AGREEMENT TYPES MICROSOFT

Punita Bhatt Microsoft Software Sales Executive

Darrell Parrett Microsoft Pre-sales Engineer

PCM Inc. | January 2018

MANY OPTIONS TO SUIT OUR CUSTOMER’S NEEDS

• Open Business (OB)

• Open Value (OV)

• PCM Care (CSP)

• Microsoft Products & Services Agreement

(MPSA)

• Enterprise Agreement (EA & EAS)

• Server and Cloud Enrollment (SCE)

OPEN BUSINESS (OB, OB+SA)

• Recommended for ad-hoc purchases/customers wanting

minimum commitment

• Upfront payment only

• Perpetual license

• 5 License minimum to start

• 2 year authorization to order additional licenses

• Can be ordered with or without Software Assurance

• If SA is ordered with license, Software Assurance

coverage valid for 2 years

• No company wide requirement to license

• At end of 2 year term, customer still owns licenses, and

has option to renew SA

• O365 will be moved off of Open

OPEN VALUE (OV)

• Perpetual License

• Upfront payment or Spread Payment Option

• Spread Pay Option is 3 equal annual payments

• 5 License minimum to start

• 3 year authorization to order additional licenses

• Software Assurance is included (no option to remove SA)

• Software Assurance coverage valid for 3 years, with

option to renew at end of Year 3

• Some additional SA benefits over Open Business SA

• Can add licenses at prorated cost during years 2 and 3

• Only pay for SA for years left in contract

• Annual payments for additional licenses may vary if

ordered in years 2 or 3

PCM CARE (CSP)

• Microsoft Online Subscription products only (O365, Azure, EMS)

• Licensing, Onboarding, Billing, & Support all done with PCM

• No need for company wide and no minimum

• Monthly Payment Option

• 24X7 PCM Helpdesk Support included in license cost

• Essentials – Named Admin only

• Advanced – Admin and End User Support

• Premier – 500 user+ and Migration included

• Pricing is extremely competitive

• Migration services offered at around $20 per mailbox

• Perpetual products are purchased on Open/MPSA/EA

• IF YOU ARE PAYING FOR O365 DIRECT WITH MS STOP

• BECAUSE YOU ARE PAYING FULL PRICE

MICROSOFT PRODUCTS AND SERVICES AGREEMENT (MPSA) • Pricing tier for customers who wish to make larger

purchases (200 user+)

• Evergreen agreement- purchase authorization does not

expire

• As long as pricing pool remains active with qualifying

purchase per year

• Additional licenses can be added with a pro-rated cost

based on remaining term

• Designed for customers that don’t want to commit to

company-wide standardization with an EA

• Can be ordered with or without Software Assurance

• Software Assurance is for 3 year term, with option to

renew

• Option to spread payments over 3 years with Software

Assurance as part of purchase

ENTERPRISE AGREEMENT (EA) ENTERPRISE AGREEMENT SUBSCRIPTION (EAS)

• Designed for larger customers who wish standardize their environment

• 500 seat minimum for qualifying product

• Must include at least one Enterprise Product company-wide

• Office Pro Plus/O365 E1/E3/E5, Windows Enterprise OS, Core CAL suite/Enterprise CAL Suite

• Non-company wide products may be added with no minimum – Win Server, Visual Studio, Visio, SQL, RDS Cals, Project, System Center

• Includes 3 years of Software Assurance included on perpetual licenses

ENTERPRISE AGREEMENT (EA) ENTERPRISE AGREEMENT SUBSCRIPTION (EAS)

• Discounted pricing above Open & MPSA.

Discounts levels based on purchase amount

(A,B,C,D)

• Also available in Subscription model where

you are renting/leasing the licenses

• Pricing is set by Microsoft

• Ability to True-Up purchases annually to

consolidate ordering and license

management

• You can deploy licenses before paying for

them if they are already on your agreement

SERVER AND CLOUD ENROLLMENT (SCE)

• Similar to Enterprise Agreement SCE is only designed for specific server and cloud products.

• CIS Suite, SQL, BizTalk, SharePoint, Visual Studio, & Azure

• Minimum initial purchases are required to open a product pool, and customer must include entire footprint of included products under their SCE.

• Customers often combined the SCE with an EA for the best desktop, cloud and server benefits and pricing.

PRODUCTS CIS SKUs (Windows Server + System Center)

REQUIREMENTS CIS Coverage for all Window Servers

CORE INFRASTRUCTURE

SERVER AND CLOUD ENROLLMENT (SCE)

PRODUCTS • SQL Server • BizTalk Server • SharePoint Server

REQUIREMENTS Full Software Assurance coverage

APPLICATION PLATFORM

PRODUCTS Visual Studio Enterprise

REQUIREMENTS Full Software Assurance coverage

DEVELOPER PLATFORM

PRODUCTS All Azure cloud services

AVAILABLE AUTOMATICALLY Or can be licensed separately

MICROSOFT AZURE

+ Access to Microsoft Azure

MICROSOFT LICENSING STATEMENT (MLS)

• A reseller like PCM needs your permission to pull this report • “I, John Smith at JS Technology Inc., gives PCM permission

to pull my MLS report”

