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Microsoft Licensing Training

Expert Training for Contract Success

18+ hours

4.7

(1,739 Reviews)

Our intensive “boot camp” training and professional certification is the most current and complete training on Microsoft licensing available, enabling you to intelligently evaluate your licensing options and keep your organization compliant without overbuying. You’ll learn a disciplined process and proven negotiation strategies for optimizing your next contract negotiation.

Image of the Hyatt Regency in Orlando

Microsoft Licensing Bootcamp

$

Course Dates & Locations

Register Now

What You’ll Learn

  • Microsoft’s licensing vocabulary, concepts and policies
  • How Microsoft’s key products and cloud services are licensed
  • A framework on which to build your licensing expertise
  • The latest information on shifts and trends in Microsoft licensing

Who Should Attend

  • IT decision-makers
  • Procurement and Legal professionals
  • Software Asset Managers
  • Solution Partners
  • Anyone involved with Licensing Microsoft technologies

Date Details

Presenters

Rob Horwitz
Rob Horwitz

Cofounder

Rob Horwitz analyzes and writes about Microsoft licensing programs and product licensing rules. He also trains organizations on best Microsoft…more

Wes Miller
Wes Miller

Analyst

Wes Miller analyzes and writes about Microsoft’s security, identity management, and systems management technologies. Before joining Directions on Microsoft, Wes…more

Dean Bedwell
Dean Bedwell

Licensing Expert & Negotiator

Dean Bedwell works with organizations to optimize their Microsoft licensing agreements. He also trains organizations on Microsoft licensing negotiation strategies…more

Andrew Snodgrass
Andrew Snodgrass

Analyst

Andrew analyzes and writes about Microsoft’s data management, business intelligence, and machine learning solutions, as well as aspects of licensing…more

Agenda

9:00 am ET Introduction
9:15 Windows Client OS & Virtual Desktops
10:45 Break
11:30 Office Client suites
12:45 Dynamics 365
2:00 End of Day

 

9:00 am ET Microsoft 365 and Copilot (Part 1)
10:45 Break
11:30 Microsoft 365 and Copilot (Part 2)
12:45 Power BI and Fabric
2:00 End of Day

 

9:00 am ET Windows Server On-Premises and in the Cloud
10:45 Break
11:30 SQL Server On-Premises and in the Cloud
2:00 End of Day

 

9:00 am ET Enterprise Agreement (EA) Program Overview
10:45 Break
11:30 Preparing for your EA Negotiation
2:00 End of Day

 

9:00 am ET EA Contract Stack Standard Terms & Potential Concessions
10:45 Break
11:30 EA Negotiation Best Practices
2:00 End of Day

 

Microsoft Licensing Bootcamp

$

Topics Covered

These are the typical topics and products covered in this training. This expert training is always kept up-to-date, so topics and products covered may evolve for future sessions.

  • Available suite levels; when selection is based on individual or organization-wide needs
  • “Batteries not included” capabilities (add-ons) that cost extra and the ways they are licensed (per-user, per-device, per-instance, and consumption)
  • Constraints on mixing different suite levels within the same tenancy
  • How US Government Cloud Differs from Commercial
  • OS related capabilities & rights within the suite levels
  • Extended Security Update Add-on for supporting legacy versions
  • Per-Device licensing for kiosks
  • Virtual Desktop Infrastructure (VDI): what it is, how VDI licensing rules differ depending on hosting location; extra costs for VDI on Amazon
  • Azure hosted VDI offerings–Azure Virtual Desktop and Windows 365—and how licensing differs
  • PC/Mac, browser, mobile capabilities included in M365 suite levels
  • Per-Device licensing for kiosks, etc.
  • Licensing Office app scenarios with no human “user”
  • Office Professional Plus license model, when this legacy product makes sense

  • Capabilities included within the suite levels
  • Related add-ons, when they are needed, and how they are licensed
  • When on-premises rights (CALs) and Exchange/SharePoint Server software is included with M365 suites

  • Which capabilities (AI, enhanced event, management, PBX, audio conferencing, scheduling, conf. room hardware) are included as part of the suites, and which require add-on licenses

  • What’s included in M365 suites and what capabilities require add-on licenses

  • Visio/Planner/Viva and other capabilities included as part of the suites or requiring add-on licenses

  • Entra (directory), Intune (endpoint device management), Defender for Endpoint / for Identity / for Office 365: capabilities included within the suite levels and features that require add-on licenses
  • Security Copilot, Sentinel, and Defender Experts—what they do and how they are licensed (via add-ons)
  • How Conditional Access is provided via a collection of underlying components

