1

Lync To Customer Value Proposition

[insert partner logo here]

33

Customers are DrivingTowards UC

New World of WorkMSFT’s UC Vision

Agenda

Why Lync is the solution

Hosting Partner Value

Proposition

4

Customers areDriving Towards UC

55

Entering a new EraTelephony IP Telephony

Unified Communications

Social Business

Business ImpactNetworkCommunication

ModalityStandalone

Proprietary single vendor

PBX’s

Single vendor TCO $ savings

IP Telephony and VOIP Trunking

Anywhere, anytime, any

device

Person/group

productivity

Business Productivity

Simplicity & effectiveness

Business transformation

Business Model & Process

Basic Communication

Network consolidation

Multimedia applications

Consistent experience User initiated Event initiated

66

Customer Needs are EvolvingThe end user is driving the change

PEOPLETHE MINDSET OF THE END

USER

CUSTOMER IMPLICATIONTHE OPPORTUNITY

IT/CLOUDTHE ENABLER

77

The new world of workWork and lifestyle integration

• “Communications” is being redefined• Endpoints are changing• “Who” communicates is evolving

88

UC is Already Impacting the MarketMinutes to Megabytes

* Gartner, ID#: G00212485 , Market Trends: Global Telecommunications Market Take, Worldwide, 1Q11, May 2011

Minutes are Moving to Megabytes

($)

Trillion

$0.33T to $0.42T

$0.25T to $0.54T

$0.37T to $0.28T

$0.64T to $0.61T

Fixed and Mobile Voice Revenue declines in both Absolute and Relative

terms.

WW Telecom Services Revenue (Gartner*)

99

Customers Are Driving Toward UC…

Because they need to enhance profitability and business impact… and offer new services/capabilities

Decrease Costs

Reduce Travel Expenses 4Save 5%-

30%

Reduce Audio Conferencing Charges 4

Save 30%-95%

Reduce Telephony Charges 4 Save 50%-70%

Improve End-User Productivity Up to 30 min/day

Shorten Sales Cycle Up to 20%

Resolve Customer Issues Faster

Up to 50%

4 savings amounts based on actual customers. www.microsoft.com/casestudies

Improve business outcomes

10

Why Lync is the solution

1111

Lync enterprise benefits

Enable and improve mobile productivity

Communicate in real time with colleagues, customers and partners from virtually anywhere

Enable new ways of collaboration with voice & video using a single unified client

Share ideas and keep teams in sync

Reduce costs related to video conferencing, telephony and travel

Reduce costs through simplification and consolidation

Manage with common and familiar tools

Reduce total cost of ownership with integration and shared infrastructure

Accelerate adoption of online services

Reduce IT operations costs

Enables a path to unified communications – following a customer’s blueprint

Work from anywhere

Connected experiences

Simpler to manage

Deployment flexibility

1212

What’s new in Lync?Be there without going there

Video gallery

HD video or high resolution photos of attendees

H.264 SVC support

Personalized collaboration experiences

Intuitive controls

Consistent and familiar clients

Immersive experience optimized for touch

Mobile client experiences designed for the device

Lync Web App for browser access to meetings

Single identity across business and social applications

Shared contact card

Communicate directly from within Office

OneNote Share

SharePoint integration

Multiparty HD video and content sharing

Modern, mobile and web clients

Social and integrated by design

Federation with Skype

Communicate with anyone on Skype

Share rich presence information

Secure and archived Instant Messaging

Peer to peer voice

1313

Federate with Skype and imagine new ways to collaborate

BusinesstoBusiness

BusinesstoConsumer

EmployeetoFamily

Communicate with hundreds of millions of people with presence, IM and voice

1414

The Last 12 Months of LyncOver 200 2,000+ seat “telephony” deployments

250% growth in managed voice deployments

200% growth in sales of Lync-certified devices

List of PBX-less customers growing – LA Fitness, Sprint, Swisscom

Over 200 2,000+ seat “telephony” deployments

61% growth in number of Lync Hosters

822% growth in Hosted Lync Voice

1515

Small, Medium and Enterprise businesses are adopting Lync

1616

Mike Browne, Sprint

“We expect to be saving – across the board with the UC suite – in the neighborhood of $9M - $10M a year just in our enterprise costs.”

Reduce CostsThrough Converged Communications

Mike Browne,Sprint

17

o E-mail, instant messaging, presence and conferencing: 166,000 userso Voice: 80,000 users o Unified Messaging: 90,000 users

Microsoft IT used the Forrester’s business value framework to measure overall impact of UC deployment at Microsoft:

Reduced Costs

Reduced Audio Conf Costs 95% reduction ($8 million)

Reduced IT Infrastructure Costs

$22 reduction/office move ($1 million)

Reduced Travel Costs10% reduction in trips/employee ($92 million)

Microsoft internal case studyUC generating savings >$215 million annually

As of Nov 2010 | Read more

Improved Business Outcomes

Improved User Productivity

28 min saved/day/employee ($86 million)

Shorten Sales Cycle 6.5% increase in proposals ($11 million)

Reduced Carbon Emission 100 million miles in avoided air travel (17,000 metric tons)

Hosting PartnerValue Proposition

19

Hosting Partner Content• Note to hosting partners:• “Hosting Partner value Proposition” is a placeholder

for your offering slides• Add the Content you want to cover

20

© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.