T-36 Lifecycle Management

MANAGING THE ENTERPRISE

AGREEMENT FOR SUCCESS

Craig MartynEnterprise Licensing ManagerMicrosoft Australia

Danny BeckLicensing Marketing ManagerMicrosoft Australia

THE FIRST YEAR

THE SECOND YEAR

THE THIRD YEAR

T-36 GAME PLAN

T-36 is the proactive Customer engagement process to take a long-term view of the account and creates a discipl ined approach to maximizing customer value in their relationship with Microsoft and ensuring EA renewal

Benefi t to Customers: Realize Value in their Investment in Annuity agreement Proactive post-sales engagement by Microsoft to elevate relationship to

trusted advisor

Benefi t to Microsoft: Build Better Customer Relationships Increase CPE Drive One Microsoft (Services / EPG / Partner) Increase customer adoption cycle of current MS technology and drive

standardization Predictable sales execution Accelerate Revenue Growth Drive higher EA renewal rates, TU’s Greater accountability

WHAT IS T-36?

ACCOUNT PLANNING

• Customer Pain Points• Competition• Existing Infrastructure• Buying Cycle• Relationship coverage

Build Knowledge

• State of Deployment• Deployment Blockers• Potential Issues• Exec Support

Plan for value through

Deployment • Develop Account Team• Develop and leverage the Microsoft Resources (people / IP)• Determine Partners at play• Use MLS to ensure customer knows their current MS portfolio• Use EBR’s to ensure customer, partner, MS alignment

Drive Engagement

• Set the engagement rhythm• Develop deployment plans• Activate and consume their SA benefits• Focus on active up-selling

Year 1

• Review EBR plans• Discuss value delivered• Drive IO opportunities, POC’s, Projects• Discuss usage baseline and deployment status

Year 2

• Demonstrate accumulated business value• Renewal EA with minimal discounts and

concessions• Focus on up-selling / cross-selling

Year 3

EXECUTIVE BUSINESS REVIEWS

INFRASTRUCTURE OPTIMIZATION

BASICSTANDARDIZ

EDRATIONALIZE

D DYNAMIC

Costs

Cost Center More Efficient Cost Center

Business Enabler

Strategic Asset

Uncoordinated, manual

infrastructure

Managed IT Infrastructure

with limited automation

Managed and consolidated IT Infrastructure

with maximum automation

Fully automated management,

dynamic resource Usage , business

linked SLA’s

INFRASTRUCTURE OPTIMIZATION

Manage complexity & Achieve Agility

• People Ready MessageTell the Microsoft

Story

• Leverage IO capabilities• Define growth strategy in the account

Build the A/C Plan

• Demonstrate the benefits of an Optimized InfrastructureUser the Alinean

ROI tool

• Identify partners who can deliver and support solutions• Work with MS Partner Team UnitEngage a Partner

• Follow best practice deployment methodology• Establish deployment plan including milestones• Report deployment data to Microsoft

Establish the Deployment Plan

INFRASTRUCTURE OPTIMIZATION

True Up is a yearly check point for YoY growthCustomers can use software anytime during the yearTrue Up saves time through simple, consolidated and

annual orderPricing set at the contract signingMinimum one True Up order per year (multiple orders

accepted)

TRUE UP GUIDANCE

Review the customer CPSKnow the desktop configuration as defined by the EAReview customer annual report and have an idea of

YoY employee growthMS a/c team and LAR keep in regular contactEnsure customer has a clear understanding of

qualified desktopsFocus on potential step-up SKU’s

Offi ce Pro to Enterprise Core CAL to ECAL Upsell to Platform EA including MDOP Upsell additional technologies (Server, CAL’s, MSDN,

TechNet)

TRUE UP GUIDANCE

Comprehensive maintenance offering (more than just upgrades!)

More than 15 types of benefits providing a range of services Stay current Budget predictability Peace of mind Maximize staff capabilities

5 Step ProcessBenefits must be ACTIVATEDAnd then consumed……

SOFTWARE ASSURANCE GUIDANCE

Plan

Deploy

Use

Maintain

Transition

Customer Concerns Software Assurance Benefit

How SA Benefits Helps

Cost and complexity of deployment

Planning Services (DDPS, SDPS, EDPS, BVPS)

Provides customers with pre-defined consulting services to develop a deployment plan

Getting value from legacy systems

Windows Fundamentals for Legacy PC’s

Minimal OS based on WinXP SP2 – use old hardware without compromising security and management

Training Employees Training Vouchers, E-Learning

Help employees get up to speed with MS technology

Budget Unpredictability Spead Payments Spread the cost of purchasing over 3 year agreement

SOFTWARE ASSURANCE BENEFITS

SA BENEFITS – PLAN PHASE

Customer Goals SA Benefit Customer Value• Budget Predictability• Control & Manage IT

costs• Align IT investment with

latest products

New Version Rights Lower operating expenses such as technical support, deployment costs. Easy license management

Spread Payments Lower initial cash outlay and predictable budgeting for 3 years

Plan

Deploy

Use

Maintain

Transition

Customer Goals SA Benefits Customer Value• Maximize value through

deployment• Reduce cost and

complexity of deployment• Automate deployment• Increase productivity of IT

staff

Desktop Deployment Planning Services (DDPS)

Reduce cost & complexity of deployment delivered by certified partner

Information Worker Planning Services (SDSP, EDPS)

Reduce cost & complexity of deployment delivered by certified partner

Windows Pre-Installation Environment (WinPE)

IT Productivity through powerful preparation tools for OS deployment and maintenance

SA BENEFITS – DEPLOY PHASE

Plan

Deploy

Use

Maintain

Transition

Customer Goals SA Benefit Customer Value• Improve worker

productivity• Enhance employee skills

and knowledge

Windows 7 Enterprise Additional security, management and IT efficiency

SA Training Vouchers IT Pro skills development, improve productivity and lower support costs

