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Software Assurance
Microsoft® Software Assurance is a maintenance offer that enables organisations to get the most from Microsoft software through a broad range of benefits. These benefits support customers throughout the software lifecycle as they plan, deploy, use, maintain and transition their software.
By selling Software Assurance you, the reseller, will gain a repeat (annuity) revenue year after year – customers simply pay to update their Software Assurance. It is normal for your customers to renew their Software Assurance from the place they bought it, year after year. This automatic repeat business then gives you the freedom to focus on developing new business.
How do I sell it?
Like Microsoft, competitive offerings include new versions, service packs, patches and limited support options. Microsoft goes further with an industry-leading maintenance offer that extends the value of the software solution with training, deployment, support and technology benefits.
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Focus the sales discussion on the business case related to the value of the technology and services the customer receives. The conversation should be about value not cost |
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Provide the appropriate data to ensure they understand the overall value of Software Assurance when compared to the investment that would be required for each of the relevant benefits separately |
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Engage the Technical Decision Maker with the flexibility, support and tools information and other relevant data so he/she can build the business case to senior management |
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Address the competitive discussion head-on by showing that Microsoft typically charges less for licences than its competitors; which often makes Software Assurance pricing 15-25% less than a competitor’s licence – with a much broader range of benefits |
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What are the key benefits of Software Assurance?
Software Assurance goes beyond the typical maintenance programme by providing embedded benefits that include:
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Deployment planning assistance |
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Access to 24x7 product support |
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Migration and software management tools |
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Access to classroom training |
But perhaps one of the biggest benefits of Software Assurance 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 Software Assurance agreements will automatically qualify for a new version license. |
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