Upload
destiny-chittenden
View
216
Download
0
Tags:
Embed Size (px)
Citation preview
Win With Exchange Road ShowUnderstanding Unified Messaging
Understanding Unified Messaging:Customer Business Challenges
Customer Value Proposition
Overview of Capabilities
Partner Opportunity
Selling Strategies
Partner Resources
Agenda
Workplace Trends“80% of information workers are most likely to first check their computers each morning for messages vs. 14% phone and 6% cell phone or other.”
Harris, 2007
By 2011, 46.6 million corporate employees globally will spend at least one day a week teleworking, and 112 million will work from home at least one day a month.
Dataquest Insight, Teleworking, The Quiet Revolution, May 2007
By 2010, 80% of companies will integrate communications (voice/messaging) into some biz apps or processes
Gartner, 05/06
“Having anywhere access to e-mail and voice mail is going to be a huge benefit... People can access information and interact with it using a variety of devices, at work, at home, and on the road; and all of this translates directly into productivity.”
Steven Presley, Senior IT Engineer for Messaging
| QUALCOMM
Unified Messaging Business Drivers
Voice and e-mail exist as separate inboxes hosted on separate servers with desktop access for e-mail and phone access for voice mail
Users and administrators have to manage their communications from multiple locations with multiple tool sets
Stand-alone fax machines receive faxes and require personnel to monitor them
“The average information worker gets 51 messages a day in up to 7 different places.”
Microsoft Study with Harris Interactive | 2006
“60% of business phone calls go to voice mail.”Gartner Group Report | March 2006 | Mathew Cain
Understanding Unified Messaging:Customer Business Challenges
Customer Value Proposition
Overview of Capabilities
Partner Opportunity
Selling Strategies
Partner Resources
Agenda
Unified Messaging Scenarios
Teleworkers
IT Professional
Salesmen
• Administrative overhead due to separate voice and messaging infrastructure
• Standalone fax machines receive faxes and require personnel to monitor them
• Remote workers do not receive voice mail notifications immediately and issues go unaddressed for extended lengths
• Remote workers have to deal with multiple tools to check all types of communications, wasting time
• Salespeople spend most of their time in the field chasing leads, interfacing with customers, and working with project teams
• Salespeople feel disconnected when they are out of the office and have limited or no access to voice mails and e-mails
Benefits SummaryReduced IT Costs
Enhanced Productivity
Better Connectivity
Lower cost to own and operate due to consolidation of hardware and administration into one system
Increased productivity with a universal Inbox and integrated access to vital business communications: e-mail, voice mail and IM
People can quickly and easily find the right person and click to communicate from within everyday software applications and business processes
Understanding Unified Messaging:Customer Business Challenges
Customer Value Proposition
Overview of Capabilities
Partner Opportunity
Selling Strategies
Partner Resources
Agenda
Exchange UM Vision
• Extend the Exchange vision by bringing new and valuable content into the inbox (voice mail/fax)
• Simplify life and reduce costs for the administrator by consolidating infrastructure and training
• Increase the client reach of Exchange to the telephone to truly allow anywhere access to your inbox
Server Roles
DMZ
Exchange 2007 Edge Server
Windows Server
Exchange Server 2007Edge
Transport
Windows Server
Exchange Server 2007
ClientAccess
HubTransport
Mailbox UnifiedMessaging
Intranet
Exchange 2007
Past Sales Barriers
• Relatively high end-user prices• Integrating with PBX systems• Difficult and sensitive to integrate with e-mail
systems– Schema changes, Active Directory permissions,
desktop deployments• Channel issues
– Mostly telecom channels selling UM solutions today
– Conflict of interest with voice mail/PBX upgrade business
Exchange Overcomes the BarriersSimplified PBX Connectivity• TechNet Telephony Advisor
http://www.microsoft.com/technet/prodtechnol/exchange/telephony-advisor.mspx
• Exchange Server 2007 supports VoIP protocols natively (SIP/RTP/T.38)
