! Commercial arm of a charitable organisation? Separate criteria will apply We are here to help… contact us to discuss using the resources below…. Resources to Help You: Licensing Hotline (Ask The Experts): 13 20 58: option 5, option 3 ausl@microsoft.com http://www.microsoft.com/australia/licensing/byname/charitiesopen.mspx http://www.microsoft.com/australia/licensing/byname/openvalueforgov.mspx http://www.microsoft.com.au/publicsectorlicensing

12. Customer & Partner Experience • Is Microsoft helping our customers to better manage our licenses? • What has Microsoft done to improve its licensing? Where can I get help? NEW! You spoke, we listened…

13. How Do I Buy Academic/Govt? Licensing Team Quotation requests: licensingquotes@ingrammicro.com.au Hotline:1300 363 318 • Vincent Carpenter, Southern Region BDM Mobile: 0414 986 279 Vincent.Carpenter@ingrammicro.com.au • Liam Leaney, Northern Region BDM Mobile: 0424 181 674 Liam.Leaney@ingrammicro.com.au licensing@expressdata.com.au Licensing hotline: 1300 FOR YOU (1300 367 968) Presales support: 1800 NET HELP (1800 638 435)

14. Next Steps… Assess your customer base to target this opportunity Questions? Come and talk to me! Talk to our “Ask The Experts” Licensing Team 13 20 58 Option 5, option 3… Talk to your distributors! Let’s sell to Public Sector together 

15. Partner resources 2. Opportunities Overview brochure New Australian partner portal www.microsoft.com.au/ Publicsectorpartners Partner Marketing Centre www.microsoft.com.au/partner/marketing 1. Simpler licensing Customer brochure New online tool www.microsoft.com.au/publicsectorlicensing 3. Industry Specific Partner Readiness. See True North Exhibition Stand