Sales Tip: Use SoftGrid to qualify any of your customers for a new Open Business or Open Value Agreement

  • Article

So here’s a tip that I’ve shared with several Partners in the past based on something I used to utilize when I owned my Microsoft Partner company prior to joining Microsoft that can hopefully help you out as well.

Here’s the scenario: What if you have a customer that wants to buy only (2) Microsoft Office Licenses and they do not already have an Open Business or Open Value Agreement in place? Since you need a minimum of (5) Licenses or Licenses + Software Assurance to start a new Agreement (See my prior post on why you DON’T need 5 PCs to qualify), how can you get them into a Microsoft Volume Licensing Program? Here’s the tip…

You’re 3 Licenses (for Open Business) or Licenses + Software Assurance (for Open Value) short of qualifying for a new Agreement, right? (5 min. # for new agreement – 2 licenses wanted to buy = 3 more needed to reach 5 minimum) What if your client needed 3 more inexpensive Licenses or Licenses + Software Assurance? They’d be set, right? Hmmm…

Doing a quick sort on the Microsoft pricelists, the least expensive License only (for Open Business) or License + Software Assurance (for Open Value) item is the SoftGrid CAL for Terminal Services ($18 ERP for Open Business License and $31 ERP for Open Value License + Software Assurance). So, if you added 3 of these to the Open Business or Open Value order, they’d now meet the minimum of 5 level needed for a new Agreement. It’s really that simple. To make it easier for you, here are the Part #s and ERPs:

Open Value

  • Part #: VBC-00201 – SoftGrid CAL for TS User CAL L+SA – 1st of 3 annual spread payments $14 ERP (Estimated Retail Price) – Use if they want to spread payments
  • Part #: VBC-00205 – SoftGrid CAL for TS User CAL L+SA – 3 Years paid up-front with $31 ERP (Estimated Retail Price) – Use if they want to pay up-front

Open Business

  • Part #: VBC-00068 – SoftGrid CAL for TS 4.1 User CAL L only – Paid up-front with $18 ERP (Estimated Retail Price) – Use if they want to pay up-front

NOTE: Remember that if you clients already have an Open Business or Open Value Agreement in place, they do not need to meet the 5 minimum to add licenses to those Agreements. They can add additional licenses to their existing Agreements one at a time if they wish with no minimums needed. Also, I chose SoftGrid as the inexpensive item in this example since it had the lowest price; however, you could choose another low cost License or License + Software Assurance item that your client can use to help them qualify as well.

Also, be sure to look into Microsoft Financing to help your clients obtain spread payments and financing solutions for an entire solution, including software, hardware, and your services.

Thank you and have a wonderful day,

Eric Ligman

Microsoft US Senior Manager

Small Business Community Engagement

This posting is provided "AS IS" with no warranties, and confers no rights