Microsoft Partner Conference 2004 1 Agenda Invalid Agreement

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Microsoft Partner Conference 2004 1

Microsoft Partner Conference 2004 1

Agenda Invalid Agreement Trends § Top 5 Reasons § Critical Fields on Contract §

Agenda Invalid Agreement Trends § Top 5 Reasons § Critical Fields on Contract § § Select Enterprise Campus School § Contract Completion § Contract Checklist Microsoft Partner Conference 2004 2

Invalid Agreement Trends – FY 04 Microsoft Partner Conference 2004 3

Invalid Agreement Trends – FY 04 Microsoft Partner Conference 2004 3

Top 5 Reasons • Missing / Inconsistent Contractual Information – End Customer’s Name Inconsistent

Top 5 Reasons • Missing / Inconsistent Contractual Information – End Customer’s Name Inconsistent – Incorrect Agreement Version – Select Volume Forecast Form: Applicable Product Pools & Levels not elected • Missing / Incorrect Agreement Number – – – Missing Prior Agreement No Indicated Wrong Master Agreement No Missing Purchase Order No Missing MBA/Master Agreement No Microsoft Partner Conference 2004 4

Top 5 Reasons Contd… • Missing Customer / Contacts Details – Missing Fax, Phone

Top 5 Reasons Contd… • Missing Customer / Contacts Details – Missing Fax, Phone No, Postal Code & Email ID – End Customer Signature Missing / Not Original – Missing Notices Contact Information • Missing Required Document – Missing Channel Price Sheet • Non Compliance With VLO Policy – Enterprise Enrollment : Amendment to Section 5, “Establishing your price level” – Renewal Grace Period Expired Microsoft Partner Conference 2004 5

Critical fields on Contract Ø Select Agreement ü Microsoft Business Agreement Number (tagged to

Critical fields on Contract Ø Select Agreement ü Microsoft Business Agreement Number (tagged to existing MBA) ü Customer contact details ü Recipient for MVLS notification ü Price Level Forecasting Options : Option 1 or 2 ü Determine the price level for each pool Microsoft Partner Conference 2004 6

Critical Fields on Contract Contd. . . – Select Enrollment • Microsoft Business Agreement

Critical Fields on Contract Contd. . . – Select Enrollment • Microsoft Business Agreement and Master Agreement Number • ( tagged to existing MBA & Master Agreement) • Must have matching version for agreement/enrollment. In other words, no Select 6 enrollments on Select agreements and vice versa • Renewal Grace Periods • Customer contact details • Recipient for MVLS notification • Software Assurance Membership • Reseller Information • Media Shipping: Welcome Kit & Monthly Update Kits (Languages required) Microsoft Partner Conference 2004 7

Critical Fields on Contract Contd. . . Ø Enterprise Enrollment ü Microsoft Business Agreement

Critical Fields on Contract Contd. . . Ø Enterprise Enrollment ü Microsoft Business Agreement and Master Agreement Number ( tagged to existing MBA & Master Agreement) ü Customer contact details ü Recipient for MVLS notification ü Establish Your Price Level a) Enter the Number of Qualified Desktops b) Find the Correct Price Level Ø Channel Price Sheet ü Authorized and Valid CPS ü Channel Partner’s Purchase Order Number Microsoft Partner Conference 2004 8

Contract Completion Select Agreement Microsoft Partner Conference 2004 9

Contract Completion Select Agreement Microsoft Partner Conference 2004 9

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Contract Completion Select Enrollment Microsoft Partner Conference 2004 16

Contract Completion Select Enrollment Microsoft Partner Conference 2004 16

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Contract Completion Enterprise Agreement Microsoft Partner Conference 2004 25

Contract Completion Enterprise Agreement Microsoft Partner Conference 2004 25

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Contract Completion Enterprise Enrollment Microsoft Partner Conference 2004 29

Contract Completion Enterprise Enrollment Microsoft Partner Conference 2004 29

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Channel Price Sheet Proposal ID must be unique Customer name must be the same

Channel Price Sheet Proposal ID must be unique Customer name must be the same as the customer name on the Agreement Pg 1 Reseller name must be the same as the Reseller name on the Agreement “Reseller Information Form” v 2. 11. 0 [002 -HQ 2 M+C 8 -1 N 3] Microsoft Partner Conference 2004 41

LAR’s Purchase Order Number must be indicated before submit to APOC for processing. v

LAR’s Purchase Order Number must be indicated before submit to APOC for processing. v 2. 11. 0 [002 -HQ 2 M+C 8 -1 N 3] Microsoft Partner Conference 2004 42

