Education Licensing online training for UK Aug 2019

Hello and Welcome to this
session on Microsoft Education licensing. My name is Vicky
Lea and I’ll be taking you through the session today. Now before we actually get into
the licensing side of things I just want to point out that if
you do have any questions for me as we go through the training
today please do put them into the Q&A panel, I’ll be keeping an eye on
that and I’ll answer questions at appropriate points during
the training. So let’s just take a moment to
look at our agenda and see what I am planning on covering today. So when we look at our agenda,
we can see that I’m going to start off by looking at the
education offerings and really here I’m just going to talk
about what is available for customers to purchase through
the different agreements. We will then take a look at the
different agreements and I’m going to be focusing today on
the Enrollment for Education Solutions. So will take a look
at how that works, tying in with that the Student Use Benefit. Will then have a look
at the same stuff really with CSP our cloud solution provider
program, looking at what’s available there for our
academic customers and again we will talk about the Student Use
Benefit relating to CSP as well. Then we’ll start to wrap up
the session by looking at a few updates that did happen
earlier this year in April and finally finish off with a
little bit of licensing guidance so really hopefully
help you to be able to identify which is the best
agreement for your customers to purchase through. But let’s start off taking a
look at our education offerings so I do want to look
at what is available for our academic customers and
actually first of all I just want to position the different
academic agreements that we have. So if you’re familiar with
commercial licensing you’ll know that we have a range of
different agreements that our customers can purchase through
and these agreements are shown on the slide at the moment. If we focus initially on the
blue boxes and we can see that we have agreements aimed at our
smaller customers, those ones with smaller minimums and
agreements aimed at our larger customers showing on the bottom
row. We have transactional agreements and committed
agreements and the committed agreements are where customers
will be saying that they are prepared to standardize on
certain software across their whole organization. Where as
the transactional agreement is aimed more at those customers
who don’t want to commit, they want to be able to purchase
their licenses in whatever quantity they need whenever
they want to buy them. And when we look at these
agreements will see that most of them have on premises licenses
and online services available through them, but not
necessarily every license is available in every agreement. When we then think about those two
sort of pinky boxes on my slide we have the online subscription
agreement where customers can purchase online services
direct from the Microsoft Web sites. And we have the Microsoft
Cloud agreement that you might well know better as CSP
the Cloud Solution Provider program where our customers
can purchase some on premises licenses and they’ve got
online services available. So these are the commercial
agreements, but we do have the academic equivalent agreements. And when we look at those you’ll
see again when you look at the blue boxes that we do have
academic flavors of those agreements that were available
for commercial customers, maybe was slightly different names and
slightly different rules on how they work, but our academic
customers can still purchase through a committed agreement if
they want to such as the Enrollment for Education
Solutions. That’s one of the agreements that will be looking at today, or they can do more
transactional purchasing if they require, and they do have the ability
to purchase direct from Microsoft through the Online
Subscription Agreement and also have the ability to
purchase through CSP, the Cloud Solution Provider program. So we do have a range of
different academic agreements available for our customers, and as I’ve said the agreements
that I’m going to focus on today are the Enrollment for Education
Solutions and the Microsoft Cloud Agreement
purchasing through CSP. But it is very important
that customers who purchase through the
academic favors of these agreements are eligible
to do so. So to be eligible to buy through
an academic agreement, you must meet the qualified educational user definition. And you can see
here on the right hand side of my slide that we have a document
that does specify which types of customers are available to
purchase through our academic agreements and we can see that
typically they are educational institutions administrative
offices and boards of education, Public libraries, museums that
side of things. Typically, those types of customers, so if you are
looking to sell academic licenses to a customer it is
very important to ensure that they do meet this academic
eligibility and I would recommend downloading and taking
a look at this qualified educational user definition document. But please do
appreciate that eligibility may vary by geographic location. You
can see the document I’m showing here is the EMEA
document, but obviously if you are based in a different region,
please make sure that you download the document that is
relevant to the region that you’re actually working in. So assuming our customers are
able to purchase our academic licenses through our academic
agreements what is actually available? So we need to think here about
Microsoft 365 as we’re going to see with the agreements that
we’re looking at today, primarily we’re looking at
customers purchasing online services. And when we are thinking
about online services we would really be thinking about the
components that make up Microsoft 365. So if you’re
familiar with Microsoft 365, you’ll know that we have
different editions available. We have our enterprise editions, we
have our business editions and we do also have our education editions. And when we look at
Microsoft 365, it always consists of certain components.
It will always have some Office 365 and it. It will have some
Windows 10 and it will have some security and management
tools and then actually will see with the education option we
also have a specialist license sitting inside of there as well. So when we take the enterprise
offering for Microsoft 365 we are thinking about Microsoft
365, E3 or E5 and you can see here that this consists of
Office 365 E3 or E5, Windows 10 E3 or E5 and then
enterprise mobility and security E3 or E5. So those
components had been pulled together to create the
enterprise offering of Microsoft 365. We then have our business
offering of which is really targeting more the small to
medium size customers. So the business edition is actually
technically limited it up to 300 users being able to access
this. But when you look you’ll see that this consists of Office
365 business premium, we have Windows 10 Pro and some
of the security and management features from enterprise
mobility security and Windows 10 enterprise. But as i say that
offering really tailored for the small to medium size business. Where as the Microsoft 365
education offering which comes in an A3 or A5 flavor, no great
surprise, is tailored for our academic customers. So this
consists of Office 365 A3 and A5 and I will show you in a
moment what that actually consists of. We have Windows 10
Education E3 and E5 so that’s as education specific flavor of
Windows 10, which has default settings set for the academic world. And Enterprise
Mobility and Security E3 and E5 so those same components
that we can see for EMS that we would get in the enterprise
offering of Microsoft 365, but you will find there’s things
like the education version of Intune available, so again,
you can have this offering slightly tailored for the
academic market. And then our specialist license
is Minecraft education edition, so again if we did purchase
Microsoft 365 A3 or A5 that does include that education
edition of Minecraft as well. And as ever, with Microsoft
365 it is licensed with a user subscription license. So a
monthly price per user for obviously the flavor of
Microsoft 365 that you’ve purchased. So let’s take a moment to look
in a little bit more detail, at what is in Microsoft 365 A3 and
A5 and actually will see here that this is all built on top of
Office 365 A1. Now Office 365 A1 is actually
a free product and what we will see here is this is giving
access to office online, so it’s browser based access into our
office applications. We don’t get the full office suite here
and then things like exchange online, SharePoint online, Skype
for business online and obviously nowadays when you see
that do you think Teams as well so it’s kind of Skype for business/Teams available
and a few other products, including a bit of Azure Active
Directory as well. So we do have a free Office 365
A1 product and actually when I do dive into EES we are going
to see where this product really comes into play. And then we have on top of that
