grow your business through microsoft’s licensing programs november 22, 2006
TRANSCRIPT
Grow Your Business Through Microsoft’s Licensing Programs
November 22, 2006
Service Provider Licensing Agreement
(SPLA)Vince Drnovscek, Partner Account Manger, Hosting
Microsoft Confidential
Overview
The Service Provider Licensing Program enables an organization to license Microsoft software products and to use these products to provide software services to it’s customers
Software Services – are services that an organization provides to its customers to make available, display, run, access, or otherwise interact with the licensed products. Software services exclude any services involving installation of a Microsoft licensed product directly on any device to permit a customer to interact with the Microsoft licensed product.
Usage Scenario: An organization offers software services to its customers through servers connected to the internet or a private network. Microsoft products are used to provide these service such as:
Website Hosting Application Hosting Messaging Services (E-mail) Data Hosting
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Benefits
Delivery of Customized Service: Flexibility of licensing Microsoft products to customers on a dedicated hosting environment or shared hosting environment
Flexible Cost Structure: Report and pay monthly based only on what Microsoft software was used the previous month
Zero Start-up Costs: There are no up-front licensing fees or minimum volume commitments
Most current versions of Microsoft Products: SPLA offers organizations the most current versions of Microsoft Software
Wide Selection of Microsoft Product: Organizations have access to a wide range of Microsoft Server & desktop Applications
Worldwide Availability: Organizations can sell their services using MS software products to their customers in any part of the world, regardless of their own location
Corporate & Academic customers: Service organizations can sell to academic customers, such as schools and universities
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SPLA Product Offerings
Antigen Products Microsoft Application Centre Microsoft BizTalk Products Microsoft Dynamics Microsoft Exchange Host Products Microsoft Exchange Server Microsoft Identity Integration Server Microsoft Office Products or Suite Microsoft Operations Manager Microsoft SQL Server Microsoft Terminal Services Microsoft Windows Server
To view a complete list of products available under SPLA visit: www.microsoft.com/serviceproviders/licensing
Microsoft Confidential
How To Acquire the SPLA Agreement
There are 2 ways to acquire SPLA:1. Contact your MS Sales Representative2. Contact your Software Products Reseller
All Canadian Contracts are administered through one of our Canadian Reseller1. Software Spectrum2. Softchoice3. HP
You will need To be a registered or Certified Partner Signed up to the hosting Program Newsletter
More information of SPLA: www.microsoft.com/licensing/programs/spla/default.mspx To download the Service Provider Licensing Agreement, go to: www.explore.ms Registered
http://www.microsoft.com/serviceproviers/programs/windowswedhosting.mspx Certified Partners http://members.microsoft.com/partner/default.aspx
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Target Audience
Independent Service Privoders (ISVs) hosting applications for SaaS .
Value Proposition
- Lower cost during the early growth stage (Price competitive solution to open source) - Entry program to the greater SaaS Resources/Community planned by Microsoft from Jan’07
Offer Lower Price SKU available to ISVs for a maximum of 1 year.Maximum Allowable SKUs
• Windows Server Standard Edition Licenses for up to 8 CPUs• Microsoft SQL Server Standard Edition Licenses for up to 2 CPUs- When ISV hosted configuration grows larger than above configuration, ISV has
to move to regular SPLA pricing- After 1 year from sign up or the program ends, whichever comes earlier, ISV
has to move to regular SPLA pricing
Period US and Canada: November 6 2006 – April 30 200
Requirement ISVs providing or plan to provide SaaS applications hosting services for software as a service (SaaS), and own the Intellectual Property (IP) of the hosted software application
Sign up the SPLA agreement Registered the Microsoft Partner Program, if not registered ISVs’ solution must fit the defined configuration
No more than 8 CPU licenses of any edition of Microsoft Windows Server No more than 2 CPU licenses of any edition of Microsoft SQL Server
Microsoft® SaaS On-Ramp Program
How to apply for the SaaS On-Ramp Program? Submit the application form at http://www.microsoft.com/saasonramp Once ISV submits the application, Microsoft will validate eligibility and will send contract information once validated.Questions? Please contact us at [email protected]
Independent Software VendorsRoyalty Licensing Program
Paul Toccafondo, ISV Royalty Program Manager
Microsoft Confidential
Program Overview
The ISV Royalty Licensing Program offers Independent Software Vendors (ISVs) like you a convenient way to integrate Microsoft software applications into your software business solutions, to replicate the solution, and to distribute a fully licensed solution to your customers.
