Westcon Lync Recruit Event 18-9-13

Lync Recruit Partner Event
18th September, 2013
Dawn Fenton
Sales 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 to
the boardroom.

Today
Whatever your focus today…
…Westcon can take your Microsoft business to where you want to be tomorrow
One-to-one business planningComplementary Vendor Solutions

Agenda
10:00 - 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 Fenton
UC Sales Director
Scott
Somenthal
Account
Director
Carlos Costa
Account
Director
Shakeel
Khokhar
Account
Manager
Dionne
Wheeler
Account
Director
Spencer
Branton
Account
Director
Hayley Mills
Internal Sales
Team Leader
Rhys
Matthews
Internal
Sales
Sacha
Thompson
Internal Sales
Maia Adams
Internal Sales
Christian
Harkus
Internal Sales
Lee Evans
Senior
Solutions
Consultant
Dave
Richardson
Solutions
Consultant
Barry Ralph
Solutions
Consultant
Nick Wright
European
Product
Manager UC
Endpoints
Pete
Woodhams
European
Product
Manager UC
Infrastructure
Rob Watts
Senior
Marketing
Executive -
Lync

♥
Market Opportunity
Kerri Smith
Business Development Manager - Voice
Lync Campaign

♥
Major
CAM-E
CAM-S
CTM
Breadth SMB
Lync Campaign

♥ Lync Campaign
90
of the Fortune 100 companies are
Lync
customers.

♥ Lync Campaign
5M seats of
Enterprise
Voicedeployed, 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

♥ 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

♥
£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%

♥
The Microsoft Lync Partner
Journey

♥
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 Campaign

Lync 2013 Demo
Lee Evans & Barry Ralph
Solutions Architects
Westcon Convergence
Lync Campaign25

How are Partners currently
making money with Lync?
Scott Somenthal
Account Director – Microsoft Lync

Generating Revenue in the
Lync 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
Business
Value Network
Assessments
Pilots
Design &
Deployment
Support
Hardware,
Software &
Incentives

Pilots
Business
Value Network
Assessments
Pilots
(Voice)
Design &
Deployment
Support
Hardware,
Software &
Incentives
“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.

Design and deploy
Business
Value Network
Assessments
Pilots
(Voice)
Design &
Deployment
Support
Hardware,
Software &
Incentives
Bread and butter service
• Design, deploy,
acceptance testing
• Typically 50% - 70% of
project revenue
• Revenues scale with
project scope and
complexity
Knowledge transfer can be
monetized
• Training
• Documentation

Support services
Business
Value Network
Assessments
Pilots
(Voice)
Design &
Deployment
Support
Hardware,
Software &
Incentives
Support offers significant
revenues opportunities
• Voice buyers expect
support
• Potential for long term,
recurring revenue streams
Many flavors of support
• Short term, post
deployment (£ for hours)
• Maintenance (multiple
blocks of hours)
• Remote managed services
(£/seat/month)

Hardware and software
Business
Value Network
Assessments
Pilots
(Voice)
Design &
Deployment
Support
Hardware,
Software &
Incentives
Hardware
• Voice deployments need headsets,
desktop / conference phone,
gateways etc.
• Servers
• SBA
• Load Balancers
• Video end points
• 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 term
value based
strategy on
UC and
Collaboration
• Single
centralised
UC Platform –
hybrid?
Double
Revenue
Reduce
Cost
Flexible
Licensing
Ticketing
System
New
Services

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)
EXAMPLE
First Yr
Revenue
Incentives
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

Your Lync Distribution Partner
Watch this video on YouTube
http://j.mp/westconVideo

Where are you on the journey to Lync
business enablement?
Microsoft
Partners
Exchange,
SharePoint,
Dynamics…
Traditional /
Legacy UC
Partners
Avaya, Cisco,
Siemens…
„Pure Play‟
Device
Partners
Audiocodes,
Plantronics,
Polycom,
Jabra…
UC
Partners
Lync &
Legacy
Integration
Legacy
+ Device
Add-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 / accreditation
at a pace that suits you
ORCHESTRATION:
Pre-sales, Portfolio, Marketing,
Training, Post-sales Services,
programmes, Logistics, Credit
and more…
SIMPLIFICATION:
Access to a comprehensive
product suite and supporting
technologies, to increase your
revenue and customer touch

