selling windows vista – articulating business value rory bosman microsoft australia

Selling Windows Selling Windows Vista – Vista – articulating articulating Business ValueBusiness ValueRory BosmanMicrosoft Australia

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Objectives of todayObjectives of today

Develop a good Develop a good understanding ofunderstanding of

Sales pitches for Sales pitches for Windows Client Volume Windows Client Volume LicensingLicensing

Windows Vista Velocity Windows Vista Velocity ProfilesProfiles

Profile-specific sales Profile-specific sales pitchespitches

Windows Client Volume Windows Client Volume License PromotionsLicense Promotions

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AgendaAgenda

Offerings by Channel & Timeline to MarketOfferings by Channel & Timeline to Market

Partner opportunitiesPartner opportunities

Software Assurance introductionSoftware Assurance introduction

Vista Velocity profiles overviewVista Velocity profiles overview

Profile-specific pitchesProfile-specific pitches

ResourcesResources

Call to actionCall to action

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Offerings By ChannelOfferings By Channel

Packaged Product at Retail (FPP)

OEM Pre-installed PCs& System Builder PCs

Volume Licensing ExclusiveSA/EA Benefit

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Difference between Vista Difference between Vista Business and Vista EnterpriseBusiness and Vista Enterprise

OEM licenses with new PC OEM licenses with new PC purchasepurchase

Vista BusinessVista Business Vista EnterpriseVista Enterprise

Software Assurance or Software Assurance or Enterprise AgreementEnterprise Agreement

Better offering for Better offering for businesses:businesses: Helps Helps businesses and mobile businesses and mobile professionals more professionals more effectively find and use effectively find and use information while information while reducing IT costsreducing IT costs

How to get How to get it?it?

What is its What is its positioning?positioning?

Best offering for businesses:Best offering for businesses: Most full-featured desktop Most full-featured desktop OS for businesses of any size OS for businesses of any size

with exclusive features with exclusive features designed designed to enhance data protection to enhance data protection and significantly lower IT and significantly lower IT costs and riskcosts and risk

VSVS

Integrated, global searchIntegrated, global searchImproved mobility Improved mobility managementmanagementReduced Reduced deployment/support costsdeployment/support costsEnhanced security & Enhanced security & compliancecompliance

What are its What are its core core features?features?

Core features of Vista BusinessCore features of Vista BusinessFour additional exclusive Four additional exclusive featuresfeaturesWindows BitLocker Drive Windows BitLocker Drive

EncryptionEncryptionVirtual PC Express Virtual PC Express Multi-lingual User InterfaceMulti-lingual User InterfaceSoftware Architecture for UnixSoftware Architecture for Unix

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Q3 FY07Sept 2005Developer

engagement

PDCQ1 CY 2006

Enterprise engageme

nt

Enterprise CTP

Q2 CY 2006Broad

engagement

Customer Preview Program

Partner CTP

Dec 2005Partner

engagement

Regular CTP

releases until RTM

Timeline to marketTimeline to market

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AgendaAgenda

Offerings by Channel & Timeline to MarketOfferings by Channel & Timeline to Market





ResourcesResources


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Partner Opportunities For Windows Client Partner Opportunities For Windows Client Enterprise, Select and Open Agreements and Enterprise, Select and Open Agreements and Software AssuranceSoftware Assurance

Increased revenue for partnersIncreased revenue for partnersNew compelling value proposition for New compelling value proposition for Windows Client SAWindows Client SA

Delivers more value to customersDelivers more value to customers

More efficient to sell – clear differentiated More efficient to sell – clear differentiated valuevalue

Increased customer standardization on the Increased customer standardization on the Microsoft stackMicrosoft stack

Platform EA providing sizable future renewal Platform EA providing sizable future renewal opportunitiesopportunities

Enhanced customer relationships for Enhanced customer relationships for partnerspartners

SA delivering real enterprise and business SA delivering real enterprise and business valuevalue

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Customer CampaignsCustomer Campaigns

Windows Vista Enterprise Positioning StatementWindows Vista connects people to information, enables mobile and remote productivity, reduces deployment and support costs, and provides a more secure and compliant desktop platform

Mobile & Remote Productivity

Windows Vista enables mobile and remote professionals to easily and more securely connect to information, networks, and people

Empowering People With Information/Enterprise Search

Infrastructure Optimization

Security & Compliance

Windows Vista improves productivity by helping individuals to find and organize information quickly, easily, reliably, and more securely

Windows Vista enables IT Professionals to reduce the complexity and cost of deploying and supporting a more secure, reliable, and manageable desktop infrastructure

Windows Vista reduces business risk, better protects data, and contributes to regulatory compliance with a more controllable and secure environment

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Capture renewed customer interest

Drive incremental

revenue

Windows Vista launch in FY07_Q2

SAB 3.0 launched in March 2006

Value of Value of Software Software

Assurance has Assurance has never been never been

greatergreater Limited-time offers:

Attach SA to PCs within 180 days of purchaseUp-sell from U to U&SA with 30% discount on the U

Unique Window of Opportunity to Unique Window of Opportunity to Sell Windows Client Volume LicensingSell Windows Client Volume Licensing