  • eDiscovery & Audit logging features included within each suite level
  • Retention policy, data loss protection, and other Information & Governance features included within suite levels and those requiring add-on licenses
  • Communication compliance and other insider risk management features included within suite levels and those requiring add-on licenses
  • How AI related licensing and pricing is evolving
  • Where usage and spend are reported
  • The multiple ways to pre-buy AI consumption, the types of AI use they cover, and the level of discount they provide
  • M365 Copilot Basic vs. Copilot Premium User SLs
  • Copilot Cowork: what users can accomplish with it; associated add-on consumption costs
  • What’s an “agent”, authoring environments (Copilot Studio, Foundry, etc.), how runtime costs accrue
  • Agent governance and when purchasing Agent 365 is warranted
  • The other “Copilots” besides M365 Copilot Basic/Premium
  • Power BI components and architectural overview
  • How primary licensing costs are based on “back-end platform” type & size
  • Comparison of back-end platform features and license models (per-user vs. capacity)
  • The relationship between Power BI and the data and analytics service known as “Fabric”
  • How the original Power BI Premium P SKUs map to equivalent Fabric SKUs
  • The mandatory migration from Power BI Premium P To Fabric and tactics to limit its financial impact
  • Achieving cost saving via Fabric sizing and choice of pay-as-you-go vs. reserved capacity options
  • Copilot in Power BI and Fabric: what is it, common use cases, capacity-based licensing
  • Role of on-premises Power BI Report Server; dual use rights
  • What is a “content creator” and when they need a special User SL
  • What determines licensing costs: use of virtualization, # cores, edition type, # clients
  • Options for allocating core licenses (License-by-Physical Server and License-by-VM); how to choose based on workload
  • Windows Server client-side rights included with M365; your obligation to license outside contractors
  • Extended Security Updates for legacy versions
  • Remote Desktop Services (RDS) CALs and when they are required
  • Licensing options for running Windows Server-based VMs on Azure; how to reduce costs via. reservations and savings plans
  • Options for handling Azure hardware capacity shortages that inhibit VM deployment
  • Azure Hybrid Benefit: Benefits and risks of applying on-premises core licenses toward use of Windows Server within Azure
  • Licensing Azure VMs used for Dev/Test
  • Licensing Windows Server in AWS: stricter rules, fewer options
  • Per Core license model: The rules and how they impact edition selection, # of core licenses required, and whether Software Assurance (SA) is necessary
  • The three most common on-premises deployment scenarios and how best to license them; how to reduce licensing cost through VM consolidation
  • Corner cases: SQL Server Passive Fail-over Rights, SQL under Server + CAL License model, licensing SQL Server for dev/test, etc.
  • Licensing options for running SQL Server-based VMs (and related database services) on Azure; how to reduce costs via reservations and savings plans
  • Azure Hybrid Benefit: Benefits and risks of applying on-premises core licenses toward use of SQL Server-based VMs (or other SQL-related services) within Azure
  • Licensing SQL Server in AWS: stricter rules
  • Who EA is for; major advantages/disadvantages
  • Timetable for Microsoft Customer Agreement (MCA) to displace EA; +/- ramifications for org’s pushed to MCA
  • EA vs. MCA comparison
  • Ways to mitigate EA’s biggest drawbacks
  • Unique benefits of buying Microsoft 365 through an EA
  • EA basics: Price levels, True-ups
  • How Gov’t EAs Differ from Commercial
  • Recent changes within Microsoft that affect contracts & negotiation
  • Overview of the negotiation stages
  • What constitutes a “success” negotiation RE: contract terms, MS relationship, personal career
  • Building a manageably sized negotiation team with the required skills, expertise, and decision-making power; best practices for running the team, including tools, processes, procedures
  • Discovery: Why is it essential to clarify your org’s MS technology, business, and legal needs/wants ahead of time; best practices for obtaining the level/type of information required
  • Collecting existing contract documents & license data: Why it is important and how to do it
  • Deep dive into each EA-related and MCA-related contract document: what it specifies, what types of exceptions / concessions are possible to negotiate
  • How to leverage a Microsoft Azure Consumption Commitment (MACC)
  • Potential product-specific concessions (for Microsoft 365, Azure, Windows Server, etc.)
  • Unified Support and how it related to your EA or MCA
  • Suggested Financial Models for scenario planning; analyzing the impact of various product selection/quantities, pricing discounts, and other variables
  • Microsoft’s Negotiating Team: the 10+ different job roles, how they are compensated, their decision-making authority, how they can help/hurt
  • Microsoft’s Negotiation Playbook: Timeline and standard operating procedures, such as engaging with many entry points within your organization to collect data, control information flow, and navigate around obstacles
  • How to most effectively frame concessions / price discount requests
  • When and how to escalate up the Microsoft chain of command
  • Common types of mistakes/oversights contained within Microsoft counter proposals; how to track negotiation steps so nothing important falls through the cracks
  • Project Close and Debrief: Making sure key stakeholders understand what was signed; technical, legal, and business ramifications

Note that Azure-related licensing is covered across multiple licensing boot camp sessions, as Azure-based charges are pervasive across the Microsoft product portfolio.

