Licensing

Sometimes end-users think of licensing as a priority that sits in front of solution requirements. They consider it to be a headache that gets in the way of what they want, as if it were a necessary but uninteresting high school course required to graduate.

As a result, Microsoft customers often make two simple mistakes: they see licensing as a cost centre that competes with solution requirements, instead of it being a naturally integrated follow-up to technology needs; and they ignore scenarios for coordinating licensing, missing opportunities to save money and get the most out of the Microsoft relationship.

"We need to separate solutions from licensing: tying Microsoft solutions to customer needs is what drives the business, and licensing is the vehicle to get there," says John Pilon, Microsoft's Territory Manager in the Montreal area.

Pilon says that the Microsoft Enterprise Client Access License Suite, or ECAL, can reduce the hassle associated with negotiating agreements with multiple vendors, providing a single Microsoft license covering the rights to use many technologies. Customers get more value for their money, extending their IT budget by getting the capabilities of Microsoft integrated server software at a lower price than individual CALs.

"Our role is to figure out the best way to buy Microsoft solutions," says Pilon. "It's important to assert, however, that the only way to do this is by validating the technology that people are interested in."

The ECAL suite provides an opportunity for customers to use their existing investments in the Microsoft core platform. The Suite brings together 11 of the latest Microsoft products to provide the newest innovations in compliance, real-time collaboration, security, communication, desktop management, and more.

"We can bundle the different CAL packages to make sure customers get the components they need," says Pilon. "Licensing comes up in almost every sales call. Sometimes customers see it as complex, but we can simplify and streamline the process. More often than not a customer says, 'Oh, I didn't know that', and we are able to provide a simple and effective way to manage multiple CALs."

The job for Microsoft and its partners is clear - to get the message out that by putting solution requirements first and then integrating licensing, there can be more cost-effective and practical ways of acquiring technology. Many customers are juggling multiple licenses, purchasing Microsoft products inefficiently, and missing out on opportunities for more training and support.

"We can offer the ECAL bundle, which has big advantages and discounts," says Pilon. "The customers aren't paying more money, and yet they're getting the benefits of extra technology.Now they can take multiple business functions and integrate them all under one solution."

And Pilon is clear that as a Microsoft employee his role is to validate a need for technology in the customer base, to be aware of the competitor's value proposition, and not to push impractical sales.

"At Microsoft the technology always comes first," says Pilon. "You have to establish the need, and then put together the best, most flexible method to procure it. This requires open communication so that we know where the customer is going."