2013 PARTNER...
Transcript of 2013 PARTNER...
2013PARTNERCONNECT
What you’re going to get here
• A refresh on our vision for communications, all communications
• Why this is the time to go for Lync!
• How do you sell: (new) business scenarios
• How can we help?
• Call to action
Share a Moment
Start a Conversation
Share an Experience
Productivity Collaboration
Services Ecosystem
In the next decade, sweeping technology innovations driven by the
power of software will transform communications. (Bill Gates, 2007)
NWOW 1.5 - TeleworkingNWOW 2.0 – Virtual collaborationNWOW 3.0 – Virtual teams
Unified Communications Platform
Enterprise-ready
8
~40k Enterprise Voice Seats sold
Lync Deployment opportunity
> 300%Voice Growth Rate
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300%
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X 4
Lync 2013 MOMENTUM
IS IT ALL ABOUT THIS ?
Lync 2013 MOMENTUM
NOT AT ALL !!!!!!!!
On Prem- E4 Plan
- E1 + Lync Plus CAL
- Lync server
Opportunities
- Deploy Lync Desktop
- Training
- USB Devices
- Video conferencing
On Line Plan 1
Plan 2
Additional opportunities:
- Contact center
- PC attendant solutions
- Larger Scope ( EU, WWW)
Services :
Deploy Lync Server
Gateways
Desktop
USB Devices
SIP Phones
Mobility
WP8 / Surface
• Full and familiar Lync experience brought to the meeting roomand remote participants
• Easy for users to schedule, join and manage
• Simple to deploy for IT Admins
• Native Lync software delivered as a comprehensive partner hardware solution
The State of the European UnionTop executives of global companies debating challenges and
opportunities of doing business in Europe (June 6th, Brussels)
Virtual Townhall Meeting
Multi party
videoconferencing,
connecting workgroups in Milan,
Frankfurt, Paris, Warsaw and Brussels
Life StreamingAcross the web to citizens around
Europe on fixed and mobile devices
Powered by ...
Lync Room System in action
Lync 2013 MOMENTUM
BIG - VERY BIG - EXTREMELY BIG
Join us on the
Lync wave !
A changing battle for the entire IT platform
A changing battle for the entire IT platform
Huge opportunity for differentiationCreate your own unique UC offering
Be smart with scenario’s and vertical approaches
Lync is also a development platform
23 1Hybrid Model: Exchange through Lync Online (Office365) and Hosted Lync through Lync Server 2013 (Single Tenant Private Cloud)
Customer’s
Premise
Medium Business &
Enterprise
Lync Server
Everyone
Lync Online
Office 365Single Tenant
Private Cloud
Lync Server
Medium Business &
Enterprise
Multi-Tenant
Public Cloud
Lync Hosting Pack
Small Business
Deployment Model Options1
Target Customer
Lync version
Cloud: why do customers go for it?
New licensing modelsCapex to Opex
Office included
Mail, workspaces, P/IM are commodityWhy spend € on otherwise cheap services ?
IT more efficient/service oriented
Infrastructure maintenance by vendor/hosterUpgrades
Patch managament
New scenariosTask workers
Blue collar
Lessons learned (with Lync 3y in market)Talk to your customer proactivelyYour competitor will
Make it concrete: PILOT!
Understand the broader platformCustomer expects your sales to have a vision (e.g. Enterprise Social & Collaboration)
Relation Lync on-prem vs. Hosted Lync vs. Lync Online
Mobile scenarios (tablets…)
Adoption in all sectors and sizesFrom KMO/PME to big enterprises, public institutions, academic
Approach BDM: often not yet convinced/informed about Lync for all workloads
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Call to actionTechnical ReadinessAssemble solution portfolio
Define services offerings
Train pre-sales and delivery
Sales ReadinessSales ready for a meaningful business conversation with customer ?
Sales understand cross-selling opportunities ?
Marketing/Go to Market
Build a practiceLanding page https://mspartner.microsoft.com/nl/be/pages/solutions/lync-2013.aspx
Communications Competency https://mspartner.microsoft.com/en/us/Pages/Membership/communications-competency.aspx