1. CAL Readiness for the Sales Support Team Prepare your Window Server sellers to include CALs with every Windows Server transaction
SME Training Guide: Selling Microsoft Windows Server 2012 Client Access Licenses (CA)

2. Notes to the Trainer Please read
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Notes to the Trainer
Audience: all partner types; Window Server subject-matter experts (SMEs)
Objectives of the SME training presentation:
Train SMEs in the OEM channel on Microsoft Windows Server CALs licensing and selling.
Provide Windows Server SMEs with selling and licensing readiness content that they can use with the community of telesales representatives they support.
Reinforce that Windows Server CALs are an opportunity to generate revenue with every Windows Server Datacenter or Windows Server Standard transaction.
Communicate that CALs are version-specific, and that all customers who are upgrading must relicense their CALs for Windows Server 2012.
Note that this is a SME resource and presentation. CAL readiness includes:
CAL pitch presentation for sellers and telesales.
Quick reference guide for telesales.
The purpose of this overview presentation is to inform the Microsoft OEM field team, OEM partners, distributors, and resellers of the value derived from selling Windows Server CALs.
Reinforce that Window Server 2012 client access licenses (CALs) are an opportunity to generate revenue with each server transaction.
Please read

3. Two Windows Server 2012 R2 editions require CALs
Windows Server 2012 R2 and Hyper-V
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Two Windows Server 2012 R2 editions require CALs
Highly virtualized private and hybrid-cloud environments
Low-density or non-virtualized environments
Cloud-connected for small business environments
Entry-level first server
Full Windows Server functionality with unlimited virtual instances. 
Full Windows Server functionality with 2 virtual instances.
Simpler interface, pre- configured connectivity to cloud-based services. 
One virtual instance. 
25-user limit. 
Maximum 2 processors.
An economical way to build a network foundation to manage users and secure business information. 
Supports file and print sharing, remote access. 
No virtualization rights. 
15-user limit.  
Maximum 1 processor.
Feature parity
Licensing model: Processor plus client access Licenses (CALs).
Let’s begin our talk by being clear about which Windows Server 2012 R2 editions require Windows Server client access licenses, or CALs :
Window Server uses a combined processor and CAL licensing model. With Windows Server licensing, you do not need to count the processor cores (8 core CPU, 6 core CPU, 4 core CPU, and so on).
Instead, you license by processor and add the CALs.
- Datacenter and Standard editions require CALs.
- Essentials and Foundation editions do not require CALs.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. Understanding Windows Server CALs
What is a CAL?
A client access license (CAL) is a license that provides users and devices the right to access services on a Windows Server.
Are CALs sold with the Windows Server 2012 R2 license?
No. Previous versions of Windows Server included CALs as part of the OS license. However, separate CALs were introduced in Windows Server 2012.
First, a little background about CALs. This won’t be new information to you, but it might be helpful to frame the conversation.
A CAL is a license that gives users and devices the right to access services on a Windows Server. They are different from a Windows Server license, which only grants the right to install and use the server software.
CALs have always been a separate entity from Windows Server licenses. However, until Windows Server 2012, they were included in the Windows Server license. When Windows Server 2012 was released, CALs were separated because offering organizations the ability to purchase them separately provides more flexibility. So a company can buy the 20 CALs it needs today. Then, it can purchase additional CALs when the need arises.
How is a CAL different from a Windows Server License?
The Windows Server license grants the right to install and use the server software. The CAL gives users—or devices— the right to access it.

5. Understanding Windows Server CALs
For what products do I need to sell CALs?
Windows Server 2012 R2 Datacenter and Windows Server 2012 R2 Standard require Windows Server 2012 CALs.
What is the top-selling CAL?
Most customers purchase Windows Server 2012 user CALs.
User CALs provide a more flexible license. With a user CAL, access to the server is covered for multiple device types.
Whenever you sell Windows Server 2012 R2 Datacenter or Standard, CALs should be part of the transaction. It should be noted that CALs are version-specific, but not release-specific. Windows Server 2012 CALs will cover both 2012 and 2012 R2.
And finally—and the main reason for the presentation—the big question: Why should you sell CALs? There are two main reasons. The first is that they’re required for licensing compliance. The second is that they can earn you a lot of money.
Are there different CALs for Datacenter and Standard?
A Windows Server 2012 CAL can be used to access any edition of Windows Server 2012 (Datacenter or Standard).