the full Microsoft 365 A3 or A5. Now when we look at the A3
column we can see that it consists of the different
components I’ve spoken about. But Office 365 A3 is really all
of Office 365 A1 plus Office 365 Pro Plus, so you’ve got the
full blown office suite on top of that and then some extra
features like we can see some advanced security management
features in there as well. As I said before we’ve got
Windows 10 Education E3, we’ve got EMS E3, which we can see
again has some of our security and management tools and again
Minecraft Education edition and if we were to look at the A5
option for Microsoft 365 you can see again here all of Office
365 A3 plus again really those extra A5 features we might be
used to, so again most security and management
features and then things like Power BI Pro, we’ve got some
of the telephony features from Office 365, that side of
things coming into play as well, We’ve got the E5 flavor of
Windows 10 again, the E5 flavor of EMS plus Minecraft Education
eddition, so as you would expect we go up through the suites we
really have got extra features sitting inside of them. And when we look at A3 and A5
we will see that there is faculty pricing available and there
is student pricing available and again as we look at the
agreements we will see where this comes into play. Do bear in mind to hear that
the pricing shown is ERP pricing, again as ever, always
look at your price list to see the accurate pricing that
you’re working with. So when we think about the
offerings available, we’ve got Microsoft 365 available,
I’ve just talked about A3 and A5, customers can purchase
that. Obviously, they can purchase the individual
components as well if they want to, they don’t have to go
through the full Microsoft 365 suite. And if we think about the
different agreements I get to talk about will see that the
availability of these licenses does vary across the agreements
so for the Enrollment for Education Solutions EES we have
everything apart from an option that I haven’t actually
mentioned yet, Microsoft 365 A1, I will come back to that
later in the session and tell you what that is, that’s not
available through EES but everything else is. If we were to jump to CSP we can
see that everything is available. But what we will see
is that the usage rights for software purchased through EES
or CSP is not necessarily the same, so again there are
differences in these products, depending upon where you’ve
actually purchased them. Whereas you can see here if a
customer does decide to purchase through OVS-ES or web direct, we can see the availability of
the product obviously is not as great, so we don’t have as
many licenses available as we do through some of the other
agreements so again as I go through the different
licensing programs we will come back to this slide and
will see the different offerings are available, will
see the different usage rights that are available. So the last thing I wanted to
talk about in this sort of overview section is the student
use benefit and what we have here is a benefit that when we
license our faculty and staff with certain qualifying
products we are eligible to order corresponding student use
benefit licenses and these are free of charge licenses that can
then be assigned to the students for them to work with. So the important thing is that
we have licensed all of our faculty and staff with these
qualifying products and we will then get the student use
benefit licenses on a ratio of either 1:15 or 1:40 and that
ratio will vary depending upon what product has actually been
ordered. So we’ll get a quantity of
student use benefit licenses made available to us and what we
actually need to do is to order some $0.00 SKUs. As you might imagine these are
online services and for an online services service to be
used we do have to have a license available to assign to
the student so by ordering this sort of $0.00 license we
make the license available. We can assign it to the student
and they can then use that particular service. And student used benefit
licenses we will see are available through the
Enrollment for Education Solutions that I’ll be
talking about today, through CSP that I’ll also be
talking about today, and they are also available through
OVS-ES. So let’s dive now into the
Enrollment for Education solutions or EES and take a look
at how this works and it is worth remembering with EES that
we have had this enrollment for a while and actually back in
2017 it did have quite an update so we have different
versions of the enrollment available. We have EES 2015 which in
October 2017 became the 2017 enrollment where we did see some significant changes, and was
updated again last year into the 2018 enrollment and what I
do want to as I explaine how EES works is I am going to take
a bit of time just to compare the 2015 enrollment with the
2018 because you may well have some customers who are coming
up to the end of their 2015 enrollment and will be renewing
over into 2018. So obviously as well as explaining how EES
works I do feel I need to do that little bit of a
comparison between the two enrollments. But if you remember from my
slide that showed the agreements this is aimed at
our larger academic institutes and is a committed agreement,
so we are going to have to standardize on certain
software across the Institute. So let’s take a moment to
look at how EES actually works and as I say I am going
to be comparing the 2015 and the 2018 enrollments. So with the 2015 enrollment, we
were committing against something known as the full time
equivalent or or FTE count so we’re going to count up all of
our full-time equivalents and then choose certain software to
license them all with. What will actually find now is
we are now counting against what we call an education qualified a
user or EQU and I will show you in the minute the definition
of an EQU so you can see obviously how to count them. So nowadays are going to count
to all of our education qualified users. We do have to
meet a minimum and we do need to have a minimum of 1000 and this
minimum has not changed, as I say we are targeting here are
larger academic institutes. Once we have counted in this case EQUs.
We are going to need to commit to license them with certain software. In the past
with the 2015 enrollment that was on premises software that we
license with, what we classed as our desktop platform products.
Nowadays, we are committing with online services and we are going
to have to license our education qualified users with our chosen
online services education platform products. So certain
online services fall under these education platform products and
we will need to cover our EQU count with them. So again as you
might imagine I am going to show you in a minute what the
education platform products are. We’re going to commit as ever to
a one or a 3 year term, so that is up to the Institute as to
whether they like to work in an annual cycle or they
prefer to work on a 3 year count. And they’ll be paying
annually for this licenses. Now it is possible to change the
number of licenses so you can imagine that if your education
qualified user count increases during the year, you absolutely
will be able to license those users with the products that
they need to work with. If you do need to decrease the
count and that number of users that you’re licensing that can be
done at anniversary. And nowadays we can decrease all the
way down to the program minimum of the 1000 education qualified users. Again in the past, that
didn’t used to be the case with the 2015 enrollment again you
could increase as needed but if you decreased you could only
go back down to whatever your FTE count was at the start of
the enrollment, so as I say that limit has been taken away and
you can now go down to 1000 if you need too. That would
obviously only be available if your EQU count had dropped
as low as 1000, but you have got that flexibility there. And then another feature that we will
talk about in a little bit more detail, but we’re going to see,
that we’ll be licensing our education qualified users with
certain software, if Office 365 pro plus is one of our chosen
pieces of software that we want to license for all of our
education qualified users what we will find is that will be
able to install office professional plus on all
institution owned or leased devices that are in classrooms or open access labs, all of
those types of devices within the organization will be able to
have office professional plus installed on them for our
students to use. So the key thing to appreciate here is we are
licensing on a user count with licensing our education
qualified users but what we can then do is install certain
software like office, and we’ll see that this rule is true for
Windows as well, will be able to install that on all of our
shared devices that are lab, and library devices
across the whole institution. So I’ve mentioned education
qualified users, we’re going to have to count them, licensing
with our chosen software. So I think the first thing to
appreciate is what makes an education qualified user.
