comptel lync hosting - joseph williams

2

3

4

Minutes are Moving to Megabytes

WW Telecom Services Revenue (Gartner*)

($)

Tri

llio

n

$0.33T to $0.42T

$0.25T to $0.54T

$0.37T to $0.28T

$0.64T to $0.61T

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

Who are the Service Provider’s UC customers?

How are partners building UC business?

• All partners are at a point where they are looking at building a UC

business line.

• Some are creating a standalone UC business.

• Several of operators had made recent acquisitions of SI and cloud assets

to build capacity.

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Business Models for a Lync Hoster

Partner customer base will require various deployment models.

Customer Profile

Office 365 Single Tenant

Cloud

Multi-Tenant

Cloud

Syndication

Reseller

“PBX Replacement”

Enterprise & Medium Business

Unified Communications

Small & Medium Business

Customer Deployment

Model

Customer’s

Premise

Service Provider

As Systems Integrator

Service Provider

As Private Cloud

Service Provider

As Public Cloud

Lync to Phone “PBX Replacement”

Minimum offers for a Hoster

One-Time Revenue Assessment and Pilots

Design and Deployment

Service

Hardware and Software

Migration Services

Devices

Recurring Revenue Ongoing Hosting Revenue

Help Desk Support

Audio Conferencing

Video Conferencing Main /

Support

Network Services (DSL,

MPLS, AVPN)

Managed Services

SIP Trunking

SMB Market (1-250 Seats – “Multitenant” Lync)

Recurring license revenue (SPLA or O365)

SI/ Deployment one-time revenue

Management recurring revenue (Outsourced IT)

High probability of bundling additional offers (One-stop

shoppers)

Mid Market (250-1000 Seats – Single tenant Lync)

Recurring license revenue opportunity modest (SPLA or EA)

SI/ Deployment one-time revenue

Management recurring revenue (Managed services)

Network revenue opportunity (SIP Trunking)

Value Add Service revenue

Enterprise Market (1000+Seats – Single tenant Lync)

Recurring license revenue opportunity low due to License

Mobility

SI/ Deployment one time revenue

Management recurring revenue (Managed services)

Network revenue opportunity – (MPLS, SIP Trunking)

Value Add Service revenue

User

Equip Training

Pro

Services

Margin

One Time Revenue: $2.8M

PSS*

Calls

Charges

Licenses

Margin

@ $34.99

/mo

Annual Revenue: $6.3M

Hosting Accelerator Option: The Lync Wholesaler

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Aastra 6725 iP Aastra 6721 iP Polycom CX600 Polycom CX500

snom 300

HP 4110 HP 4120 snom 821 UC Edition

Polycom CX3000

USB Audio

& Video

Devices

Partners such as…

• Level 3 CMO Anthony Christie:

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1

4

Plan Enable Create Demand Sell Service &

Support

Investment Premier Support

Program

Partner Solution

Plans

Business

Development

Managers

Technical and

Sales Readiness

Specialist Sellers, Scorecard Metrics, BIF Funding

Reference

Architectures

Voice Center of

Excellence

15

How will you

sell it? Compensation

structure?

Integrated or Over-the-Top? Make or Buy?

$

What are you selling?

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Integration

White

Label

Value

Added

Component

Control

Panel Network

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Geography Name E Mail

APAC James Ang jamesang@microsoft.com

Canada All Burdo alburdo@microsoft.com

CEE Stephanie Perrin stephanp@microsoft.com

France Laurent Termeau laurterm@microsoft.com

GCR Li Tang Tang.Li@microsoft.com

Germany Peter Gropper petergr@microsoft.com

India Arijit Dutta ardutta@microsoft.com

Japan Sanae Imai sanaei@microsoft.com

LATAM Carina Ponce acponce@microsoft.com

MEA Hana Habayeb hana.habayeb@microsoft.com

UK James Chadwick jachad@microsoft.com

US Brad Lundberg bradlund@microsoft.com

West. Europe Goran Andersson goran.andersson@microsoft.com

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Questions:

LyncHosters@microsoft.com

WW

Joseph Williams josephwi@microsoft.com

EMEA

Nicolas Pujadas npujadas@microsoft.com

NA

Stephen Tong stong@microsoft.com

APAC

Yue Tu yuetu@microsoft.com