Selling Microsoft Windows Server CALs with a Windows Server Telesales Training Guide A udience Telesales Agents all partner types Training Presentation Purpose Train ID: 420531
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Slide1
CAL Up!
Selling Microsoft Windows Server CALs with a Windows® ServerTelesales Training GuideSlide2
A
udience: Telesales Agents (all partner types)Training Presentation Purpose: Train Telesales agents on the Microsoft OEM Server CAL value propositionHidden SlideSlide3
CAL Up!
Help boost your revenues by selling CALs with a Windows Server 2012Details:<Insert relevant details of CAL promotion or incentive program here. Include rewards and spiffs as appropriate.>Terms of the Promotion:<Insert terms and conditions of CAL promotion or incentive program here.>Promotion Dates:<Insert duration of CAL promotion or incentive program here.><insert disti name here> – CAL Incentive
3Slide4
Why Sell Server CALs?
4
Adding
server CALs to the sale can help
:
Boost your sales revenues
Increase your deal sizes
Move from a transaction-based approach to build an ongoing
relationship
with customers
Selling
server CALs with a Windows Server
at the point of purchase should be a standard
part of a server
transaction
. Slide5
CALs are different from Server Software
Licenses.
A server Client Access License (CAL) is a license that gives users and devices the right to legally access a
server installed with Microsoft server software
.
CALs
are cost-effective and scalable
Customers pay only for the licensing they need. They can adapt their licensing needs by buying CALs as their businesses grow
.
Understanding Server CALs
*
Refer to the table on
slide 8 for
specifics per product.
CALs are only required for users or devices that have
direct access
to the server.
5Slide6
Ideal
for companies with employees who need to have roaming access to the corporate network using multiple devices, as well as from unknown devices. Ideal for companies with multiple users for one device, such as shift workers.
Device CALsUser CALsTypes of Windows Server CALs
Single user with unlimited devices
Single device with unlimited users
RDS CALs
Ideal for companies with users that need to access programs or the full desktop remotely.
Required for remote desktop accessSlide7
Foundation
EssentialsStandard
DatacenterWhich Editions Require WS 2012 CALs7Economical general purpose No virtualization rightsLimited features
Cloud connected
first server
No virtualization rights
Limited
features
Low density or
no virtualization
Two virtual instances
All
features
High
density
virtualization
Unlimited
virtual instances
All features
CALs are not
included with any Windows Server 2012 editions
No CALs required for Windows Server 2012 Essentials or Foundation
Require CALs
Per Server Licensing – No CALs requiredSlide8
When do you need to “CAL Up”?
* No CALs required. See product license for available user accounts.8ProductCALs Required
Windows Server 2012 Datacenter
Windows Server 2012 Standard
Windows Server 2012 Essentials*
Windows Server 2012 Foundation*
Windows Storage Server 2012 Standard*
With WS2012 CALs are no longer included as part of the OS license and must be purchased separately.Slide9
CALs Are Version-Specific
9
Windows Server 2012 CALs provide access to Windows Server 2012 or any previous version.CALs from any previous Windows Server version, only work for that version or any previous version.2012 CAL
Windows Server 2003, etc.
Windows Server 2008 R2/2008
2008 CAL
CALs are required to access any instance of Windows Server and must be purchased separately.
Windows Server 2012Slide10
Server CAL Call Script
10Users with multiple devices = USER CALWhich Windows Server 2012 edition is being purchased?
“Do you have employees who use either one or multiple devices.” OR “Do you have employees that share a single device?”Compute the number of User or Device CALs required.“User and device CALs can be bought in packs of 1, 5,10
or 50. Y
ou
will need ___ CAL Packs. May I add that to your order
?”
Standard Edition or Datacenter
Edition
CALs are required
Essentials, Foundation or Storage Editions
No CALs are Required
Multiple users sharing a single device = DEVICE CAL
Add CALs to the transaction and proceed as usual.
“You will need a CAL for each
device
that will access
the
server.”
“How many
devices will access
the server?
“You will need a CAL for
each user that
will access
the
server.”
“How many
users will access
the server? Slide11
Server CAL Selling Scenario
11A small office with 15 users buys a server installed with Windows Server 2012 Standard. Windows Server 2012
Value of CALs: $xxx* added to the salePrice*:
$882
Windows Server 2012
–
Standard Edition
( 3 ) Packs
of 5
Windows
Server 2012 CALs
Need
to
purchase
a Windows Server 2012 CAL for every user /
device: 15 CALs
*Pricing shown is ERP.
Specific CAL pricing varies, please check appropriate price lists... Slide12
RDS CAL Selling Scenario12
Windows Server 2012A small office with 15 users has Windows Server 2012 Standard adds a branch office with 10 new users.Those 10 additional users need to connect to the main office through Remote Desktop Services (RDS).