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Limited-time Offer OverviewLimited-time Offer Overview

OfferOffer

Attach SA Attach SA to PCs to PCs purchased purchased within last within last 180 days 180 days (90-day (90-day attach attach program program remains in remains in place)place)

PitcPitchh

When you first purchased When you first purchased PCs, MS had not yet PCs, MS had not yet publicized the new benefits publicized the new benefits in SAB 3.0 and so we are in SAB 3.0 and so we are running a limited-time running a limited-time offeroffer to give you the to give you the opportunity to add SA to opportunity to add SA to your PCsyour PCs

Until Jun 30, 2006, you will Until Jun 30, 2006, you will have the opportunity to have the opportunity to attach SA to your PCs attach SA to your PCs purchased within the last purchased within the last 180 days180 days

With SA, you get:With SA, you get:The rights to Windows Vista The rights to Windows Vista for less than the cost of an for less than the cost of an upgrade licenseupgrade license

Exclusive access to SAB 3.0 Exclusive access to SAB 3.0 benefits, including Vista benefits, including Vista Enterprise (a premium Enterprise (a premium version of Vista for business version of Vista for business customers)– you can’t buy customers)– you can’t buy Vista Enterprise any other Vista Enterprise any other way!way!

Target segmentTarget segment

Customers Customers (with 250-500 (with 250-500 PCs) who PCs) who purchased purchased PCs without PCs without SA between SA between Oct 1, 2005 Oct 1, 2005 and Mar 31, and Mar 31, 20062006

SA-SA-attachattach

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Limited-time Offer OverviewLimited-time Offer Overview

OfferOffer PitcPitchh

Target segmentTarget segment

Purchase Purchase U&SA, instead U&SA, instead of U, with of U, with limited-time limited-time 30% discount 30% discount on Uon U

You are thinking about You are thinking about buying just the upgrade to buying just the upgrade to XP? If you add SA, it XP? If you add SA, it entitles you to upgrades to entitles you to upgrades to XP, Vista Business, and XP, Vista Business, and Vista Enterprise at a Vista Enterprise at a significant discount!significant discount!

Standardize your OS for Standardize your OS for more streamlined desktop more streamlined desktop management, saving management, saving money and increasing money and increasing productivityproductivity

With SA, you get:With SA, you get:The rights to Windows The rights to Windows Vista for less than the cost Vista for less than the cost of an upgrade licenseof an upgrade license

Exclusive access to SAB Exclusive access to SAB 3.0 benefits, including 3.0 benefits, including Vista Enterprise (a Vista Enterprise (a premium version of Vista premium version of Vista for business customers)– for business customers)– you can’t buy Vista you can’t buy Vista Enterprise any other way!Enterprise any other way!

Potential U Potential U customers customers who can be who can be effectively effectively up-sold to up-sold to U&SAU&SA

DiscounteDiscounted d

U&SAU&SA

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ResourcesResources


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Exciting New Windows Exciting New Windows ClientClient

Windows VistaWindows Vista will be launched towards the will be launched towards the end of FY07 Q2/3 end of FY07 Q2/3 – (dates TBC)– (dates TBC)

The biggest & best launch of Windows The biggest & best launch of Windows since Windows 95 rallying the industry – since Windows 95 rallying the industry – OEM’s, ISV’s, IHV’s, Partners, DevelopersOEM’s, ISV’s, IHV’s, Partners, Developers

New features, better business value, New features, better business value, improved security, and much more for improved security, and much more for business customers!business customers!

Software Assurance Benefits 3.0 March Software Assurance Benefits 3.0 March 2006 2006

A key deliverable is the new and exclusive A key deliverable is the new and exclusive benefits, including a premium version of the benefits, including a premium version of the OS called Vista Enterprise available OS called Vista Enterprise available exclusively for SA customersexclusively for SA customers

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Volume License and Software Volume License and Software Assurance from MicrosoftAssurance from Microsoft

*Volume License for Win Client is different than those for Office or Server Products. With a WC VL, you are buying an Upgrade license, which allows you to upgrade your PCs to latest commercially released version of the OS. Your original license comes from the OEM with the purchase of the PC**Can be added to Open and Select within 180 days of PC purchase during Q4; 90 days normally

What is a What is a Volume Volume License for License for Win Client?Win Client?

What is a What is a Volume Volume License for License for Win Client?Win Client?

What is What is Software Software Assurance?Assurance?

What is What is Software Software Assurance?Assurance?

