CNS EMEA Licensing Programs All you need to

CNS - EMEA Licensing Programs All you need to know about the VLA & CLA Programs Trainer Name, Company and Title

agenda Licensing Programs • • Business Opportunity with Licensing Programs Terminology & Definitions: • • Value Add Services for CLA & VLA Volume License Agreement (VLA) Program Corporate License Agreement (CLA) Program Special CLA programs: • • • Membership Levels Electronic License Delivery (ELD) Upgrade Protection Business to Customer Program Government to Customer Program Summary © 2001 Novell Inc, Confidential & Proprietary

why study this module? Because Novell’s licensing programs can give you: • An opportunity to keep selling • Increased upsell opportunities • A chance to forge a continuing relationship with your customers • A range of licensing options to meet the changing Customer © 2001 Novell Inc, Confidential & Proprietary

what business problems does Novell licensing solve? Software costs • Discounts offer significant savings Go from this: To this: Not being able to afford upgrades • Upgrade Protection provides a way to budget for upgrades to protect investment in Novell technology Slaving over software acquisition • Licensing offers an easier, faster way to acquire and manage software Needing the latest version • Upgrade Protection can be purchased under Licensing Programs giving rights to use the latest version of Novell software © 2001 Novell Inc, Confidential & Proprietary

coming to terms with licensing VLA offers a cost-effective way for small- to medium-sized organizations to purchase licenses through any Novell reseller without a signed contract. CLA preserves existing relationships between customers and their preferred resellers, giving customers a flexible licensing solution for their organizations, regardless of size, geographic distribution, or decentralization. Under contract. MLA provides global licensing solutions designed for large, worldwide organizations, giving customers a more flexible method of implementing Novell systems across their business while maintaining a close relationship directly with Novell. Under contract. (Not covered in this module) © 2001 Novell Inc, Confidential & Proprietary

agreement term All agreements have a two-year term Each Term divided = 2 x 12 month Annual Periods Example: Agreement Start End of First Annual Period End of Term June 2002 June 2003 June 2004 © 2001 Novell Inc, Confidential & Proprietary

membership levels © 2001 Novell Inc, Confidential & Proprietary

membership levels What is a Membership Level? • Membership Level determine discounts • Novell Suggest an End User Discount - reseller establishes final customer price How is it determined? • Points value of the initial order Price List Product or Service • 12 Euro (US$14. 50) = 1 point approximately © 2001 Novell Inc, Confidential & Proprietary Points Value

membership levels CLA is cumulative • Customers can count purchases from last 2 years for levels 2 and 3 VLA and CLA Level 9 • Education market only see: http: //www. novell. com/customers/education/edsales/qualify. html © 2001 Novell Inc, Confidential & Proprietary

question A customer wants to make an initial purchase worth 3500 points. He has 5000 points from his VLA from the last two years. What level CLA would he be entitled to? A. He does not have enough points for CLA B. CLA Level 1 C. CLA Level 2 © 2001 Novell Inc, Confidential & Proprietary

answer B. His initial order is over 2500 points so he can qualify for CLA. He has a total points value of 8500 which is within CLA Level 1. © 2001 Novell Inc, Confidential & Proprietary

membership number 123456 - C 4 3 07 04 Membership Band Level Unique Customer Number Stays constant even if the Customer changes Programs Version of Agreement Type of Agreement V VLA C CLA © 2001 Novell Inc, Confidential & Proprietary Agreement Renewal Year Agreement Renewal Month

