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Westcon Convergence Microsoft Lync Value Proposition
1. Microsoft Lync Value Proposition
Engaging the Microsoft Channel – Making Lync Business Easier
Guy Koster, Director European Product Marketing & Management
Westcon Convergence Europe
2. Objective
To collaborate with Microsoft and their partner community in
order to derive maximum benefit from the Microsoft Lync
market opportunities by establishing effective & simplified
supply chain models and ‘trusted advisor’ relationships.
We will do this by leveraging Westcon’s ‘solutions-selling’
heritage, deep segment expertise and extensive roster of
complementary Lync UC ‘eco-system’ vendors to
accelerate time-to-money.
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3. Who are Westcon?
Westcon Group is a value added distributor of
category-leading unified communications, infrastructure,
data center and security solutions with a global network
of specialty resellers.
Our teams create unique programs and provide exceptional
financial and technical support to accelerate the business
of our partners.
www.westcon.com
4. Our Company
• Multi-national company, headquartered in Tarrytown, NY, USA
• Approaching US$4 billion in revenues
• Founded in 1985, we are in our 27th year of business
• Present in 40 countries, across 6 continents
• With over 60 offices, we ship to more than 170 countries
• 14 logistics/staging facilities
• Backed by 2,300 associates
• 20,000+ transacting customers globally
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5. Why Westcon & Microsoft Lync?
• Many Microsoft partners’ business models focus on
selling consultancy and Pro Services
• Many lack the skills necessary to sell real-time applications
• Lync is the first MS platform that depends on a
number of third party elements for successful
deployments
• Current supply chains for Lync devices & appliances are
disparate and fragmented
• Partners struggle to put all the pieces together and make
money
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6. How Westcon will accelerate Lync
business
• Westcon will help channel partners bridge ‘the gap’
between their current competencies, segment knowledge
& supplier relationships
• Leverage Westcon's 25+ year heritage of selling best-of-breed
voice, UC, data networking and security solutions
• Make Lync business easier for integrators & customers
• Leverage Westcon’s extensive Lync vendor eco-system
• Simplify supply lines and act as a ‘one stop shop’ for product,
marketing, training and support services
• Create a unified and efficient supply chain for Lync eco-system
devices and appliances
• Westcon as your UC ‘trusted advisor’
• Global scale; European coverage; local relationships
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