Value of CALs: $xxx* added to the sale
Price*:
$882
Windows Server 2012
–
Standard Edition
(3)
5-Packs of CALs
Value of
additional CALs:
$
xxx*
added
to the sale
Price*:
$xxx each
(2)
5-Packs of
Windows
Server 2012 CALs
(2) 5-Packs of Remote Desktop Services 2012 CALs
They already purchased
a Windows Server 2012 CAL
for every user /
device in the main office
Need to
purchase
10 additional Windows Server 2012 CALs
and
10 RDS
CALs
for branch office users
Important!
Remote desktops require a server CAL
and
an RDS CAL.
*Pricing shown is ERP.
Specific CAL pricing varies, please check appropriate price lists... Slide13
Virtualization CAL Selling Scenario
Virtualization with Windows Server 2012 DatacenterA company wants to provide 50 users with access to 12-14 virtual machines.They purchased Windows Server 2012 Datacenter Supports unlimited virtual machines No CALs are included
Value of CALs:$xxx* added to the sale
Price*:
$4,809
Windows Server
2012 Datacenter
(Unlimited Virtual Machines supported)
(5)
10-Packs of Windows Server 2012 CALs
13
Note: A
CAL is required for access to a Windows Server instance, whether that instance is running in the physical or virtual.
Need to
purchase 50 Windows Server 2012 CALs
*Pricing shown is ERP.
Specific CAL pricing varies, please check appropriate price lists... Slide14
Existing Server CAL Selling Scenario
14Introducing Windows Server 2012 into an existing Windows Server 2008 R2 environmentA company is purchasing Windows Server 2012 Standard to run in an environment with existing Windows Server 2008 R2 servers.
Need to purchase a Windows Server 2012 CAL for every user / device accessing the Windows Server 2012 server.Price*: $882
Windows Server
2012
Standard
Edition
Price*:
$xxx*
each
(2)
CAL 5-Packs Windows
Server
2012 CALs
2008 R2
2012
2008 CALs
2012 CALs
Windows Server 2008 R2
Windows Server 2012
*Pricing shown is ERP.
Specific CAL pricing varies, please check appropriate price lists... Slide15
Your “CAL” to Action
15Compute the number of CALs required
Add CALs to the transaction and proceed as usual.
Determine what
type
of CAL is required:
User
CAL
or
Device CAL
Server CALs are an important part of the transaction and help complete
the
customer solution.
Before you conclude the sale of a Windows server, review the required
CALs
with your customer to complete the transaction.Slide16
CAL Up!
Help boost your revenues by selling CALs with a Windows® Server 2012 Details:<Insert relevant details of CAL promotion or incentive program here. Include rewards and spiffs as appropriate.>Terms of the Promotion:<Insert terms and conditions of CAL promotion or incentive program here.>Promotion Dates:<Insert duration of CAL promotion or incentive program here.><insert disti name here>– CAL Incentive
16Slide17
Additional Information
Visit Microsoft OEM Partner Center for more information about Windows server CALs and licensingVisit Microsoft OEM Training Zone for more information about Windows server CALs and licensingVisit Microsoft Volume Licensing, About Licensing for more detailed CAL information
17Slide18
Appendix
18Slide19
Guidance for Telesales
Fast facts about CALs19*Software Assurance may be purchased through Volume Licensing.Customers need to buy server CALs for users or devices that access the server.CALs are used in conjunction with Microsoft server software licenses to allow
users and devices to access and utilize the services of that server software.No CAL is needed for unauthenticated access through the Internet.Device and user CALs – as well as Remote Desktop Services (RDS – formerly Terminal Services) devices and user CALs – can be used on the same server.CALs are version specific and may be used to access the corresponding version of Windows Server or any previous version.
Customers keep their rights to access a newer version of the server
software by maintaining Software Assurance (SA)* on their CALs.
With Software Assurance, CALs can be switched between user
and device CALs upon SA renewal.Slide20
CALs for Remote Users or Devices
RDS (Remote Desktop Services) CALs – formerly known as Terminal Services (TS) – enables users to access programs or the full desktop remotely, from within the corporate network or from the Internet.An RDS CAL is required if the user or device needs to access any application or GUI remotely, in addition to server CALs. Two users or devices may access the server for administrative purposes without requiring an RDS CAL. Slide21
Overview of Windows Server 2012 CAL
21
Retail Licensed ServerVL Licensed ServerOEM Licensed ServerOEM CAL
VL CAL
CALs are channel agnostic; OEM, VL and Retail CALs all have the same rights.
Any CAL (OEM, VL, or Retail) can be used to access any Windows Server (OEM, VL, or Retail
).
OEM CALs are not tied to a specific server.
When the OEM server is retired, the OEM CALs still remain valid
.Slide22
© 2012 Microsoft Corporation. All rights reserved.
This document is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS DOCUMENT. This information is provided to help guide your purchase of Microsoft server CALs; it does not replace or amend any agreement you may have with Microsoft or the reseller presenting this information. Your use of products licensed under your volume license agreement is governed by the terms and conditions of that agreement. In the case of any conflict between this information and your existing agreement(s), the terms and conditions of those agreements control. Prices for licenses acquired through Microsoft resellers are determined by the reseller.