What’s my Membership Number? Contact your Novell Distributor – e. Membership Look-up tool! – Address validation – Prime Customer look up number for CLA © 2001 Novell Inc, Confidential & Proprietary

what is Electronic License Delivery? (ELD) ORDER From CUSTOMER FULFILMENT by Novell ORDER CC: ORDER BC: Average Delivery Time: 1 to 3 Days © 2001 Novell Inc, Confidential & Proprietary Electronic License

anatomy of a Sm@rt. Cert Printable License Certificate Each SKU Purchased Will have a tab. Product Details: Name, Description, Version, Serial Number, Quantity Supported by an Digital X. 509 Certificate for security and authentication Up to 3 Buttons to Hyperlink to Registration, Help Pages, or Product Information Re-startable Download Ability License “Branded” To Purchaser “Help” gives general information, Plus the ability to configure to Navigate firewalls and proxy servers © 2001 Novell Inc, Confidential & Proprietary

upgrade protection! Access to the latest versions of Novell technology • Lowers total cost of software ownership • the most cost-effective way of getting upgrades to future versions of products during coverage period Two options: • Annual - protection until the following anniversary date • Full Term - protection until the end of the 2 -year agreement (approximately 10% cheaper than 2 x Annual) Mandatory in Switzerland Netherlands. Optional in other countries. © 2001 Novell Inc, Confidential & Proprietary

upgrade protection vs. upgrades Compare: Full-Term Upgrade Protection costs less than the price of an upgrade! © 2001 Novell Inc, Confidential & Proprietary

upgrade protection: program benefits Some things to remember! Can only be purchased when the customer is using the current version Purchased per product, but all follow on orders for a “protected” product must include upgrade protection Can be purchased for licenses brought as Red Box or under another Licensing Program Must be purchased on the installed base as well as new licenses purchased If purchased in year 1, the Customer must also purchase in year 2 of an agreement Will not provide cover beyond the end of the agreement term © 2001 Novell Inc, Confidential & Proprietary

upgrade protection Two Year Contract Term 1 st Anniversary Full Term Upgrade Protection Annual Upgrade Protection Start Date End Date A : Upgrade protection purchased mid term Full Term Upgrade Protection expires on the expiry date of the contract Annual Upgrade Protection expires at the end of the current Annual Period © 2001 Novell Inc, Confidential & Proprietary

upgrade protection Fulfillment by Easy Upgrade Protection at http: //www. novell. com/programs/ncc/upgfulfill • Email notification on release of new version - customer to subscribe to Email Notification List Server (see above URL) • Customer completes Upgrade Protection Fulfillment Form Complete and Submit on-line or Download the form, complete and e-mail to Novell • Novell verifies the customer details • Product shipped to customer - one per ship to location © 2001 Novell Inc, Confidential & Proprietary

value add services for VLA and CLA Premium Services - Novell Technical Support · Priority access to expert resources, 24 x 7 x 365 · Fast and predictable response times · Dedicated resources for personalized support · Relationship management · Access to industry leading support tools · Range of different options for different Customer requirements • 5% End User discount off list price • Order can be combined with Novell products on Purchase Order © 2001 Novell Inc, Confidential & Proprietary

value add services for VLA and CLA Novell Consulting • End Users get a recommended 5% discount off Consultancy (CLA only) • Each offering has a Points value that counts towards their total agreement points (150 points per day approx) © 2001 Novell Inc, Confidential & Proprietary

past version rights for VLA and CLA • Flexibility – Customers can install a later product version but still be licensed to use an earlier version • Lower costs – No upgrade charge when to transition to the newest version • Latest license terms – Licensing for an individual product is determined by the version the customer owns Note: Customers can install from past media they already own or purchase any past media available on the Novell price list. © 2001 Novell Inc, Confidential & Proprietary

the VLA program © 2001 Novell Inc, Confidential & Proprietary

how to get a VLA! © 2001 Novell Inc, Confidential & Proprietary

VLA order deliverables Product Doc/Media Kit Product Specific Contains Media & Documentation Must be included on the order License Pack e. License Certificate e. License Disk (if required to install & run product) Terms & Conditions © 2001 Novell Inc, Confidential & Proprietary