FAQs

No Hidden Agenda

We’re not Microsoft or one of its Large Account Resellers (LAR), so we don’t have a vested interest in how much software your company buys. And we’re not a software asset management (SAM) vendor or consultant, so we don’t have a vested interested in selling you a SAM solution or a consulting project. We’re educators and advisors. Our sole mission is to equip you to be your own best advocate when it comes to licensing Microsoft software.

Focus and Depth

Unlike many companies that offer Microsoft licensing training, we’re not a one-man shop. Nor are we a side business of a much larger company. We’re an independent firm focused exclusively on Microsoft since 1992. Our experts have decades of industry experience and an institutional understanding of Microsoft technologies and how they’re licensed. No other company even comes close to our focus and depth of knowledge.

Backed by Research

We back up our training with the best set of Microsoft licensing information resources available. These include in-depth licensing guides for each key product and a monthly licensing update service that keeps you abreast of significant changes in Microsoft licensing policies—detailed and objective information that will reinforce and sustain everything you learn at our seminar.

Everyone will leave with:

  • At least one tip that, by itself, more than pays for this course
  • A to-do list of action items
  • A reference guide to consult afterward
  • Useful new peer contacts

Yes!

Sometimes you can get free training from your software vendor or reseller. Sometimes you can hire a consultant to review your situation and give you negotiating advice.

Well, that’s not what we do. We train you in the fundamentals of Microsoft licensing and negotiation from A to Z so that you can develop your own expertise. By the end of our Licensing Boot Camp, you’ll have the in-house knowledge you need to avoid tens-of-thousands of dollars in unnecessary licensing costs. And if you do decide to hire a consultant, you’ll quickly know if the advice you’re getting is sound.

No one can possibly know everything about Microsoft licensing. But you can get close enough to protect your investments. We’ll help you master the ground rules, spot new opportunities for savings, and know what licensing traps to avoid as you plan new projects. You’ll be far better-prepared and far more confident whenever you engage with your Microsoft or one of their resellers.

Thousands of IT professionals from organizations large and small around the world have graduated since we launched these classes in 2009.

CIOs, CTOs, IT architects, software asset managers, and IT procurement professionals—all emerged vastly better equipped to understand and make informed decisions about their Microsoft licensing options. Boot Camp alumni represent companies State Farm, Nike, and many others…

The Licensing Boot Camp is highly relevant and actionable for enterprise-size organizations in the private and government sector.

It is less relevant for customers in the education sector as Microsoft programs and rules for EDU customers diverge materially from the programs and rules covered in this training.

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Reviews

“Directions does a great job of presenting information specific to Microsoft that Gartner doesn’t — information you can’t easily find in any other source.”

 Jeff Cooper Desktop Designs & Standards

Just what I needed to architect financially sound solutions.

 Michael S. Principal Systems Engineer, Medica

Instruction and content surpassed my expectations.

 Brett E. Enterprise Architect, State Farm Insurance

I had no idea how much money we were wasting.

 Brien J. IT Director, Invensys Corporation

Changed the way I approach architecting new solutions.

 Andrew S. IT Manager Workload Hosting, TruStage

I finally feel ready to tackle our Microsoft EA.

 Beth B. Server Infrastructure Manager, Amerihealth Administrators

Boosted my confidence in managing our Microsoft agreements 100%

 Darrell W. IT Infrastructure & Operations Manager, Chickasaw Nation Industries

Great information we will leverage during our next EA renewal.

 Vicki C. Sr. IT Procurement Specialist, HNTB

Jam-packed with great insights.

 Timonthy W. Software Sourcing Manager, CUNA Mutual Group

Networking with others dealing with big Microsoft licensing challenges was great.

 Scott S. VP Global IT Sourcing, Cooper Standard Automotive

Gave me clarity on how to negotiate our next deal.

 Stan C. Sr. IT Procurement Specialist, Clearesult Consulting

Made this complex and convoluted topic understandable.

 Steven H. Sr. IT Manager, Varian Medical System

Delivered value beyond our expectations.

 Teresa W. Sourcing Specialist II, CenterPoint Energy, Inc.

