Lync What is it and How to Make Money? Julie Jass Microsoft Corporation

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1 Lync What is it and How to Make Money? Julie Jass Microsoft Corporation

2 Agenda What is Lync & Why is it Important to You Lync in the Enterprise Customer Momentum Lync + Skype Partnering with You

3 Lync addresses UC needs for your business

4

5 Making rich communications universal for business Not a number; Presence-driven availability On any device with rich communication capabilities Video and application sharing available in every interaction Knowing that enterprise policies and standards are maintained Simplified management through a single platform

6 And delivers the business value they expect

7 A remarkable journey

8 Microsoft Lync is Enterprise Proven 70 7 M 33,000 Voice users 4,300 Voice users 15,000 Voice users % 15,000 Voice users 15,000 Voice 33,000 users Voice users

9 Lync: Voice Customer Momentum 90 $1B 30% 150%

10 What s new in Lync 2013? Be there without going there

11 Connect and collaborate with millions of people Without sacrificing manageability or enterprise features #1 Microsoft leads the UC market 90 of Fortune 100 companies have Lync 93% of Enterprises have plans to deploy Lync Conferencing Bridge Security And Compliance Audio, Video, Web Conferencing Single Integrated Client: Conferencing, IM, Voice, Video Active Directory, Group Policy Cloud, On-Premises, Hybrid PBX Integration Office Integration Instant Messaging Federation A/V Calling Presence Contacts Group Video Calling Skype To Go Numbers Free Skype-To-Skype Communications Multi-Device & Multi-Platform Support Worldwide Calling To Landlines & Mobile Phones Skype Voic , Caller ID, Call Forwarding Skype Wi-Fi 320M Connected users 600B Minutes of calls per year

12

13 Understanding Microsoft A Services and Devices company Partnerships are a fundamental to Microsoft s success Interfaces with partners can be highly programmatic. Understand and leverage these programs (MPN, PSX/SIP, MPCA, FastTrack, DPS, etc.). Large, complex and matrixed organization Understand the orgs you work with and (at a high level) the orgs THEY work with Customer segmentation and geographic coverage Product groups and field sales How are your contacts measured and compensated? Product-centric Understand product portfolio, roadmap and release cycles as needed Know how the products are sold channels, license programs Take the time to understand Microsoft products and licensing to support the sale of your solutions Microsoft s business priorities set annually and communicated via MGX (employees) and WPC (partners)

14 The Objective to Partnering with You To help you build a Communications practice that will ensure you achieve your strategic goals and objectives. Microsoft wants you to make Lync a significant part of your Business Be Realistic

15 NO You don t sell or make money selling Microsoft licenses!

16 Lync Solution Provider Model A Lync Solution Provider is a partner capable of: Pre-Selling Selling Deploying Supporting The Lync solution from end-to-end.

17 Opportunity for SI/Service Providers Architecture and Design Consulting Implementation Services On premise Cloud managed Cloud hosted Revenue potential varies by size and complexity Qualified hardware Gateways SBC s / SBA s Qualified Desk Phones Qualified USB Lync Room Systems PSTN access MPLS WAN SIP Trunking E911 Services Network Upgrades Network Switches & Routers Wireless LAN Servers Outsourced and management contracts End to end support - PSLP Contact Center ISV Applications Video room systems Lync Room Systems CIE Customer Immersion Experience Training for End Users Admin Training

18 Revenue Licensing Voice Seats Sold Count # seats not # customers More aligned to revenue goals Better Partner alignment

19 Deploy Internally & Federate with everyone Ability to articulate the Lync Value Proposition Timely and Realistic Communications Commitment & MSFT Communications Competency Align your sales team with ours Ability to own a project from end to end Keep us in the loop

20 Proactive Engagement from Individual Sellers Acknowledge Lync as an end to end solution Let Westcon Help You They offer end to end hardware for the Lync solution Westcon offers Services to compliment your staff if you aren t ready on your own They can replicate these solutions and services globally with their GDS (Global Deployment Solutions).

21 So are you Ready to build your Lync Practice? How to build your Lync Practice? Executive Decision to build a practice Train your Sellers Ability to demonstrate the technology Internal Deployment Silver/Gold Competency Communications Understanding of the Lync Partner Ecosystem Marketing activities to support pipeline PSLP Plan Introduction to MS Sellers Pipeline Sharing Sales Specialist Accreditations Build a relationship with Westcon What/Why Time, Money & Investment needed for Technical & Sales skills Demonstrate Lync as an end to end solution in every customer engagement Share Microsoft methodology on how to demo. 100% IM&P deployed with a clear and measurable roadmap for voice Logo usage, software, resources, community Have relationships with ecosystem partners for an end to end solution Build a pipeline Do it / Partner Build relationship with MS Sales teams Pipeline discipline 50% of general sales force, 100% of Lync focuses sellers Buying through the 1 Stop Shop

