33 3 Plan Enable Go To Market Hosted Lync Cost Analysis tool
Sales Readiness Reference topologies Lync Hosting Partner Playbook
Lync Hosting Partner Deck You are here Technical Readiness
Strategies Conduct a Customer Trial Plan a Customer Deployment
Deliver a Customer Proposal Create Demand
Slide 4
44 Hosted Lync, new Growing Revenue Opportunity Working
together Go To Market Resources Customers are Driving Towards UC
New World of Work MSFTs UC Vision Why Lync is the solution
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5
Slide 6
66 PEOPLE THE MINDSET OF THE END USER CUSTOMER IMPLICATION THE
OPPORTUNITY IT/CLOUD THE ENABLER
Slide 7
77
Slide 8
88 Minutes are Moving to Megabytes ($) Trillion $0.33T to
$0.42T $0.25T to $0.54T $0.37T to $0.28T $0.64T to $0.61T WW
Telecom Services Revenue (Gartner*)
Slide 9
99 Because they need to enhance profitability and business
impact and offer new services/capabilities Decrease Costs Reduce
Travel Expenses 4 Save 5%-30% Reduce Audio Conferencing Charges 4
Save 30%-95% Reduce Telephony Charges 4 Save 50%-70% Improve
End-User Productivity Up to 30 min/day Shorten Sales Cycle Up to
20% Resolve Customer Issues Faster Up to 50% 4 savings amounts
based on actual customers. www.microsoft.com/casestudies Improve
business outcomes
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10
Slide 11
11 Why Lync is the solution
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12 CONNECTED EXPERIENCES collaborate in new ways LYNC ACROSS
DEVICES familiar and consistent WORK FROM ANYWHERE through
converged communications Instant Messaging and Presence Enterprise
Voice Audio, Video, Web Conferencing SIMPLER TO MANAGE through
single system CLOUD FLEXIBILTY your blueprint, your timeline
Slide 13
Slide 14
14 Your Customers use Gartner to frame their approach to UC
Gartner UC magic quadrant, 2011
Slide 15
15 Over 200 2,000+ seat telephony deployments 250% growth in
managed voice deployments 200% growth in sales of Lync- certified
devices List of PBX-less customers growing LA Fitness, Sprint,
Swisscom Over 200 2,000+ seat telephony deployments 61% growth in
number of Lync Hosters 822% growth in Hosted Lync Voice
Slide 16
16 Situation Swisscom wanted to diversify its offerings by
launching a managed communications and collaboration service for
its large business customers. Solution Swisscom implemented a
managed communications and collaboration service based on Microsoft
Lync Server 2010, SharePoint Server 2010, and Exchange Server 2010.
Benefits Leadership Through Service Diversification Revenue
Opportunities: 3x per user per month Fast Payback: 18-36 months
International Market Expansion
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17
Slide 18
18 Mike Browne, Sprint We expect to be saving across the board
with the UC suite in the neighborhood of $9M - $10M a year just in
our enterprise costs. Mike Browne, Sprint
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19 o E-mail, instant messaging, presence and conferencing:
166,000 users o Voice: 80,000 users o Unified Messaging: 90,000
users Microsoft IT used the Forresters business value framework to
measure overall impact of UC deployment at Microsoft: Reduced Costs
Reduced Audio Conf Costs95% reduction ($8 million) Reduced IT
Infrastructure Costs $22 reduction/office move ($1 million) Reduced
Travel Costs 10% reduction in trips/employee ($92 million) As of
Nov 2010 | Read moreRead more Improved Business Outcomes Improved
User Productivity 28 min saved/day/employee ($86 million) Shorten
Sales Cycle 6.5% increase in proposals ($11 million) Reduced Carbon
Emission 100 million miles in avoided air travel (17,000 metric
tons)
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20 Lync is a must have, and not delivering can be a risk Lync
makes the link between VoIP and the new IT services for
Communications Service Providers Enhance existing business and
bring new value- add opportunities
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New Growing Revenue Opportunity
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22
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23 1 Standard / Enterprise Single Tenant Private Cloud PBX
Replacement EA License Mobility or SPLA Lync Server 1 Medium
Business & Enterprise Multi-Tenant Public Cloud Unified
Communications SPLA Lync Hosting Pack v1 Small Business 2 Hybrid
Model: Exchange through Lync Online (Office365) and Hosted Lync
through Lync Server 2010 (Single Tenant Private Cloud) PBX
Replacement Customers Premise EA/VL Medium Business &
Enterprise Lync Server 1 Everyone Reseller/Advisor Lync Online
Office 365 Unified Communications Deployment Model Options 2 Target
Customer Licensing vehicle Lync version
28 Get from day one the full hosted Lync voice service
including infrastructure and provisioning on Opex per user per
month Outsource the technical and pre sales complexity while
focusing on your core competencies and customer base Typically
expect a three months lead time to launch and deploy the service
which is significantly less than the time it takes to build Support
Leverage the technical and GTM expertise of the white label partner
to help you sell UC Voice (sales readiness, bid support etc) in
addition to Microsoft support
Slide 29
29 Integration White LabelNetwork Value Added Component Control
Panel
Slide 30
30 SI Partner: Up front expense License Reseller Partner (LAR)
Hosting Partner: Monthly user fee Hosting Partner Hosting Partner:
Monthly user fee License Reseller Partner (LAR)
Slide 31
Go To Market
Slide 32
32 Conduct a Customer Trial Deliver a Customer Proposal Plan a
Deploymen t Create Demand Lync Telesales Guide Customer activation
email Customer facing deck Lync features and benefits Partner
hardware catalog Licensing Guide Proof of Concept (PoC) Guide Lync
brand guidelines Video clips Sales & Marketing Resources
Reference topologies White label benefits Estimator tool Pricing
guidance Supporting Resources Deployment Guide Videos podcasts
Slide 33
33
Slide 34
34 Provisioning Technical Validation of Offer(s) Business Model
Go To Market Strategy Support