Westcon Lync Recruit Event 18-9-13

Lync Recruit Partner Event18th September, 2013

Dawn FentonSales Director – UC & Data Solutions

Welcome

Microsoft Lync 2013 is a phenomenal advance in Unified Communications, connecting people across devices and productivity scenarios in a way that is collaborative, consistent, engaging and accessible, from the living room tothe boardroom.

Today

Provide you with the Lync Partner opportunity

Advise on your Lync strategy

Provide support & resourcesObjectives

Whatever your focus today……Westcon can take your Microsoft business to where you want to be

tomorrow

One-to-one business planningComplementary Vendor Solutions

Agenda10:00 - Welcome & Introductions

10:10 - Market Opportunity

10:30 - Lync 2013 Demonstration

10:50 - How Partners Make Money with Lync

11:05 - What role does Westcon play?

11:20 - Active Communications

11:35 - Break

11:50 - Support Programmes

12:00 - Extreme Networks

12:20 - Where next?

12:30 - Lunch & Speed Meetings

Product MarketingInternal Sales Pre-salesExternal Sales

Dawn FentonUC Sales Director

Scott SomenthalAccount Director

Carlos CostaAccount Director

Shakeel KhokharAccount Manager

Dionne WheelerAccount Director

Spencer BrantonAccount Director

Hayley MillsInternal Sales Team Leader

Rhys MatthewsInternalSales

Sacha ThompsonInternal Sales

Maia AdamsInternal Sales

Christian HarkusInternal Sales

Lee EvansSenior Solutions Consultant

Dave RichardsonSolutions Consultant

Barry RalphSolutions Consultant

Nick WrightEuropean Product Manager UC Endpoints

Pete WoodhamsEuropean Product Manager UC Infrastructure

Rob WattsSenior Marketing Executive - Lync

Introductions

Extreme Networks

Active Communications Polycom

AudioCodes PlantronicsJabra

♥

Market Opportunity

Kerri SmithBusiness Development Manager - Voice

Lync Campaign

♥

Microsoft and how we are structured

Major

CAM-E

CAM-S

CTM

Breadth SMB

Lync Campaign

Enterprise and Partner Group

Small and Midmarket Solutions & Partners

♥ Lync Campaign

90 of the Fortune 100 companies

are Lync customers.

♥ Lync Campaign

5M seats of

Enterprise Voice deployed, up from

3 million just 14 months ago.

♥ Lync Campaign

1000

partners

have chosen to bet their business

on Lync.

That’s one a business day since launch!

♥

2000 applications have been delivered on the Lync platform, which is more than 4x Cisco and 5x Avaya.

Lync Campaign

♥

140 devices qualified for Lync 2013 with more on the way…

Lync Campaign

♥

Infrastructure

60%

Microsoft Audio Conferencing

£12 million each year

Audio Conferencing

95%

Telephony

75%

Facilities

30%

Travel

30%Lync

Customer Savings

♥

How is Lync doing in the UK?

Love Lync

• Plus CAL growth 140% YoY (WW 90%)• H1 Sales 129% of Budget, 1st in DM• H1 Fully allocated revenue, $25M (21%

YoY, 2nd DM)

• FY12 Lync Adds, great for seeding voice but…

• LVSS more closely aligned to selling motion

• YTD 53K vs 32K, TQ in A13, EPG, CAM-S, CTM…

• Voice lines shipped, NOT incumbent market share

• FY12Q1 12% FY13Q1 30%, Cisco 27%, Avaya 30%

• ‘Others’ statistically not significant

Microsoft Confidential

Rob Watts

NEEDS UPDATING

♥

What is the market opportunity for Lync?£6.6BN* Lync UK Services Opportunity

*addressable market opportunity as of Oct 2012

• IM/P £1.4BN• Conferencing £2.4BN• Telephony £2.8BN

Opportunity across all workloads

Opportunity Segment Split

• UK VSB market 5-49 PCs, 24%• UK SMB market 50-499 PCs, 36%• UK Enterprise market 500+ PCs, 40%