Example of VLA Order Product Points Quantity INITIAL ORDER: Price Small Business Suite e. Software Media Kit 1. 5 1 Small Business Suite 6 1 -Connection e-License 7 2 Total 15 Membership Level 1 = 19% suggested end user discount Customer order = $155 less 19% discount VLA number issued to Customer for a two year term at VLA Level 1 List $15 $70 $155 FOLLOW ON ORDER: Small Business Suite 6 1 -Connection e-License 7 1 $70 Total 7 $70 Order must be placed using the VLA number issued previously to the Customer © 2001 Novell Inc, Confidential & Proprietary

subsidiary participation VLA simply uses the VLA number throughout the organization VLA agreement dates are the same for everyone purchasing under the same VLA Membership number Many locations can share one VLA number but each location can only use ONE VLA agreement! © 2001 Novell Inc, Confidential & Proprietary

what happens at the end of the VLA Term? Take out a new VLA - simply place an order and start a new VLA Consider signing a CLA - Why chose CLA over VLA! • Higher level of discounts • Multiple Membership Levels - discounts increase as the level of purchasing increases • Cumulative discounts – purchases made in the last two years count towards the overall Membership Level • Master Media available on all products to allow easy installation and management of software • Novell Software Evaluation Library and Software Resource Library for Prime Customer during first year of new agreement © 2001 Novell Inc, Confidential & Proprietary

VLA question True or False? Upgrade Protection is optional in all countries. A. True B. False © 2001 Novell Inc, Confidential & Proprietary

B is correct. Upgrade Protection is MANDATORY in Switzerland Netherlands and optional in all other countries. © 2001 Novell Inc, Confidential & Proprietary

the CLA program © 2001 Novell Inc, Confidential & Proprietary

CLA applications! The Agreement • Each ordering location must sign their own Application Form • Application Form is available on the WWW - Print and Sign http: //www. novell. com/licensing/cla documents. html • Select the right application form based on language and location of Customer • Application Form plus 4 pages of Terms and Conditions © 2001 Novell Inc, Confidential & Proprietary

worldwide participation CLA discounts can be shared by members of the same organisation worldwide! Customer who initially signs a CLA is the Prime Customer Subsidiaries can participate under Prime agreement by: - order via their Prime Customer - sign their own Application Form Affiliates sign their own Application Form Each ordering location must: - place an initial order for 500 Points minimum - use their own Membership Number when ordering © 2001 Novell Inc, Confidential & Proprietary

regional compatibility Applications Forms can link to agreements in other regions. Example below: Spanish-version CLA signed in Spain by parent company CLA Prime Customer © 2001 Novell Inc, Confidential & Proprietary US-version CLA form signed in United States by subsidiary

the Channel under CLA • In Europe, the Middle East, and Africa customers can make purchases through any Novell reseller. • Customers do not tie a specific reseller to their CLA contract and therefore can make individual purchases from different partners © 2001 Novell Inc, Confidential & Proprietary

how CLA works! © 2001 Novell Inc, Confidential & Proprietary

CLA enrollment deliverables Prime Company on signing will receive: • Single Annual Subscription for Novell Software Evaluation Library (NSEL) – products for evaluation purposes only • Single Annual Subscription for Novell Support Connection CD – Technical tips and frequently asked questions © 2001 Novell Inc, Confidential & Proprietary

CLA enrollment question Question: What does a Customer have to send to Novell to start a CLA? © 2001 Novell Inc, Confidential & Proprietary

CLA enrollment answer Answer: A completed and signed copy of the CLA Application Form for their Language/Country PLUS Proof of their initial order value © 2001 Novell Inc, Confidential & Proprietary

order requirements Initial order Prime Customer – 2500 points Additional Memberships – 500 points Subsequent Orders – 50 points minimum Must REQUEST Software Media Kits * Orders under 500 points – chargeable Orders over 500 points – free of charge Initial order – 2 extra Free of charge * Customer is also entitled to the Unlimited User e. License activation free of charge too for Net. Ware but this must be shown on the order with the Software Media Kit © 2001 Novell Inc, Confidential & Proprietary

membership levels CLA is cumulative • Customers can count purchases from last 2 years for levels 2 and 3 VLA and CLA Level 9 • Education market only see: http: //www. novell. com/customers/education/edsales/qualify. html © 2001 Novell Inc, Confidential & Proprietary