This is something that was updated in 2018. With the 2017
enrollment we were actually counting something called a
knowledge worker. Again you may well find that you have some
customers who have the 2017 enrollment counting
knowledge workers, as they move over to the 2018 enrollment
they will start counting on education qualified users, and
the definition of what makes an education qualified user we’ll
see is any employee or contractor except students, so
we’re not counting students in this they will be licensed
separately quite possibly through the student use benefit, But any employee or contractor
who accesses or uses one of the education platform products for
the benefit of the institution. So what you would need to do is
look across all of your employees or contractors within
that Academic Institute and say are they accessing or using one
of the education platform products for the benefit of the
institution, if they are, they will be classed as an education
qualified user and you would need to license them with one of
the education platform products. For all of the users who don’t
fall under the education qualified user definition they
would be classed as a light user and they would actually be
licensed with the free Office 365 A1 product. So I suppose what you’re
thinking about here is when you look at a user is can they do
their job with the free Office 365 A1? Does that give them all the
security and the Productivity Tools that they need and if they
can achieve their job using Office 365 A1 then they
would be classed as one of these light users, you can
license them with the free product. However, if they can’t
achieve their job with that and they actually need to work with
one of the education platform products, then that means they
would be an education qualified user and you would obviously
include them in the EQU count and you would then need
to license them with an education platform product. Now, as I go through my
training today. I am going to show a few different
scenarios, and what I want to do is dive into my first
scenario to introduce that. So here we have the graphic
design Institute and what I want to do is look at counting EQUs.
But I do want to compare it back to the FTE count that you
would have been done with the 2015 enrollment. So with the
graphic design Institute when we look at their faculty and staff
they have 2000 full-time faculty 600 part time faculty. All these users are doing the
same thing just working different hours. They also have
one thousand full-time staff, 400 part time staff, now of that 1400
staff 300 of them are only accessing email, basic documents
on the web and they might be using phones, they might be
using personally owned tablets. So I’m feeling that those 300
workers don’t necessarily need the full access into the
education platform products. But let’s look at counting
users in total, 4000 staff. So when we look at counting their
education qualified users. Those 300 workers who are only
accessing email, basic documents, they leap out to me
as light users. I would be licensing them with the free
Office 365 A1. That would mean the rest of them
are going to fall under the education qualified users so on
that EQU count, in this case I would have 3700 of them. So that was how I would count my
EQUs. But if I was back, counting FTEs, full-time
equivalents, The count might be a little bit different. And actually how you count FTEs
does vary geographically, so for instance, in the UK you would
actually count the number of users who are working for more
than 200 hours per year. They would be in FTE, in different
geographic regions the calculation happens differently
and you can see here a little calculation of how we’ve
worked out our FTEs. But actually the number is
different, the FTE count is 3400 and what you might find is
that as customers move from FTE to EQU counting they may well
find that the number of licenses they need is a little bit
different so please do just be prepared for that. But for the graphic design
Institute I’ve counted my education qualified users and in
this example, 3700 of them. I’m now going to need to choose what
education platform products I’m actually going to license. So, what do I choose from, well my
education platform products really consist of Microsoft
365 A3 and A5 or the individual components. So I’ve
counted my education qualified users, I might decide to license
them all with Microsoft 365 A3 or A5 or I may choose
the individual elements. Maybe I just want Office 365 A3 or A5. EMS E3 or E5 or Windows 10
Education E3 or E5 or potentially I might just want
Office 365 pro plus so I might just want that office suite,
so to say, I’ve counted my EQUs, I would choose which
elements, which component or components I want to license
them with and I would cover my whole EQU count. And then I have my users who
were not my education qualified users and remember, I said, we
were going to refer to those as light users, they would be
licensed with the free Office 365 A1 and what we do have
here is a $0.00 SKU that does need to be ordered for those
users because as I’ve said before with an online service,
you do have to have a license available to assign to the user
so that they can actually access the online service. So we have $0.00 SKUs
that you would order for those light users. If we come back to the
graphic design Institute and we calculated with the 2018
enrollment that they had 3700 EQUs, we’ve chosen in this
case to license them with Microsoft 365 A3. The other 300
light users we would cover with the free Office 365 A1. So when we look at the
price we’re going to take the annual price for
Microsoft 365 A3, which is around 69, US
dollars and obviously we would be covering that for
the full 3700 users. However, if we had been
licensing in the past with the 2015 enrollment, we had in this
scenario only 3400 FTEs. We would have licensed them with
the education desktop with the Enterprise CAL suite so that’s
really the on premises equivalent to Microsoft 365 A3
and that would have been at a price of around 68, US
dollars again per user every year. So, I’ve counted my EQUs, I’ve
chosen my education platform products. However, what we have
done recently is introduced the ability to have mixed education
platform product scenarios. So for instance, I said that we
might license my EQUs with Microsoft 365 A3 or A5. And the important thing to know
is that you are actually allowed a mix of these, so if I had, and
I’ll keep the numbers straight forward if I had 1000 EQUs,
it would be fine for me to have, I don’t know 400 of them
licensed with Microsoft 365 A3 and the other 600 licensed
with the A5 option. They don’t all have to be on the same one. The same if I was licensing,
with Office 365. I could absolutely have a mix of Office
365 A3 and A5 so if I have different EQUs with
different requirements that is absolutely fine. What I can’t do
is if we look at this table on the slide, I can’t kind of mix
across rows. So I couldn’t have 500 EQUs with EMS and the
other 500 with Office 365 and say, Hey that gets me to my 1000
minimum entry, that would not be allowed, the mixing and matching
is effectively just within each row of this table. I can mix and
match between the A3 and A5 or the E3 and E5 options, but
keeping a nice little bit of flexibility in there, if you
have got different users with slightly different requirements. Now, another area that I wanted
to talk about relates to the special use rights with
Microsoft 365 A3 or A5 when purchased through the
enrollment for education solutions. So we’ve already
talked about the fact that with the 2018 enrollment our
customers are now having to license online services as
opposed to the on premises products that they were
licensing with the 2015 enrollment. And it’s worth
noting that the A3 and A5 flavors of Microsoft 365 are
successors to the education desktop, but they do give
equivalent and enhanced rights. So as you might imagine, we have
all of the rights onto the online services that we get with
Microsoft 365 A3 or A5. But we may well find that our
customers are not ready yet to use all of the online services.
