fy15 lync hardware partner marketing playbook
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FY15 Lync Hardware Partner Marketing Playbook
Lync partners,
Welcome to Microsoft FY 2015! This presentation highlights our vision and the partner programs, tools, and resources available to Microsoft Lync partners.
Please make sure to become familiar with the available resources and tools designed to help you drive Lync and Lync Online deployments across the world.
Unified communications marketIDC Worldwide Unified Communications and Collaboration 2012–2016 forecast
20B+
$
Market opportunity
PersonalEasy and ubiquitousA communications service with optional calling plans, aimed at home and student users
BusinessSimple and integratedA communications service with PSTN dialing capabilities bundled together with other devices and services, aimed at small business and teams/departments
EnterpriseComplete and flexibleAn enterprise-grade communications solution offering control for IT to manage their users and network load
Universal communications
Changing landscapes
Work and life Social
Devices Sync and async Cloud
Familiarexperience
Context and application intelligence
All devices Videoeverywhere
Global reach through cloud
Universal communications
90%of Fortune 500 companies use Lync
14 month
payback period (ROI) for Lync customersForrester TEI Study, Feb. 2014
$1B+Lync revenue
Microsoft Earning Release FY13 Q4
Capturing the Lync opportunity
89%of US enterprisesare including Enterprise Voice in their Lync trials T3i-”Impact of Microsoft Lync on the Enterprise Voice Market—2014”
Lync Hardware Marketing Program Overview•
1. Overview of Lync Hardware Marketing Program
2. Communications IHV Track – Lync Marketing Benefits
3. UC Interop Program Marketing Benefits
4. Communications IHV Track – MPN Competency Benefits and Requirements
5. FY15 Priorities
6. FY15 Programs, Tools and Resources
7. Partner Checklist
8. Resources
Table of Contents
9
Overview of Lync Hardware Marketing Program
10
UC Interoperabili
tyProgram
Microsoft Partner Network
Communications
Competency IHV Track
Lync Logo Program
Lync Logo Program
Lync Logo Program
1
2All partners under the UC Interoperability
Program, and specifically under the Devices
and Phones Program, Video Interoperability
Program, and Infrastructure Program get
baseline marketing benefits
Partners can increase their investment in
Lync by getting a Communications IHV
competency to differentiate their practice
from competitors
1
2
The Lync Hardware Marketing Program offers our partners participating in the Lync logo program benefits to further support their marketing efforts for their qualified products. In addition to the UC Interoperability Program, partners can get additional benefits by enrolling in the Communications Competency
UC Open Interoperability Program
As a partner that is participating in the Lync Phones and Devices, Infrastructure, and Video interoperability program*, you receive the
following benefits in FY15. Once you have at least one product tested and qualified in the program, Lync marketing will showcase your
product. A list of these benefits is presented below. To augment these benefits, a partner must enroll in the communications competency
IHV track. See further pages for more information on this.
UC Open Interoperability Program Marketing Benefits
12
Benefits
Logo included in marketing slides for Lync events and core Lync content
Product inclusion into Hardware catalog on http://catalog.lync.com
Include qualified device in TechNet http://technet.microsoft.com/lyncdevices (USB, PC’s not included as they point to hardware catalog)
Marketing Communications through the UC Communique (MSFT internal communication)Opportunity to submit qualified product announcements and related content and articles
Marketing Communication through the Lync Partner Connect Newsletter – Opportunity to subscribe and to submit announcements and articles related to qualified products.
Partner Led Press Release Support - Microsoft may offers quote for partner led press release on Lync qualified product announcements. Only one per product or on per portfolio announcement (does not include major events) . Subject to Microsoft approval.
Microsoft Partner Network Communications Competency IHV Track
Overview of Communications IHV Program
14
Who
• Partners who are participating
in the Lync Phones and Device
Program, Lync Infrastructure
Program (not including
Communications services) , and
Lync Video Interoperability
Program
The Communications competency IHV Program is designed for partners that specialize in making and selling hardware and devices
for Lync and are enrolled in the Lync Phones and Device, Infrastructure or Video Interoperability program. Partners in the respective UC
Open Interoperability programs may find additional value in enrolling in the Microsoft Partner Network and in pursuing a Communications
competency, IHV track. Through the Communication competency partners gain access to valuable training, resources, tools, social and
communication vehicles, events, and much more to differentiate your business from competitors.