question A Customer has 500 points from their VLA and now wants to take out a CLA. What must the minimum value of initial order be? A. 2000 points B. 2500 points © 2001 Novell Inc, Confidential & Proprietary

answer B. Regardless of the number of points they have from a previous VLA or CLA they must always start a new CLA with an initial order of 2500 points or more! © 2001 Novell Inc, Confidential & Proprietary

question A Customer has 15, 000 points from their current CLA at Membership Level 1 and now wants to place a new order for 20, 000 points. What Membership Level will they be entitled to? A. Level 1 B. Level 2 C. Level 3 © 2001 Novell Inc, Confidential & Proprietary

answer B. Membership Level 2 = 25, 000 points The Customer has enough points from his current CLA agreement plus the new order to get them up to the Membership Level 2. To request an increase in Membership Level the Customer should contact Novell with proof of their new order value. © 2001 Novell Inc, Confidential & Proprietary

CLA order deliverables 1) Software Media Kit • Product Specific • Contains Media & Documentation 2) *Software Media Licenses (for Net. Ware, Cluster Services and Manage. Wise only) 3) *Licence Pack • Licence Certificate • Terms & Conditions * Delivered electronically © 2001 Novell Inc, Confidential & Proprietary

software management under CLA • Customer receives Master Media and can make unlimited installations • Customer must order within 30 days of installation • Customer must submit a Self Audit every year • Customer may be subject to onsite Audit Gives Customer freedom to install as and when they need to and order later! © 2001 Novell Inc, Confidential & Proprietary

what happens at the end of the 2 nd Year? • Novell will send Customer a Renewal Letter – Reminder to submit self audit – Updated Terms & Conditions if any • CLA Agreement will be renewed automatically! Customer obligation: To complete and submit Self-Audit by renewal date Optional Action: Submit a new initial order to apply for a higher Membership Level NB: Customer can request a new Membership Level if their Points from the previous Term with or without a new Initial means they qualify for a higher Membership level. © 2001 Novell Inc, Confidential & Proprietary

why CLA question List three reasons why a Customer should sign a CLA? © 2001 Novell Inc, Confidential & Proprietary

why CLA! Answer • Master Software making installation and ordering simple • Single discount worldwide for all parts of the organisation • Simple administration - Application Form • Free media on orders over 500 points • Discounts off Technical Support and Consulting • Optional Upgrade Protection • Special discounts for the Education market • Multiple Membership Levels taking you up the discount table as the level of purchasing increases • Cumulative discounts – you can count purchases made in the last two years towards the overall Membership Level • Free enrolment deliverables for Prime Customer © 2001 Novell Inc, Confidential & Proprietary

Government to Citizen licensing (G-C) Your government agency customers want to reach out to their citizens But they don’t want to pay full price to share their resources with so many people What do you do? Sell them G-C licensing: • They pay the equivalent of just 10% of standard CLA license price © 2001 Novell Inc, Confidential & Proprietary

B-C and G-C licensing How does it work? Step 1: Customer signs special Addendum from www: http: //www. novell. com/licensing/cla_documents. h tml Step 2: Customer orders in normal way! CLA part numbers and pricing exist for B-C and G-C with adjusted pricing. Membership Levels apply! © 2001 Novell Inc, Confidential & Proprietary

question What is the main difference between VLA and CLA licensing? A. VLA doesn’t offer discounts. B. VLA has 5 licensing levels. C. CLA requires a signed contract. D. VLA is for small companies only. © 2001 Novell Inc, Confidential & Proprietary

answer C. The CLA requires customers to sign a two-year contract. In return for signing up to the Terms of the CLA the Customers receives special benefits such a the right to use Master Media making software management so much easier! © 2001 Novell Inc, Confidential & Proprietary

Novell SUSE LINUX Licensing © 2001 Novell Inc, Confidential & Proprietary

SUSE Integration into Licensing Unless otherwise stated, standard program rules for XLA programs apply • Membership Levels applicable to all SUSE purchases • Upgrade Protection/Maintenance rules the same • Purchasing structure (direct or via channel) for each program remains unchanged © 2001 Novell Inc, Confidential & Proprietary