• This is a great way to make sure you are compliant with your licensing

• Also helps you figure out if you are over or under licensed in certain areas

• This does not trigger an audit with Microsoft • This shows purchases only made on volume licensing

agreements with any reseller: • Open/OV, MPSA, EA/SCE, Select/Select Plus • Does not show OEM/Box product licenses • Does not show CSP licenses

• Please let us know if you would like your MLS report pulled • Please let us know if you would like to talk to our SAM team

SUMMARY AGREEMENT TYPES

Open Open Value MPSA EA SCE

Purchase Requirement Minimum 5 points on initial order

Minimum 5 points on initial order

0 points, commit to purchase a minimum 500 points a year in participating pools (exception for cloud)

Minimum 250 users/devices standardized company wide on initial order. Standardization requirement for every user or device on Office, Windows and/ or Core CAL

CIS = 400 Cores SQL = 50 Cores or 5 Servers & 250 CALs BizTalk = 24 Cores SharePoint = 5 Servers VS w/MSDN = 20 Users

Agreement Term 2 Years 3 Years Evergreen (SA 36 months)

SA included SA included

Software Assurance Requirement

SA Optical SA Included SA Optional SA Included SA Included

Spread Payments Available

Pay in Full Only Spread Payments Available

Spread Payments Available

Spread Payments Available Spread Payments Available

Product Pricing Slightly Discounted from Retail

Slightly Discounted from Retail

Discounted over Retail & Open. Volume Based Discounts

Discounted over Retail, Open & MPSA. Volume Based Discounts. Prices of purchased products locked in. Pricing set by MS.

Discounted over Retail, Open & MSA. Volume Based Discounts. Prices of purchased products locked in. Pricing set by MS.

Subscription Agreement Available

NO YES NO YES YES

Products Available Most Products All Product All Products All Products CIS, SQL, BizTalk, SharePoint & vs

Assessment

Services

Architecture and

Design Services

Support and

Troubleshooting

Services

Deployment and

Migration Services

• Security and Networking Design

• Desktop, Device, Server, and

Systems Management

• Physical/Virtual Services

• Data Protection and Recovery

• Availability and Disaster

Recovery

• Mail/Communications Consulting

Services

• Collaboration Services

• Cloud Services

• Platform as a Service

• Infrastructure as a Service

• Cloud Storage

• Virtual Network/Machines

• Identity & Access Management

• Scheduling and Migration

Management

• Communications Coordination /

Change Management

• Training – multi language

• Systems Conversions/Migrations

• Active Directory

• Desktop, Device, Server

• Cloud

• Systems Management

• Messaging

• Communications

• Collaboration Services

• Systems Refreshment Services

• Solution Project Management and

Oversight

• Issue Resolution

• Performance/Reliability Assistance

• Configuration Troubleshooting

• AdHoc Expertise Services

• Managed Services

• System Health Check Services

• Active Directory

• Messaging

• Collaboration

• Systems Management

• Strategic Planning Services

• Systems/Cloud Planning Services

• Solution Development

• Project Planning

• Business Analysis

• Change Management/Controls

• Business Intelligence

Microsoft Service Offerings

Why PCM Microsoft Services for Office 365 Deployment? • Extensive Office 365 Deployment Experience

• Annually Migrate 50+ Customers to Office 365

• Cable One – Migrated 2,100 users to Office 365

• PNC Bank – Level 2 Help Support for Office 365 for 20,000 user migration

• 24x7 Helpdesk Support for End Users and Admins

• Three months of free End User training through BrainStorm

• Microsoft Gold Certified in Cloud Platform and Communications

• Microsoft Funding

Why PCM Microsoft Services for Azure Implementation? • Extensive Azure Experience

• SIRVA – Helping customer move 1,000 VMs to Azure

• Risk Management Solutions – Helping the customer with several Azure projects and they are considering moving their data center to Azure

• Hosting Agnostic to Support Hybrid Model • Azure

• Our Data Centers

• Customer Data Center

• Managed Services for Azure (Monitoring, Issue Management, etc.)

• Microsoft Gold Certified in Cloud Platform and Cloud Productivity

• Microsoft Azure Everywhere and Assessment Certified • Microsoft Funded Assessment and Workshops

Microsoft Customer Immersion Experience (CIE)

Customers have the opportunity for hands on experience with Microsoft’s productivity suite, including:

• Devices

• Cloud

• Social

• Control

CSP Tiered Support

Service Essentials Advanced Premiere

On-Boarding White glove on-boarding and concierge included

White glove on-boarding and concierge included

White glove on-boarding and concierge included

Billing Support Direct Access to Billing Support Direct Access to Billing Support Direct Access to Billing Support

Service Desk Named Admin 24x7 Support End User 24x7 Support Named Admin 24x7 Support

Monitoring and Service Health *Coming Soon *Coming Soon *Coming Soon

Cloud Advisor Monthly consumption updates and advisory services

Monthly consumption updates and advisory services

SAM Services Enterprise-Wide Microsoft SAM Engagement

Migration Services Basic Email Migration Included

THANK YOU