What
• Enhance marketing of Lync
qualified hardware and devices
through enrollment of
Communications Competency
IHV program
Why
• Differentiate your business from
competitors with access to
various resources that can
separate you from other
partners
How
• Must be active participant in
Lync Devices, Infrastructure and
Video program
• Enroll in either the
Communications competency
IHV track
MPN Enroll: https://mspartner.microsoft.com/en/us/Pages/Membership/enroll.aspx
Communications competency: https://mspartner.microsoft.com/en/us/pages/membership/communications-competency.aspx
Additional Lync Marketing Benefits via Communications IHV Track
15
Benefits Silver Gold
Engage: Opportunity for nomination to Lync Partner Advisory Council (PAC) X
PR/AR: Opportunities to be invited to PR/AR activities with key analysts and press at Lync events X
Partner Led Press Release Support: Microsoft may offer quote for partner led press release on topics related to Lync qualified product announcements. Subject to approval by Microsoft.
X
Social media: Opportunities to collaborate on social communications X
Readiness: Get invited to speak at internal Microsoft field sales and marketing calls X
Awards: Consideration for Communications Partner of the Year X X
Events: Invitations to showcase your products a the Microsoft booth and/or sessions at Microsoft Lync Marketing led events (Lync Conference, Interact, Ignite, TechEd, WPC, TR, MGX). Will prioritize Gold partners for special sponsorship or promotional opportunities.
X X
Marketing Communications: UC Communique (MSFT internal communication) Opportunity to subscribe and to submit communication and articles not related to qualification. That includes partner led customer case studies, blog articles, announcements, ect. Microsoft to review prior to landing. Microsoft field facing newsletter.
X X
Marketing Communication: Lync Partner Connect (LPC) Newsletter – Opportunity to subscribe and to submit communication and articles not related to qualification. That includes partner led customer case studies, blog articles, announcements, ect. Microsoft to review prior to landing. Microsoft partner facing newsletter.
X X
Communications Competency IHV Track Benefits
16
Benefit - Plan your business. Create Demand. Silver Gold
Be an early adopter! Get firsthand knowledge of features and capabilities - Internal-use software licenses
Up to 25 licenses for each product
Up to 100 licenses for each product
Plan and drive a successful business with support from a dedicated Microsoft contact
Stay up to date with the latest news, business opportunities, training courses, and more, with partner newsletters
Subscription Subscription
Demonstrate your expertise with your customized competency logo Silver competency logo
Gold competency logo
Make your company or solution profile accessible to tens of thousands of potential customers through the Microsoft Pinpoint online marketplace
Competency designation and prioritized marketplace exposure
Competency designation and premier marketplace exposure
Reach more new customers with marketing resources available through the Partner Marketing Center
Unlimited access Unlimited access
A set of core benefits is provided to all partners each time they enroll or renew their membership in the Microsoft Partner Network. Visit
the core benefit and requirements page to see the complete list. Review the following table for a list of benefits and requirements specific
to this competency.