Microsoft Confidential
What Does It Mean to Integrate or Embed a Microsoft Product?
To integrate or embed means to include a Microsoft product with the ISV’s application in any of the following ways:
By embedding the Microsoft product into the ISV application code or
By including a Microsoft product along with the ISV’s application on the installation media or
By preinstalling the Microsoft product on a computer system that is part of the unified solution
Microsoft Confidential
Is the ISV Royalty Licensing Program Right for My Business?
This program may be right for you if you develop software solutions and are interested in integrating Microsoft products within your own value-added business solutions.
Microsoft Confidential
Requirements
• Must be an Independent Software Vendor with, or developing, a solution in the marketplace
• Minimum of U.S. $10,000 (or published non-U.S. currency amount if applicable) in royalties paid to Microsoft in two years (eight full calendar quarter agreement term)
• Maintain “Certified” or “Gold” level membership in the Microsoft Partner Program or purchase Microsoft Professional Support Services with five prepaid incidents
• Monthly reporting of distributed Microsoft licenses
• Provide product support for the unified solutions
vide product support for the unified solutions
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Benefits
Reduce CostsMay reduce installation, configuration, update, and/or support costs.
Increase RevenueYou can redistribute Microsoft licenses and Embedded Maintenance upgrade coverage, if applicable, with your solution. This can help lead to an additional revenue stream or potential margin.
Deliver a Total SolutionProvide one-stop shopping for your customers and avoid deployment delays.
Worldwide DistributionAllows for the global distribution of Microsoft products globally as part of a unified solution.
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Benefits (page 2 of 2)
Extend Product Life Cycle and Control Revision Schedules - Sell licenses for version-specific solutions up to 18 months after Microsoft releases a new version of the product embedded in the value-added business solution.
Leverage Existing Technologies - Take advantage of Microsoft technology to add value to your solutions.
Royalty-Free Distribution For demonstration copies distributed to your
sales force and channel for use in sales presentations.
For 120-day evaluation copies distributed to your customers.
Earn Partner Points - Earn points in the Microsoft Partner Program by participating in the Royalty Licensing Program.
Microsoft Confidential
Sample of Microsoft Products Available
• Microsoft Application Center• Microsoft BizTalk® Server• Microsoft Commerce Server• Microsoft Content Management
Server• Microsoft Dynamics™ CRM• Microsoft Exchange Server• Microsoft Host Integration Server• Microsoft Internet Security and
Acceleration Server• Microsoft MapPoint® Business
Mapping Software
• Microsoft Operations Manager• Microsoft Project Server• Microsoft SharePoint® Portal
Server• Microsoft SQL Server™• Microsoft Virtual PC• Microsoft Virtual Server• Microsoft Visual Basic® for
Applications• Microsoft Speech Server (North
America only)• Microsoft Windows® Terminal
Server Client Access Licenses (CALS) only
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Product Use Rights
Licenses available in the Royalty Licensing Program
ISV License—The default license type granting the ISV the ability to integrate or embed Microsoft applications into your unified solution. This license allows the Microsoft licensed product to be licensed as a part of your unified solution. This license grant also allows ISV customers to use the underlying Microsoft licensed product with other applications as long as they are still licensed through your ISV application. The license grant to the Microsoft licensed product lives and dies with the license grant of the unified solution.
ISV Runtime License—Some licensed products offered through the ISV Royalty Licensing Program are offered with additional restricted use rights. The ISV customer:
Can use these applications only with the unified solution with which it was acquired.
Cannot use the Microsoft software to run any other application or to develop new applications or in any other context independent of the unified solution with which it was acquired.
Microsoft Confidential
Embedded Maintenance
Provides customers with the right to stay current by acquiring Embedded Maintenance for a fee:
The right to upgrade is limited to new product versions released during the Embedded Maintenance coverage period.
Embedded Maintenance can be acquired: When your customer acquires the unified solution (or your
upgrade to the unified solution), or When your customer renews the Embedded Maintenance that was
previously acquired from you for the unified solution.
Coverage may be renewed annually.
Customers with licenses not enrolled in Embedded Maintenance that want to upgrade must purchase a new license.