E-Learning End User training, reduce employee training costs, increase productivity

Employee Purchase Plan Staff satisfaction and ability to work from home

Home Use Rights Improve employee productivity

SA BENEFITS – USE PHASE

Plan

Deploy

Use

Maintain

Transition

Customer Goals SA Benefits Customer Value• Technical Support• IT Best Practice• Issue Resolution

24/7 Problem Resolution Reduce downtime and lower support costs

TechNet Subscription Savings on media and improved technical knowledge and support

Corporate Error Reporting Enables IT staff productivity reducing downtime and problem resolution

Cold Back up for Disaster Recovery

Save on the full cost of a license for additional servers

SA BENEFITS – MAINTAIN PHASE

Plan

Deploy

Use

Maintain

Transition

Customer Goals SA Benefits Customer Value• Support while upgrading• Operate effectively in a

mixed environment• Support for legacy

systems• Smooth the transition to

new releases

Windows Fundamentals for Legacy PC’s

Delay hardware upgrades (cash flow savings), save on support costs, improve productivity and security

SA BENEFITS – TRANSITION PHASE

Plan

Deploy

Use

Maintain

Transition

Windows ClientVirtual desktop access

(VDA) rights Extended roaming rights

for primary user to access virtual desktop from outside of the corporate network

Device license: Windows SA lapse means new PCs cannot be upgraded to Windows Enterprise

Offi ce, Visio, ProjectNew roaming rights

operating in virtual environments

Rights grant single, primary users of a licensed device to remote into their Offi ce desktop from an off-premise, 3rd party device

Customers who have Windows SA and VDA are not eligible for Offi ce Roaming Use rights unless they have active SA on Offi ce.

NEW SA BENEFITS ( JULY 1, 2010)

Manage and control software acquisitions throughout the software lifecycle

SAM ISO (19770-1) describes international principles of SAM

It’s about knowing what software you have, where it is deployed, version control, and how organization change aff ects software management

SAM benefits customers, LAR and Microsoft Compliance Knowledge and control Cost reduction Increased security

SAM is NOT about up-sell!

SOFTWARE ASSET MANAGEMENT (SAM)

SAM strategy supports T-36 as part of every account plan

SAM provides customers with Better acquisition strategy Better implementation and management controls Software lifecycle process

SOFTWARE ASSET MANAGEMENT (SAM)

Step 1: Monitor all EA’s within 18 months • Ensure deployment projects on track• Ensure tight alignment between MS , LAR

and partners• Report status updates to all stakeholders• Leverage T-36 Playbook as best practice

Step 2: Conduct EA value briefing no later than 12 months from renewal

• Discuss existing EA and focus on renewal benefits

Step 3: Start working with LAR and LSS team on right price structure (target and floor)

• Structural – macro factors, industry, competition

• Adoption – deployment programs• Prior EA – understand customers attitude

to their existing EA• Alternatives – What else might the

customer decided to do?• Non Price Concessions – other than price,

what other concessions might interest the customer?

• Relationship – status and does the customer consider MS a trusted advisor?

Step 4: Pricing Strategy

T-18 EA RENEWAL ENGAGEMENT

Step 5: Ensure all EA documentation is up to date

• Know the CPS and existing discounts• Any special considerations• Licensing changes over the past 3 years

Step 6: Build all up EA proposal • Understand customer needs• Business Value of MS technology• EA value proposition• SA Benefits and consumption plan• Net cost of the EA v business value• Services Offerings• Partner Offerings

T-18 EA RENEWAL ENGAGEMENT

WHAT IS A PLATFORM EA?

Windows Client

OS

Office System

Core CAL / ECAL

MDOP

Windows OEM v Volume Licensing is an important discussion during the EA negotiations

Many EA’s do not include Windows Client OSValue proposition has improved significantly during

the past 3 years Windows 7 Enterprise Edition Rights to MDOP subscription Virtual desktop access (VDA) rights Extended roaming rights for primary user to access virtual

desktop from outside of the corporate network Device license: Windows SA lapse means new PCs cannot

be upgraded to Windows EnterpriseMDOP Subscription helps secure Windows Client OSPOC’s available in FY11 to drive EA attach

WINDOWS CLIENT / MDOP

MDOP includes several technologies Application Virtualization Microsoft Enterprise Desktop Virtualization Advanced Group Policy Management (AGPM) Disaster and Recovery Toolkit (DaRT) Asset Inventory Services (AIS) Desktop Error Monitoring (DEM)

Subscription offering tied to Windows Client SAProducts cannot be purchased individually

MICROSOFT DESKTOP OPTIMIZATION PACK

Majority of EA’s include Microsoft Offi ce (usually 50% of EA revenue)

Offi ce is considered the most “at risk” component to most renewing EA’s

Deployment of Offi ce is CRITICAL to keeping Offi ce in the deal

New Licensing Benefits to keep offi ce relevant New roaming rights operating in virtual environments Rights grant single, primary users of a licensed device to

remote into their Offi ce desktop from an off-premise, 3rd party device

Customers who have Windows SA and VDA are not eligible for Offi ce Roaming Use rights unless they have active SA on Offi ce.

OFFICE SYSTEM

Know the customer

• Have a detail account plan• Know the product deployment

status• Set and review customer

conditions of satisfaction

Know the Programs

• SA benefits consumption• True Up Obligations• Engage with the product groups

Early Preparatio

n

• Start renewal process 18 months out

• Ensure LAR, SI and MS are aligned

• Understand potential road blocks

KEY TAKE AWAY’S

T-36 Lifecycle Management

THANK YOU