Opportunity across all org. sizes

One third of new voice seats are Lync• New seat acquisition grown 8%

year over year in last 12 months• 50:50 split between commercial

and public sector organisations

Opportunity across all market sectors

Lync voice business grew 45% in 2012• In the next 12 months:• Telephony expected growth is

72%• Conferencing expected growth is

20%• IM/P expected growth is 14%

Microsoft Confidential

Rob Watts

UPDATE

♥

The Microsoft Lync Partner Journey

♥

Why

Clear roadmap

Measurable Milestones

Greater Rewards

♥

The Microsoft Partner Recruitment Process

Sel

ect

S0

Pro

spec

t

S1

Qua

lify

Rec

ruit

S2

Dev

elo

p

S3

Pla

n

S4

Com

mit

Exe

cute

S5

En

able

S6

Pip

elin

e 10

d

eals

S7

Firs

t W

in

S8

Sec

ond

Win

S9

Thir

d W

in

Gra

duat

eP

SP

Co

mm

itmen

t M

etPA

M A

ssig

ned

n

ew P

SP

Co

mm

itmen

t Set

Recruit Ready Running

S0 S4 S8

♥

The Partner Journey – Recruit

New Partners or Practices investigating Lync Voice

Love Lync

CDM

Enablement

Joint plan

Commit to 500 LVSS

Who Resources

Milestone

♥

The Partner Journey – (Getting) Ready

Recruited Partners

Love Lync

PTA

Enablement

“Ready”

Who Resources

Milestone

• Complementary Vendor

Ecosystem

• Solution Architects

• Dedicated UC Sales Team

• Marketing & Product

Management

♥

The Partner Journey – Running / Graduated

Ready partners delivering PSP targets

PAMmanaged

Mastered PSXClaiming SIPSelf reliant

Who Resources

Milestone

♥ Lync Campaign

Communications Competency

♥ Lync Campaign

Competency Benefits• SIP and other Incentives• Deployment Planning Services• PSP Activation Kit• Designated contact• Visual Studio MSDN - 10 Premium

Subscriptions• Advisory hours – 50 Hours• Internal User Rights – 100 • TechNet Subscriptions – 3 Subscriptions• Access to Partner Leaning Centre • Partner Marketing Centre• Free licensing, sales and technical

support• Technical Incident Support

Lync 2013 Demo

Lee Evans & Barry Ralph

Solutions ArchitectsWestcon Convergence

Lync Campaign 25

How are Partners currently making money with Lync?

Scott SomenthalAccount Director – Microsoft Lync

Generating Revenue in theLync Sales Process

Business Value Network Assessments

Pilots

Design & Deployment

Support

Hardware Resell &

Incentives

Lync sales opportunity:Assessment services

Assessment services include business productivity, workflow, business value (ROI).• Difficult to monetize, treat as pre-sales activities

Network assessment services are critical to successful voice pilots and deployments.• 30% - 40% gross margins• This is a ‘must-have’ service offering


Pilots

Design & Deployment

Support

Hardware, Software & Incentives

Lync sales opportunity:Pilots


Pilots(Voice)

Design & Deployment

Support


“Pilots drive business !!!”• Successful pilots of the full

stack demonstrate Lync’s capabilities.

• Establish a toe-hold for future Lync voice expansion (the PBX / gateway integration is already done)

• Typical deployment scenarios are branch office, mobile worker or limited (250 seat) in-office.

Lync sales opportunity:Design and deploy


Pilots(Voice)

Design & Deployment

Support


Bread and butter service• Design, deploy,

acceptance testing• Typically 50% - 70% of

project revenue• Revenues scale with

project scope and complexity

• 35% - 45% gross margins

Knowledge transfer can be monetized

• Training• Documentation

Lync sales opportunity:Support services


Pilots(Voice)

Design & Deployment

Support


Support offers significant revenues opportunities

• Voice buyers expect support

• Potential for long term, recurring revenue streams

• 30% - 45% gross margins

Many flavors of support• Short term, post

deployment (£ for hours)• Maintenance (multiple

blocks of hours)• Remote managed services

(£/seat/month)

Lync sales opportunity:Hardware and software


Pilots(Voice)

Design & Deployment

Support


Hardware• Voice deployments need headsets,

desktop / conference phone, gateways etc.