6. Why include CALs in every Windows Server sale?1
Boost sales revenue
Windows Server 2012 R2 license + Windows Server 2012 CALs = More revenue.
Make selling CALs part of every Windows Server Standard and Datacenter transaction! 2
Increase deal size
Every CAL you sell makes every deal bigger.
Sell CALs with Windows Server at the point of purchase!
The best time to sell CALs is when you sell Windows Server 2012 R2.
There are three reasons to include CALs in every Windows Server 2012 R2 sale.
First, you will boost sales revenue. Think about selling a 2012 R2 license. Then add user or device CALs. And then evaluate whether the customer also needs RDS CALs.
Second, you will increase your deal size. This is simple math. Every CAL you sell makes every deal bigger.
Finally, you will help ensure that customers are compliant with licensing, further consolidating customer perception of you as a trusted advisor.
(Note: RDS CALs are available through Royalty licensing only and distributed through ROK. RDS CALs carry an OEM part number.) 3
Help ensure that customers are compliant with licensing
Customers look to resellers as trusted advisors to ensure each server deployment is properly licensed and audit-ready.

7. Types of Windows Server 2012 CALs
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Types of Windows Server 2012 CALs
User CALs
Device CALs
RDS CALs
One user, unlimited devices
One device, unlimited users
Additional requirements for remote desktop access
Let’s go over the three main types of Windows Server 2012 CALs.
First, there are Windows Server 2012 user CALs.
User CALs are the most commonly deployed CAL type. User CALs are flexible and can be assigned to users that connect to the network using multiple devices (laptop, desktop PC, tablet, smartphone).
Then there are Windows Server 2012 device CALs, sold to license users who access the server from a shared device. A good example of a shared device is one PC that is shared by multiple workers (such as shift workers).
Finally, there are Remote Desktop Service CALs, which are required for Remote Desktop Services access. RDS CALs are a little different from user CALs and device CALs because they are sold IN ADDITION to either a user or device CALs and RDS CALs require activation. To activate an RDS CAL requires an activation key included on the RDS CAL card.

8. Selecting the right CAL: user or device
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Selecting the right CAL: user or device
User CALs
Device CALs OR
One user, unlimited devices
One device, unlimited users
With every Windows Server transaction, determine whether the customer needs user CALs or device CALs.
With the user CAL, companies purchase a CAL for every user who accesses the server for services such as file storage or printing. It doesn’t matter how many devices they use—the license is issued by user. With this license, they can get roaming access to information on the network.
With a device CAL, customers purchase a CAL for every device that accesses their server, regardless of the number of users who use that device to access the server. Device CALs can make more economic and administrative sense if the customer has workers who share devices, for example, on different work shifts.
Keep in mind that user CALs are the most common. They also provide the most flexibility because each user can access Windows Server using any number of devices.
Use for employees who need access to the company network using multiple devices.
Are more flexible.
Use for situations in which multiple users are sharing one device.
Example: Shift workers who share one PC.

9. Add RDS CALs for Remote Desktop Services access
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Add RDS CALs for Remote Desktop Services access
Sell RDS per user or per device CALs for these remote access scenarios:
Virtual desktops
Remote Application programs
Session-based desktops
Ask questions to identify the opportunity:
Do any users connect to applications using Remote Desktop Services?
Does the company provide session-based desktops to any remote users?
Are any employees using iPhone, Android, or Windows Phone apps for access to virtual machine-based desktops (VDI), RemoteApp programs, or session-based desktops?
RDS CALs
Required for remote desktop access
Sell when users require remote session access to applications or the full desktop.
RDS CALs require activation.
RDS per-user and per-device CALs are sold IN ADDITION to standard user or device CALs, which we just covered.
An RDS CAL gives a user the right to access applications or the full desktop remotely. RDS CALs must be purchased for every user or device that is accessing a virtual desktop, remote application programs, session- based desktops, and management systems.
For instance, let’s say there is a branch office connecting to applications using RDS. Or a company wants to give its users the ability to connect with their work through a virtual desktop. Or—something we’re seeing more and more—users are accessing line-of-business applications using mobile devices. These are all scenarios that require RDS CALs.
Note:
Remote Desktop Services requires a Windows Server CAL and an RDS CAL for each user or device.