Maybe they still need to use some on premises licenses. So
when we license with Microsoft 365 A3 or A5 through the
enrollment for education solutions we do still get
desktop rights. So for instance, we get the rights to install a
copy of office professional plus on a single device for each
licensed user and this installation can be downgraded
to an earlier version if required. The same also with the
rights to have Windows 10 on our devices again downgraded to an
earlier version if needed. We also get rights for the
Enterprise CAL suite components, so the on premises
rights back onto the exchange, SharePoint or Skype for business
service equivalent, both the standard and Enterprise CAL functionality. Also rights back
to Windows Server and on premises system center as well.
So really all of those components that are included in
the enterprise CAL Suite. And then we also get some server
installation rights because, as we move up onto online services
our customers may still need an on premises copy of exchange or
SharePoint or Skype for business whilst they are in that
transition up to online services. So what we get here
are the rights to install current or previous versions
of Exchange, SharePoint and Skype for Business without the
need to buy any licenses for those and with these servers we
can install as many of them as we need, dedicated for
that customer to use in physical or virtual
environments. So these rights mean that much
as our customers are licensed for online services they
actually still have access to all the equivalent on premises
rights that they did have when they were licensed with the on
premises software. Now, as we’ve gone through the
training what we try to do is think of useful
questions and answers so things that you might be thinking about
at the moment. We’ll try and pre-empt them and go through those as well. Some of these
I’ve answered already so such as this first question, can education
qualified users be licensed with a mix of A3 and A5 flavors
of Microsoft 365? And we know that nowadays they
can, so with that 2018 enrollment for EES that became
a permitted scenario and actually the product terms
document is a document that would detail those rights. Does Office 365 A1, that
free product for our light users, allow access to on premises
servers such as Exchange and SharePoint? So some of those
rights that I’ve just talked about with Microsoft 365 and the
answer to that is No. If you’re a light user your user
that can do all of your work with Office 365 A1, the
components that are inside of that, you don’t have the rights
back to the on premises servers. If you need that maybe you
need to be licensed separately for those or maybe you actually
are an education qualified user and you would need to be licensed accordingly. But quite
importantly do our light users get Azure Active Directory, do
they get some basic security features and the answer here? Is
yes, they do. It’s obviously very important to have some
security features even for our light users so they are included
with Office 365 A1. OK, so let’s just think about
another little scenario and a few questions that might arise
so we have Trey Research here. And when we think about Trey
Research they’ve licensed all of their education qualified
users with Microsoft 365 A3 so they’re quite happy with that. But they do have a few questions. How do they
license their libraries, their labs, their Open Access areas? How can their light users access
shared devices that they might need to work with now, is remote
access allowed to the software on lab or library devices? And where can they see all of
these rules detailed? Well let me think about the
answers to their questions. First of all the how they
license their libraries, labs, Open Access areas. Well the
Lab and Library benefit allows them to do this. This is what I was
talking about earlier when we were saying, if you license all
of your education qualified users with office, maybe via
Office 365 pro plus, but with office or with windows when the
full user count has been covered with that software, you are allowed to deploy office
and windows out on all of those lab and library devices.
So those shared devices across the Academic Institute
for your students, for instance, to work with. How can light users access
shared devices, well again there is a shared devices benefit it’s
fairly similar to the Lab and library one that again will give
them the rights to run Windows on these sort of shared devices.
Let me come back to that, I’ll show you the definition that
covers that in just a moment. Is remote access allowed to the
software on lab or library devices well, no is the answer
to that one, so you can’t remote access in you are having to work on those devices
and where would we see these kind of rules detailed? Well You
know on the Product Terms document, so again that document,
that online resource that is available nowadays will detail
all of those rules. But let’s just think about this
shared devices benefit that we’re talking about here, giving
the rights for running windows on those devices. So when we thinking about our
shared Windows devices we’re thinking about devices, as you
can see here, such as kiosk, lecture hall computers,
devices that are used infrequently by many different
types of users. And we’re saying here that
windows can be installed on these shared devices. Now there
are some requirements for this, probably no great surprise, and
to have this shared Windows devices right you must have
licensed all of your education qualified users for Windows, so
it might be that you’ve just chosen the windows education
E3/5 elements of your education platform products. Or maybe
you’ve licensed your EQUs with Microsoft 365, and we know
obviously Windows 10 is included as part of that license so we
have covered Windows 10 enterprise wide. And the shared
devices that we’re talking about must not be a user’s primary
work device. These are devices that are used by lots of
different people they aren’t the main device for any particular person. If we hit those
requirements we are allowed to install windows on those
devices and as I say they can then be used quite happily by
our infrequent users. But again if you’d like to see
where these rules are detailed you would want to look inside
of the product terms document. And back in November, the
product terms document was updated, we’ve taken a
little snippet here, but really going through telling us about
the definition for our shared devices so really covering all
of those key components that I have just talked about, those key
requirements, but again if you do want to see rules the
product terms, always a great place to take a look and that
goes into just that the actual detail that you need around our shared devices right. OK so we’ve lookedat
how EES works and how we’re licensing our education
qualified users, what we need to do now is take a
look at how to license our students. So I told you about the fact
that with EES we count our education qualified users and
license them with one of the education platform products. You
can see them listed on my slide. Anyone who is not an
education qualified user would be classed as a light user and
we license them with the free Office 365 A1. So we’ve done that to cover our
education qualified users. When it comes then to licensing
our students we do actually have two options available. One option is to license our
students with paid for products. So what we would see here is we
would count our students and again we could license them
with their education platform products. But these would be
paid for licenses for our students and we might want to do
this if we want to get really the full usage rights for these
products and we could do this through the student option. However, there is an option that
I think is probably the one that we would be
more likely to go for and that’s the student used benefit, because
as I mentioned right at the beginning of this session if we
license our education qualified users for certain qualifying
products we will get rights to free of charge student use
benefit licenses and will get those licenses on a 1:15 or 1:40
ratio for our students to be able to work with. So as you can imagine because
these are free of charge licenses for our students is
probably the more favorable option than the student option.