Open AgreementOpen Agreement: No prior commitment and pay as you go: No prior commitment and pay as you go

Select AgreementSelect Agreement: Specified purchase volume over 3 years : Specified purchase volume over 3 years with greater discounts than Openwith greater discounts than Open

Enterprise AgreementEnterprise Agreement:: Coverage of entire enterprise with Coverage of entire enterprise with greatest discounting and spread payments over 3 years; greatest discounting and spread payments over 3 years; Software Assurance is includedSoftware Assurance is included

Ability to purchase U* at a steep discount from Ability to purchase U* at a steep discount from MicrosoftMicrosoft

All commercially released future versions of the Windows All commercially released future versions of the Windows Client during the term of the agreement (EA, Select - 3 years; Client during the term of the agreement (EA, Select - 3 years; Open 2 years)Open 2 years)

Deployment, training, support, tools, and other servicesDeployment, training, support, tools, and other services

Windows Vista Enterprise, exclusively for our SA customers. Windows Vista Enterprise, exclusively for our SA customers. Windows Vista Enterprise is a premium version of Vista with Windows Vista Enterprise is a premium version of Vista with special features for Enterprisespecial features for Enterprise

Windows Fundamentals for Legacy PC’sWindows Fundamentals for Legacy PC’s

Software Assurance is a maintenance offering that Software Assurance is a maintenance offering that maximizes the value of your software investmentmaximizes the value of your software investment. SA . SA can be added to Open and Select** (already included in the can be added to Open and Select** (already included in the Enterprise Agreement) and provides the rights to:Enterprise Agreement) and provides the rights to:

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Value of Software Assurance for Value of Software Assurance for Windows Client is strong!Windows Client is strong!Software Assurance for Windows Client maximizes the value of Software Assurance for Windows Client maximizes the value of the software investment through differentiated technology, the software investment through differentiated technology, integrated solutions and future upgrade rightsintegrated solutions and future upgrade rights

Differentiated technology

Integrated solutions

Future upgrade rights

Windows Vista Enterprise, available Windows Vista Enterprise, available exclusively with SA, is the optimal OS exclusively with SA, is the optimal OS

for all of your business desktopsfor all of your business desktops

SA includes an integrated SA includes an integrated suite of products, services, suite of products, services,

and support to maximize and support to maximize your investment in the OS your investment in the OS

throughout the software throughout the software lifecyclelifecycle

SA customers enjoy SA customers enjoy perpetual rights to all perpetual rights to all future versions of the OS future versions of the OS that are released during that are released during the term of the term of their agreement their agreement

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Software Assurance 3.0Software Assurance 3.0Providing technology, services, support and financing to Providing technology, services, support and financing to manage the software lifecyclemanage the software lifecycle

New Version Rights

Spread Payments

Windows Vista Enterprise

Virtual PC Express for SA

Training – Extended Vouchers for Enterprise Customers

eLearning

Home Use Program

Employee Purchase Program

Enterprise Source License Program

Desktop Deployment Planning Services

Information Work Solution Services

Windows Pre-Installation EnvironmentExtended Hotfix

Support

Windows Fundamentals for Legacy PCs

24x7 Business Critical Support for Problem Resolution

TechNet Plus

Cold Backups for Disaster Recovery

Corporate Error Reporting

Items in green are new for 2006

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Available exclusively to Windows Client Software Assurance customers, Available exclusively to Windows Client Software Assurance customers, Windows Vista Enterprise is the OS solution optimized for medium and Windows Vista Enterprise is the OS solution optimized for medium and large sized organizationslarge sized organizations

Windows Vista Enterprise includes features you expect from our Windows Vista Enterprise includes features you expect from our standard professional OS version, plus additional new functionality to standard professional OS version, plus additional new functionality to maximize your desktop investmentmaximize your desktop investment

Enhanced Data Protection

Windows® BitLocker™ Drive Encryption

Subsystem for Unix-Based Applications

(SUA)

Virtual PC Express for Windows Vista

Multi-Lingual User Interface Packs

(MUI)

Windows Vista Enterprise EditionWindows Vista Enterprise EditionValue above and beyond Vista BusinessValue above and beyond Vista Business

Data Protection Application Compatibility

Worldwide Deployment

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AgendaAgenda





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Velocity Profiles are a new way of Velocity Profiles are a new way of delivering targeted customer delivering targeted customer messages based on a customer’s need messages based on a customer’s need profile (1/2)profile (1/2) Group of customers who have a Group of customers who have a

similar approach towards the nature similar approach towards the nature and importance of desktops in their and importance of desktops in their business business

Each has different needs which Each has different needs which resonate with different parts of the resonate with different parts of the VL offeringVL offering

Results of analysis of hundreds of Results of analysis of hundreds of hours of interviews and tested in the hours of interviews and tested in the fieldfield

What is a What is a Velocity Velocity Profile?Profile?

How does How does this help me?this help me?

Quickly identify the core needs of Quickly identify the core needs of your customers to effectively sell your customers to effectively sell Windows Client under VLWindows Client under VL

Delivery of simple, targeted Delivery of simple, targeted messages on features of Windows messages on features of Windows Client VL that address the core needs Client VL that address the core needs of your customersof your customers

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Velocity Profiles are a new way of Velocity Profiles are a new way of delivering targeted customer delivering targeted customer messages based on a customer’s need messages based on a customer’s need profile (2/2)profile (2/2)Are profiles Are profiles company- or company- or role-specific ?role-specific ?

Profiles are company-specific rather Profiles are company-specific rather than role-specific, because based on than role-specific, because based on company strategy for the desktopcompany strategy for the desktop

Will need to tweak message based Will need to tweak message based on person, but final purchase on person, but final purchase decision will depend on the company decision will depend on the company profileprofile

What works What works best with best with these profiles?these profiles?