22

23 Lync 2013 Partner Ecosystem Lync Solutions Catalog:

24 Recommended resources World Wide Partner Conference July 2014 Washington DC Directions on Microsoft All About Microsoft The Channel Register Microsoft Pri0 Redmondmag Detailed product list and licensing info: Licensing Overview, Product Use Rights, Product List A Volume Licensing Brief Explore.MS A TechNet blog Best tools Microsoft Partner Network Pinpoint for finding joint partners Case Studies on Microsoft.com

25

26 Have an interest and passion in partnering, collaborate and be willing to share information about company, strategy and sales/marketing activity Ensure you have executive level support, governance and strategic alignment for the partnership Resource the partnership Partner Management Executive Sponsor assign executive sponsor, technical, sales and marketing contacts. Build the relationship at all levels Microsoft Partner Network (MPN) Be realistic about what you can expect from Microsoft and the partnership value Leads? Funding? Early access? Buzz? Determine what your company can invest in the partnership it is a two way street Work closely with your Microsoft contact to establish a clear measure of the financial impact your solutions or services drive. Share customer references and case studies. Outline joint goals for the partnership that are win/win. What does success look like? Regularly track and measure partnership against these established goals. As appropriate, participate in Microsoft partner events technical conferences and annual executive briefings

27 Sales Engagement Build and maintain strong corporate and field relationships. Understand the field sales roles that will have an interest in supporting you. Leverage your primary contact to make these connections. Share pipeline and win/loss data. If possible, share pipeline via PSX (CRM) and get benefits from Solution Incentives (SIP) Marketing Planning Annual marketing planning begins in FYQ4 and budgets are set and allocated in FYQ1 Partnership investment priorities are made at Microsoft events, industry events and partner sales/lead generation events and activities JOINT case studies, whitepapers and benchmarking studies are always needed Be willing to equally fund activity Technical Planning Alignment with Microsoft s annual business priorities and product launches is important Share roadmap plans early in the planning cycle be open and collaborative Support the most current version of a products if you are looking for Microsoft involvement Be creative!

28 Strong growth of Lync creates a unique opportunity for partners T3i Group InfoTrack for Unified Communications: Impact of Microsoft Lync on the Enterprise Voice Market 2013 Microsoft Confidential and Internal Use Only

29 When will Microsoft deliver voice in the cloud for enterprises? Starting st Half of calendar year, we will begin releasing voice capabilities in Lync Online, including PSTN access in US & UK. The capabilities will initially be targeted towards small and medium businesses and departmental use at enterprises. Starting FY16, we ll release more features targeted at IT needs. What is the opportunity for partners on Lync? Lync has been growing at double digit rates and is a leading platform for unified communications and telephony. T3i, a leading analyst firm, estimates that 41% of US enterprises are conducting or have completed a Lync trial and 75% of companies implementing Lync have plans to include voice in their deployments. Partners have the unique opportunity to take advantage of this momentum and growth. Partners can help customers deploy, manage and support Lync. Service providers in addition can attach qualified SIP Trunking services. In addition, partners can continue to build their revenue through value added services, network upgrades, video and contact center implementations, and customization projects.

30 What is the opportunity for partners to host Lync (single tenant)? Enterprises are rapidly moving their infrastructure to the cloud and unified communications is no exception. Lync 2013 deployments are tested and supported for deployment on customer or partner premise with Exchange in the same data-center or in O365. Partners should discuss the optimal path to deployment with their customers. Starting FY16 (July 2015), Microsoft will offer enterprises hosted Lync, including IM/P, Conferencing and Telephony. Customers will be able to migrate their infrastructure to Microsoft hosted Lync and bring their carrier contracts for PSTN services. Due to the complexity and often customized nature of voice deployments, we expect that customers will take different paths to moving their infrastructure to the cloud choosing between on premises, outsourced to their service provider or migrating to Microsoft cloud. Partners should consider their customer base and these elements in deciding to invest in a hosted voice infrastructure. Will Office 365 Dedicated continue? Office 365 Dedicated is a limited offer to very large enterprises for hosted single tenant business productivity services, including all workloads of Lync. We are not announcing any change to this offer at this time. What about Lync Multi-tenant hosting (LHP)? LHP is a multi-tenant hosting solution targeted for 3 rd party hosters. While we have seen successful implementation using LHP, we believe Lync2Phone is the path forward to offer an integrated voice experience on a public cloud experience.

31 Target Customer Small Business Small Business Medium Business & Enterprise Medium Business & Enterprise Lync version Lync Online* Lync2Phone Lync Online** Lync Server Distribution Reseller/Advisor O365 Syndication Reseller/Advisor EA/VL Office PSTN access Office PSTN bundle from partner Office BYOC Customer Premise or Partner Hosted + SIP Trunks Deployment Model Options Unified Communications + PSTN access Unified Communications + PSTN bundle from partner PBX Replacement PBX Replacement

32 Cloud Voice Roadmap Now: P2P VoIP Only Primarily used for Lync Online meeting access from PC and mobile FY15: PSTN access in US / UK PSTN voice access and features optimized for SMB Live Meeting replacement with greater Lync Online meeting scale and audio conferencing services FY16+: PBX replacement PBX replacement with enterprise connectivity and resiliency features Broader geographic reach including regulatory features Applications & Media services from Microsoft and third parties

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