Unlike other courses, this one delivers real value. No regrets!

 Scott F. Sr. Procurement Manager, Global Food & Beverage Company

Amazing class that covers critical material in record time.

 Robert S. Lead ITAM Specialist, BCBSSC

We’re all coming back next year.

 Melissa W. Software Acquisition & Management, Experian

Gave me an action plan for both compliance and strategic licensing decisions.

 Mike W. IT Analyst, County of Sonoma

We’ve never had a resource that comes close to what you provide.

 Nancy T. Sr. IT Expense Manager, Torchmark

Uncovered hidden licensing savings for future projects.

 Peter D. IT Infrastructure Manager, Dialysis Clinic, Inc.

Microsoft licensing is a moving target. This training keeps me ahead of the curve.

 Larry D. Sr. Project Process Analyst, FedEx

I’m a newcomer to Microsoft licensing. I couldn’t have asked for a better introduction.

 Larry R. Software Portfolio Lead, Xerox

I only wish you would add an extra day.

 Marcel F. Software Procurement Analyst, County of Sonoma

Cleared up my Microsoft licensing confusion.

 Matt M. Technology Risk Consultant, Deloitte & Touche

The course paid for itself in the first hour.

 Karen S. IT Procurement Manager, Maritz

Built a solid foundation for a complete beginner. Exactly what I needed.

 Judith V. Enterprise License Agreement Team Lead, Dept. of the Air Force

Hands down the best training I have ever attended.

 John N. IT Procurement Program Manager, Flow International Corp.

Must-have training for anyone who deals with Microsoft licensing.

 John. M Sourcing Leader, H&R Block

Now I know what to look and ask for.

 Josephine Makondora Contracts Manager, UNICEF

Gave us much to consider and get done before we renew our EA.

 Judith A. Project Coordinator, Brown Brothers Harriman

Deep knowledge, amazing delivery. Phenomenal!

 Gregg H. IT Purchasing Manager, HF Management Services

I wish we had attended sooner.

 Griselda C. Software Procurement Specialist, UNICEF

We pick up new licensing strategies and tactics each year we attend.

 Janice M. IT Procurement & Licensing Manager, GuideOne Insurance

Incredibly knowledgeable team and comprehensive training.

 Jason C. Vendor Relationship Manager, Citizens Property Insurance

Delivered information I needed with none of the confusing jargon Microsoft throws at us.

 Joan W. Server Infrastructure Director, Unisys

The equivalent of getting a PhD in Microsoft licensing.

 David O. Global IT Executive Director, Karl Storz Endoskope

Completely changed my understanding of Microsoft licensing.

 Graham P. IT Staff Manager, Analog

Great instructors, information, Q&A, and networking.

 Cara R. R&D Operations Team Lead, Perceptive Software, a Lexmark company

Great event. I can’t think of anything more I could have wanted.

 Carl H. Project Coordinator, Fitness International

I keep coming back because the rules keep changing.

 Carl L. Sr. Contract Manager, Mass General Brigham

We already gained an advantage using knowledge from the training.

 Silvie H. Microsoft Licensing Specialist, Copaco

The antidote to Microsoft licensing complexity.

 Alphonse T. Technology Services Manager, IDRC

Weeks later I am still reaping rewards from this class.

 Beryl S. Finance & Operations Officer, Intl. Development Resource Center

Exactly what we needed to prepare for our EA renewal.

 Bill P. IT Supervisor, City of Arlington (TX)

We left with armed with new insights for advising our clients on Microsoft licensing.

 Sindy K. Managing Director IT Services, Business Connexion

Directions makes Microsoft licensing seem clear and manageable.

 Leila K. Software Sales Manager, Connection

Perfect for someone with limited Microsoft licensing and negotiation experience.

 David M. Configuration Analyst, FCO Services

A must for anyone who has to deal with Microsoft licensing.

 Chris H. Account Manager, Bytes Software Services

You’ve made our jobs a whole lot easier.

 Christ G. Product Group Manager, IVENT

The entire class was outstanding. Kudos!

 Susan A. Technical Analyst, Blount International

We spent most of last week applying what we learned.

 Steve W. Global Finance Manager, United Technologies

Second time here and I plan to come again. Enough said.

 Steve. P. ITAM Analyst, HIS Market

The trainers answered all of our questions no matter how complicated.

 Ross K. IT Services Analyst, General Mills

Clear and complete deep dive into Microsoft licensing.

 Stacy B. Software Licensing Specialist, Freudenberg-NOK Sealing Technologies

Far more informative and useful than expected. Bravo!

 Nedda S. IT Administration Manager, Automobile Club of Southern Cal.