• Servers• SBA• Load Balancers• Video end points• 2% - 10% gross margins• Establish relationships with

hardware vendors / distributors

Software incentives• Microsoft solution incentive on net

new license sales• 10% - 20% incentives

SIP Trunks

Typical Deal

Show me the money!

A Customer…

Goals:

• Double revenue in 2 years

• Reduced cost

• External guidance on strategy

• Automated ticketing system

500 People – 30 locations

• Head office: 300 people

• 29 branch offices:

6-7 people

• Disparate workforce

Challenges:

• Disparate workforce

• Multiple PBXs

• Aging platform

• High travel costs

• Growth of real estate

£13m – looking to double in 2 years

Potential Solution

• Long termvalue based strategy onUC and Collaboration

• Single centralisedUC Platform – hybrid?

Lync Providesa Scalable Platform

DoubleRevenue

ReduceCost

FlexibleLicensing

User efficiency & reduce UC Costs

On-Premises, Online, & per User/Device

Alerting & allocation of works

TicketingSystem

Federation& reduce problem resolution

NewServices

Let me show you the money….Work through a typical deal: customer size, # seats, customer size, existing h/w & s/w, skills available at the customer, other assumptions etc. Total £ Margin?

1 Services Audit (1), assessment (1), POC (1), design etc (2). (Principle Consultant) Project installation (2), staging (1) and training(2) etc. (Blended Rate - £1k per day)

£20,000 £5,000

2 Support, management & maintenance income

Managed service contract, support or further development etc. £5 Per user per month

£2,500 p/m£30,000 p/a £7,500

3 Software Client (£90 Std/Ent/Plus and Client) £45,000 £10,000*

4 Hardware ACS Server (£19k), Devices (400 handsets/ 100 headsets £42k) £61,000 £12,000

5 Add-on sales Gateways, SIP trunks, SBA, Load balancers

£80,000 £16,000

£191,000 £50,500*Note SIP must be claimed via PSX. Standard Lync is 10% / Enterprise Lync is 20% Does not include CAL suites

Partner for all

Partner Incentive

Microsoft Solution Incentives Programme (SIP)

Solution Incentives Programme (SIP)

Sell Transact Manage

Solution Incentives recognise and reward eligible partners for successful

Joint Solution Selling with Microsoft in strategic workloads.

Deploy

FY 13 Offerings: Windows 8, Lync, Application Platform, Management & Virtualization

Earn Solution Incentives

10%

20%Lync Enterprise(Lync Enterprise Server,

Lync Enterprise CAL Standalone, Plus CAL)

Lync Standard(Lync Standard Server

Lync Standard CAL Standalone)

EXAMPLEFirst Yr

RevenueIncentives

Lync Enterprise $50,000 $10,000

Lync Standard $50,000 $5,000

Total $100,000 $15,000

Business Rules• Min. revenue: $5,000 year-1 billed• Earn up to $50,000 • New or Add-On/True-Up License Sales• All Volume License Programmes Included• Excludes CAL Suites (Enterprise CAL Suites and Core CAL

Suites)

Solution Incentives Programme (SIP)

So far this FY Microsoft have paid, across 12 partners…

£252,436

What role does Westcon play?

Your Lync Distribution Partner

Watch this video on YouTube

http://j.mp/westconVideo





Where are you on the journey to Lync business enablement?

MicrosoftPartners

Exchange,SharePoint,Dynamics…

Traditional / Legacy UC

PartnersAvaya, Cisco,

Siemens…

‘Pure Play’Device

PartnersAudiocodes,Plantronics,

Polycom,Jabra…

UCPartners

Lync &Legacy

Integration

Legacy+ DeviceAdd-on

What role does Westcon Play?