• Communicates with PBXs using inexpensive VoIP gateways (such as Dialogic & AudioCodes) and directly with IP PBXs (like Cisco Call Manager 4.0 and above)
• VoIP gateways support most popular PBXs using T1, analog and digital interfaces– Alcatel, Avaya, Ericsson, Mitel, NEC, Nortel, Siemens, and
others
Understanding Unified Messaging:Customer Business Challenges
Customer Value Proposition
Overview of Capabilities
Partner Opportunity
Selling Strategies
Partner Resources
Agenda
Why Is There an Opportunity Now?• VoIP gateways simplify PBX integration and
enable site consolidation• VoIP is gaining momentum and causing market
churn• Legacy voice mail systems have reached the end
of their life• Building UM into Exchange allows us to:
– Build a UM business on a great installed base– Focus on delivering more end-user value– Leverage Exchange security, admin, and continuity
models
Growing UM Market Opportunity• Customers demand is shifting towards Unified
Messaging– Aging Voicemail systems and desire to consolidate
voicemail system• Total market size estimated to be $1.03 billion in
2013
2007 2008 2009 2010 2011 2012 20130%
10%20%30%40%50%60%70%80%90%
100%
Unified Messaging Voice Mail
Source: Frost and Sullivan
Exchange UM as an Upgrade OpportunityExchange Server 2000 customers are a prime target for upgrading
25% of the Exchange installed baseSignificant advances since Exchange Server 2000Hardware likely to be fully depreciated or at end of manufacturer supportExchange Server 2000 mainstream support ended 1/06, currently in extended support
However, Exchange Server 2003 customers represent an even larger opportunity
UM adds compelling new productivity benefits you can sell to BDMsUM can replace aging voice mail systems that are expensive and hitting end of life.
Exchange UM will help you meet your sales numbers in coming years
Sources: *The Radicati Group, Corporate Messaging Software, IB Market Share, 2000–2009. July 2006 **Osterman Research, “Enterprise Messaging Market Trends 2005-2008,” December 2005. Based on September 2005 survey of 141 North American enterprises.
Breakdown of Exchange Installed Base by Versions**
When I told our executives that they could listen to their e-mail along with their voice mail messages within Exchange Server 2007, they were thrilled.
Steve GouldAPA–The Engineered Wood Association
Exchange Server 2007 Beta customer upgrading from Exchange 2003
The Exchange Server upgrade opportunity is big:Radicati Group estimates Microsoft Exchange Server will be the back end for 135M corporate mailboxes in 2007*
Tiered CAL Model Up-sell to Enterprise CAL
Exchange Server 2007 Tiered CALs
The Exchange Enterprise CAL is an additive CAL that provides functionality above and beyond the Exchange Standard CAL
Continued revenue growth of Exchange business will be on shifting CAL mix to Enterprise CAL
For many customers, UM will pull through Enterprise CAL sales, and help you meet sales targets
(Client Access License)
Enhancements from Exchange Server 2003
• Improved anti-spam• Better manageability• Enhanced mobile security
Exchange Standard CAL(Additive Client Access License)
For organizations wanting the benefits of Exchange Standard CAL plus:Unified Messaging and/orMulti-tiered AV/AS protectionand/orAdvanced compliance through per-user journaling and managed e-mail folders
Exchange Enterprise CAL
Why You Should Care About UM• Unified communications is the future of the
Exchange Server business• UM is the first step in the path for voice for
many of your customers• Replacing the voice mail system you are
one step to replacing the PBX• Exchange Server customers who upgrade
to UM will upgrade to more UC products
Understanding Unified Messaging:Customer Business Challenges
Customer Value Proposition
Overview of Capabilities
Partner Opportunity
Selling Strategies
Partner Resources
Agenda
Built-in ProtectionEnsure the e-mail system stays up and running and has enhanced protection from security, technology, and business threats
Anywhere AccessSatisfy the needs of users who demand access to their communications, calendar, and contacts anywhere, anytime
$ Operational EfficiencyConsolidate support/administration and make more efficient use of technology to enable new levels of operational efficiency
Exchange: Selling StrategyExchange Server 2007 benefits
Unified Messaging Selling Strategy