10. Licensing Remote Desktop Services
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Licensing Remote Desktop Services
User CAL
One user, unlimited devices
RDS Per- User CAL
Note:
Remote Desktop Services access requires both a Windows Server CAL and an RDS CAL for each user or device.
Required for remote desktop access
Fully licensed user
Device CAL
One device, unlimited users
RDS Per- Device CAL
Required for remote desktop access
Here you can see how to license Windows Server 2012 Remote Desktop Services CALs. Let’s say that an organization chooses user CALs because its users need access to Windows Server from multiple devices. If those users also require access to a remote desktop session host server, then the company would purchase RDS per-user CALs.
However, if a company has multiple users on a single device, they would purchase device CALs with RDS per- device CALs. Just remember—like goes with like.
Fully licensed device

11. Windows Server CALs are version-specific
Windows Server 2012 user and device CALs provide access to Windows Server 2012 R2 or any previous version.
Windows Server and R2
2012 user or device CAL
2008 user or device CAL
Windows Server 2008 and R2
CALs from any previous Windows Server version work only for that version or any previous version.
Windows Server and R2
RDS CALs are not backward-compatible, because each version includes a unique product key that is version-specific.
CALs are version-specific. What this means is that whenever customers upgrade to Windows Server 2012 R2, they need Windows Server 2012 user or device CALs.
Windows Server 2012 CALs provide access to Windows Server 2012 or any previous version. Similarly, CALs for Windows Server 2008 work only for previous versions. The same thing holds true for Windows Server If a customer wants more CALs,
Note that customers running Windows Server 2012 R2 always need 2012 CALs, even if they’re virtualizing or 2008 workloads. The Windows Server 2003 or 2008 CALs allow them to access the virtualized instance— but they still need a Windows Server 2012 CAL because they’re accessing it through the 2012 R2 layer.
2012 RDS CAL
Windows Server 2012 and R2
2008 RDS CAL
Windows Server 2008 and R2
All customers who upgrade from Windows Server or Windows Server 2008 will need Windows Server 2012 CALs.

12. CAL selling scenario: user CALs
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CAL selling scenario: user CALs
A small business with 15 users buys a server and Windows Server 2012 R2 Standard.
Sell: 15 Windows Server 2012 user CALs.
Total sales package
Remember!
Customers have to choose between user and device CALs.
User CALs are the most flexible CAL type.
User CALs allow access to the server from any type of device.
Windows Server 2012 R2 Standard Edition
Price*: $882
NOTE: Insert appropriate figure (yellow)
15 Windows Server user CALs
Value of CALs: $xxx* added to the sale
*Pricing shown is estimated retail price (ERP). Specific CAL pricing varies; check appropriate price lists for your country or region.

13. CAL selling scenario: device CALs
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CAL selling scenario: device CALs
A business purchases Windows Server 2012 R2 Standard to support 15 PCs.
Those 15 PCs are each shared by multiple users.
Sell: 15 Windows Server 2012 device CALs.
Total sales package
Windows Server 2012 R2 Standard Edition
Price*: $882
NOTE: Insert appropriate figure (yellow)
15 Windows Server 2012 device CALs
Value of CALs: $xxx* added to the sale
*Pricing shown is ERP. Specific CAL pricing varies; check appropriate price lists for your country or region.

14. CAL selling scenario: RDS CALs
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CAL selling scenario: RDS CALs
Remember!
Remote Desktop Services requires a Windows Server CAL and an RDS CAL.
A small office with 15 users running Windows Server 2012 Standard adds a branch office with 10 users who require RDS.
These 10 new users use RDS to access a session-based application or a virtual desktop.
The customer has already purchased 15 Windows Server 2012 user CALs.
Sell: 10 additional Windows Server 2012 user CALs and 10 RDS CALs for branch office users.
Previous sales package New sales package
Windows Server 2012 R2 Standard Edition
Price*: $882
10 Windows Server 2012 user CALs
Price*: $xxx each
NOTE: Insert appropriate figure (yellow)
15 Windows Server 2012 user CALs
Value of CALs: $xxx* added to the sale
10 Server 2012 Remote Desktop Services per-user CALs
Value of additional CALs: $xxx* added to the sale
*Pricing shown is ERP. Specific CAL pricing varies; check appropriate price lists for your country or region.