Communications Competency IHV Track Benefits
17
Benefit – Enable. Sell. Retain. Silver Gold
Build technical and business skills with training at the Partner Learning Center Unlimited access Unlimited access
Developers: access tools, software, communities, and resources for developers and testers with an MSDN subscription
5 Visual Studio Premium with MSDN subscriptions (each includes access to Visual Studio Online)5 seats of Visual Studio Online Basic
10 Visual Studio Premium with MSDN subscriptions (each includes access to Visual Studio Online)5 seats of Visual Studio Online Basic
Access the latest product news and technical and sales resources with the no-cost Windows Phone app
Eligible Eligible
Use Technical Presales Assistance for competitive assistance and for business-value and proof-of-concept guidance, for deals worth US$3,000 or more
Unlimited access Unlimited access
Get help with recommending Microsoft Volume Licensing products and solutions with Microsoft LicenseWise for Volume Licensing
Access Access
Leverage Microsoft Payment Solutions to offer tailored financing options that can help you close more sales Eligible Eligible
Become eligible to earn incentives for driving strategic technology areas with Microsoft Partner Incentives
Licensing, solution, and cloud incentives
Licensing, solution, and cloud incentives
Get insight into customer satisfaction (CSAT) and loyalty with the CSAT Index survey solution Access Access
Communications Competency IHV Track Benefits
18
Benefit – Services and Support Silver Gold
Use partner advisory hours for technical training, Technical Presales Assistance, and Advisory Services from Microsoft consultants
20 partner advisory hours 50 partner advisory hours
20 partner advisory hours 50 partner advisory hours
Resolve technical issues quickly with product support from Microsoft experts Unlimited online support
Business-critical phone support (maximum of 10 incidents)10
5 product support incidents by phone (for noncritical issues)10 Unlimited online support
Business-critical phone support (maximum of 15 incidents)
5 product support incidents by phone (for noncritical issues)
Unlimited online support
Business-critical phone support (maximum of 10 incidents)10
5 product support incidents by phone (for noncritical issues)10 Unlimited online support
Business-critical phone support (maximum of 15 incidents)
5 product support incidents by phone (for noncritical issues)
Gold Competency RequirementsIndependent Hardware Vendor (IHV)
track
Two individuals must pass a qualifying exam or certification:
Exam 70-336: Core Solutions of Lync Server 2013.
Exam 70-337: Enterprise Voice and Online Services with Lync Server 2013
or have one of the following certifications:
MCSE: Communication MCSM: Communication
MCP ExamsComplete your organization’s profile
Pay the Gold competency fee
Company Profile Customer Evidence
Your organization must submit five customer references from within the previous 12 months featuring solutions based on Lync Server 2013, or Lync Online.
Your organization must use the Customer Satisfaction (CSAT) Index survey to measure performance and help drive customer satisfaction.
Customer Reference
For the Silver Communications competency, your organization must have a qualified hardware solution in one of the following categories:
IP Phones
USB Audio & Video Devices
Lync Room Systems (LRS)
Meeting rooms devices
Audio and video infrastructure
Networking infrastructure
Load balancers
Approved through the Unified Communications Open Interoperability Program
Qualified Solutions
Minor updates in FY15 effective end of Q2FY15:
• USB vendors will be required to pass MCP exams
• CSAT (partners or customers) required
• No business assessments required
• Revenue requirement = $0
Silver Competency RequirementsIndependent Hardware Vendor (IHV) track
For the Silver Communications competency, your organization must have a qualified hardware solution in one of the following categories:
IP Phones
USB Audio & Video Devices
Lync Room Systems (LRS)
Meeting rooms devices
Audio and video infrastructure
Networking infrastructure
Load balancers
Approved through the Unified Communications Open Interoperability Program
Qualified Solutions
One individuals must pass a qualifying exam or certification:
Exam 70-336: Core Solutions of Lync Server 2013.
Exam 70-337: Enterprise Voice and Online Services with Lync Server 2013
or have one of the following certifications:
MCSE: Communication MCSM: Communication
MCP Exams
A Business-focused Assessment is not required for IHV track
Business Assessment
Complete your organization’s profile
Pay the Gold competency fee
Company Profile Customer Evidence
Your organization must submit three customer references from within the previous 12 months featuring solutions based on Lync Server 2013, or Lync Online.
Your organization must use the Customer Satisfaction (CSAT) Index survey to measure performance and help drive customer satisfaction.
