"Customers tend to take a big-picture view of
licensing, according to Elop -- that is, they look at the value it
adds to their businesses overall, rather than dwell on the minutia
of individual licenses required for the products they use.
""Customers want the amount they pay to be tied to the value
that they're driving, the usage they're getting -- that's why these
models are so complicated," he said. "For different customers,
these things are measured in different ways.
""What a customer will do generally is take a big step back and
say, what am I paying for e-mail? What am I paying for
collaboration? And they will make a determination as to whether
they think that's fair value or less than fair value," he