Microsoft Confidential
Monthly Royalty Reporting
ISV Royalty Report
Identifies Microsoft products and quantities distributed to customers with the ISV’s application:
By country in which the customer is located Due to Microsoft 15 days after the end of each calendar month
Payment terms
Net 30 days
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Process Overview
Sign agreement and enrollment:
Microsoft ISV Royalty License and Distribution Agreement Microsoft ISV Royalty License and Distribution Enrollment Credit Application
Send the documents to appropriate Licensing Operations Center
Once accepted and processed: Signed copy is returned to you. You receive an Operations Guide with online credentials. You are provided access to an online tool with a password. Order master copies through the Microsoft Order Entry Tool.
Ready to replicate, integrate, and sell:
Provide customer support.
Microsoft Confidential
Resources
ISV Royalty Licensing Web Site www.microsoft.com/licensing/programs/isv/default.mspx
Microsoft Partner Program Web Site www.microsoft.com/partner
Contract Support Information http://support.microsoft.com/default.aspx?scid=fh;EN-
US;OfferProPhone
Contact Us Contact your Microsoft Account Manager for more details, or [email protected]
Secure Web Enablement for ISVs
Vicky Reddington, Citrix Systems
Microsoft Confidential
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Scenario 2 – Deploying LOB Applications
What business implications arise when a remote user cannot get to their line of business application ?
Are your customers asking for……
Real time secure access to LOB applications Head office performance of application irrespective of location or connection Faster application deployment and upgrades Applications to be run over the Internet securely Improved control and security of applications across the organization Optimum productivity of IT staff and lower IT costs
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Scenario 3 - Overcoming the Application Deployment Objection
We haven’t got the budget, resource or time to upgrade the desktop
hardware to support LOB apps
Are your customers asking for……
Ways to deploy apps without upgrading the Hardware Rapid deployment of apps with few IT resources Their business to rapidly realise the value of LOB apps Remote employees to securely access LOB apps with Sharepoint Lower IT deployment costs by centralising LOB apps
Microsoft Confidential
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Citrix Access Essentials™ Software
Simple, secure Internet access toyour centralized line-of-business applications with just a standard Web browser
Enables your customers to remotely update and retrieve order entry, billing, CRM, scheduling, accounting and other
From home In the field and branch offices At hotels, airports, and Internet cafes
Including Windows Terminal ServerClient Access Licenses (CALs)
Sold in 5-packs
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Customer Scenarios - LOB Applications
Local Users
File Servers
• Line of Business Applications• Critical files
Mobile User
Access fromHome
Remote Branch
Internet
Fir
ewal
lCustomer Pain Points•Access to Line of Business Applications•Connection – cost / bandwidth utilisation•Latency•Data Security•IT Support / Administration
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Build on Terminal Services Foundation
CitrixCitrix AccessAccess EssentialsEssentials
1.1. Secure Sockets Layer (SSL)-Secure Sockets Layer (SSL)-protected remote accessprotected remote access
2.2. Auto Web-enabled applicationsAuto Web-enabled applications
3.3. Role-based user privilegesRole-based user privileges
4.4. End-user device independence End-user device independence
5.5. Enhanced printing capabilitiesEnhanced printing capabilities
6.6. Simple, unified wizard-driven administrationSimple, unified wizard-driven administration Centralized application management Centralized application management Client and server resource redirectionClient and server resource redirection Multi-user accessMulti-user access Remote desktopRemote desktop
Built-inBuilt-inTerminal Server Terminal Server
CALsCALs
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Can you benefit from Access Essentials ?
Do you write stand alone LOB applications Accounting /HR / Construction / Hairdressing Appointments
Does your Application run in a browser (with as many features as the win 32 app) ?
Do you need keep up with competition ? Do you want to broaden use of your application over the internet Do you want to
Reduce time to market by concentrating on key customer value and functionality in your application rather than on how the application is delivered ?
No barriers …………………….. No need to change architecture No developer commitment – just package and resell CAE licenses and take
advantage of Microsoft’s ISV royalty program for Terminal Services through Citrix Does not cost an ISV to become partner SAP / Microsoft /Sage all using the Citrix platform to web enable their applications
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Session Summary
Secure Internet access to any application is: Simple with Citrix Access Essentials Cost-effective Available from any device with just a Web browser
Value to you Overcome application deployment barriers through ease of deployment Reduce time to market Increase competitive differentiators
Microsoft Confidential
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ISV Promotion with Microsoft
To become a Citrix CAE partner we are waiving the fee – for limited period
For the first 10 ISVs to sign up from this call we will be providing online servers and engineering support for application testing
Full benefits of partner program Migrated to new ISV program Jan next year Fill out application and fax back to Citrix (word doc) Take on line technology course (20 questions)
Email [email protected] For more details