Delivering targeted messages to Delivering targeted messages to these profiles is most effective in these profiles is most effective in closing a saleclosing a sale

New way of selling to New way of selling to customers based on needs customers based on needs rather than “one-size-fits-rather than “one-size-fits-

all” or “one-off” all” or “one-off” customizationcustomization

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Four need-based customer profiles Four need-based customer profiles (1/2)(1/2)Value-focusedValue-focused

Focus on improving end-Focus on improving end-user productivity from user productivity from PC activitiesPC activities

Often have a demanding Often have a demanding PC user group with PC user group with strong input into the IT strong input into the IT decision processdecision process

Business Business valuevalue

Focus on improving Focus on improving quality of desktop IT quality of desktop IT infrastructure, with goal infrastructure, with goal of improving of improving competency or status of competency or status of IT organizationIT organization

Often invest in reducing Often invest in reducing risk from security, risk from security, stability, and stability, and compliance issues to compliance issues to drive IT spendingdrive IT spending

IT valueIT value

Cost is not the issue – I need to keep my users

productive!

Cost is not the issue – I need our IT to be world class!

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Four need-based customer profiles Four need-based customer profiles (2/2)(2/2)Cost-focusedCost-focused

Focus on a holistic Focus on a holistic perspective of desktop perspective of desktop costs including costs including deployment, deployment, maintenance and maintenance and supportsupport

Desktop not strategic to Desktop not strategic to businessbusiness

TCO managerTCO manager

Focus on short-term Focus on short-term software acquisition software acquisition costscosts

Do not include Do not include maintenance or other maintenance or other embedded costsembedded costs

Often do not view IT as Often do not view IT as core to the operations of core to the operations of their businesstheir business

Cash managerCash manager

Desktop is not a value center to me – I need to keep my TCO

really low!

I need to keep my upfront costs

low (even though I might

say TCO, I really just care about upfront costs!!)

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Identifying Your Customer TypeIdentifying Your Customer TypeAsking The Right Questions To Create The Right Profile

Q1:Q1: Is cost management and reducing IT spending Is cost management and reducing IT spending the primary goal of the IT organization?the primary goal of the IT organization?

YESYES: IT investment decisions are made on a cost : IT investment decisions are made on a cost savings basis, rather than on "value" creation. savings basis, rather than on "value" creation. This customer belongs to the Cash Manager or This customer belongs to the Cash Manager or TCO Manager profile. Proceed to Q2A TCO Manager profile. Proceed to Q2A

NONO: Generating value (stability, security, productivity) : Generating value (stability, security, productivity) is the most important goal, with the costs is the most important goal, with the costs incurred viewed as a secondary consideration. incurred viewed as a secondary consideration. This customer belongs to the IT Value or Business This customer belongs to the IT Value or Business Value profile. Proceed to Q2BValue profile. Proceed to Q2B

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Q2AQ2A:: Are management and support costs Are management and support costs considered by the customer in making the considered by the customer in making the purchase decision?purchase decision?

YESYES: The customer has defined metrics for tracking : The customer has defined metrics for tracking the Total Cost of Ownership. This is a TCO the Total Cost of Ownership. This is a TCO Manager customerManager customer

NONO: The customer is primarily concerned with the : The customer is primarily concerned with the cost of acquisition and does not consider cost of acquisition and does not consider management or support costs. This a Cash management or support costs. This a Cash Manager customerManager customer

Identifying Your Customer TypeIdentifying Your Customer TypeAsking The Right Questions To Create The Right ProfileAsking The Right Questions To Create The Right Profile

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Q2B:Q2B: Is the IT organization’s primary incentive Is the IT organization’s primary incentive increasing end-user productivity?increasing end-user productivity?

YESYES: The IT organization makes major investment : The IT organization makes major investment to significantly increase end-user productivity to significantly increase end-user productivity across the enterprise. This is a Business Value across the enterprise. This is a Business Value customercustomer

NONO: The IT organization has not made any major : The IT organization has not made any major investments to significantly increase end-user investments to significantly increase end-user productivity and is more concerned about the productivity and is more concerned about the central IT infrastructure. This is an IT Value central IT infrastructure. This is an IT Value customercustomer

Identifying Your Customer TypeIdentifying Your Customer TypeAsking The Right Questions To Create The Right ProfileAsking The Right Questions To Create The Right Profile

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AgendaAgenda





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How to pitch EA, Select, Open with SA How to pitch EA, Select, Open with SA to customersto customers

Pitch Vista Pitch Vista tailoring tailoring value value proposition proposition to the to the customer customer profileprofile

Pitch the Pitch the overall overall value WC value WC VL VL proposition proposition as needed as needed for the for the customercustomer

Open the Open the “Why VL “Why VL now” now” conversaticonversationon

Pitch the Pitch the profile-profile-specific specific value value propositionproposition

Will be Will be used to used to tailor the tailor the conversaticonversation to core on to core customer customer needsneeds

Tailor Tailor objections objections answers to answers to specific specific profilesprofiles

Pitch Vista Pitch Vista value value propositionproposition

Pitch Pitch overall WC overall WC VL value VL value propositionproposition

Pitch Pitch profile-profile-specific EA specific EA value value propositionproposition

Handle Handle objectionsobjections

IdentifyIdentifycustomercustomer

profileprofile

Step 1Step 1 Step 2Step 2 Step 3Step 3 Step 4Step 4

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For more detail on For more detail on how to profile, see how to profile, see

the detailed the detailed description in description in

other tools and other tools and resources sectionresources section

Identify customer profiles by Identify customer profiles by asking few simple questionsasking few simple questions

Business Business valuevalue

IT valueIT value

TCO TCO managermanager

Cash Cash managermanager

Which would Which would you consider you consider more more important to important to your company: your company: cost cost management management of your IT of your IT spend or spend or generating generating increased increased value from value from your IT your IT investments?investments?