15. CAL selling scenario: Windows Server 2003 migration
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CAL selling scenario: Windows Server 2003 migration
Windows Server 2003 CALs cannot be used to access Windows Server 2012 R2, but CALs can be used to access a Windows Server 2003 server.
Remember!
A 15-person company purchases Windows Server R2 Standard to replace Windows Server All employees will require access to the new server.
Sell: One Windows Server user CAL for each user who will be accessing Windows Server 2012 R2.
2003 CALs
2012 CALs
Total sales package
Windows Server 2012 R2 Standard Edition
Price*: $882
NOTE: Insert appropriate figure (yellow)
15 Windows Server 2012 user CALs
Value of CALs: $xxx* added to the sale
2003
2012 R2
Windows Server 2003
Windows Server 2012 R2
*Pricing shown is ERP. Specific CAL pricing varies; check appropriate price lists for your country or region.

16. CAL selling scenario: New server version
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CAL selling scenario: New server version
New CALs are required any time a customer migrates to a new version of Windows Server.
Remember!
Introducing Windows Server 2012 R2 into a Windows Server 2008 R2 environment
A 100-person company purchases Windows Server 2012 R2 Standard to run in an environment with Windows Server R2 servers.
Sell: One Windows Server 2012 CAL for every user or device accessing Windows Server 2012 R2.
2008 CALs
2012 CALs
Total sales package
Windows Server 2012 R2 Standard Edition
Price*: $882
NOTE: Insert appropriate figure (yellow)
100 Windows Server 2012 user CALs
Price*: $XXX* each
2008 R2
2012 R2
Windows Server 2003
Windows Server 2012 R2
*Pricing shown is ERP. Specific CAL pricing varies; check appropriate price lists for your country or region.

17. CAL selling scenario: virtualization and CALs
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CAL selling scenario: virtualization and CALs
A company purchases Windows Server 2012 R2 Datacenter and wants to provide 50 users access to 14 virtual machines.
Sell: 50 Windows Server 2012 user CALs.
Total sales package
A CAL is required for access to any virtualized Windows Server instance.
Windows Server 2012 R2 Datacenter (Unlimited virtual machines supported)
Price*: $xxx
Why?
With virtualization, users connect to virtual machines through Windows Server 2012 R2. Because they access the server, users require CALs.
NOTE: Insert appropriate figure (yellow)
Windows Server 2012 R2 Datacenter makes the most sense here, because the company will be creating multiple virtual machines and Datacenter supports unlimited virtual instances.
The 50 users require Windows Server 2012 user CALs to access the server.
50 Windows Server 2012 user CALs
Value of CALs: $xxx* added to the sale
*Pricing shown is ERP. Specific CAL pricing varies,; check appropriate price lists in your country or region.

18. CAL selling scenario: mixed 2008 and 2012 R2 environment
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CAL selling scenario: mixed 2008 and 2012 R2 environment
CALS are version-specific. Every user or device accessing Windows Server 2012 R2 requires a Windows Server 2012 CAL.
Remember!
A 30-person company is purchasing Windows Server R2 Standard to run in an environment with Windows Server 2008 R2 servers.
Sell: One Windows Server 2012 CAL for every user or device accessing Windows Server 2012 R2.
2008 CALs
2012 CALs
Total sales package
Windows Server 2012 R2 Standard Edition
Price*: $882
NOTE: Insert appropriate figure (yellow)
30 Windows Server 2012 CALs
Price*: $XXX* each
2008 R2
2012 R2
Windows Server R2
Windows Server 2012
*Pricing shown is ERP. Specific CAL pricing varies, please check appropriate price lists...