An eye-opening experience. Definitely worth the time and money.

 Nathan C. Enterprise Systems Manager, Pier 1 Imports

Turned on light bulbs in all areas.

 Lyle A. IT Business Manager, Husky Energy

Worth every cent for anyone looking to strengthen their grasp on Microsoft licensing.

 Jason K. VP Product Engineering, Express Metrix

I feel much more confident for our upcoming EA renewal.

 Lonneke H. Software Asset Management, Centric

Fantastic. I’m excited to share the knowledge with my team.

 Lucy W. IT Asset Management Analyst, Kansas City Power & Light

This class underlined how little I actually know about Microsoft licensing.

 Greg J. Sr. IT Manager, Ely Lilly

Super informative. All our questions were handled perfectly.

 Jarret A. Computing Services Team Lead, Great-West Life Assurance Company

Worth every penny.

 Eric L. IT Manager, Greenman-Pedersen, Inc.

Changed the way I will approach architecting new solutions.

 Erik A. Financial Analyst, Lockheed Martin

Great information for our EA and loved the opportunity to network.

 George B. Asset Management Analyst, Ledcor

The knowledge from Directions about Microsoft licensing is amazing.

 Darin I. Software Asset Management Analyst, Conoco Phillips

Great class! Next time I’m bringing my colleagues.

 Carol W. Compliance Administrator, Alliance One International

Wonderful way to learn how to maintain compliance without over-licensing.

 Cheryl B. Technology Systems and Services, Legacy Health

Absolutely great information. I need to take this course on a regular basis.

 Chris K. Director IT Projects, Hospital Sisters Health Systems

Completely changed the way I looked at negotiating. I put too much trust in our reseller.

 Dana C. Sr. IT Asset Manager, MultiCare Health Systems

Made me realize how much I didn’t know.

 Carol R. Sr. TAM Analyst, Travelport

I never expected to walk away with so much knowledge.

 Anne M. Software Licensing Manager, Bright House Networks

An illuminating experience. I departed with a long list of to-do’s.

 Adam L. IT Asset & Compliance Manager, Pacific Dental Services

Opened my eyes and provided crucial information for our EA Renewal.

 Alain S. IT Asset Manager, ALLETE

Showed us how to fix compliance issues before we get audited.

 Amy L. Product Manager, Logicalis Inc.

Helped me align our technical roadmap with our licensing strategy.

 Steve H. IT Director, USAA

A must attend for everyone dealing with Microsoft licensing.

 Viorel V. Corporate IT Manager, ATS Automation

This class is a Microsoft licensing game-changer.

 Daniel B. Enterprise Applications Administrator, Express Employment Professionals

An answer to Microsoft licensing insanity.

 Gregory D. Desktop Engineering Manager, Northwell Health

As I’m sure you’ve heard before: I had no idea.

 Robert M. Information Technology Manager, City of Saskatoon

Highly enlightening and delivers invaluable information.

 Marvin P. Director of IT, County of San Diego

The knowledge gained on Microsoft licensing justified the cost.

 Mike Klein Chief Information Officer, BC Housing

3rd time at the Boot Camp and still learning new tricks. Must attend for licensing pros.

 Paul H. Sr. Systems Analyst, Fisher Investments

Put us in a much better position to negotiate our EA.

 Ravi C. Sr. IT Operations Manager, Dart

I only wish I attended before we started our talks with Microsoft.

 Ray H. IT Director, Covenant Health

The presenters are true experts able to answer any questions we had.

 John O. IT Director, Curtiss-Wright

Worth every penny — even after traveling from Australia.

 Luke K. Operations Manager, CPA Australia

I am going to recommend this training whenever I can.

 Mark B. Managing Director, CoreAzure

We were flying blind. Now I know what to do.

 Jerry A. IT Infrastructure VP, GC Services, Ltd.

Packed with high-value information you won’t find anywhere else.

 Geoffrey P. Corporate IT Manager, General Motors

Provided more useful information in 3 days than MS has in the last 10 years.

 Allan B. IT Manager, Aramark Corporation

Exceeded my high expectations.

 Anders W. Enterprise Architect, Volvo

Provided excellent advice and references on a complex subject.

 Bruce H. VP Corporate IS, Bemis Manufacturing Company

The material covered, the questions answered, and group interaction significantly contributed to my readiness for our upcoming EA.

 Eric S. Sr. Program Manager, NetApp

Filled with relevant examples of what to do and not to do.

 Aaron A. VP Global Enterprise Applications, Citco

Well organized and thorough — exactly what we needed.

 David H. IT Infrastructure Manager, Cherokee Nation Businesses