ValueValue

CostCost

Are management Are management and support and support costs strongly costs strongly considered by considered by the customer in the customer in the purchase the purchase decision?decision?

Is the IT Is the IT organization’s organization’s primary incentive primary incentive increasing end-increasing end-user productivity?user productivity?

YesYes

NoNo

YesYes

NoNo

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Software Assurance introduction Software Assurance introduction



Business Value CustomerBusiness Value Customer

IT Value CustomerIT Value Customer

TCO ManagerTCO Manager

Cash ManagerCash Manager

ResourcesResources


AgendaAgenda

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Step 1: Pitch Windows VistaStep 1: Pitch Windows VistaWindows Vista can help you increase Windows Vista can help you increase end-user productivityend-user productivity

Increase mobile productivityIncrease mobile productivity

Enable instant collaborationEnable instant collaboration

Help users find informationHelp users find information

Synchronize data effectivelySynchronize data effectively

Help users recover lost dataHelp users recover lost data

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Step 2: Pitch overall WC VLStep 2: Pitch overall WC VLEA can help you in your Windows Client purchaseEA can help you in your Windows Client purchase

Acquire the Acquire the latest latest software at software at the lowest the lowest priceprice

WinClient Volume Licensing is WinClient Volume Licensing is the the most cost-effective waymost cost-effective way to to acquire upgradesacquire upgrades. The savings . The savings grow when you purchase the grow when you purchase the platform Desktop Pro EA – the cost platform Desktop Pro EA – the cost is only a few dollars per PC a is only a few dollars per PC a monthmonth

Simplified Simplified license license managemenmanagementt

An EA gives you An EA gives you peace of mind peace of mind when it comes to compliancewhen it comes to compliance – – you can easily ensure that all of you can easily ensure that all of Microsoft software is licensed with Microsoft software is licensed with our annual true-up process and our annual true-up process and single license keysingle license key

Simplified Simplified software software technology technology decisionsdecisions

With an EA you always have With an EA you always have access to the full range of access to the full range of Microsoft softwareMicrosoft software so that you so that you can quickly and easily meet the can quickly and easily meet the changing technology needs of changing technology needs of your organizationyour organization

BenefitsBenefits

With Windows With Windows Vista, new Vista, new benefits, and benefits, and exclusive rights to exclusive rights to Windows Vista Windows Vista Enterprise, EA has Enterprise, EA has never been more never been more attractiveattractive

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Step 3: Pitch EAStep 3: Pitch EAAn EA can help increase your business An EA can help increase your business productivity productivity

* Only available in SA today; will be available as part of Vista Professional in late 2006

Vista Enterprise includes tools like MUI, Virtual PC Vista Enterprise includes tools like MUI, Virtual PC Express, and WinPE* that will help Express, and WinPE* that will help speed up the speed up the deployment process of Windows Vista deployment process of Windows Vista by by reducing the number of image builds and faster reducing the number of image builds and faster application compatibility validation and resolutionapplication compatibility validation and resolution

Faster, Faster, simpler path simpler path to deploying to deploying VistaVista

Protected Protected mobile mobile workforceworkforce

Vista Enterprise can Vista Enterprise can help your mobile workers help your mobile workers be as protected as possible in the event of a be as protected as possible in the event of a lost or stolen laptoplost or stolen laptop with with BitlockerBitlockerTMTM Drive Drive EncryptionEncryption security that is integrated with security that is integrated with Active Directory, making it easier to deploy, Active Directory, making it easier to deploy, manage, and supportmanage, and support

Improving Improving end-user end-user productivityproductivity

The Vista Enterprise Edition available through SA The Vista Enterprise Edition available through SA extends the productivity enhancements of Vista extends the productivity enhancements of Vista with exclusive tools like Corporate Error with exclusive tools like Corporate Error Reporting (CER) that Reporting (CER) that help improve OS images help improve OS images and ensure that your users enjoy maximum and ensure that your users enjoy maximum uptime and error-free computinguptime and error-free computing

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Step 4: Handle objectionsStep 4: Handle objections