However, you will see as we go through the student use benefit
that we have got some slightly more restrictive use rights
associated with these licenses. So let me dive in and explain
what I mean, but first of all. I just want to very quickly
talk about the the paid for student option. So with the student option. This
is where we have a cost effective way to buy licenses
for our students. But we’re buying effectively the full
license, the full rights that come associated with that
software and if we did want to go with this what we would need
to do is count all full time and part time students. We do need
to hit a minimum of 1000 students, so that’s really the
entry level into that student option and then we would be able
to purchase licenses for them and we would be choosing from those education platform products. So we do have this
option available through the enrollment for education
solutions. As I say if we do want to have paid for
licenses for our students that have the full usage rights
associated with it. But more often than not
customers will be working with the student use benefit. So with the student use
benefit, this is a bit of a reminder you have seen this
slide before, but this is where we are licensing faculty and
staff with our qualifying products and then being eligible
for corresponding student use benefit licenses and that with
these licenses we will get them in a ratio of either 1:15 or
1:40 depending upon the qualifying product that has been
ordered, I’ll show you those ratios in just a moment. The list of qualifying products
available was increased back in 2017. So we have had
an expanded list of student use benefit rights for
some time now and they are handled with the $0.00 SKUs as
remember it’s online services we do need to have a license
available to assign to the users for them to be able to use that
service and this is transacted by ordering the
$0.00 SKUs for the student use benefit licenses. And our
student use benefit licenses are available as I’ve mentioned
previously through EES, which obviously we’re talking about
now, and through CSP. So when I cover CSP I will talk about the
student use benefit licenses that are available. There also
available through OVS-ES. So I have here a table of all
the different licenses that are available via the student
use benefit. The left hand side of this table are the qualifying
products, so what we’re saying here is if we license an
education qualified user with one of these qualifying
products they will then have the student use benefit
available and we can see here on the second column on either 1:15 or 1:40 ratio, so for every 1
qualifying product we will have either 15 or 40 student use
benefit licenses available and really how it’s worked out is
if it’s an individual component that we are purchasing that
ratio would be a 1:15 ratio and if it’s a suite like
Office 365 or Microsoft 365, then the ratio is a 1:40 ratio. And we can see here from
the text what student use benefit licenses we will
actually get. If I licensed my EQUs for EMS E3 I
will get as a student use benefit Azure Active
Directory Plan 1, advanced threat Analytics, and if I can follow the
row across properly Intune. And so on, so you can see from the
text the actual components that we will be getting. Now again this information has
been taken from a table inside of the product terms document.
I’ll show you that table shortly but again if you do
like to see very up-to-date versions of this, the product terms
document is the place to actually go and have a look. But let’s just do a couple of
scenarios really to show you how this will work. So, on my scenarios, I have
the school of fine art. Now they have purchased Office 365
pro plus for their 1000 education qualified users and if
we look at the table on the right we can see that Office
365 pro plus works on a one to 15 ratio, so for every one
license I have purchased I will have up to 15 student use
benefit licenses available for Office 365 Pro Plus. That means in this case
the school of fine art have up to 15,000 student use
benefit licenses available for Office 365 pro plus, so
they can order those licenses, assign those licenses to
their students and the students will then be able to
go ahead and through the Office 365 portal they will
be able to download the software and have it running
up on up to 5 devices as we would normally expect. How about the graphic design
Institute, they’ve licensed their 3700 EQUs with
Microsoft 365 A3, again from the table we can see from
the text what components they will get for the student use
benefit available on that one to 40 ratio, so they actually have
up to 148 thousand student used benefit licenses available
for Microsoft 365 A3. And again the slide
lists the components that they would get with that. But
what do they have access to? Office 365 A1 plus all of
those extra features. So if we think about some
questions and their answers around this. If we’ve got
customers who maybe have an older version of the enrollment
for education solutions, or maybe they are purchasing
through CSP or OVS-ES. Do they get all of these
current student use benefits? And yes, they do so even if
they are on an older enrollment. It really doesn’t
matter, when the student use benefits were enhanced back in
2017, they get those enhanced rights. What should a customer do if
they don’t get enough student used benefit licenses? So maybe
the 1:15 or the 1:40 ratio isn’t actually enough
licenses for their requirements, wellthey would
buy more faculty licenses, so they buy more licenses for
their EQUs, these extra licenses gives them extra
ratios on that student use benefit. And this last question, I do
think is really important, do student use benefit licenses
include CAL Rights. So do they get the on premises rights back
to those on premises servers? And the answer here is no. So earlier on in the beginning of this
session I was talking about when licensing students, that
they don’t necessarily get full rights with the student
use benefit licenses and this is really one of the things
that I was alluding to that when I license with my student
use benefit licenses I have online services rights. I
don’t have rights back to my on premises servers so very
key if you do need onprem rights for your students. OK, now another thing I
mentioned earlier was the ability to mix the education
platform products so I was saying that when you license
your education qualified users you could choose a mix of
products, you could license some of them with Microsoft 365 A3
and some of them with A5 as long as the total covers the
EQU count that’s absolutely fine, you can have that mix. Just be aware that if you do
have mixed education platform products your student use
benefit entitlement will be based on the lesser of the two
licenses that you have mixed, so if I’ve mixed Microsoft 365 A3
and A5 my student use benefit will be worked out on A3 and
I would have my ratio of A3 licenses. You can absolutely
mix, but your student use benefit rights will only ever
tie back to the lower of the two licenses that
you’ve mixed up. And if I just show you a little
scenario to cover that, we have an institution here that
want to cover 20% of the users with enhanced security analytics
and voice capabilities. If they’d had the 2017 enrollment
for EES when they weren’t allowed to mix they would have
started with their 1000 users, all covered with Microsoft 365
A3 and they might have stepped up let’s say 200 of them up
onto A5. With the 2018 enrollment, they
don’t have to do that because they are allowed to mix so they
can have 800 on Microsoft 365 A3, 200 on Microsoft 365 A5? And the end result of those two
options is exactly the same. You have got a mix. You have got
some users license with A3 some with A5, that’s fine. But again just with the student
use benefit if it was 1000 users I was working with, even
though I’ve mixed the qualifying product for the student use
benefit is the Microsoft 365 A3 option, so on that 1:40
ratio that I have with that I would have up to 40,000 student
use benefit licenses available for Microsoft 365 A3. Now, if like me, you do like to
see details written down you would look in the product
terms document, here Appendix H in the product terms does go
through and talk about all the student use benefit rights. So
here is where I’ve got those tables of what licenses are
available, in this case through EES at the moment, I’ve shown
you what the ratios that one to 15 or one to 40 ratio.
Appendix H of the product terms document does talk about that.
It tells me extra things, there’s often little comments at the bottom saying for instance,
I don’t get Software Assurance benefits with my student use
benefit licenses. I don’t get windows virtualization rights.