THE TEAM:A fully accredited team of specialists, perfectly aligned to support growth for our partners

ACCELERATION:Build a plan and walk you through sign-up / accreditationat a pace that suits you

ORCHESTRATION:Pre-sales, Portfolio, Marketing, Training, Post-sales Services, programmes, Logistics, Creditand more…

SIMPLIFICATION:Access to a comprehensive product suite and supporting technologies, to increase your revenue and customer touch

Training &Demo Facilities

Pre-salesDedicated UC Team

Professional Services

Not just exceptionalGlobal LogisticsCapabilities

Westcon Support Teams

Marketing &Product Mgmt

Network Infrastructure

The Westcon Lync Vendor Eco-SystemIdentify Lync

Platform

IdentifyEnd Points

Identify Devices

Identify Voice Gateway

Applications

NetworkInfrastructure

The Westcon UC Vendor Portfolio

Professional Services

• Installation

• Maintenance

• Site Survey

• Pre-staging

• Project Management

• Consultancy

• Programming

Access multi-vendor accredited engineers & resources with competitive day rates, comprehensive Service Level Agreements, all from a dedicated Support Team

Introducing

Marco de Jager

Traditional Microsoft Lync design

QOE Monitorin

g Archiving

CDR

Public IM

CloudsMSNAOL

Yahoo

RemoteUsers

DMZ

FederatedBusinesses

Front-End Server(IM, Presence)

InboundRouting

OutboundRouting

PSTN

BackendSQL

server

Exchange2010 Server UM

Voicemail

UC endpoints

Active Directory

Voice MailRouting

PBX

EdgeServer

DataAudio/VideoSIP

Mediation Server

PRI

(SIP-PSTN GW)

With Active Communications

MSNAOLYahoo

RemoteUsers

FederatedBusinesses

Exchange Server & Office 365

Voicemail

UC Endpoints

ACS

PSTN

Public IM

Clouds

Connector

ADSuite

Mgt

Skype

Enterprise Active

Directory

ACS Portfolio…

• ACS Express M800• Out-of-the-box running gateway with ACS Lync• Full deployment on Mediant 800 • SIP BRI or PRI with 4 FXS• Unique AD Connector• Up to 100 users

• ACS Hardware Appliance: virtualized on Hyper-V• Out-of-the-box running LYNC deployment• Full deployment on one Dell rack server• Unique AD Connector• Up to 2500 users

• ACS Software Appliance (software only)• Runs on virtual environment of customer • Unique installer incl. unique AD Connector• Full deployment of all roles• Less than 3 hours• Number of users as needed

Lync Simplified

Active Communications Lync Appliance

Single footprint without multiple servers

Out of the box solution

2 days implementation time

Active Directory Connector to integrate with Enterprise network

No impact on Enterprise Active Directory

Admin tool to manage user settings like call forwarding

Get Microsoft Voice competency in a box

• Enterprise Customers • Proof of Concept box• Lync Voice enabler for Branch Offices

• SMB • Need for Unified Communications• Microsoft “houses”

• Office365 Voice Enabler• Upgrade from E3 to E4 just EUR2• On-Premise Lync for UC• Seamless integration SharePoint and Exchange Online

• Hosting Providers• Requiring Voice On-Premise

ACS Markets

ACS Advantages for your customers…

• ACS is 110% Lync

• TCO• Single Footprint• Single Point of administration• ACS appliance is an asset, i.e. depreciation over multiple years

• ICT• No implications for Enterprise Forest• Multiple AD connections• Unified administration

• Easy deployment• Short installation• Remote Administration• Controlled roll out within organization

Westcon & MicrosoftSupportRob WattsWestcon ConvergenceMarketing – Microsoft Lync

♥

Love Lync

Your Lync resource centre

♥

YOUR ONE STOP SHOP FOR EVERYTHING LYNC

http://j.mp/lovelync [email protected]

♥


1. Step by Step guide to becoming a Lync Partner

2. Lync Activation tool

3. Training Events

4. Competency information

5. Sales Specialist Accreditation


♥


1. Lync resource guide – your bible!

2. Sales resources

3. Value Propositions/Customer presentations

4. Finding the opportunity


♥


1. Love Lync graphics

2. Digital Assets

3. Demand generation templates

4. Copy Blocks

5. Marketing Made Easy services


♥

Partner to Customer DG Email

Partner to Customer Trigger Emails

Customer Evidence

Telesales Guide

Partner and DistiWeb Banners


Reseller Portal: www.westcon.co.uk

• Latest Promotions• Interactive Product Guides• Events and Training• Complimentary Vendors• Reusable Marketing Materials• Financial Services• Product Information• Competitive Intelligence