Enterprise vs. Consumer Offerings • Not all products available under Novell Licensing Programs • Some products only intended for consumer market Products How to Buy Consumer Products* • Personal • Professional Enterprise Products • Everything Else “Off-the-shelf” Packaged Box Enterprise Products • Everything Else Available via XLA Programs; Novell Linux Products Price List © 2001 Novell Inc, Confidential & Proprietary

Usage Rights Comparison Much of SUSE products are Open Source; there is no purchased license associated with them. Novell products require the customer to buy the perpetual license, with optional Upgrade Protection. SUSE products have no purchased license, but require an initial Upgrade Protection purchase to receive the product. © 2001 Novell Inc, Confidential & Proprietary License Media Upgrade Protection

Upgrade Protection • Upgrade Protection on SUSE products provides upgrades, updates, and installation support • Annual coverage lasts until the end of the current Annual Period it was purchased (not 12 months from purchase date) • Full-term and Annual options available Start of Term End of First Annual Period End of Term November 2003 November 2004 November 2005 Example: Annual Upgrade Protection purchased anytime in the first annual period would last until the end of the first annual period, regardless of when it is bought within the year. © 2001 Novell Inc, Confidential & Proprietary

SUSE MLA Offering • Maintenance functions the same as with other Novell products • Includes both updates/upgrades and technical support • Once a customer adds a SUSE product to the MLA, they must continue paying Maintenance on that product for the life of the MLA • Maintenance added in mid-year can be prorated monthly until the end of the Annual Period © 2001 Novell Inc, Confidential & Proprietary

Separate Linux Price Lists • Linux products listed on their own price list – Linux Product Price List – Electronic version available at www. novell. com/licensing – Linux price lists available for VLA/CLA and education • Separate price lists help customers easily identify products that are indemnified differently • Products from the Linux Product Price list must be placed on separate orders © 2001 Novell Inc, Confidential & Proprietary

What is Indemnity? • Indemnity typically provides some legal protection for customers against a third party claims that a product infringes against certain intellectual property rights. • Vendors typically do not provide indemnity for IP infringement in open source world – Open source code is often written by numerous independent developers – Vendor cannot control associated risk as well as in-house development • Customers normally take on full risk of infringement themselves © 2001 Novell Inc, Confidential & Proprietary

Novell’s Linux Indemnification Program • Customers are NOT automatically indemnified on Novell Open Source products • Customers must meet all of the requirements of Novell’s Linux Indemnification Program, including sign an addendum to their agreement • Customers who do not meet the requirements, or lapse in a requirement, are NOT indemnified • Novell’s Indemnification Program covers copyright claims only • Only specific products qualify for the Indemnification Program – See www. novell. com/licensing/indemnity/products. html Novell products Select Novell LINUX indemnified products covered through the via indemnification customer’s program VLA/CLA/MLA © 2001 Novell Inc, Confidential & Proprietary

Indemnification Program Requirements Customers must meet all of the following to be indemnified: • Have a Novell Licensing Program • Purchase US$50, 000 of Upgrade Protection or Maintenance for qualified “Novell Linux Indemnity Available” products – $50 k USD is customer spend after discount; NOT retail • Purchase a qualifying technical support contract during all relevant times • Register their product online with Novell • Sign the indemnification addendum © 2001 Novell Inc, Confidential & Proprietary Addendum Mandatory to indemnify qualified Linux products

Deployment Questions May a customer buy one media kit & one server of Upgrade Protection and deploy SUSE LINUX across their organization? • NO. Some customers may have the misunderstanding that Open Source code in SUSE LINUX means they can freely deploy. • Upgrade Protection rules for VLA/CLA require that once selected for a product, all licenses must be covered. This means that all SUSE LINUX licenses must be covered under Upgrade Protection. • MLA Maintenance similarly requires that all licenses of all products be covered. © 2001 Novell Inc, Confidential & Proprietary