19. CAL selling scenario: remote desktop session access
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CAL selling scenario: remote desktop session access
Remote Desktop Services access requires both a Windows Server CAL and an RDS CAL for each user or device.
Remember!
A company wants to use RDS to provide five remote users the ability to access a line-of-business application through their Windows, iPhone, or Android mobile devices.
Sell: Five Windows Server 2012 user CALs and five Windows Server 2012 RDS per-user CALs.
Total sales package
5 Windows Server 2012 user CALs
Price*: $XXX* each
NOTE: Insert appropriate figure (yellow)
5 Windows Server 2012 RDS per-user CALs
Price*: $XXX* each
*Pricing shown is ERP. Specific CAL pricing varies; check appropriate price lists for your country or region.

20. Answers to questions that customers might ask
Do Windows Server 2012 R2 CALs exist?
Why do I need to purchase a CAL?
No. CALs are not re-versioned when an R2 version ships. Use Windows Server 2012 CALs for Windows Server 2012 R2 clients.
A CAL is required when a user or device accesses or uses the Windows Server software. You do not need a CAL if access is through the Internet and is unauthenticated (i.e., a public website). Can I use both a device CAL and a user CAL to access the same server? Yes. Customers can use device and user CALs, along with RDS CALs, to access the same server.
Are CALs included with my new Windows Server?
No. CALs are sold separately.
What is the difference between a server license and a CAL? Why do I need both?
The server license provides the license holder the right to install and use the server software. The CAL grants the right for a user or device to access the server software.
Here are answers to some questions that customers frequently ask.

21. Answers to questions that customers might ask
Is each CAL tied to a specific user or device?
If I am virtualizing Windows Server 2003 workloads, do I need a Windows Server 2012 CAL?
Yes. CALs must be assigned to specific users or devices. If a user leaves the company or a device is retired, a customer can reassign the CAL.
Yes. Since you are accessing the Windows Server 2003 or 2008 workloads through Windows Server 2012 R2, you will need the appropriate Windows Server 2012 CALs.
I have some extra CALs from an older version that are not being used. Can these be applied to servers running a newer version?
Do I need CALs for my administrators?
No. CALs must be the same version—or a more recent version—of the Windows Server software they are accessing.
It depends. Windows Server 2012 R2 licensing allows up to two users or devices to access the server software for the purposes of administration, without CALs. However, if administrators also use the software for anything other than administration—such as checking —the administrator will need a CAL. .
Here are answers to some questions that customers frequently ask.

22. Windows Server CALs are channel-agnostic
Note: No matter where CALs are purchased, the licenses are portable and channel-agnostic.
OEM-licensed
Server
OEM CAL
VL CAL
Volume Licensing
Server
OEM, Volume Licensing, and retail CALs all have the same rights.
Any CAL (OEM, Volume Licensing, or retail) can be used to access any Windows Server (OEM, Volume Licensing, or retail).
OEM CALs are not tied to a specific server. When the OEM server is retired, the OEM CALs still remain valid.
OEM CALs can be sold only to customers who already have or are buying a Windows Server license from an OEM.
Retail-licensed
CALs are no longer included in the Windows Server 2012 operating system license, but CALs are still required for access to any Windows Server 2012 Datacenter or Standard instance (physical or virtual). These CALs must be purchased separately.
CALs that were included as part of the core operations system license are permanently assigned to the server and will retire with the core OEM license.
No matter where you purchase your CALs, the licenses are portable and channel-agnostic.
CALs provide access to Windows Server 2012 or any previous version. Windows Server 2012 CALs will provide access to Windows Server 2012 or any previous versions (Windows Server 2008 R2, Windows Server 2008, Windows Server 2003, and so on). CALs are also not edition-specific. A Windows Server CAL can be used to access any edition of Windows Server (Datacenter or Standard Enterprise editions).
OEM CALs are not tied to a server. Windows Server 2012 CALs are purchased separately and are not tied to a specific server. OEM CALs are independent of the server operating system license and are still valid after the server operating system license has been retired.
Additional OEM CALs can be purchased after the initial server sale.
CALs are channel-agnostic; any CAL (OEM, Volume Licensing, or retail) can be used to access any Windows Server (OEM, Volume Licensing, or retail). This is an important concept to understand – there are frequent questions about this. As an example, a customer might have two Windows Servers in their environment. One server might be running an OEM version of Windows Server 2012, and the second server might be running a Volume Licensing version of Windows Server. A Windows Server 2012 CAL, whether purchased from an OEM or Volume Licensing can be used to access either of these servers.
OEM CALs can be sold only to customers who already have or are buying a Windows Server license.
For additional information about client access licensing, visit the Microsoft website:
Server