Contract Completion Campus Agreement Microsoft Partner Conference 2004 43

Contract Completion Campus Agreement Microsoft Partner Conference 2004 43

This document consists of 7 pages Campus Agreement Number This will be completed by

This document consists of 7 pages Campus Agreement Number This will be completed by Microsoft upon acceptance of the agreement and communicated to the customer via their acceptance letter. Company and Customer Information Complete ALL fields in Customer information block. • Include a complete address, with Country and Postal Codes. • PO Box for address will be deemed as invalid. • Ensure customer provides Email address for MVLS access. Microsoft Partner Conference 2004 44

Contract Completion Campus Subscription Enrollment Microsoft Partner Conference 2004 45

Contract Completion Campus Subscription Enrollment Microsoft Partner Conference 2004 45

Subscription Enrollment Number Microsoft Licensing GP to complete Distributor Purchase Order Number – –

Subscription Enrollment Number Microsoft Licensing GP to complete Distributor Purchase Order Number – – distributor to complete. Campus Agreement Number (far left box) • If new agreement, Microsoft Licensing GP to complete. If renewal, reseller to complete, check appropriate box and enter previous school subscription number. Company and Customer Information Complete ALL fields in Customer information block. Ensure Institute Name is consistent. Microsoft Partner Conference 2004 46

Notices Information Complete ALL fields: • Include a complete address, with Country and Postal

Notices Information Complete ALL fields: • Include a complete address, with Country and Postal Codes. • PO Box address will be deemed as invalid • Ensure customer provides E-mail address for access to MVLS • Company contact will receive notices. Can be a different individual from the signer of this agreement. Designating Users Check the appropriate box and provide additional information if needed. Microsoft Partner Conference 2004 47

Calculate your faculty and staff Provide appropriate information. Select and calculate your student option

Calculate your faculty and staff Provide appropriate information. Select and calculate your student option Provide appropriate information. Microsoft Partner Conference 2004 48

Software Products Choose the System and Application software required. Microsoft Partner Conference 2004 49

Software Products Choose the System and Application software required. Microsoft Partner Conference 2004 49

New System & Application Software Offerings Only newly added software included on the price

New System & Application Software Offerings Only newly added software included on the price list from your reseller can be added here (only products that are not listed on the preceding list, and that are newly available through Campus/School Agreement) System & Application Software Summary Enter required information. Microsoft Partner Conference 2004 50

Server Software Select Table Note required information Microsoft Partner Conference 2004 51

Server Software Select Table Note required information Microsoft Partner Conference 2004 51

New Server Software Offerings Note required information only products that are not listed on

New Server Software Offerings Note required information only products that are not listed on the preceding list, and that are newly available through Campus/School Agreement) Total Unit Summary Table Summarize the number of server products required Microsoft Partner Conference 2004 52

3 -year option One box MUST be checked. Check the “I choose three year

3 -year option One box MUST be checked. Check the “I choose three year subscription option” box only if the customer wants a 3 -year option. Checking this box requires the customer to submit the Subscription Follow-Up Enrollment form for each subsequent year. Microsoft Partner Conference 2004 53

Large Account Distributor Information Complete this section with Large Account Distributor name, headquarter address,

Large Account Distributor Information Complete this section with Large Account Distributor name, headquarter address, contact name, phone/fax numbers and email. Microsoft Partner Conference 2004 54

Part Number and Price Information Channel Partner indicates the SKU#, Price level, Product Description

Part Number and Price Information Channel Partner indicates the SKU#, Price level, Product Description and the qty of the licenses – PC’s and students. SKUs and quantities MUST match products selected in Section 3. Microsoft Partner Conference 2004 55

Reseller Signatures and Distributor This form must be signed before the Agreement is submitted

Reseller Signatures and Distributor This form must be signed before the Agreement is submitted to Microsoft. Be sure to include: • Original Signature (be sure to type/print name and title) • Date of Signature Microsoft Partner Conference 2004 56

Media Shipping Information Complete required School Information and Reseller Contact Information. CD Ship-To Information

Media Shipping Information Complete required School Information and Reseller Contact Information. CD Ship-To Information Complete the ship-to information block. • Include a complete address, with Country and Postal Codes. • PO Box address will be deemed as invalid. Check the appropriate box as requested. Microsoft Partner Conference 2004 57

CD Information Up to 2 languages are allowed. Review and follow product-specific instructions. Microsoft

CD Information Up to 2 languages are allowed. Review and follow product-specific instructions. Microsoft Partner Conference 2004 58