FYI © 2001 Novell Inc, Confidential & Proprietary

for more information. . . www. novell. com/licensing • Program collateral, contracts, price lists & sales guides www. novell. com/licensing/training/ • Additional training material on Novell licensing www. novell. com/edsales • All academic program collateral, contracts www. novell. com/emembership • Find out what your customer’s contract information is www. novell. com/licensing/eula • License terms for all of Novell’s products www. novell. com/licensing/consumers • ©Get more information on consumer licensing 2001 Novell Inc, Confidential & Proprietary

get the Guide For a more comprehensive look at the details involved in selling licensing agreements, get the Novell Licensing Programs Guide VLA and CLA. You can download a copy from: www. novell. com/licensing/cla_documents. html OR www. novell. com/licensing/vla_documents. html © 2001 Novell Inc, Confidential & Proprietary

summary: Novell licensing The software they want, the technology they need, the relationships they require. • Simplify the software acquisition process for your customers • Accelerate the rate at which they purchase products • Secure them savings on software costs throughout the term of the licensing agreement © 2001 Novell Inc, Confidential & Proprietary

© 2001 Novell Inc, Confidential & Proprietary

Novell Licensing Models Selling the Right Number of Licenses © 2001 Novell Inc, Confidential & Proprietary

why learn about Product Licensing? Because you want to know how many licenses to sell Knowing how to sell the right number of licenses gives you: • An easier way to “count” how many licenses you need to sell to your customer • A way to ensure that you gather all the revenue that’s coming to you • An easy way to plan for growth with your customer • Increased compliance with legal licensing standards © 2001 Novell Inc, Confidential & Proprietary

product licensing models The Problem: • Currently, every vendor has their “own” license model • Many vendors have multiple license models • These options are often confusing and incorrectly applied to the customers’ situation • Most customers must do expensive, time-consuming counts of their licenses The Solution: • Novell is streamlining its licensing models to: – Reduce customer and partner quote frustrations – Reduce customer and audit counting issue – Take the lead in software management © 2001 Novell Inc, Confidential & Proprietary

definition of Per User licensing A license that is: • Non-exclusive • Non-transferable • Where a User equals a directory object, not a device © 2001 Novell Inc, Confidential & Proprietary 1 user = 1 directory object With the release of Net. Ware 6. 5, Net. Ware adopts the User Model! Older versions of Net. Ware NOT affected.

Per User: how to count it Each person must: • Have a unique Directory Object • Use their unique Directory Object as the primary access ID to the software service © 2001 Novell Inc, Confidential & Proprietary

“Per User” product licensing: graphical example Five Licenses are required for the five directory objects that access the software services by the 5 different employees Greg - 1 license Printer - No license Servers - No License Bob--1 license Web Server Collaboration Database By Service Paul - 1 license George--1 license © 2001 Novell Inc, Confidential & Proprietary Thomas - 1 license

“Per User” product licensing: graphical example Two licenses are required for the two directory objects that access the software services through two different directory trees, even though those objects represent a single individual. External Directory tree Internal Directory tree Paul - 2 licenses © 2001 Novell Inc, Confidential & Proprietary

Per User: pro & cons Pros • Customer can use multiple devices • Customer can use multiple servers • Companies can have an employee cost model Cons • Users cannot share directory objects • Multiple directory trees multiply the number of Per User licenses © 2001 Novell Inc, Confidential & Proprietary

counting it: customer examples • Use Per User • Net. Ware is now licensed by User too! • But remember, Net. Ware 5. x and older versions of Net. Ware NOT changing their model. • When selling Per User licenses, consider: – How many users? – How do directory trees impact user license count? – How many people using what, on which tree? © 2001 Novell Inc, Confidential & Proprietary

Per User: customer example 1 Customer wants to deploy ZENworks for Servers, ZENworks for Desktops, and i. Chain • Configuration – Single directory tree • ZEN for Servers, ZEN for Desktops for 1, 000 employees • i. Chain for 1, 000 employees and 1, 000 suppliers and dealers How many licenses do you order? © 2001 Novell Inc, Confidential & Proprietary