QQAAHundreds of thousands of laptops are Hundreds of thousands of laptops are stolenstolen worldwide each yearworldwide each year. In the U.S. . In the U.S. itself upwards of half a million laptops are itself upwards of half a million laptops are stolen each year. According to a report from stolen each year. According to a report from the Computer Security Institute/FBI Computer the Computer Security Institute/FBI Computer Crime and Security Survey, a Crime and Security Survey, a single laptop single laptop theft will result in an average business theft will result in an average business loss of $89,000loss of $89,000, making the actual hardware , making the actual hardware just a fraction of the total cost. just a fraction of the total cost. BitLocker™ BitLocker™ Drive EncryptionDrive Encryption available through the Vista available through the Vista Enterprise edition which is exclusive to SA Enterprise edition which is exclusive to SA provides you with provides you with protection against these protection against these losseslossesVolume licensing is the best way of getting Volume licensing is the best way of getting insight into Microsoft’s development roadmap. insight into Microsoft’s development roadmap. Our Account Managers work closely with EA Our Account Managers work closely with EA and SA customers to ensure that they have and SA customers to ensure that they have the the more updated information on the more updated information on the development roadmapdevelopment roadmap. In addition the . In addition the training programstraining programs conducted under the SA conducted under the SA benefits will help ensure that you are benefits will help ensure that you are up to up to date on the latest Microsoft technologydate on the latest Microsoft technology

I don’t need mobile I don’t need mobile securitysecurity

I can’t buy into I can’t buy into something without something without knowing the knowing the development roadmapdevelopment roadmap

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AgendaAgenda

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Step 1: Pitch Windows VistaStep 1: Pitch Windows VistaWindows Vista can help you increase Windows Vista can help you increase IT productivityIT productivity

Provide secure access to resourcesProvide secure access to resources

Defend against malicious softwareDefend against malicious software

Prevent theft of intellectual propertyPrevent theft of intellectual property

Provide improved wireless securityProvide improved wireless security

Take advantage of 64 bit computingTake advantage of 64 bit computing

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BenefitsBenefits


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Step 3: Pitch EAStep 3: Pitch EAAn EA can help improve the security and stability An EA can help improve the security and stability of your environmentof your environment

Windows Client Software Assurance and EAs provide Windows Client Software Assurance and EAs provide exclusive tools to help ensure a high level of protection exclusive tools to help ensure a high level of protection for your enterprise for your enterprise

Windows® BitLocker™ Drive Encryption provides a Windows® BitLocker™ Drive Encryption provides a more secure method of protecting data on lost of more secure method of protecting data on lost of stolen hard-disksstolen hard-disksLegacy PCs pose a security risk– with WLPC and Legacy PCs pose a security risk– with WLPC and Virtual PC Express, you can run more securely Virtual PC Express, you can run more securely without significant disruption to your ITwithout significant disruption to your IT

State-of the-State-of the-art IT securityart IT security

Windows Client Software Assurance and EAs provide Windows Client Software Assurance and EAs provide exclusive tools to help ensure a more stable PC exclusive tools to help ensure a more stable PC environment for your enterprise environment for your enterprise

The Multilingual User Interface (MUI) allows you to The Multilingual User Interface (MUI) allows you to deploy one image across multiple hardware and deploy one image across multiple hardware and language configurations, making it easier to manage language configurations, making it easier to manage images and increase stabilityimages and increase stabilityCutting edge IT organizations can use Corporate Error Cutting edge IT organizations can use Corporate Error Reporting which is the one of the most effective way Reporting which is the one of the most effective way for IT Administrators to identify how to dramatically for IT Administrators to identify how to dramatically improve OS stability with your suite of applicationsimprove OS stability with your suite of applications

Highest level Highest level of desktop of desktop stabilitystability

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QQAAVolume licensing is the best way of getting Volume licensing is the best way of getting insight into Microsoft’s development roadmap. insight into Microsoft’s development roadmap. Our Account Managers work closely with EA Our Account Managers work closely with EA and SA customers to ensure that they have and SA customers to ensure that they have the the more updated information on the more updated information on the development roadmapdevelopment roadmap. In addition the . In addition the training programstraining programs conducted under the SA conducted under the SA benefits will help ensure that you are benefits will help ensure that you are up to up to date on the latest Microsoft technologydate on the latest Microsoft technology

Corporate Error Reporting is about much more Corporate Error Reporting is about much more than monitoring Microsoft applications. It than monitoring Microsoft applications. It allows you to allows you to view and prioritize across all view and prioritize across all errorserrors that could be occurring across your that could be occurring across your suite of applications enabling you to suite of applications enabling you to improve improve desktop stability and securitydesktop stability and security. You also . You also have the option of deciding whether or not to have the option of deciding whether or not to send this data back to Microsoft, or keep it send this data back to Microsoft, or keep it only on your serversonly on your servers

How do I get to know How do I get to know the MS technology the MS technology roadmap?roadmap?