As I’ve mentioned before I don’t have the
full rights when I buy my student use benefit licenses. What it also shows me in
appendix A of the product terms document is equivalent on
premises rights. One of the questions I had was do
my student use benefit licenses include CAL rights and I said
to you that the answer to that was no they don’t include CAL rights. Where would you see
that? Well, I come to appendix A which is my CAL equivalent
licenses and it’s telling me if I’ve licensed with a particular online
service what on premises rights do I have? And what you do need to do is
look at the table, the little comment at the bottom of that
table where it says part way through that comment with
the exception of Advanced Threat Analytics and Configuration
Manager user licenses through student use benefits do not
satisfy the license requirement for access to the products in
this table. So if you do like to see written down the
confirmation that when you license with your student use benefit you are licensed for
online services you don’t have the on premises
equivalent rights this appendix in the product terms
document would be the place that would tell you that. OK so we’ve looked at EES. Now
we need to move on to look at purchasing our academic
licenses through our cloud solution provider program. So let’s come back to this slide
where we can see what we have available and if we look at the
CSP column you can see that we have pretty much got everything
available here, plus this Microsoft 365 A1 option
that I haven’t actually spoken about yet. But as you might
imagine, we will be talking about that shortly, but we have all the
other licenses available. I do want you to remember, though,
that the usage rights that we get with the software through
CSP is not necessarily the same as the rights that we will
get through EES so again I will come back to that and I
will highlight that. But if customers want to
purchase education products through CSP it is
important to ensure that they are eligible. Also as a partner
you need to be eligible to sell those licenses too. So to be able to sell education
products through CSP as a partner you do need to be an
authorized education partner, an AEP, and to become an AEP it is
just a few fairly simple steps. It’s really coming down to
having your Microsoft Partner Network ID, you’ve got
to study some training material online, complete a quick test
module and then complete the application form
and accept the terms and conditions associated with
being an AEP. Once you’ve done that you will be allowed to
sell the education licenses to your education customers. But again, you need to make sure
that your customers are eligible to buy those licenses so as I
mentioned right at the beginning of this session they do need to
be eligible via the definitions in that qualified educational
user definition document that I did refer to before. So as long
as they meet that eligibility the customer will be able to buy through there. And what that
means is that when you set up the customers inside partner
center, much as you may have your own portals that you use,
but we are refering back here to partner center, if a customer is
eligible to buy education licenses you would set them up
as an education customer and that means you can go ahead and
sell them those academic licenses. And the licenses work in CSP
very much like other licenses. So when you are purchasing
the education licenses through CSP you have the 12
monthly subscriptions where the price of the licenses is
protected over that 12 month period. You can increase or
decrease the number of licenses required on an as needed
basis. You would pay upfront monthly or annually as
we very much used to with CSP and very importantly, there’s no
minimums. There’s no commitment to cover all users so with CSP, here
were sitting very much in the transactional space, as opposed
to the committed arena that EES gave us, where customers can buy the licenses really, as and
when they need them. And you’ve seen from that table
previously that all of those online services that we were
talking about are available for our education customers
through CSP. But if we think about
the special use rights for our licenses when
purchased through CSP, We will see that the rights are
slightly different, so if we were to purchase Office 365 A3
or A5 through CSP, those education licenses, we do get
some rights back to the on premises servers. We have got
the rights to access on premises Exchange, SharePoint or Skype for Business server. If we were to
purchase enterprise mobility and security E3 or E5 again we get
the on premises rights back to the on premises Windows Servers
and system centre, so those CAL equivalent rights you get. What you don’t get is some of
the extra rights we got with Microsoft 365 that we were buying
through EES. We don’t get the rights to install any of the
server products, we don’t get the rights to install office
professional plus instead of Office 365 pro plus onto a
device. We haven’t got those downgrade rights for Windows 10. So if you did license
a user with Microsoft 365 A3 or A5 through CSP they get
the CAL equivalent rights, the same as the individual
components would get but they don’t get any of the extra
rights that EES gave us and that’s always very important to
appreciate that when you buy through different agreements
that can absolutely impact the usage rights. And again, these
differences in rights they’re all governed by the cloud
agreement. The agreement that is associated with CSP. And again would be detailed
inside of the product terms document so if you did want
to see what rights you are not getting if you purchase
those academic licenses through CSP again look inside
of the product terms document the easiest way is to search on
Cloud Agreement and it would take you through those
different elements and you would be able to see what
you’re not getting if you purchased through CSP. Let’s have a quick think about
the student use benefit through CSP as well because you
do have access to the student use benefit and to get at this,
you do have to license all of your faculty or staff with your
qualifying products. So with CSP, you do only get the student use
benefit if you have actually made that commitment to
license all of your faculty and stuff with your chosen qualifying products. You
will find certain things, such as if you purchase
Minecraft Education edition as a stand alone
product it doesn’t qualify for the student use benefit
but actually if you’ve got Minecraft education edition
as part of Microsoft 365 A3 or A5 it does get
the student use benefit so again things vary slightly
depending upon how you’ve purchased those licenses. And what you would really want
to do is to keep an eye on that table. Previously
I showed you that table inside of the product terms document.
