Westcon & MicrosoftMaking Lync SimplerGuy Koster, Director European Product Marketing & ManagementWestcon Convergence Europe

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Agenda• Objectives

• Who Are Westcon?

• Why Westcon & Microsoft Lync?

• How Westcon will accelerate and simplify Lync business

• The Lync vendor eco-system

• The Westcon Value Mix

• Summary

• Next Steps

• Questions

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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 toaccelerate time-to-money – effectively making Lync ‘simple’.

Who are Westcon?

Westcon Group is a value added (100% indirect), 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

• 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 employees

• 20,000+ transacting customers globally

Our Company

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Why Westcon & Microsoft Lync?

• Many Microsoft partners’ business models focus on selling consultancy and Pro Services • Selling & deploying real-time voice & video applications

demands new skillsets

• 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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How Westcon will accelerate and simplify Lync business

• Westcon will help Microsoft 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

• Accelerated POC deployments

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Westcon Lync “Eco-system”

The BROADEST Lync Eco-System Portfolio available

ANYWHEREin Distribution

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Lync UC Partners

Video Endpoints· Polycom

Conferencing Endpoints· Polycom

Survivable Branch Appliance· AudioCodes

· NET

Headsets· Jabra

· Plantronics

Audio Endpoints· Polycom

· snom

Session Border Controller& Multi-Service Gateways· Acme Packet

· AudioCodes

· NET

Security Appliances· Acme Packet

· NET

Server Acceleration & Load Balancing· Radware

· F5

Applications· Altigen – MaxMobile Mobility clients

· Advatel – Real Time Call Waiting

Lync 2010 Server Appliance· Active Communications

Training· The SIP School – SIP Fundamentals training

www.thesipschool.com

· Global Knowledge – Microsoft Lync UC Certification

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• Westcon appointed as EMEA VAD for Lync In-A-Box Catalogue

• Gold UC Certification pending, training accreditation programme agreed

• Support and endorsement within Microsoft and with Lync eco-system vendors

• Additional opportunity for PSLP services – available Q3 2012

• Building CEE, MEA capabilities

Microsoft Collaboration

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Westcon Value Mix

Sales• Dedicated Account Management• On-boarding programs• Pre-Sales Support & Solution Design

Marketing• Specialist Tools & Programs aligned to

channel needs• Reseller Marketing Portal• Interactive Digital Marketing

Training / Enablement• Westcon Academy• The SIP School

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In Summary

• Why ‘Lync in a box’ from Westcon• Broadest UC eco-system portfolio in distribution• Broadest VAR & SI customer base = ‘Collaborative Communities’ =

greater propensity for success

• Single source for purchase of Lync compatible hardware & devices• Trained sales people selling and configuring Lync compatible solutions• Certified Pre-sales provide Level 2 support on video & audio endpoints,

gateways & SBCs

• Over $5m stock of headsets, video & audio endpoints, headsets,

gateways & SBCs available for next day delivery across Europe

• Westcon – your UC ‘trusted advisor’• Global scale; European coverage; local relationships

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Next steps

Contact our UC specialist sales team• lync_sales_help@westcon.com

Visit www.westcon.com/go/lync• Selling Tools > Tell me About Guides

• Download Digital Collaterals

• Lync- vendor eco-system information

Follow us @Westcon UC

For follow up information on this presentation including slides visit: www.westcon.com/go/msacademy

Or contact your Westcon Account Manager