What to look for in your accounts:Voice mail systems up for renewal or considering upgradesConsidering consolidating voice mail infrastructureInterest in Microsoft UC and software-powered VoIP but unsure about the validity
Exchange Server 2007 Unified Messaging benefits: Centralized control for storage, archival, retention, and complianceFewer moving parts: no additional client downloads, no version syncHalf the cost with mobility and voice access built-inAccess anywhere from Office Outlook Web Access, Office Outlook Voice Access, Windows MobileOne inbox – Office OutlookRicher voice access with Office Outlook Voice Access
Actions:Demonstrate and pilot the user experience – Office Outlook Web Access, Office Outlook Voice Access, Windows MobileUse available Microsoft resources (Partner Sales Tools)Prove the return on investmentWin the deployment
Exchange Server Upgrade: Overcoming objections
Exchange Server 2007 Overcoming Upgrade Objections Cost: Standard CAL price the same for customers, E-CAL add-on includes UM, hosted filtering and anti-virus“Good Enough”: Many new features in Exchange Server 2007 will save customers time and resources Hardware Acquisition: Advances in 64-bit server hardware can potentially lower the per-user cost
Upgrade Drivers Upgrade Barriers
Exchange Server 2000
Hardware refreshExtended supportHigh storage costsRemote and mobile access
Cost of acquisitionNot focused on future value
Exchange Server 2003
Costly high availabilityHigh management costsCompliance and discovery needsVoice mail and UM considerationsBroader and more secure mobility
“Good enough”Hardware not fully depreciatedCost of acquisitionRealizing return on investment from previous upgrade
Understanding Unified Messaging:Customer Business Challenges
Customer Value Proposition
Overview of Capabilities
Partner Opportunity
Selling Strategies
Partner Resources
Agenda
Microsoft Field Execution Model
CES
MSSP
Rela
tionsh
ip M
anag
em
ent
Sales
Marketing
Account Planning: Account discovery and engagement based on the Core IO model
Profile Gap Analysis
Growth Strateg
y
Awareness Demand Generatio
n
Subsidiary Marketing
Opportunity Management
Solution Definition
Account Team Unit
Solution Briefing
Specialist Team Unit
Architecture Design Session
Specialist Team Unit
Proof of Concept
Specialist Team Unit
Prospect Proof CloseQualify Develop
Solution
Account Team Unit
Core IO Model
Partners
UC FastStart Kit ContentsSolution Definition
Solution Briefing
Architecture Design Session
• ADS Presentation Templates: Customizable templates to help you make the case for UC solutions
• Scenario Execution Guides: Information for driving sales in the most common customer environments (use when entering ADS and proof-of-concept engagements)
• Discussion Guides: Comprehensive guides to help you engage customers in sales discussions about your UC solutions
• FAQs: Tailored to each aspect of your UC solution to provide answers that help build customer confidence and drive sales
UC ROI Tool Objectives Helps you explore and accelerate UC opportunities through the sales cycle by: Engaging various roles in a customer’s organization to have structural discussions
Identifying a customer’s business objectives and UC solutions to help achieve those objectives
Developing a customized business case for the customer to evaluate UC
Solution Briefing
Architecture Design Session
UC products and services
What Is Included
Microsoft Exchange Server 2007, Microsoft Office Communications Server 2007, and Microsoft Office Live MeetingFlexibility to select deployment preference
Types of return-on-investment analysisBusiness impactTotal cost of ownership
Default values for referenceBased on Forrester’s Total Economic Impact study and early adopters’ deploymentAll values are editable
Solution Briefing
Architecture Design Session
Exchange POC-in-a-Box Contents• POC Virtual Machine: Tested virtual machine for
Exchange Campaign-Based POC• POC Implementation Guidance: Guidance for
implementing POC in the customer environment• Customer Evaluation Guidance: Documented
steps for evaluating technologies • Evaluation Completion Response Document:
Framework enabling partner/field responses to customer feedback
• Architecture and Transition Recommendation Document: Document to be used during planning phase of customer’s Exchange implementation.
Proof of Concept