Wed, Apr 19 2006 18:03
Sometimes I feel like Nicole Kidman...
There are times when it comes to Software Assurance I feel like Nicole Kidman... no.. seriously... I'm Nicole... and Microsoft is Tom Cruise over there... got a new girlfriend/future wife... new baby ...and where does that leave me? I'm the original one who believed in Software Assurance...bought into it... got the Koolaid from the initial day, got the two year, and then the three year... and now it looks like my SA reward for my three year period...the "upgrade" I'll get is the SBS 2003 R2 upgrade. I mean yeah I'm a patchaholic and all that.... and the green check in the daily email is very cool....but ..uh... um....kinda a Nicole moment here 'eh?
"SA is a hard sell"
It is isn't it?
True statement by a Var/Vap about Software assurance...that he had a hard time selling it...
In my industry I'm used to subscription models, but it's a guarantee that every year or month or quarter I'll get a new update (law changes and what not), as there were changes needed for that ..but not necessarily function changes. And support under this model was built in. But for other industries... where the upgrade story isn't as obvious, it's a tough sell...
But what if you are the "Katie" in this view of looking at Software Assurance... you know that if you buy OEM right now you get the R2 Technology upgrade program that guarantees you the green check. You know that if you buy OEM you are stuck with that software on that box, it CANNOT be moved to new hardware....but ... you know if you buy software assurance to add to that OEM within 90 days you "can" move that operating system off that box and get the 64 bit SBS upgrades in the next Longhorn cycle..which... looks somewhat reasonable to hit within the three year period.... and if you do go three years you get the one support call, the media sent to you (which, I'll admit, as the "Nicole" here.. is nice to have as I don't have to go digging up the media it comes to me). And there are even some monthly installment payment plans you can do these days. So from looking at Software assurance as a "Katie", it's something that looks reasonable.. ensures you WILL get on that 64 bit SBS platform. And all my AD guru guys says that AD and Exchange just has to go on the 64 bit to get that good stuff. 32 bit was a total drag on our boxes... on all boxes.
But there's another thing the "Katie's" have... one of the var/vaps the other day said that they actually were better able to sell a solution the other day with the "managed service"/Software assurance. The client really LIKED the proactive stance that the consultant gave because the SA gave them planned 'forward thinking'. This was a firm that "got IT" and knew it was a part of their strategic overall plans. As a "Katie" they totally got Software assurance was part of their strategic overall plans and goals for that firm. Interesting viewpoint isn't it.... especially as folks are moving to the "managed services" viewpoint. "Katie" wanted software assurance because she was mapping out her technology future and wanted to ensure that it included an investment in technology.
The fact is for me, the "Nicole" here is that I did get a good SA deal in the SBS 2000 era.. I got Live Communication Server (which I still argue they need to code up a SBS lite version of LCS, but I digress), so my disappointment of being "Nicole" in the R2 era is tempered with my gains in the past.
For those of you that have clients that are "Katie's", think about the forward looking view... that 64 bit coming down the road.... those that have managed services clients... something to think about isn't it ...to position that Software Assurance as an "investment"
But Microsoft... just make sure that in the future both the "Katie" and us "Nicole's" feel like we're treated well... you know what I mean?
So what about you? You find that it's easy to sell software assurance... or it's a hard sell?
Filed under: SBS Licensing, Rants