We’ve just pulled out the important bits here, but the
table of student use benefit rights will always clarify what
qualifying product have you purchased, and obviously with CSP
you do have to purchase that for all faculty and staff to qualify
for the student use benefit. But what qualified products have you
covered all your faculty and staff with? Therefore, what
ratio of licenses do you get is at 1:15 or 1:40 ratio
and again it just clarifies what licenses are available
for the students to take advantage of as part of their
student use benefit. Right so there next thing that I
want to think about and we are still in the world of CSP is
Microsoft 365 A1 so if you think about that table I have
ticks all over it showing me what products were available through
the different agreements. We did have a Microsoft 365A1 at
the top of that table only showing as being available
inside of CSP. So this is a special offering
that is really available for schools to take advantage of
and we can see on the left hand side of the slide when we
look at the components that make up Microsoft 365 A1
we’ve got the free Office 365 A1, Windows 10 pro upgrade,
so great to upgrade devices onto Windows 10 pro and
Intune for education, allowing us to manage all of the
devices that we work with. And we’ll see when we look to
the right hand side where Microsoft 365 A1 fits so
obviously it’s building on top of the free Office 365 A1 to
bring in more features that doesn’t quite have the level of
functionality as Microsoft 365 A3 or A5. They are licensed per user and
you can see here and the ERP pricing annually for our users. But actually Microsoft 365 A1
is a device based license and we can see here $30 per
device to license it with Microsoft 365 A1. So what I have here for that $30
price tag is the ability to be able to have my devices upgraded
if I need to onto Windows 10 pro upgrade, to use intune for
education to be able to manage my devices and have my users to
be able to work with the features that are included in
Office 365 A1. So let’s think about some of the sort
of the rules that sit behind this. The Microsoft 365 A1
is only available through CSP as I’ve already mentioned but just
to clarify that. We’ve seen again it is a device
license and when that license has been assigned to do the device it is tied to that
device it can only be reassigned to another device
if that device fails. So the initial device failed and was
replaced with equivalent hardware, so
manufacturer equivalent hardware. If that device was
replaced you would be able to reassign the license onto it
otherwise there is no reassignment rules. It was that $30 a per device and
that license covers the lifetime of the device so that’s deemed to
be a 6 year period from when we bought the license and with
no auto renewal. You know, we’re not renewing this license,
We pay for it once so it’s paid for $30 up front to cover that 6
year period of the device. We don’t have differentiated
faculty or student pricing because again we’re licensing
our device. We don’t get any associated student use benefit
with this license either. We would literally just go ahead
and buy the license further device and know that it will run
for that up 6 year period. Now, if we think about
transacting this just let me show you some screenshots. We
know with Microsoft 365 A1 that’s really Intune for
education, we got our Windows 10 pro upgrade and we’ve got the
free Office 365 A1 as well. There’s 3 components make up
Microsoft 365 A1. So if you had a customer who is
purchasing this, he might go into partner center, set up this
new subscription for the customers say you’d like some
Microsoft 365 A1. You then specify the quantity of
licenses so if you had in this example, 100 devices that you
were trying to license with Microsoft 365 A1 you would
obviously put in your quantity of 100. However, you then have
the Office 365 A1 element, which when we think about Office
365 is a user based license. And yes, I’ve bought this Microsoft
365 A1 on a device basis, it’s very likely that I will
have more users than I do devices because you can imagine
in a school I’ll have all my pupils in the school who need to
work with those devices. I may well have my staff in the school
who also need to work with those devices, they will all need
their own Office 365 A1 subscription to be able to work
with those Office 365 components. So when you’re
ordering your Microsoft 365 A1 licenses you will get a
step, saying OK how many Office 365 A1 licenses do you need
and you can specify if you’re faculty and staff. How
many licenses you need, you can specify for your students, so you
can pop in whatever quantity is needed because we would also
expect there to be more students than devices. You know you
pop in all the quantities you need and you’ll then
have your Office 365 A1 licenses available as well. Now we did have some very
specific rules with Microsoft 365 A1. This fact that you
know it has a 6 year term, the fact that you cannot reassign
that license to another device unless the devices had a
permanent hardware failure and has been replaced by an
equivalent manufacturer provided
replacement all of those types of things and again, these rules are detailed inside of the
product terms document so if you do like to see the rules
written down take a look at the product terms document. So I just have a couple of
other things. I want to talk about as these sessions
draws to a close and first of all is just some updates that
happened back in April and these are updates really
relating to the offerings, tying in with Microsoft 365 A5. So we know that we have
Microsoft 365 A3 available through our academic agreements
and the customers can license with the my A3 option if they
want. But they might choose to go for A5 and when we think
about the difference between Microsoft 365 A3 and A5
we see extra value being added across 4 key areas;
security, compliance, meetings and calling and Analytics. And for those customers who want
extra features across all of those areas, they could quite
happily start with Microsoft 365 A3 and they
could quite happily move up to Microsoft 365 A5 when they
needed to, and when they see fit with regards to that value. That would gain them all of
those extra features. However, we do find that
sometimes customers just want some of the extra
value. So they might want to start with Microsoft
365 A3 and then just add on some of the
individual elements that A5 brings him. Now that’s obviously absolutely
fine and our customers have been able to do this for quite some time. So what we can see here
across my slide is for Office 365, EMS and windows. We’re
showing here the extra features that A5 has above and beyond A3. And these are all available adds
individual add-ons. So our customers can quite happily add
on the individual bits if they want to. We have done a little
bit of updating recently so for in the academic world. These
updates happened back in April. So what you’ll find is we’ve
combined some of the features together, we’ve done a little
bit of renaming of plans that side of things. But what we have
got is the ability for our customers to add extra security,
compliance, meetings and calling, and analytics features. Now, with the security option
we do have a range of different add-ons available. And a
customer could quite happily purchase the individual add-ons
if they want. But what happens if they want just all the
security features. They don’t want the compliance, the
meetings and calling, analytics. They literally just want the
extra security features. Well we do now have a new add-on
available, which is a Microsoft 365 A5 security add on. So this means a customer could
start with Microsoft 365 A3 and then if they just wanted all
the extra security features on top they would buy the A5
security add-on on top of their Microsoft 365 A3 that
there already purchasing and they would have all those extra
security features and as you might imagine the security add
on obviously costs less than buying all the individual components, connecting
them on individually. Same is true with compliance we
have a couple of compliance features available and again we
might well have customers who want to start with Microsoft
365 A3 and they just want to add the compliance features on top. They could purchase
the two add-ons individually if they wanted to, but
actually it would be better to go ahead and purchased the
compliance add on and that A5 compliance add-on would add
those 2 compliance features on top of your Microsoft 365 A3.