New LyncMicro-site:

discoverUC.com

http://www.discoveruc.com/

http://www.discoveruc.com/

Digital Marketing and Collateral

Apps: Search: Westcon Library published on Apple iTunes & Google Play Store (soon Windows 8.1)

• 8 x ‘Tell Me About…’ Guides: overviews of vendor portfolios in easy to read and understand format

• 6 x Solution Briefs:Deep dives on specific vendor solutions

• Push updates for latest materials

Training

Lync Tech Airlift – 14-16 Oct [Full]• Design Lync Pre-sales Workshop

Lync Sales Workshops• Positioning benefits & competitive• Multi-vendor messaging• Coming Soon Q4

Westcon-hosted Vendor Training

Pre-register via your feedback form

Westcon Academy at www.westcon.co.uk

Westcon Academy

Marketing Services

• Managed channel marketing programme

• Integrated Marketing Campaigns

• Dedicated Marketing account manager

• Marketing Consultancy• Demand generation• E-marketing / Events / Social

♥

Join the communities


Join the Westcon & Love Lync Linkedin groups

@WestconUC@msftLync#lync

Register for Lyncemail updateson yourfeedback form

ukgo.ms/Qhn1v8

j.mp/westconlinkedin

http://ukgo.ms/Qhn1v8


http://j.mp/westconlinkedin

http://j.mp/westconlinkedin



© 2012 Extreme Networks, Inc. All rights reserved.

Chris ElliottChannel Account Manager18th September

Extreme Networks & Microsoft Lync


Agenda

The Network & Lync

How can Extreme Networks help?

The Value of Extreme Networks Partnership

69


The Problem…

70

“In a recent survey, over 28% of respondents stated that their Network was not ready for Lync”

TechTarget Reader Survey

The Opportunity!


Network Lync Requirements

71

The user demands …• Access through multiple devices• Quality experience• Always available – no excuses!

The IT manager needs …• Control, control, control• Simple management and provisioning• Low TCO


How can Extreme Networks help?

72

Wired & Wireless

Highly Resilient

Low latency

Microsoft Lync Approved

Automated Management


Resilient and Proven

Memory Protected

PredictablePerformance

AdaptableAcross PlatformsModular

DistributedPolicies

Intelligent and Personalized

Scripting andOpen Interfaces

LoadableModulesVirtualization

Differentiator: The Power of ExtremeXOS®

73

The Power and Service Predictability of A Single OS From Service Provider, Through The Enterprise Edge

And Core, And Into The Data Center


Working with Extreme Networks

© 2012 Extreme Networks, Inc. All rights reserved.75

• Servers

• Storage

• Applications

“Best of Breed” Solutions Enhanced By a Global Partner Program

Driving Strength Through Partnerships

Solutions

Reach

Relevance


Partner Sales Support

Demonstration facilities (Full range of products and solutions available to demonstrate)

76

Private and Public Cloud

Open, extensible, and investment-protecting solution for hosted cloud providers

Lead Generation (Telemarketing, Targeted Partner Campaigns, Pre Built Campaign Kits)

Joint Sales Activities (Customer Visits/Calls with Account Manager, Direct Touch & Pre Sales Support as required)

Tender Responses (Support in building Extreme specific responses to tenders)

http://www.google.co.uk/imgres?imgurl=http://www.foundingimage.com/fd-blog/wp-content/uploads/2010/09/handshake1.jpg&imgrefurl=http://www.foundingimage.com/fd-blog/?p=13&h=316&w=480&sz=11&tbnid=Oeht6L0fSnaiaM:&tbnh=85&tbnw=129&prev=/images?q=handshake&zoom=1&q=handshake&hl=en-GB&usg=__NZ8yBZHe4KURp1jY5T8HlL7ZAOk=&sa=X&ei=938sTcTYFdmxnAejkayUDA&ved=0CCIQ9QEwAQ