23. RDS CALs and activation
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RDS CALs and activation
RDS CALs
RDS CALs are version-specific and require activation
Match the RDS CAL version with the customer’s Windows Server version.
Example: Windows Server 2012 RDS CALs cannot be used with a Windows Server 2008 R2 server RDS CALs are not backward-compatible.
Required for remote desktop access
Ideal for companies with users who need to access session- based applications, Virtual Desktop Infrastructure (VDI), or the full desktop remotely.
RDS CALs must be activated. For more information about the Remote Desktop Licensing Manager tool, visit
RDS CALs are the only CALs that require activation
RDS CALs can be activated through the Remote Desktop Licensing Manager tool in Windows Server 2012 or Windows Server 2008 R2
Note: Remote Desktop Services requires a Windows Server CAL and an RDS CAL for each user or device.

24. 4/19/2017
Introducing Microsoft Remote Desktop app Providing easy access from mobile devices
Provides easy access to a variety of devices and platforms, including Windows, Windows RT, iOS, Mac OS X, and Android.
Extends the rich Windows experience to mobile devices and help users be both productive and license-compliant.
Provides flexibility by providing access to:
PCs (through a Remote Desktop Gateway)
Personal and pooled virtual machine-based desktops
Session-based desktops
RemoteApp programs
Microsoft now provides easy access to a variety of devices and platforms, including Windows, Windows RT, iOS, Mac OSX, and Android. Users can get the no-cost Microsoft Remote Desktop app simply by visiting the application store on their devices.
With Microsoft Remote Desktop app, even organizations with tight resources now have a solution to embrace their changing IT environments without compromise.
Microsoft Remote Desktop app provides flexibility to users and IT by providing access to:
Users’ PCs (For Windows Professional versions or later with Remote Desktop Gateway) Personal and pooled virtual machine-based desktops
Session-based desktops and
RemoteApp programs
© 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

25. CALs and smartphone remote access for Microsoft remote desktop clients
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CALs and smartphone remote access for Microsoft remote desktop clients
Note:
RDS requires both a Windows Server CAL and an RDS CAL for each user or device.
The power of Windows in a remote desktop client to help your customers get their work done wherever they are.
Link to each application store
/apps/details?id=com.micros oft.rdc.android
pp/microsoft-remote- desktop/id ?mt=8
dows/en-us/app/remote- desktop/051f560e-5e9b- 4dad-8b2e-fa5e0b05a480
m/en- us/store/app/microsoft- remote-desktop- preview/299b09ab-207e- 441c-9e8e-c8d66c20b76b
With the Microsoft remote desktop app, your customers can connect to a remote PC and their work resources from almost anywhere. Experience the power of Windows with RemoteFX in a remote desktop client designed to help your customers get their work done wherever they are.
More information is available here:
© 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

26. Windows Server 2012 CAL call script
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Windows Server CAL call script
Which Windows Server 2012 R2 edition is being purchased?
Datacenter, Standard, or Standard with 4 CPU and 4 VMs.
CALs are required.
Essentials, or Foundation, editions,
No CALs are required.
“Do you have employees who use either one or multiple devices?” OR “Do you have employees who share a single device?”
Users with multiple devices = USER CAL
Multiple users sharing a single device = DEVICE CAL
“You will need a CAL for each user who will access the server.”
“How many users will access the server?”
“You will need a CAL for each device that will access the server.”
“How many devices will access the server?”
Here’s a call script you can use with your customers.
Compute the number of user or device CALs required.
“You will need ___ of [user or device ] CALs, Can I add that to your order?”
Add CALs to the transaction and proceed.

27. Additional information
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Additional information
For more information about Windows Server 2012 CALs and licensing, visit:
Microsoft OEM Partner Center
Microsoft OEM Training Zone
Visit Microsoft Volume Licensing, About Licensing for more details about Windows Server 2012 CAL information
For more information, please visit these links.

28. © 2014 Microsoft Corporation. All rights reserved
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.