Contract Completion School Enrollment Microsoft Partner Conference 2004 59

Contract Completion School Enrollment Microsoft Partner Conference 2004 59

School Agreement Number (far left box) • If new agreement, Microsoft Licensing GP to

School Agreement Number (far left box) • If new agreement, Microsoft Licensing GP to complete. If renewal, reseller to complete, check appropriate box and enter previous school subscription number. Subscription Enrollment Number Microsoft Licensing GP to complete Distributor Purchase Order Number – – distributor to complete. Company and Customer Information Complete ALL fields in Customer information block. Ensure Institute Name is consistent. Microsoft Partner Conference 2004 60

Notices Information Complete ALL fields the Notices information block if notices should be sent

Notices Information Complete ALL fields the Notices information block if notices should be sent to someone other than stated in the Customer Information above • Include a complete address, with Country and Postal Codes. • PO Box address will be deemed as invalid • Ensure customer provides E-mail address for access to MVLS • Company contact will receive notices. Can be a different individual from the signer of this agreement. Designating Users Check the appropriate box and provide additional information if needed. Microsoft Partner Conference 2004 61

Enter required information and check the appropriate box as requested. Microsoft Partner Conference 2004

Enter required information and check the appropriate box as requested. Microsoft Partner Conference 2004 62

Software Products Choose the application & systems software required. Microsoft Partner Conference 2004 63

Software Products Choose the application & systems software required. Microsoft Partner Conference 2004 63

New System & Application Software Offerings Only newly added software included on the price

New System & Application Software Offerings Only newly added software included on the price list from your reseller can be added here (only products that are not listed on the preceding list and that are newly available through Campus/School Agreement). System & Application Software Summary Enter required information. Microsoft Partner Conference 2004 64

Server Software Select Table Note required information Microsoft Partner Conference 2004 65

Server Software Select Table Note required information Microsoft Partner Conference 2004 65

New Server Software Offerings Note required information (only products that are not listed on

New Server Software Offerings Note required information (only products that are not listed on the preceding list and that are newly available through Campus/School Agreement Total Unit Summary Table Summarize the number of server products required Microsoft Partner Conference 2004 66

3 -year option One box MUST be checked. Check the “I choose three year

3 -year option One box MUST be checked. Check the “I choose three year subscription option” box only if the customer wants a 3 -year option. Checking this box requires the customer to submit the Subscription Follow-Up Enrollment form for each subsequent year. Microsoft Partner Conference 2004 67

Reseller Information Complete this section with Reseller name, headquarter address, contact name, phone/fax numbers

Reseller Information Complete this section with Reseller name, headquarter address, contact name, phone/fax numbers and email. • Each Subscription Enrollment must have a Reseller. Large Account Information Distributor For use only where applicable (i. e. a secondary reseller is involved--a Distributor or an Aggregator) • Microsoft Partner Conference 2004 Complete this section with Large Account Distributor name, headquarter address, contact name, phone/fax numbers and email. 68

School Products Channel Partner indicates the SKU#, Price level, Product Description and the qty

School Products Channel Partner indicates the SKU#, Price level, Product Description and the qty of the licenses – PC’s and students. SKUs and quantities MUST match products selected in Section 3. Microsoft Partner Conference 2004 69

Reseller Signatures and Distributor This form must be signed before the Agreement is submitted

Reseller Signatures and Distributor This form must be signed before the Agreement is submitted to Microsoft. Be sure to include: • Original Signature (be sure to type/print name and title) • Date of Signature Microsoft Partner Conference 2004 70

Media Shipping Information Complete required School Information and Reseller Contact Information. CD Ship-To Information

Media Shipping Information Complete required School Information and Reseller Contact Information. CD Ship-To Information Complete the ship-to information block. • Include a complete address, with Country and Postal Codes. • PO Box address will be deemed as invalid. Check the appropriate box(es) as requested. Microsoft Partner Conference 2004 71

CD Information Up to 2 languages are allowed. Review and follow product-specific instructions. Microsoft

CD Information Up to 2 languages are allowed. Review and follow product-specific instructions. Microsoft Partner Conference 2004 72

Contract Completion School Subscription Enrollment Microsoft Partner Conference 2004 73

Contract Completion School Subscription Enrollment Microsoft Partner Conference 2004 73

School Agreement Number (far left box) • Reseller to complete, Previous School Subscription or