Focused & Growing Network Technology Pure-Play

77

FY2012 revenue results; Cash as of 2 Feb 2013

$322MRevenue in

FY2012

6000+Customers

30M+Ports Shipped

$196MCash

19OF20Top Mobile

Carriers

175+Patents

$0Debt

300+Open Fabric Data Center Customers

180%10Gbps Port Growth Over

12 Months


Leading Technology Innovator

78

Pioneer Layer 2/3 Ethernet Switching

Price/Performance Leadership

Pioneer Ethernet Quality of Service

Pioneer Packet-Ring Technology

Modular OS: ExtremeXOS®

First On-Switch Programmability

First Virtualization-Aware Network

First to Market with 40G

Highest-Density, Lowest Latency, Lowest Power

1996 2013

First Cost Effective Cloud

Scale 100G


Try Extreme with Lync

79

In conjunction with Westcon:• Use Extreme with Lync and receive up to 65% off list price on Summit x440 range


Summary

• Networks need to be ready to support Lync – a large number aren’t todayRequirement

• Extreme has the technology solutions and heritage to support Voice over the NetworkSolution

• Lync accredited for your customers piece of mindReference Architecture

80

Margin Opportunity• Increased revenue, 100% Channel only & high

margin retention expectations


Thank You

Summary

Scott SomenthalAccount Director – Microsoft Lync

Lync Campaign 82

We’re interested – what next?

Research

LyncPartnerRecruitEvent

1

Build

Agreeyour LyncBusiness

Plan

2

Engage

Sales Training,Pre-sales

Workshops

3

Market

Go to marketwith Sales

& Marketingexecution

4

Your feedback

Feedback on quality and relevance of content

Follow UpRequests

Receive Further

Information

Book Westcon &

Vendor Meetings

Business Plan

BookSales

Training

BookPre-sales &Engineering

Training

Marketing Plan &Assets

Content will be shared with all attendees by email

Meet our Complementary Lync Vendors

Extreme Networks

Active Communications Polycom

AudioCodes PlantronicsJabra

WestconPre-sales &Technical

WestconBusinessDevelopment

Why Jabra?

Jabra named ‘Microsoft Communication Partner Award 2013 Finalist’ for unwavering commitment to quality and innovative solutions.

Attend a meeting with Jabra for chance to WINJabraMotion UC+

DISCOVERY OFFER -ALL those booking further discussions receive Jabra5 For Free

Why AudioCodes?

• Microsoft Gold Partner• Working with Microsoft since inception of OCS/LCS• The 1st Microsoft Certified Call Recording Application

Comprehensive Product and Service programme simplifying the Voice-Enablement of Lync.

Partner on-boarding benefits include :Deal Registration, Joint Marketing & Education

• Enhanced Voice Gateways & Session Border Controllers• Resilient Branch and Survivable Branch Appliances (RBA/SBA)• Lync Certified IP Phone endpoints• Call Recording, Auto Attendant and network monitoring applications• Professional Services including Network Voice Readiness Assessment,

Installation/Commissioning and pre/post-sales support

Why Plantronics?

• Market leaders in the mobile communication market• Microsoft Communications Technology Partner of the Year 2012

Learn about… Contextual Intelligence by Plantronics makes Lync smarter, by helping it understand what its users are actually doing — where they are, if they’re busy, whether they’re using their mobile phone, and more.

Attend a meeting with Plantronics for chance to WINCalisto & Legend devices

Why Polycom?

The Polycom and Microsoft Alliance delivers complete solutions that transform UC for customers and partners.

• Optimised for Microsoft Environments

• Seamless interoperability

• Easy to use solutions demonstrating

strong ROI

% of Fortune 500 use Polycom

97

Voice devices sold

10M% of Lync voice handsets are Polycom

76Solutions for Lync in market today

40+

Lunch & Speed MeetingsBook your Meetings withvendors & Westcon

• Active Communications• Audiocodes• Extreme Networks• Jabra

• Plantronics• Polycom• Westcon Business Development• Westcon Pre-sales

90

Thank you

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