Long View Licensing Offerings Long View Systems with

Long View Licensing Offerings Long View Systems, with Microsoft LAR status, extends Microsoft Licensing Services to VTN members, to help them ensure Service opportunities along with software lifecycle. Josef Hans Lara Microsoft Licensing Expert

Long View becomes a LAR • October 1 st 2008 Long View becomes the newest LAR in Canada. Only LAR in the last 9 years to be added in North America. • Long View designs a Licensing model, different and actively engaged with Solution Offering. • Long View signs 16 Microsoft Agreements in the first 10 weeks.

Long View as a LAR Long View is a different LAR. Our licensing offering relies on the services oriented strategy instead of a transactional approach. Long View ≠ Transactional Long View = Licensing + Solutions

Our Microsoft Status Microsoft LAR Status Microsoft VAR Status

VAR Licensing Challenges • Licensing costs can delay or stop Solutions Projects. • Partnering with Transactional LAR can result on poor licensing advise in order to up sell the maximum licenses possible. • Licensing knowledge on Select, Select Plus, EA, Campus and School Agreements not in house, inability to strategize effectively Licensing Acquisition. • LAR direct advise to the client can change the full scope of the Solution the VAR has presented.

VAR Licensing Challenges • Consequence:

Long View Partnership Offering • Long View Offers to VTN Partners to extend Licensing Offerings, as a VALUE ADDED SERVICE

Long View Partnership Offering • VTN partner and Long View will work together to align Licensing with the VTN partner Solution or Project. • VTN partner has access to Long View Licensing team for inquiries, price and Microsoft documentation • Mutual respect on the goals and time lines to achieve • Referral Agreement with %25 $

Long View Partnership Offering • 25% of Long View’ Enterprise Service Provider Fee payment from Microsoft for each of the Customer’s three annual payments (EA) • 25% of Long View’ gross margin for other covered Products purchased and paid in full by Customer shall be paid to VTN partner (Select, Open Value, Open)

Long View Partnership Offering Enterprise Agreement Example Fee to Long View Referral Fee to Partner Year 1 $75, 000. 00 $18, 750. 00 Year 2 $50, 000. 00 $12, 500. 00 Year 3 $50, 000. 00 $12, 500. 00 TOTAL to VTN Partner $43, 750. 00

Long View Licensing Offerings Licensing Acquisition Strategy Microsoft Agreement Management

Long View Licensing Offerings Licensing Acquisition Strategy • Educate clients the best way to acquire licenses • Evaluation of the most costeffective options • Evaluation of existing agreements and suggesting new agreements in order to lower the ownership cost • Analysis of specific Product licensing options

Long View Licensing Offerings Microsoft Agreement Strategy • Evaluation of Agreements in order to cover all the organization and affiliates • Delivery of right agreement model to ensure compliance • Assistance organizing Volume Licensing through acquisitions, sales or merge of companies

Long View Licensing Offerings Microsoft Agreement Management • Long View customizes a road map of actions for EA and Select clients • The Road Map assures: § VTN partner Solution, Deployment or Infrastructure Optimization projects aligned with licensing lifecycle § Cost projections before and beyond the Agreement expiration date are forecast § Software Assurance Benefits are activated on time § Software Asset Management is due to ensure compliance

Partnership Role Client Long View VTN Partner Microsoft Ingram

Case Scenario • VTN is working on Exchange deployment that requires upgrade CAL licenses and server licenses to the newest edition. • Client does not have an agreement with Microsoft, or the agreement is managed poorly by the existing LAR. • VTN partner identifies that the client has also compliance issues in other Microsoftware. • The client needs a full understanding of the costs of the deployment service from the VTN partner and the licensing from Microsoft to start the project or cancel.

Case Scenario • Engages LV and Signs Partnership Agreement VTN LV • Analyzes Licensing Situation • Discusses the solution with VTN partner LV VTN & LV • Delivery of the Licensing Solution, in this case EA • Signs Agreement and acquires licenses Client VTN • Exchange Deployment

Case Scenario Sign Agreement Evaluation of Growth and Transaction True Up 3 & Renewal Client True Up 2 Opening Transaction True Up 1 Evaluation of Growth and Transaction

Case Scenario Process documentation and MVLS activation Agreement Activation Review Growth Process, Renewal Negotiation, process transaction and establish new Road Map Strategic plan for deployment of new editions and new products. Evaluation of Agreement Business Value. Review growth and process transaction True Up year 3 & Renewal budgeting and deployment strategy MVLS Education Long View SA Activation V T N True Up Year 2 Asset Audition for MS licensing MVLS Knowledge transfer to Client for Licensing Statements, Product Downloads and Deployment Keys Deployment & Adoption Software Asset Management True Up year 1 Software Assurance Activation to receive entitled benefits like: Home Use Program, Training Vouchers, and other… Deployment of new editions, Infrastructure Optimization and other Services Review growth and process transaction

Road Map Proactive Engagement Process & Role Guidance Year 1 Establish Success Criteria for EA Critical Success Factors §Set Engagement Rhythm for EA §Start Deployment and Productive Use §Ensure SA Benefit Activation for Consumption §True Up and Renewal §Generate Business Value Tied to True. Up §Establish the First-Year True Up Process §Make Deployment a Priority

Road Map Proactive Engagement Process & Role Guidance Year 2 Establish Success Criteria for EA Critical Success Factors §Review and Realize Customer Value and Satisfaction §Execute Growth Activities to Support True Up and Renewal §Prepare for the EA Renewal (T-18) §Drive for True Up End of Year 2 §Evaluate Business Value

Road Map Proactive Engagement Process & Role Guidance Year 3 Establish Success Criteria for EA Critical Success Factors §Demonstrate Accumulated Business Value §Execute the Renewal of the EA (T-18) §Renew EA §Continue to Drive Business Value and Execution Establish the First-Year True. Up Process §Coordinate the Last True Up

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