Software Assurance
Microsoft Software Assurance (SA) is a maintenance offer that allows customers to get more from their Microsoft software. Through a range of benefits they are supported as they plan, deploy, use, maintain and transition their software.
As a partner, you can also benefit from SA; as it’s normal for customers to renew this offer, year after year from where they originally purchased it. This generates easy, repeat (annuity) revenue.
As well as additional revenue, SA can help you sell deeper solution stacks and build closer relationships with customers. Going beyond a typical maintenance programme SA includes:
- Deployment planning assistance
- Access to 24x7 product support
- Migration and software management tools
- Access to classroom training.
But perhaps one of the biggest benefits of SA is access to new version rights – providing access to the most advanced software available. For example, when the next version of Windows Server is released, customers with SA agreements will automatically qualify for the latest version of licence.
Who do I sell it to?
Small organisations
While a small organisation’s IT needs may not match those of a Fortune 500 Company, there are still plenty of ways it can benefit with SA.
- Take advantage of productivity increases with new versions of Microsoft software as soon as they are available
- Increase employee efficiency with Microsoft Office through the Home Use Program (HUP), which offer employees Office programs to use at home, via a low-cost download.
Mid-size and large organisations
Facing very different challenges to smaller organisations, SA allows mid-size and large organisations to improve workforce productivity, streamline deployments and capture greater value from Microsoft software.
- Improve productivity across an organisation by implementing the latest software versions as soon as they are available
- Help employees be more productive with online training developed by Microsoft experts and the Home Use Program (HUP). This offers employees the latest Office programs to use at home, via a low-cost download
- Help IT staff efficiently manage Microsoft technology with unique desktop technologies including Windows 7 Enterprise, plus access to 24x7 phone and web support, and technical classroom training.
How do I sell it?
- Focus the discussion on the business case related to the technology and services the customer has. The conversation should be about value not cost
- Address competitive discussion head-on by showing that Microsoft typically charges less for licences than competitors; which often makes SA pricing 15-25% less than a competitor’s licence – with a much broader range of benefits
- Enable the customer to understand the overall value of SA when compared to the investment that would be required for each benefit separately
- Engage the Technical Decision Maker with flexibility, support and tools information so he/she can build the business case to senior management.
NOTE:
Software Assurance is included in every Open Value licence agreement; however it’s optional for Open licence customers, creating an ideal upsell opportunity.
Frequently asked questions
Q: What’s the value of Software Assurance (SA) if I don’t plan to upgrade?
A: SA is about more than rights to version upgrades. It is a comprehensive maintenance offering that includes technology, support, and service features that help extend the value of your technology investment. Each benefit supports specific business challenges, and collectively the benefits can help you boost productivity, increase uptime, and reduce costs.
Q: I don’t have budget allocated for SA. What are my options?
A: SA offers a spread payments benefit that translates to a first-year calculation at one-third of the total cost and is much less than the cost of a new licence. Microsoft Financing for hardware, software, and partner services is also available.
Q: Why should I purchase SA instead of just purchasing new licences when I need them?
A: SA is the most cost-effective way to acquire future releases, plus you receive all the benefits that help extend the value of your investment.
Q: If I acquire SA today, will I be able to take advantage of the New Version Rights benefit and get the next versions of Windows and Office?
A: With SA, you receive all product updates and new releases leading up to a major product release. In addition, you will be able to take advantage of the Software Assurance benefits that help your organisation during the software lifecycle and its phases.
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