On-Prem Partner Hosted Microsoft O365

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2 Agenda

3 A New Era

4 On-Prem Partner Hosted Microsoft O365 Highly Customizable and Flexible Moderately Customizable and Flexible Slightly Customizable and Flexible Greater flexibility, higher costs Lower cost, lower flexibility

5 Momentum with Partner Hosted Lync 115% increase in the number of Lync Voice Hosters Over 200 2,000+ seat telephony deployments 194 partners selling Hosted Lync 281% increase in the # of Hosted Lync Voice Users Over 270 2,000+ seat telephony deployments NDA Disclosure Only Copyright 2012 Microsoft Corporation

6 Exchange Hoster PBX Hosters New Hosters Lync is a good way to extend your offers to add Unified Communications Lync is a way to add Microsoft Lync to your UC portfolio Lync can be your lead offer and differentiator

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8 Lync Server 2013 Single Tenant Dedicated Dedicated Hardware Lync hosting All supported High V-Dedicated Virtual dedicated Lync hosting All supported Medium Partner Hosted Cloud Initiative* Virtual Dedicated Lync hosting over a full Microsoft stack All supported Medium Lync Server 2013 Multitenant Hosting Pack Single instance of Lync deployment hosting multiple tenants Some native Features not supported** Medium * See for more information ** Check the LHP v2 supported feature list in the appendix

9 Also referred to as Lync Hosting Pack v2 (LHP v2), the next iteration of multitenant hosting that provides better service, such as integration with on-prem solutions, delegation and mobile support. LHP v2 is the Lync hosting multitenant solution based on Lync Online code base. RTM target: Q Similar to Lync Online Deployments LHP v2 deployment guide Migration deployment guide from LHP v1 to LHP v2 White Papers: Call Center on prem integration Exchange on prem integration Enabling CAA and RGS on LHP v2 (cover how to and limitations) Case Studies: 3-4 partner case studies with TAP partners* *(to be identified)

10 1. Mobility Support 2. Collaboration features 3. SIP Trunk/connectivity fixes 4. Lync to Phone voice features 5. LHP deployment architecture improvements 6. Other improvements

11 Lync Server 2013 capabilities Lync Online 2013 LHP v1 LHP v2 Call hold/retrieve Call transfer Call forwarding Voice mail USB peripherals Outside voice- PSTN integration support Mobile client support (WP, Android, Apple) Delegation, team call Integration with on-premise PBX Remote Call Control (RCC) Private line Call Park SBA (Branch Office Appliance) Static 911 Unified Communications (UC) devices RGS/Computer Profile Setup (CPS) Analog devices, common area phone Integration with on-premise call center solutions Conferencing ACP ACP ACP Native Skype Federation TBD

12 Licensing

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14 License Mobility Existing or New Volume License? Yes Single Tenant Partner Cloud? Yes Customer may move servers to Hosting Service Provider s data center at no additional cost. Customer must maintain Server and CALs under SA No Partner Hosted Cloud through SPLA Licensing Hosting Service Provider purchases SALs (Subscriber Access License) on behalf of the customer. No Multi Tenant Partner Cloud? Yes SAL for SA Subscriber Access License for Software Assurance Hosting Service Provider purchases SALs for SA on behalf of the customer at a discounted rate. Customer maintains Server and CALs under SA. More information: SPLA More information: License Mobility

15 On Premises Servers Licensed via Enterprise Agreement (EA) Infrastructure licensed via EA Licensing Mobility for EA Servers licensed (Exchange, SharePoint, Lync & SQL) via EA Customer grants Service Provider rights to operate server license Service Provider licenses the Infrastructure through SPLA Full SPLA Customer has no licensing direct with Microsoft Services Provider licenses via SPLA Required if applications are multi- tenant CUST #1 CUST #2 CUST #3 APP VM APP VM APP VM APP VM APP VM APP VM SHARED APPLICATIONS Operating System, Management & Security Operating System, Management & Security Operating System, Management & Security Customer licenses via Enterprise Agreement (EA) Services Provider licenses via SPLA Microsoft Confidential shared under NDA 15

16 Lync SPLA License Feature Comparison Instant Messaging and Presence Conferencing Features Voice & Telephony Instant Messaging and Presence PC-to-PC and multi-party IM PC-to-PC and multi-party File Transfer PC-to-PC computer audio & video Rich Presence Persistent Group Chat Skill Search IM/P from Office applications PC-to-PC IM, with users at federated organizations and Public IM Networks Conference Attendee Experience: Join an ad hoc or scheduled meeting; Send/receive audio/video; View shared application; View/Write whiteboard - all of this as an authenticated user Conference Presenter Experience: Upload and advance PowerPoint slides; Initiate Recording; Share application; Manage Roster; Manage Meeting lobby; Use DTMF controls - all of this as an authenticated user View application sharing session (Attendee experience) Conferencing Features Initiate/Schedule ad-hoc multi-party (3+) audio conference (including dial-out to PSTN and/or PBX user) Initiate ad-hoc multi-party video conference Initiate ad-hoc application Sharing (P2P or multi-party) and desktop sharing Initiate ad-hoc white boarding (P2P or multi-party) Schedule and host conferences on the audio conferencing bridge (CAA) Schedule Web conferences Automatically join meeting audio from PBX or other phone number Voice & Telephony Ad-hoc multi-party (3+) audio conference (including dial-out to PSTN and/or PBX user) UC and PBX Call Control (click to call, answer, hold, resume, transfer, park, & retrieve) Visual access to voic (requires Exchange UM for voic ) Additional telephony features (call park and receive, report malicious call, inbound private line) Routing Rules (includes team call, call forward, simul-ring) E911 capabilities Delegation Response Group Agent and Agent Anonymity Office Communicator Lync Phone Edition based phone devices "better together" Dial out to PSTN Receive calls from PSTN

17 Going Forward

18 Service Provider Resources

19 Lync Hosting Partner Playbook Plan Enable Go To Market Lync Hosting Playbook Deck Sales Readiness Create Demand Strategies Technical Readiness Conduct a Customer Trial Hosted Lync Cost Analysis tool Reference topologies Deliver a Customer Proposal Plan a Customer Deployment 19

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21 Geography Name E Mail WW Hosted Applications Joseph Williams [email protected] WW Lync Gary Orrigan [email protected] APAC James Ang [email protected] Canada Alla Burdo [email protected] CEE Stephanie Perrin [email protected] France Laurent Termeau [email protected] GCR Li Tang [email protected] Germany Peter Gropper [email protected] India Arijit Dutta [email protected] Japan Sanae Imai [email protected] LATAM Carina Ponce [email protected] MEA Karim Kalaawi [email protected] UK Mark Lawton [email protected] US Brad Lundberg [email protected] West. Europe Goran Andersson [email protected]