We mainly use standard We mainly use standard Microsoft applications, Microsoft applications, so CER doesn’t seem so CER doesn’t seem necessary if Microsoft is necessary if Microsoft is doing their jobsdoing their jobs

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ResourcesResources


AgendaAgenda

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Step 1: Pitch Windows VistaStep 1: Pitch Windows VistaWindows Vista can help reduce your Windows Vista can help reduce your Total Cost of OwnershipTotal Cost of Ownership

Reduce helpdesk costsReduce helpdesk costs

Lower image maintenance costsLower image maintenance costs

Reduce deployment costsReduce deployment costs

Reduce integration costsReduce integration costs

Reduce power costsReduce power costs

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BenefitsBenefits


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Step 3: Pitch EAStep 3: Pitch EAAn EA can help reduce your ongoing costs for a An EA can help reduce your ongoing costs for a PCPC

Vista Enterprise helps you overcome one of the Vista Enterprise helps you overcome one of the biggest challenges in upgrading by providing the biggest challenges in upgrading by providing the tools to ensure application compatibility. Virtual tools to ensure application compatibility. Virtual PC Express and SAU enable you to access PC Express and SAU enable you to access applications on other operating systems without applications on other operating systems without having to worry about the cost of rewriting most having to worry about the cost of rewriting most of your applicationsof your applications

Reduce Reduce costs for costs for application application compatibilitycompatibility

Deploy Vista Deploy Vista with fewer with fewer resourcesresources

With SA, you will get access to the Windows With SA, you will get access to the Windows Preinstallation environment today* which helps Preinstallation environment today* which helps speed the installation, preparation, and speed the installation, preparation, and troubleshooting of desktop applications, helping troubleshooting of desktop applications, helping you to deploy fasteryou to deploy faster

Reduce Reduce ongoing PC ongoing PC maintenancemaintenance

An image can cost $100,000 to maintain each An image can cost $100,000 to maintain each year**. MUI, available exclusively with Vista year**. MUI, available exclusively with Vista Enterprise, will help you reduce the number of Enterprise, will help you reduce the number of images in your organization by standardizing on images in your organization by standardizing on one image worldwideone image worldwide

* Only available in SA today; will be available as part of Vista Professional in late 2006 ** Gartner Group

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QQQQAAThe Windows Client Volume License can help The Windows Client Volume License can help drive your PC costs down by making it cheaper to drive your PC costs down by making it cheaper to acquire, deploy, manage, use and transition PCs. acquire, deploy, manage, use and transition PCs. Hence far from increasing spending, the Volume Hence far from increasing spending, the Volume License can be the License can be the most effective way of most effective way of driving down your PC costsdriving down your PC costs. . [Sales person to [Sales person to walk the customer thru the TCO tool which will walk the customer thru the TCO tool which will demonstrate how the Volume license reduces demonstrate how the Volume license reduces costs over the lifecycle of a PC.] costs over the lifecycle of a PC.] Moreover SA Moreover SA provides you with provides you with financing helpfinancing help and also and also allows you to spread paymentsallows you to spread paymentsYou will agree that if you deploy a new OS over You will agree that if you deploy a new OS over the 3 years of your EA, then the EA is definitely the 3 years of your EA, then the EA is definitely worth it. What you will find is that even if you worth it. What you will find is that even if you deploy over a longer time frame (e.g.. 6 years), deploy over a longer time frame (e.g.. 6 years), the EA will the EA will still be the most cost-effective still be the most cost-effective option availableoption available. . [Sales person to walk [Sales person to walk customer through the TCA tool which lists the customer through the TCA tool which lists the incremental cost of adding Windows Client to the incremental cost of adding Windows Client to the Platform Volume License over a 6 year time frame Platform Volume License over a 6 year time frame and demonstrates that the VL is a good and demonstrates that the VL is a good purchase.]purchase.] As you can see, long product cycles As you can see, long product cycles notwithstanding, the Volume License is still the notwithstanding, the Volume License is still the most effective way to acquire, deploy, manage, most effective way to acquire, deploy, manage, use, and transition the Windows Desktop use, and transition the Windows Desktop EnvironmentEnvironment

Our executive team keeps Our executive team keeps asking me to drive our PC asking me to drive our PC costs down, I don’t think costs down, I don’t think they will go for an they will go for an increase in spendingincrease in spending

The term of the EA is only The term of the EA is only 3 years. Given the long 3 years. Given the long product release cycle how product release cycle how can I know MS will release can I know MS will release another product in that another product in that time frame ?time frame ?

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AgendaAgenda

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Step 1: Pitch Windows VistaStep 1: Pitch Windows VistaWindows Vista can help you reduce your costsWindows Vista can help you reduce your costs

Reduce helpdesk costsReduce helpdesk costs

Lower image maintenance costsLower image maintenance costs

Reduce deployment costsReduce deployment costs

Reduce integration costsReduce integration costs

Reduce power costsReduce power costs

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BenefitsBenefits


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Step 3: Pitch EAStep 3: Pitch EAAn EA can help reduce your ongoing costs for a An EA can help reduce your ongoing costs for a PCPC

Vista Enterprise helps you overcome one of the Vista Enterprise helps you overcome one of the biggest challenges in upgrading by providing the biggest challenges in upgrading by providing the tools to ensure application compatibility. Virtual tools to ensure application compatibility. Virtual PC Express and SAU enable you to access PC Express and SAU enable you to access applications on other operating systems without applications on other operating systems without having to worry about the cost of rewriting most having to worry about the cost of rewriting most of your applicationsof your applications

Reduce Reduce costs for costs for application application compatibilitycompatibility