School Agreement Number (far left box) • Reseller to complete, Previous School Subscription or Follow Up Order Form/enrollment number (far left box) • Reseller to complete Subscription Follow Up Enrollment Number – Microsoft Licensing GP to complete Distributor Purchase Order Number – distributor to complete. Company and Customer Information Complete ALL fields in Customer information block. Ensure Institute Name is consistent. Microsoft Partner Conference 2004 74

Notices Information Complete ALL fields: • Include a complete address, with Country and Postal

Notices Information Complete ALL fields: • Include a complete address, with Country and Postal Codes. • PO Box address will be deemed as invalid • Ensure customer provides E-mail address for access to MVLS • Company contact will receive notices. Can be a different individual from the signer of this agreement. Re-designate your PC count & student users IF QUANTITY HAS INCREASED Check the appropriate box and provide appropriate information. Microsoft Partner Conference 2004 75

Software Products Choose the System & Application software required. Selections MUST include all items

Software Products Choose the System & Application software required. Selections MUST include all items ordered in the initial Subscription Enrollment. Microsoft Partner Conference 2004 76

New System & Application Software Offerings Only newly added software included on the price

New System & Application Software Offerings Only newly added software included on the price list from your reseller can be added here ((only products that are not listed on the preceding list and that are newly available through Campus/School Agreement). System & Application Software Summary Enter required information. Microsoft Partner Conference 2004 77

Server Software Select Table Note required information Selections MUST include all items ordered in

Server Software Select Table Note required information Selections MUST include all items ordered in the initial Subscription Enrollment. Microsoft Partner Conference 2004 78

New Server Software Offerings Note required information (only products that are not listed on

New Server Software Offerings Note required information (only products that are not listed on the preceding list and that are newly available through Campus/School Agreement). Total Unit Summary Table Summarize the number of server products required Term License Period Information Microsoft Partner Conference 2004 79

Reseller Information Complete this section with Reseller name, headquarter address, contact name, phone/fax numbers

Reseller Information Complete this section with Reseller name, headquarter address, contact name, phone/fax numbers and email. • Each Subscription Enrollment must have a Reseller. Large Account Information Distributor Complete this section with Large Account Distributor name, headquarter address, contact name, phone/fax numbers and email. Microsoft Partner Conference 2004 80

Part Number & Price Information Customer indicates the SKU#, Price level, Product Description and

Part Number & Price Information Customer indicates the SKU#, Price level, Product Description and the qty of the licenses – PC’s and students. Microsoft Partner Conference 2004 81

Reseller Signatures and Distributor This form must be signed before the Agreement is submitted

Reseller Signatures and Distributor This form must be signed before the Agreement is submitted to Microsoft. Be sure to include: • Original Signature (be sure to type/print name and title) • Date of Signature Microsoft Partner Conference 2004 82

Contract Checklist Microsoft Partner Conference 2004 83

Contract Checklist Microsoft Partner Conference 2004 83

APOC Checklist : ** Mandatory Microsoft Business Agreement Checklist 1. Simplified 2. Focus on

APOC Checklist : ** Mandatory Microsoft Business Agreement Checklist 1. Simplified 2. Focus on common errors found 3. Use with ALL versions of Agreements Microsoft Partner Conference 2004 84

APOC Checklist : ** Mandatory Select Master Agreement Checklist 1. Simplified 2. Focus on

APOC Checklist : ** Mandatory Select Master Agreement Checklist 1. Simplified 2. Focus on common errors found 3. Use with ALL versions of Agreements Microsoft Partner Conference 2004 85

** Mandatory APOC Checklist: Select Enrollment Agreement Checklist 1. Simplified 2. Focus on common

** Mandatory APOC Checklist: Select Enrollment Agreement Checklist 1. Simplified 2. Focus on common errors found 3. Use with ALL versions of Agreements Microsoft Partner Conference 2004 86

** Mandatory APOC Checklist: Enterprise Enrollment Agreement Checklist 1. Simplified 2. Focus on common

** Mandatory APOC Checklist: Enterprise Enrollment Agreement Checklist 1. Simplified 2. Focus on common errors found 3. Use with ALL versions of Agreements Microsoft Partner Conference 2004 87

This is the title - 44 point Franklin Gothic • This is the first

This is the title - 44 point Franklin Gothic • This is the first bullet point - 32 point Franklin Gothic Microsoft Partner Conference 2004 88

This is the title - 44 point Franklin Gothic • This is the first

This is the title - 44 point Franklin Gothic • This is the first bullet point - 32 point Franklin Gothic Microsoft Partner Conference 2004 89

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Microsoft Partner Conference 2004 90