2013PARTNERCONNECT

What you’re going to get here

• A refresh on our vision for communications, all communications

• Why this is the time to go for Lync!

• How do you sell: (new) business scenarios

• How can we help?

• Call to action

Share a Moment

Start a Conversation

Share an Experience

Productivity Collaboration

Services Ecosystem

In the next decade, sweeping technology innovations driven by the

power of software will transform communications. (Bill Gates, 2007)

NWOW 1.5 - TeleworkingNWOW 2.0 – Virtual collaborationNWOW 3.0 – Virtual teams

Unified Communications Platform

Enterprise-ready

8

~40k Enterprise Voice Seats sold

Lync Deployment opportunity

> 300%Voice Growth Rate

2013PARTNERCONNECT

300%

2013PARTNERCONNECT

X 4

Lync 2013 MOMENTUM

IS IT ALL ABOUT THIS ?

Lync 2013 MOMENTUM

NOT AT ALL !!!!!!!!

On Prem- E4 Plan

- E1 + Lync Plus CAL

- Lync server

Opportunities

- Deploy Lync Desktop

- Training

- USB Devices

- Video conferencing

On Line Plan 1

Plan 2

Additional opportunities:

- Contact center

- PC attendant solutions

- Larger Scope ( EU, WWW)

Services :

Deploy Lync Server

Gateways

Desktop

USB Devices

SIP Phones

Mobility

WP8 / Surface

• Full and familiar Lync experience brought to the meeting roomand remote participants

• Easy for users to schedule, join and manage

• Simple to deploy for IT Admins

• Native Lync software delivered as a comprehensive partner hardware solution

The State of the European UnionTop executives of global companies debating challenges and

opportunities of doing business in Europe (June 6th, Brussels)

Virtual Townhall Meeting

Multi party

videoconferencing,

connecting workgroups in Milan,

Frankfurt, Paris, Warsaw and Brussels

Life StreamingAcross the web to citizens around

Europe on fixed and mobile devices

Powered by ...

Lync Room System in action

Lync 2013 MOMENTUM

BIG - VERY BIG - EXTREMELY BIG

Join us on the

Lync wave !

A changing battle for the entire IT platform

A changing battle for the entire IT platform

Huge opportunity for differentiationCreate your own unique UC offering

Be smart with scenario’s and vertical approaches

Lync is also a development platform

23 1Hybrid Model: Exchange through Lync Online (Office365) and Hosted Lync through Lync Server 2013 (Single Tenant Private Cloud)

Customer’s

Premise

Medium Business &

Enterprise

Lync Server

Everyone

Lync Online

Office 365Single Tenant

Private Cloud

Lync Server

Medium Business &

Enterprise

Multi-Tenant

Public Cloud

Lync Hosting Pack

Small Business

Deployment Model Options1

Target Customer

Lync version

Cloud: why do customers go for it?

New licensing modelsCapex to Opex

Office included

Mail, workspaces, P/IM are commodityWhy spend € on otherwise cheap services ?

IT more efficient/service oriented

Infrastructure maintenance by vendor/hosterUpgrades

Patch managament

New scenariosTask workers

Blue collar

Lessons learned (with Lync 3y in market)Talk to your customer proactivelyYour competitor will

Make it concrete: PILOT!

Understand the broader platformCustomer expects your sales to have a vision (e.g. Enterprise Social & Collaboration)

Relation Lync on-prem vs. Hosted Lync vs. Lync Online

Mobile scenarios (tablets…)

Adoption in all sectors and sizesFrom KMO/PME to big enterprises, public institutions, academic

Approach BDM: often not yet convinced/informed about Lync for all workloads

2013PARTNERCONNECT

Call to actionTechnical ReadinessAssemble solution portfolio

Define services offerings

Train pre-sales and delivery

Sales ReadinessSales ready for a meaningful business conversation with customer ?

Sales understand cross-selling opportunities ?

Marketing/Go to Market

Build a practiceLanding page https://mspartner.microsoft.com/nl/be/pages/solutions/lync-2013.aspx

Communications Competency https://mspartner.microsoft.com/en/us/Pages/Membership/communications-competency.aspx