MCP Exam 70-672 Preparation

Introduction August 2012

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)

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%

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

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

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”

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

Terminology

Perpetual vs Non-Perpetual

Entities and Affiliates

Centralized vs Decentralized

Ad Hoc vs Entity wide

Transactional vs Relational/Comprehensive

Perpetual and Non-Perpetual Licenses

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.

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

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

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

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

• …

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