Westcon: Link to LyncMartin Flensburg Managing Director Westcon Group Nordic & Baltic

Tuomo KivimäkiSales Specialist Westcon Finland

Objectives of today’s session

1. Create awareness relating to issues acting as barriers to Lync adoption & deployment

2. Demonstrate relative complexity of Lync vs. competitive UC solutions

3. Increase understanding of core components of the Lync UC solution

4. Raise awareness & understanding of the Westcon Value Proposition and role in Simplifying, Orchestrating & Accelerating Lync deployments

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Westcon’s MS Lync Proposition

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We are NOT a MS Lync Distributor

We are the enabler for…• Microsoft partners or traditional PBX partners that want to

evolve into an UC reseller basing their proposition on MS Lync• UC partners that want to integrate MS Lync with their PBX/IP

PBX• UC Partners that want to support their existing customers in UC

enable their MS Lync clients

Westcon’s Value ad• Complete Product portfolio, allowing a bundled approach • Sales & Tech support to allow ease of selling & implementation

??

Can the market ignore MS Lync?

Can the market ignore MS Lync?

What’s the role of the PBX? What’s the role of the PBX?

Lync only or Integration? Lync only or Integration?

Business Model?Business Model?

Do you/we have the skills?Do you/we have the skills?

The “Voice landscape” is changing, again…

4 Leaders:- Cisco- Avaya- Siemens- Microsoft

MS “owns” the desk top

We can NOT ignore MS Lync

Lync can and will integrate with all “leading” vendors

Lync UC solution is more complex to deploy…

UC Solutions – Compete

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Legacy UC vendors have 90% of the solution with a single brand/Logo

Westcon Lync Eco-system Portfolio

• Endpoints:• Headsets: Jabra, Plantronics

• Handsets: Polycom, snom, AudioCodes, Aastra

• Applications: Altigen, Advatel

• Appliances• Gateways: AudioCodes, Sonus (NET)

• SBC: AudioCodes, Sonus, Acme Packet

• Lync Server : Active Communications

• Training• The SIP School

• Global Knowledge

• Third-party led accelerated Lync ‘Boot Camps’

• Services:• Gold Communications Partner

• PSLP services (pending)

… and more being added…

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The BROADEST Lync Eco-System Portfolio available ANYWHERE

in Distribution

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What is ACS?

Is it a Lync-in-a-box?

Microsoft Lync 2010 server architecture

What is ACS?

Sales· Dedicated Account Management· Pre-Sales Support & Solution Design

Marketing· Specialist Tools & Programs· Reseller Marketing Portal· Interactive Digital Marketing

Training / Enablement· Westcon Academy· The SIP School

“Our teams create unique programs and provide

exceptional financial and technical support to

accelerate the business of our partners.”

On top of the puzzle…

Market Leading Pre Sales Support

Access our pre sales via- support@westcon.se- +46 40 650 82 20

The Offer

• One Sales Call… • One Solution… • One Contract… • One Purchase Order… • One Shipment… • One Support Desk… • One Happy Customer

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!!

We can not ignore Lync!We can not ignore Lync!

Traditional PBX has no future Traditional PBX has no future

We will see Lync as stand alone and as a part of complex solutions

We will see Lync as stand alone and as a part of complex solutions

The business model for Lync works well for voice VAR’s

The business model for Lync works well for voice VAR’s

Westcon will support our channel with skills and training

Westcon will support our channel with skills and training

Wrap up : Going from “?” to “!”

Next steps

• Contact our UC specialist sales team• presales@westcon.se

• Visit www.westcon.com/go/lync• Selling Tools > Tell me About Guides• Download Digital Collaterals• Lync- vendor eco-system information

• Follow us @WestconUC• Or contact your Westcon Account

Manager

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LopetusMartin Flensburg Managing Director Westcon Group Nordic & Baltic

Tuomo KivimäkiSales Specialist Westcon Finland

Wrap up

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• Market leading UC distribution• MS Lync needs hardware to become a UC

solution• Video is a natural part of a modern UC solution• Polycom offers open standards, unique mobile

solutions, ease of use and huge business opportuneties

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Westcon Make A Difference (M.A.D)

Westcon M.A.D event16 päivä Toukokuu Tukholma, Marriott CourtyardWestcon vendor portfolio representedFinnish Travel Package Flight + Boat

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Paikka: TBD