Per User: customer example 1 Licenses to Order: • ZENworks Suite 1, 000 seats • i. Chain 2, 000 Licenses © 2001 Novell Inc, Confidential & Proprietary

Per User: customer example 2 Customer wants to deploy Secure Login and i. Chain • Configuration – Two trees, One for Corporate and one for Customers. • Secure Login is for 500 employees on the corporate tree • i. Chain is for 5, 000 customers on customer tree only and 500 employees on both trees How many licenses do you order? © 2001 Novell Inc, Confidential & Proprietary

Per User: customer example 2 Licenses to Order • Secure Login 500 licenses (for employees) • i. Chain 6, 000 licenses (5, 000 for customers, 1, 000 for employees) © 2001 Novell Inc, Confidential & Proprietary

Per User: customer example 3 Customer wants to deploy Nsure Identity Manager, Secure Login and i. Chain • Configuration – Two trees, One for Corporate and one for Customers. • Nsure Identity Manager is in two NDS trees for 1, 000 employees. • Secure Login is for 1, 000 employees on the corporate tree • i. Chain is Customer tree for 25, 000 customers and 1, 000 employees on both trees How many licenses do you order? © 2001 Novell Inc, Confidential & Proprietary

Per User: customer example 3 Licenses to Order • Nsure Identity Manager 1, 000 licenses for employees • Secure Sign-On Bundle 1, 000 licenses (1, 000 for employees) • i. Chain 26, 000 licenses (25, 000 for customers, 1, 000 for employees) © 2001 Novell Inc, Confidential & Proprietary

Per User: customer example 4 Customer wants to deploy Nsure Identity Manager • Nsure Identity Manager is in a single tree of 100, 000 customers replicating data from a third-party database • Nsure Identity Manager is being used to replicate vehicle information data objects • Those customers view their vehicle information through a Web application © 2001 Novell Inc, Confidential & Proprietary

Per User: customer example 4 Licenses to Order • Nsure Identity Manager 100, 000 licenses for the customers © 2001 Novell Inc, Confidential & Proprietary

question A customer wants to deploy Group. Wise on a single directory tree for 250 users. They access the software through 700 devices (workstations, PDAs, and cell phones). When selling a Per User license, how many licenses of Group. Wise would you sell? A. 700 B. 250 C. 950 D. 450 © 2001 Novell Inc, Confidential & Proprietary

answer B. For 250 users, you’d sell 250 user licenses--one for each user on the tree. If the customer had two directory trees, and each user used mailboxes on both the first and second trees, then you would sell 500 user licenses. © 2001 Novell Inc, Confidential & Proprietary

customer profile questions • • • Do you use Novell e. Directory? What’s the size of the company? How many users are you buying the product for? How many directory trees do you have? Do you currently know exactly how many licenses you have for what? Are you sure you’re covered? What is your present purchasing plan? Your future purchasing plan? Do your users make multiple connections? Do they use multiple devices, servers, workstations and connections? Do you upgrade products often? © 2001 Novell Inc, Confidential & Proprietary

summary: Per User Novell license counting • Easy to explain, understand, & administer across products & programs • Customer is charged only for who uses the network--not every device they use • Customer is not charged for servers, which increases deployment flexibility • Companies deploying a single e. Directory tree with a single ID per employee have an instant cost model © 2001 Novell Inc, Confidential & Proprietary

what next? Pass the Test! CNS Licensing Specialist Test: http: //www. novell. com/partners/channel/academy/ Other on-line training modules available now or coming soon: Selling to the Academic Market Master License Agreement © 2001 Novell Inc, Confidential & Proprietary

Appendix: Other Novell Licensing Models © 2001 Novell Inc, Confidential & Proprietary

other product licensing models Use by exception only: • Per Server Concurrent Connection (for Net. Ware 5. 1 only!) • Per Processor These models are not available for all products. To verify which model is available for which product, see the price list Let’s take a refresher look at each. © 2001 Novell Inc, Confidential & Proprietary

definition of Per Server licensing & how to count it A license that is: • Non-transferable • Where a license must be counted for every instance of software installed or running in memory Count Per Server licenses by: • Each installation • Each additional copy of the software stored/running in memory © 2001 Novell Inc, Confidential & Proprietary

