Tony Madigan Director, Dynamics Pricing & Licensing [email protected].
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Transcript of Tony Madigan Director, Dynamics Pricing & Licensing [email protected].
Tony MadiganDirector, Dynamics Pricing & [email protected]
Dynamics Pricing & Licensing: Review of FY07
• Q1:– Business Ready Licensing– Software License Terms– Product Line and Edition Transitions
• Q2:– Business Ready Licensing (Adjustments)– Dynamics CRM on Dynamics ERP pricelists
• Q3:– Multi-Site Agreement– License Model Transitions
• Q4:– Dynamics Client for Office– Global Volume Agreement (Pilot)
Pricelists to Programs: BRL to MA to GVA
What does Business Ready Licensing offer to customers?
Value for Customers• Providing customers with more solution value at a lower
entry point • Addressing "11th user" and multi-site barriers • Concurrent user structure extends value to more
employees
Simplicity• Simplified packaging, pricing and enhancement terms and
conditions • No user count restrictions • Greater transparency
Expanded Deployment Options• More competitive for multi-site and divisional
implementations
BusinessEssentialsBusinessEssentials
Advanced ManagementAdvanced
Management
Advanced Management
Enterprise
Advanced Management
Enterprise
MA User Tiers * Qualifying Points BRL Tier
D From 51 to 75 25%
E From 76 to 160 35%
F From 161 to 500 40%
G From 501+ 45%
Multi-Site Agreement (MA) will Multi-Site Agreement (MA) will enable our customers the enable our customers the ability to purchase and deploy ability to purchase and deploy Dynamics BRL solutions across Dynamics BRL solutions across multiple sites.multiple sites.
*- Tier D available in emerging markets (APAC, GCR & LATAM)
MA Contract is signed with MSMA Contract is signed with MS
Multiple partners leverage Multiple partners leverage over term of MA Contractover term of MA Contract
Partner BPartner A
Customer
SSP-MBS
MA Contract
MA is based on points which MA is based on points which accumulate across customer accumulate across customer sitessites
1 foundation pack = 1 1 foundation pack = 1 pointpoint
1 user = 1 point 1 user = 1 point Points determine MA tier and Points determine MA tier and tiers E, F, G map to BRL tiers E, F, G map to BRL discountsdiscounts
Foundation Pack Foundation Pack discounteddiscounted
Term is 2yr + 1yr optionTerm is 2yr + 1yr option
GVA User Tiers Qualifying Points BRL Tier
F From 161 to 500 40%
G From 501 to 1000 45%
H From 1001 to 1500 50%
I From 1501+ 55%
Global Volume Agreement Global Volume Agreement (GVA) will enable our customers (GVA) will enable our customers the ability to purchase and the ability to purchase and deploy Dynamics BRL solutions deploy Dynamics BRL solutions across multiple sites.across multiple sites.
GVA Contract is signed with MBS GVA Contract is signed with MBS Lighthouse teamsLighthouse teams
Partner BPartner A
CustomerLighthouse
GVA Contract
GVA is based on GVA is based on forecastedforecasted points which accumulate across points which accumulate across customer sitescustomer sites
1 foundation pack = 1 point1 foundation pack = 1 point
1 user = 1 point 1 user = 1 point
25% upfront commitment25% upfront commitment
Annual Purchase Annual Purchase CommitmentsCommitments
Points determine GVA tier and Points determine GVA tier and tiers F to I map to BRL discountstiers F to I map to BRL discounts
Foundation Pack discountedFoundation Pack discounted
Term is 3 YearsTerm is 3 Years
How MA & GVA works
Global Volume Agreement (GVA)
• Same as BRL with the following adjustments:
• 161 point minimum forecast commitment
• 25% upfront purchase commitment
• Annual purchase commitments
• BRL Tier discount applicable to AME purchases
• Allows aggregation across sites (customers can thus obtain a higher user break tier)
• Three year contract
• Foundation Pack gets same discount as BRL users
• Tier discount & AME discount reflected in BREP
Note: the country of customer site location = country price list used for both BRL & MBL
Multi-site Agreement (MA)
• Same as BRL with the following adjustments:
• 76 point minimum on first batch of orders (ordered simultaneously)
• Allows aggregation across sites (customers can thus obtain a higher user break tier)
• Two year contract
• Foundation Pack gets same discount as BRL users
• Tier discount reflected in BREP
© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or
implied, in this summary.