Again pricings had some updates and things like that,
but the compliance add-on does cost less than the two
individual components. There have been no changes to
the meetings and calling so we still have Phone system and
audio conferencing available and with the analytic side of things
we’ve still got Power BI Pro available again as an add on,
but actually MyAnalytics is no longer available as a standalone
component because that value has been put into the A3 and the A5
SKUs. Because it runs across those 2 SKUs you don’t need a
separate add on available now for my analytics. So these updates are a mirroring
updates that happened in the commercial world a little bit
longer ago. But as I say they have arrived in the academic
world now, too. And what that means is when we
think about what licenses are available across the different
agreements that we can buy through this is a slightly
different version of my slide with the ticks all over it. But
we can see with the green boxes now that we do have our extra
add-ons available. The A5 security and compliance add-ons
and that they have come into EES. They’ve come into CSP, we can
purchase them directly in the Microsoft Web sites as well. Yeah, they really flow
through all of our programs through which you can buy our
academic licenses. So the very last area that I
wanted to cover is just a little bit of licensing guidance. I’ve
obviously focused today on talking about purchasing our
academic licenses through the enrollment for Education
Solutions, and through CSP. We do have other agreements available
such as OVS-ES as well that customers might be purchasing
through. What I wanted to do is literally go through and
just think about the differences between the purchasing options
and a little bit of guidance to get you thinking
about which might be the best agreement for a customer to
purchase through. So the first thing I just wanted
to show you here is a table that compares the different
education licensing options. Now I’m not going to talk through
this whole table. We haven’t gone into OVS-ES at
all really because of timing issues. But what I wanted
to do is to put this table into the presentation because I quite
like it because it does go through and show me the
differences between the different education licensing
options, So what are my minimum requirements through the
different agreements, how am I paying for my licenses, what
price levels do I have, products that are available,
do I have any on premises rights? Where do I see extra
rights? What other benefits and features are available. So
this is really just a reference slide for you so you
can take it away after the training and have a nice
comparison between the different purchasing options. What I wanted to focus on
more though was just a few different scenarios? So with our first scenario
what we’re thinking about here is what a customer has
licensed with what are their goals? What do we think might be
the best licensing option? So, in this scenario, we have a
large customer coming to the end of their existing EES so they
had a 12,000 FTE count so this is probably a 2015 enrollment
they’re coming to the end of, they’d license with the education desktop
with the Enterprise CAL Suite, they have some concessions from
Microsoft that they’ve negotiated as well. For their business goals, they
want to evaluate moving over to the cloud in the next 24
months. So we know that they are open to move into the cloud. But
they do want to be able to do what they’ve always done they
want to retain those negotiated rights that they’ve
got via their concessions. So what might we
recommend for this particular customer, really
staying within EES that’s going to allow them to keep those
negotiated concessions if Microsoft is happy with that and
they would license with Microsoft 365 A3 because that
is the online equivalent to the education
desktop with the enterprise Cal suite so that’s where we would
recommend that they renew into an what does this give them? Well, we know it gives them
cloud offerings, so they’re license for the online services
that they are considering moving over to in the next couple of
years. They have the licenses in place to be able to evaluate
those online services. But because when we license
Microsoft 365 A3 through EES we have our on premises
rights. We have the rights for that on premises copy of office.
Those extra server installs for exchange, SharePoint, Skype for
business, they still retain all the equivalent on premises rights. So yes, they’ve had to
license in the cloud. They can take advantage of the cloud when
they’re ready to but they have still retained all of those on prem rights. They were then get
a nice pricing level because they are
licensing 12,000 EQUs so they would attract
obviously a good price level for that and they will be able to
absolutely retain those Microsoft concessions well as
long as Microsoft are happy for them to do so. So for this particular customer
really they’d stay within the world of EES and just renew into
the newer contract. For our next scenario, then
again, we have a customer who has an expiring EES, a slightly
smaller customer here. They had 1500 full-time equivalents
and again, they’d license with the education desktop with the
enterprise CAL suite. So they have some important on
premises server solutions and they have students licensed for
Office 365 pro plus via the student use benefit. What are their goals again
they want to move to the cloud within the next 18 months but
they do want their users to carry on having access to
their on premises server solutions and they might even
expand those on premises options. So we would recommend again for
this particular customer that they remain with EES that they
renew into Microsoft 365 A3 because again that’s the
equivalent to what they were licensed with a previously. But again this means they can
move to the cloud at their own pace because they’ll have those
online licenses available. They’ll get a nice range of
student use benefit licenses that they can still take
advantage of and they have the on premises server software
still available to them because actually they can buy at the
extra on premises server software that they might need as
an additional product. So I didn’t mention this before, but
even though we are committing on online services in the
additional products in EES, we have the on Prem software
available for them to be able to buy those licenses as needed,
but don’t forget that they won’t need to buy any extra on
premises licenses for exchange, SharePoint or Skype for business
server because they’ve licensed Microsoft 365 through EES they
do have the rights to install those server products so it’s
the other things they might need, Windows Server, SQL that
side of things they’d be able to purchase
as an additional product. And then my last scenario, we
have a smaller customer. They have an expiring OVS-ES and
there, they had 350 FTEs that they had licensed. Again, the aim is to move
everyone up to the cloud in the short term and they want a
flexible licensing solution. They want to be able to license
users when they want with whatever products they want.
They’re not sounding like they want any sort of enterprise wide commitment. So what we would
recommend here with this particular customer when they
come to the end of their OVS-ES is that they license through CSP
and they license Microsoft 365 A3 through CSP.
They’ve also got the availability of A3 and A5 if
they wanted available through CSP with no commitment required
so I said to you before they’ve got the flexibility that they need
through this agreement they can add, reduce licenses on an
as needed basis, no commitment has to happen. However, with CSP we are
purchasing online services, if they do have some on premises
licenses that they need that are not available through CSP
then what we would say here then is maybe go out to the
academic open agreement and through that agreement they
could then buy those extra on Prem licenses that they might
have a requirement for. So we’ve looked at a couple of fairly
straightforward scenarios. But hopefully it gets you thinking
about where the best place for a customer to renew might be. This slide here again, I quite
like, it doesn’t cover every option but what I’d like is it
does tend to show you things to think about when again trying to
choose the best agreement for a customer to purchase through. So I suppose first of all you
have to think about do they need support for consortia? Do they
have any amendments or concessions that are required
from Microsoft? Any customer falling under that bracket
really is an EES customer and you will be looking at them
purchasing through EES. If they don’t have that, then
there are a few other questions to help distinguish between CSP
and EES the main options our customers might buy through. So is a customer prepared to buy
licenses for all their EQUs across an organization? If they don’t want to do that
commitment then CSP would definitely be the place to think about. If you’re happy to,
though do they need flexibility to change the number of licenses
on a monthly basis. Well, if they need real
flexibility again, CSP is going to give that, if they don’t and
they’re happy to work on a more annual basis now being
able to add licenses whenever they want but reduce quantity on
anniversary, they might again head towards EES. But do they need access to
existing on premises solutions well again, no, CSP Yes, we’re still thinking maybe EES. But how many licenses do
they need, do they need more than 1000 licenses because remember
EES has that minimum entry level for 1000 EQUs? If it’s less than 1000 then not
going to qualify for an EES so CSP. Possibly OVS-ES, I don’t want
to rule that out, completely but probably CSP. However, if they’re
licensing more than 1000 users again are they happy to
commit and have a one or a 3 year term. If the answer to
that is yes. They’re happy to be tied in for that slightly longer
term, EES again. Maybe not CSP. Now to say this doesn’t cover all the bases but hopefully
it gives you an idea of key questions to ask your
customers, key things to lookout for to help point in
the direction of is EES the agreement for a customer to
purchase through or maybe is it CSP. OK, so that draws me to an end
as we finish our education licensing session. I do hope
that it has been a useful session for you. Thank you very
much for joining and I do look forward to talking to you again
very soon in the future.

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