“Per Server” product licensing: graphical example Four digital certificates are assigned to each copy loaded or in memory Software Net. Mail ZENworks on Server 3 - 1 license Net. Mail on Server 1 - 1 license Net. Mail on Server 2 - 1 license OS Server OS - 1 license Single Intel hardware box Please note products shown are for example purposes only and may or may not be sold by the server license model. © 2001 Novell Inc, Confidential & Proprietary

Per Server: pro & cons Pros • Customer can still use any number of devices • Customer can have any number of users accessing software service Cons • Customer pays for each installation on every server and copies running in memory • Customer must plan with scalability of the server software and hardware in mind © 2001 Novell Inc, Confidential & Proprietary

Per Server: check scalability! • Know the scalability requirements of the software you’re selling licenses for! • How many users can realistically use the server? • Check the software technical specifications at the www. novell. com © 2001 Novell Inc, Confidential & Proprietary

definition of Per Server Concurrent Connection licensing A license that counts: 1 server + 1 software instance + • The server + 2 device connections • The number of device = 3 licenses per connections software instance • Accessing each instance of product installed on the server © 2001 Novell Inc, Confidential & Proprietary

Per Server Concurrent Connection: how to count it Count both connection & server! • The number of concurrent connection(s) to the software on each server • Each instance of the server software © 2001 Novell Inc, Confidential & Proprietary

“Per Server Concurrent Connection” product licensing: graphical example Nine licenses are assigned to the maximum number of concurrent connections that accesses each server software service. Also, three server licenses are assigned to the copies of the server software. Bob Device - 3 licenses ZENworks Device - 1 license Group. Wise John Greg Device - 2 licenses Device - 3 licenses Paul © 2001 Novell Inc, Confidential & Proprietary Thomas

Per Server Concurrent Connection: pro & cons Pros • Customer pays for concurrent connections Cons • Difficult to plan • Difficult to deploy • Customer pays for multiple connections © 2001 Novell Inc, Confidential & Proprietary

Per Server & SUSE LINUX Same rules apply, except: • Usage varies by platform • X 86 is licensed by server, limited by CPU • Blade & high-performance cluster mainframes are licensed by CPU © 2001 Novell Inc, Confidential & Proprietary

definition of Per Processor licensing. . . and how to count it A license that is: • Non-transferable • Where a license must be counted for every processor that the software could potentially access 1 processor + 3 non-utilized processors = 4 licenses You must acquire a processor (CPU) license for each processor in the box that the software could access! © 2001 Novell Inc, Confidential & Proprietary

“Per Processor” product licensing: graphical example Four digital certificates are assigned to the CPUs that software has access to CPU 1 Novell Portal Services - 4 licenses Single hardware box © 2001 Novell Inc, Confidential & Proprietary CPU 1

Per Processor: check scalability! • Know the scalability requirements of the processors you’re selling licenses for! • How many users can realistically use the processor? • Check the software technical specifications at the www. novell. com © 2001 Novell Inc, Confidential & Proprietary

Per Processor: pro & cons Pros • Customer is not charged based on number of devices or users accessing software service Cons • Customer pays for each processor that the software could access • Customer must plan deployment strategy based upon hardware scaling to effectively use software © 2001 Novell Inc, Confidential & Proprietary

question There are the four basic ways to “count” Novell licensing. Which is the method Novell wants you to use most often? (Choose one): A. Per User B. Per Server Concurrent Connection C. Per Server D. Per Processor © 2001 Novell Inc, Confidential & Proprietary

answer A. Novell has streamlined to four basic licensing modes: Per User, Per Server Concurrent Connection (OLDER versions of Net. Ware only… remember Net. Ware 6. 5 now also follows the User model!), and Per Processor. Of the four, Per User is the primary method that should be used. © 2001 Novell Inc, Confidential & Proprietary