70-121

Preparation Guide for Exam 70-121
Designing and Providing Microsoft Volume License Solutions to Small and Medium Business
Updated: October 2, 2008

Exam news
This exam is replaced by Exam 70-671: Designing and Providing Microsoft Volume Licensing Solutions to Small and Medium Organizations.

• Learn about Exam 70-671

Audience profile
Candidates for this exam design and sell licensing solutions to small- and medium-sized businesses. Businesses in this category typically have from 5 to 499 devices. Candidates should have at least six months of experience selling Microsoft Volume Licensing programs.

Candidates should have a basic understanding of the Microsoft Volume Licensing solutions, including Open, Select, and Enterprise, or other types, including original equipment manufacturer (OEM), Full Packaged Product, and non-volume licensing solutions. Candidates should have a basic understanding of the types of Microsoft licenses for operating systems, server applications, and desktop applications.

Candidates should have a focus on the Open License solution and sell or service customers that typically prefer a more transactional method for the purchase of their software licenses. Candidates may service customers that may not have an in-house IT department and where the software refresh cycle is low to moderately aggressive.

Preparation tools and resources
To help you prepare for this exam, Microsoft Learning recommends that you have hands-on experience with the product and that you use the following training resources. These training resources do not necessarily cover all of the topics listed in the “Skills measured” section.

Microsoft online resources
• Visit the Microsoft Volume Licensing Web site

• Read the Volume Licensing overview

• Learn about the Microsoft Open programs

• Find online training resources for members of the Microsoft Partner Program
Online courses that are relevant for this exam are:

• Volume Licensing Essentials

• Microsoft Licensing for Small and Medium Business

Skills measured
Before taking the exam, you should be proficient in the job skills listed below.

Skills measured by Exam 70-121
Analyzing Customer Environments
Analyze the software acquisition model. Model types include centralized, distributed, or a combination of these types.

Analyze the acquisition decision-making process. Process types include centralized, distributed, or a combination of these types; enterprise-wide, division-wide, department-wide, or a combination of these types; and transactional, relationship, or a combination of these types.

Analyze customer requirements

• Identify the type of customer. Customer types include academic institution; Independent Software Vendor (ISV); government; commercial, and network service providers.

• Identify the number of servers used by the customer.

• Identify the number of desktop computers and devices used by the customer. Devices may include computer terminal devices, and portable devices. Considerations include the number of qualified desktop computers and qualified devices.

• Identify the number and types of users. User types include employees, including contractors and full-time employees; customers; and partners and suppliers.

• Identify organizational and industry constraints. Constraints include regulations, level of passion for technology, financial situation, technical support structure, training needs, software upgrade cycle, Microsoft product life cycle, and hardware refresh cycle.

Analyze the geographic scope of the customer. Considerations include multinational vs. a single country, and a single location vs. multiple locations within a country.

Analyze anticipated changes in the customer’s environment.

• Analyze planned business growth or contraction.

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• Analyze expected changes in software needs.

• Analyze planned changes in infrastructure or technology migration.

• Analyze planned growth or contraction of users.

Analyze the types of software used. Software types include productivity applications, network operating systems, server software, and desktop operating systems. Considerations include current software, future needs, and current Microsoft licensing agreements.

Planning and Identifying Appropriate Licensing Solutions
Identify the type of Microsoft relationship or interaction desired.

Identify the payment structure. Payment structures include transaction-based and relationship-based.

Plan for the customer’s short-term and long-term needs.

Identify the customer’s agreement process preference. Agreement processes include type of contract, type of process review required, and preferred level of engagement.

Defining Licensing Solutions
Given a business scenario, define the Original Equipment Manufacturer (OEM) licensing solution.

Given a business scenario, define the Full Packaged Product (FPP) licensing solution.

Given a business scenario, identify the appropriate Volume Licensing program. Programs include Open License, including Open Volume, and Open Business; Select License; Enterprise Agreement; and Enterprise Subscription Agreement.

• Given a business scenario, define the server licensing solution. Considerations include per processor, per user, per device, and per server.

• Given a business scenario, define the access licensing solution. Solutions include Client Access License (CAL) and External Connector (EC) and per processor.

• Given a business scenario, define the desktop licensing solution. Considerations include desktop operating system, application products, and developer tools.

Given a business scenario, define the Software Assurance solution. Include solutions for desktop software and server software. Considerations include TCO and ROI for the customer.

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