grow your business through microsoft’s licensing programs november 22, 2006

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


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


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.


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


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.


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


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.


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.


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


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.


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.


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


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.


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


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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


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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


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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

grow your business through microsoft’s licensing programs november 22, 2006

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