Deploy Vista Deploy Vista with fewer with fewer resourcesresources

With SA, you will get access to the Windows With SA, you will get access to the Windows Preinstallation environment today* which helps Preinstallation environment today* which helps speed the installation, preparation, and speed the installation, preparation, and troubleshooting of desktop applications, helping troubleshooting of desktop applications, helping you to deploy fasteryou to deploy faster

Reduce Reduce ongoing PC ongoing PC maintenancemaintenance

An image can cost $100,000 to maintain each An image can cost $100,000 to maintain each year**. MUI, available exclusively with Vista year**. MUI, available exclusively with Vista Enterprise, will help you reduce the number of Enterprise, will help you reduce the number of images in your organization by standardizing on images in your organization by standardizing on one image worldwideone image worldwide

* Only available in SA today; will be available as part of Vista Professional in late 2006 ** Gartner Group

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QQAAThe EA The EA makes financial sense even if you makes financial sense even if you have a longer refresh cyclehave a longer refresh cycle. . [Sales person [Sales person to walk customer through the TCA tool which to walk customer through the TCA tool which lists the incremental cost of adding Windows lists the incremental cost of adding Windows Client to the Platform Volume License over a Client to the Platform Volume License over a three or six year time frame and three or six year time frame and demonstrates that the VL is a good purchase.]demonstrates that the VL is a good purchase.] As you can see, long hardware refresh cycles As you can see, long hardware refresh cycles notwithstanding, the Volume License is notwithstanding, the Volume License is still still the most effective waythe most effective way to acquire, deploy, to acquire, deploy, manage, use, and transition the Windows manage, use, and transition the Windows Desktop EnvironmentDesktop EnvironmentRather than requiring additional investments, Rather than requiring additional investments, Volume Licensing will Volume Licensing will reduce your costsreduce your costs by by enabling you to extend the life of your current enabling you to extend the life of your current hardware and software, while also making it hardware and software, while also making it cheaper to acquire new versions of cheaper to acquire new versions of WindowsWindows. Microsoft also provides you . Microsoft also provides you financing helpfinancing help through Microsoft Capital through Microsoft Capital which can help you reduce upfront which can help you reduce upfront investments, create monthly or quarterly investments, create monthly or quarterly billing, or customize a financing option to fit billing, or customize a financing option to fit your specific situationyour specific situation

My HW refresh is too My HW refresh is too long to make the EA long to make the EA agreement make senseagreement make sense

But I just don’t have the But I just don’t have the money to make money to make investments in this type investments in this type of technology . . . of technology . . .

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Windows Vista CTPWindows Vista CTP

Partners may self-nominate themselves for the Partners may self-nominate themselves for the Community Technology Preview (CTP)Community Technology Preview (CTP)

ProgramProgram

http://microsoft.order-4.com/windowsvistabeta/http://microsoft.order-4.com/windowsvistabeta/

Partner Nomination CodePartner Nomination Code55894 55894

Available to Live Meeting attendees onlyAvailable to Live Meeting attendees onlyAcceptance to program is not guaranteedAcceptance to program is not guaranteed

Get Windows Vista Beta/CTP and give Get Windows Vista Beta/CTP and give the deployment tools a test ride!the deployment tools a test ride!

http://microsoft.order-4.com/windowsvistabeta/

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ResourcesResources

Volume Licensing And Software AssuranceVolume Licensing And Software Assurance

https://partner.microsoft.com/US/licensing/https://partner.microsoft.com/US/licensing/licensingoverview/licensingoverview/

http://www.microsoft.com/licensing/defaulthttp://www.microsoft.com/licensing/default.mspx.mspx

http://ms-http://ms-gearup.com/default.aspgearup.com/default.asp

Windows VistaWindows Vista

http://www.microsoft.com/windowsvista/http://www.microsoft.com/windowsvista/

https://partner.microsoft.com/US/productsshttps://partner.microsoft.com/US/productssolutions/windows/vistaolutions/windows/vista

Windows Vista system requirements:Windows Vista system requirements: http:www.microsoft.com/technet/windowsvista/evaluate/ http:www.microsoft.com/technet/windowsvista/evaluate/ hardware/entpguid.mspxhardware/entpguid.mspx

https://partner.microsoft.com/US/licensing/licensingoverview/

https://partner.microsoft.com/US/licensing/licensingoverview/

http://www.microsoft.com/licensing/default.mspx

http://www.microsoft.com/licensing/default.mspx

http://ms-gearup.com/default.asp

http://ms-gearup.com/default.asp

http://www.microsoft.com/windowsvista/

https://partner.microsoft.com/US/productssolutions/windows/vista

https://partner.microsoft.com/US/productssolutions/windows/vista

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Partner opportunities Partner opportunities




ResourcesResources


AgendaAgenda

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Partner Call To ActionPartner Call To Action

Understand the benefits of Windows Vista

Use the Velocity Profile Use the Velocity Profile approach to SIMPLY approach to SIMPLY

explain Windows Client SA explain Windows Client SA to customers and drive to customers and drive

purchases!purchases!

Understand the new value of Software Assurance for Windows Client (SA-

exclusive Windows Vista Enterprise, enhanced SA Benefits 3.0)

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© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

selling windows vista – articulating business value rory bosman microsoft australia

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