Microsoft Licensing Overview

1. MCP Exam 70-672 Preparation
Introduction
August 2012

2. Audience Profile
Candidates for MCP exam 70-672 design and sell licensing solutions to
large organizations (250 or more devices).
Candidates should have
 at least 6 months of experience selling Microsoft licensing solutions
 a basic understanding of all Microsoft corporate licensing solutions
(including but not limited to Select, Enterprise, Open, OEM, FPP)
 a basic understanding of the types of Microsoft licenses
(operating systems, server applications, desktop applications, and online services)

3. Skills being Measured in Exam 70-672
Analyzing a Customer Environment
20%
Identifying Customer Product and
Capability Requirements 34%
Recommending Licensing Solution
Options 34%
Providing Contract and Post-Sales
Customer Service 12%

4. Skills being Measured in Exam 70-672
Analyzing a Customer Environment
• Evaluate the customer's purchasing process.
• This may include but is not limited to:
centralized purchasing, distributed purchasing, or a combination of these types;
enterprise-wide purchasing, division-wide purchasing, department-wide purchasing,
or a combination of these types; organizational structure such as affiliates,
franchises, and subsidiaries; and transactional purchasing, relationship-based
purchasing, or a combination of these types
• Analyze the customer's expected growth.
• This may include but is not limited to:
short-term vs. long-term needs; cyclical patterns
• Assess the hardware refresh cycle.
• This may include but is not limited to:
frequency of hardware refresh; timeline for hardware refresh
• Determine the customer’s software environment.
• This objective may include but is not limited to:
current on-premise software and online services; software deployment plans
and strategy; current Microsoft licensing and online service agreements
• Analyze the geographic scope of the customer.
• This may include but is not limited to:
Worldwide vs. a single region; a single location vs. multiple locations within a
country or a region; single language vs. multiple languages
• Identify the customer's budget requirements and payment options.
• This may include but is not limited to: spread payments or up-front payments;
financing options; budgetary approval process; capital vs. operational expenditure
Identifying Customer Product and Capability
Requirements
• Evaluate the gap between the current and preferred
technology solution.
• This may include but is not limited to:
customer's short-term and long-term technology vision; identifying a
solution that would fulfill customer's desired capabilities
• Determine the required products for the customer's
preferred technology solution.
• This may include but is not limited to:
features and functions; dependencies; editions and/or versions;
subscription services
• Identify the appropriate product licensing rights and
explain them to the customer.
• This may include but is not limited to:
Product Use Rights (PUR); Product List; Software License Terms for
original equipment manufacturer (OEM) and Full Packaged Product (FPP),
Microsoft Online Services Use Rights
• Match Software Assurance (SA) benefits to customer needs.
• This may include but is not limited to:
identify available SA benefits; explain how each SA benefit applies to
customer needs

5. Skills being Measured in Exam 70-672
Recommending Licensing Solution Options
• Identify appropriate licensing programs.
• This may include but is not limited to:
Select Plus, EA, EA subscription, Service Provider License Agreement (SPLA),
ISV Royalty, Campus and School Agreements; crossover with Open License and
Open Value programs; Microsoft Online Subscription Agreement (MOSA)
• Articulate the cost benefit of the recommended licensing solution.
• This may include but is not limited to:
cost benefit of product standardization; short-term and long-term return on
investment; cost effectiveness of one program compared to another program;
cost benefit of online services
• Articulate the benefits and limitations of the recommended
licensing solution.
• This may include but is not limited to:
OEM, retail, volume licensing, Online Services; license reassignment vs.
license transfer; downgrade rights; install rights; reimaging rights;
general SA rules
Providing Contracting and Post-Sales Customer Service
• Assist the customer with license activation.
• This may include but is not limited to:
volume license keys, multiple activation key, key management service,
Online Service activation
• Assist the customer with media fulfillment.
• This may include but is not limited to:
download software, acquire physical media
• Assist the customer with SA benefit activation.
• This may include but is not limited to:
training vouchers, Home Use Program (HUP), 24/7 Problem Resolution Support

6. MCP Exam T&Cs
6
 The answers are multiple choice.
 If there is more than one correct answer,
you will get a hint: “Choose two” or
“Choose all that apply”
 There are no “impossible” answers. Each answer
is potentially possible, but may be not the
“best” solution for the customer based on the
criteria as stated in the given business case.
The exam is scenario-based. Candidates will be given a business case for
a specific customer with several questions based on that business case.
 The exam will last between 2hrs and 3hrs
 700 points (out of 1000) are required to
pass the exam.
 Candidates who pass exam 70-672 complete
the requirements for the certification
“Microsoft Certified Technology Specialist:
Volume Licensing Specialist, Large Organizations”

7. Why Volume Licensing?
Corporate, academic, developer,
government, service provider
Large organization or small business
No affiliates, affiliates in same territory,
affiliates across territories
Centralized or decentralized
decision taking and purchasing
Perpetual or non-perpetual license
Upfront or spread payments
Transactional or relational programs
Standardization versus ad hoc licensing

8. Terminology
 Perpetual vs Non-Perpetual
 Entities and Affiliates
 Centralized vs Decentralized
 Ad Hoc vs Entity wide
 Transactional vs Relational/Comprehensive

9. Perpetual and Non-Perpetual Licenses

10. Entities and Affiliates
 Volume Licensing Programs for Large Organizations are flexible to
cover a wide range of company structures and business types.
 Affiliate means any legal entity that the customer owns,
that owns the customer or that is under common ownership.
• Ownership means control of more than a 50% interest in an entity.
 Enterprise Agreement: Customer´s enterprise must consist of entire
legal entities, not partial entities such as departments, divisions, or
business units.

11. Centralized and Decentralized Licensing
Customer need
Enter agreement for
one entity
Enter agreement for
multiple entities
in one territory
Enter agreement for
multiple entities
across territories
(worldwide)
Select Plus   
Enterprise
Agreement
  

12. Ad-hoc and Entity-wide Licensing
Ad-hoc Licensing
Obtain licenses that you need
Entity-wide Standardization
Count desktops, and acquire licenses
for all qualifying desktops
Licensing programs
• Select Plus
Licensing programs
• Enterprise Agreement
• Enterprise Agreement Subscription
Facts
• Flexible
• No ongoing commitments
• Appropriate for decentralized
decision taking and ordering
Facts
• Reduced overhead costs
• Lower cost per license
• Appropriate for centralized
decision taking and ordering

13. Transactional  Relational Programs
Transactional (Select Plus) Solution Relational Programs
Transactional → no standardization;
overhead costs
Monthly or annual ordering,
annual payment
Enterprise Agreement
Enterprise Subscription Agreement
No price protection → budgeting Long-term price protection

14. Benefits of Volume Licensing
 Options
• Payment structure, ownership etc.
 Pricing based on what is needed
 Reduce license management overhead
 Supplementary rights
• Right to use earlier versions (Downgrade Right)
• Right to use other languages
• Right to use an image
• Right to use a license on a home PC (Home Use Program through Software Assurance)
• Virtualization rights through Software Assurance
• …

15. Module 1
Product
Licensing
1 hour
Module 2
Program
Licensing
1 hour
Module 3
Software
Assurance
1 hour
Module 4
Scenarios
1 hour
MCP Exam
3 hours