Post on 15-Jan-2015
description
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
♥
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
♥
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
Business Value Network Assessments
Pilots
Design & Deployment
Support
Hardware, Software & Incentives
Lync sales opportunity: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.
Lync sales opportunity: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
• 35% - 45% gross margins
Knowledge transfer can be monetized
• Training• Documentation
Lync sales opportunity: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
• 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
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• 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 lovelync@microsoft.com
♥
YOUR ONE STOP SHOP FOR EVERYTHING LYNC
1. Step by Step guide to becoming a Lync Partner
2. Lync Activation tool
3. Training Events
4. Competency information
5. Sales Specialist Accreditation
http://j.mp/lovelync lovelync@microsoft.com
♥
YOUR ONE STOP SHOP FOR EVERYTHING LYNC
1. Lync resource guide – your bible!
2. Sales resources
3. Value Propositions/Customer presentations
4. Finding the opportunity
http://j.mp/lovelync lovelync@microsoft.com
♥
YOUR ONE STOP SHOP FOR EVERYTHING LYNC
1. Love Lync graphics
2. Digital Assets
3. Demand generation templates
4. Copy Blocks
5. Marketing Made Easy services
http://j.mp/lovelync lovelync@microsoft.com
♥
Partner to Customer DG Email
Partner to Customer Trigger Emails
Customer Evidence
Telesales Guide
Partner and DistiWeb Banners
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
New LyncMicro-site:
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
http://j.mp/lovelync lovelync@microsoft.com
Join the Westcon & Love Lync Linkedin groups
@WestconUC@msftLync#lync
Register for Lyncemail updateson yourfeedback form
ukgo.ms/Qhn1v8
j.mp/westconlinkedin
© 2012 Extreme Networks, Inc. All rights reserved.
Chris ElliottChannel Account Manager18th September
Extreme Networks & Microsoft Lync
© 2012 Extreme Networks, Inc. All rights reserved.
Agenda
The Network & Lync
How can Extreme Networks help?
The Value of Extreme Networks Partnership
69
© 2012 Extreme Networks, Inc. All rights reserved.
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!
© 2012 Extreme Networks, Inc. All rights reserved.
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
© 2012 Extreme Networks, Inc. All rights reserved.
How can Extreme Networks help?
72
Wired & Wireless
Highly Resilient
Low latency
Microsoft Lync Approved
Automated Management
© 2012 Extreme Networks, Inc. All rights reserved.
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
© 2012 Extreme Networks, Inc. All rights reserved.
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
© 2012 Extreme Networks, Inc. All rights reserved.
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)
© 2012 Extreme Networks, Inc. All rights reserved.
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
© 2012 Extreme Networks, Inc. All rights reserved.
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
© 2012 Extreme Networks, Inc. All rights reserved.
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
© 2012 Extreme Networks, Inc. All rights reserved.
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
© 2012 Extreme Networks, Inc. All rights reserved.
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