Training &
Demo
Facilities
Pre-sales
Dedicated UC
Team
Professional
Services
Not just
exceptional
Global
Logistics
Capabilities
Westcon Support Teams
Marketing &
Product Mgmt

Network Infrastructure
The Westcon Lync Vendor Eco-System
Identify Lync
Platform
Identify
End Points
Identify
Devices
Identify Voice
Gateway
Applications
Network
Infrastructure

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

Traditional Microsoft Lync design
QOE
Monitorin
g Archiving
CDR
Public
IM
Clouds MSNAOL
Yahoo
Remote
Users
DMZ
Federated
Businesses
Front-End Server
(IM, Presence)
Inbound
Routing
Outbound
Routing
PSTN
Backend
SQL server
Exchange
2010 Server UM
Voicemail
UC endpoints
Active
Directory
Voice Mail
Routing
PBX
Edge
Server
Data
Audio/
Video
SIP
Mediation Server
PRI
(SIP-PSTN GW)

With Active Communications
MSNAOL
Yahoo
Remote
Users
Federated
Businesses
Exchange Server
& Office 365
Voicemail
UC Endpoints
ACS
PSTN
Public
IM
Clouds
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 & Microsoft
Support
Rob Watts
Westcon Convergence
Marketing – Microsoft Lync

♥
Love Lync
Your Lync resource centre

♥
YOUR ONE STOP SHOP FOR EVERYTHING
LYNC
http://j.mp/lovelync lovelync@microsoft.com

♥ http://j.mp/lovelync lovelync@microsoft.com

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
discoverUC.co
m

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
http://j.mp/lovelync lovelync@microsoft.com
Join the Westcon
& Love Lync
Linkedin groups
@WestconUC
@msftLync
#lync
Register for Lync
email updates
on your
feedback form
ukgo.ms/Qhn1v8
j.mp/westconlinkedin

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
Predictable
Performance
Adaptable
Across Platforms
Modular
Distributed
Policies
Intelligent and Personalized
Scripting and
Open Interfaces
Loadable
Modules
Virtualization
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)

Focused & Growing Network Technology Pure-Play
77
FY2012 revenue results; Cash as of 2 Feb 2013
$322M
Revenue in
FY2012
6000+
Customers
30M+
Ports Shipped
$196M
Cash
19OF20Top Mobile
Carriers
175+
Patents
$0
Debt
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 today
Requirement
• Extreme has the technology solutions and heritage
to support Voice over the Network
Solution
• 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 Somenthal
Account Director – Microsoft Lync
Lync Campaign 82

We‟re interested – what next?
Research
Lync
Partner
Recruit
Event
1
Build
Agree
your Lync
Business
Plan
2
Engage
Sales
Training,
Pre-sales
Workshops
3
Market
Go to market
with Sales
& Marketing
execution
4


Your feedback
Feedback on
quality and
relevance of
content
Follow Up
Requests
Receive
Further
Information
Book
Westcon &
Vendor
Meetings
Business
Plan
Book
Sales
Training
Book
Pre-sales &
Engineering
Training
Marketing
Plan &
Assets
Content will be
shared with all
attendees by
email

Meet our Complementary Lync Vendors

Why Jabra?
Jabra named „Microsoft Communication Partner Award
2013 Finalist‟ for unwavering commitment to quality and
innovative solutions.

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.

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
97 10M 76 40+

Lunch & Speed Meetings
Book your Meetings with
vendors & Westcon
• Active Communications
• Audiocodes
• Extreme Networks
• Jabra
• Plantronics
• Polycom
• Westcon Business Development
• Westcon Pre-sales
90
Thank you

Westcon Lync Recruit Event 18-9-13

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