Customer Satisfaction
Minor updates in FY15 effective end of Q2FY15:
• USB vendors will be required to pass MCP exams
• CSAT (partners or customers) required
• No business assessments required
• Revenue requirement = $0
FY15 Priorities
FY15 Lync Business PrioritiesPriorities Partner Plays
Grow Lync Revenue and UC Market Share1 Build integrated offers and
ride market momentum
Lync Revenue
Lync Premium Seats Sold
Drive Lync Adoption & Deployment2 Deploy, activate and
manage licensed seatsLync Online Active Users
Redefine Commercial Communications with Skype
3 Define and support new B2B and B2C scenariosLync-Skype Wins
Metrics
23
Build integrated offers and ride market momentum
Deploy, activate and manage licensed seats
Define and support new B2B and B2C scenarios
Specific Hardware Partner Priorities
Partner Plays
FY15 Lync Hardware Partner Priorities
• Partner with Lync integration partners to deliver unique end to end service offers that include hardware
• Connect and network with local Microsoft contacts: UC PMM, MTC Directors, SSPs, TSPs, ATS
• Share hardware deployment and adoption materials/resources with integration partners
• Share customer lists with integration partners to partner on joint accnts
• Connect and network with local Microsoft contacts: UC PMM, MTC Directors, ATS
• Land the story of the value of Lync and Skype• Define the value of Lync-Skype federation with hardware
FY15 programs, tools and resources
GET READY
Microsoft Partner Network competencies
Communications - the fastest growing Microsoft competency
Goals Details Resources
Competencies recognize partners’ investment in products - Lync (e.g., voice and video)
Reward partners with increased access to valuable Communications Competency benefits
Promote your organization with customized Communications Competency logo and access to marketing materials
Hardware partners should enroll in the Communications Competency IHV Track
https://mspartner.microsoft.com/en/us/pages/membership/communications-competency.aspx
Internal use rights (IUR) licenses
Mix and match Microsoft on-premises software and online services software licenses for the best results
Goals Details ResourcesIUR licenses provide combination of on-premises software and online services
Gold/Silver Communications Competency partners have variety of license grants to choose from
Combine licenses to run your business, train your people, develop and test, and demonstrate to your customers
Gold and Silver Communications Competency partners refer to product usage guide to understand license use rights, limitations
Majority of product categories offer:
Gold partners 100 licenses
Silver partners 25 licenses
(see resource links for details)
GET READYGOLD AND SILVER COMMUNICATIONS COMPETENCY
Learn more about IUR and your online software and services benefitsGold and Silver Communications Competency grant list
Product usage guide
Lync Ignite events GET READY
Even more global events led by corporate experts deliver deep Lync technical readiness
Goals Details ResourcesLync 2013 technical readiness for IT Pro, developer, adoption and sales In-person training sessions and labs with subject matter experts
Open to all partners and customers with Microsoft field nomination
Subsidiaries may re-deliver content in-person or online
12-15 Worldwide events
Led by top engineers: MCS, Premier, Masters and MVPs
50% hands-on lab
Post-Ignite online community through MVA and Yammer
Cross training with O365 workloads
Attendees must have prior Lync knowledge and have attended Microsoft Learning courses 20336B and 20337B
Contact: Local Lync Marketing lead (PMM) for nomination
O365
ignite.office.com
Quick and easy access to O365 sales and training resources keep you up-to-date
Goals Details ResourcesOnline portal provides partners with Office 365 sales and pre-sales training information, including special offers and announcements
Prepares partners to review event material prior to taking Office 365 sales and pre-sales assessments
Access to variety of resources and best practices: presentations, email templates, whitepapers, demos, etc. across O365 products
Past and future Drumbeat sales day event schedules and O365 announcements
GET READY
O365 DrumbeatO36
5
drumbeat.office.com
Lync 2013 JumpstartGET READY
An
Goals Details ResourcesLync 2013 technical readiness supports accelerated training to prepare IT Pros to pass Microsoft Learning exams 70-336, 70-337—required for MPN Gold Communications Competency
On-demand recorded courses available at no cost
Core Solutions of Microsoft Lync Server 2013 Jump Start (70-336)
Enterprise Voice and Online Services with Lync Server 2013 Jump Start (70-337)
http://www.microsoftvirtualacademy.com/training-courses/core-solution-lync-svr-jumpstart
O365
Lync FY15 goals and field alignmentGTM & SELL
Know when and who to connect with to drive Lync business
FY15 GoalsSell Lync 2013 and Lync Online
Focus on deployment and activation
Build integrated offering
Roles and responsibilities may not be inclusive or available in every region/geography. Contact local team for more information.
Partner Sales Manager (PSM)Partner Business Development Manager (BDM)Partner Sales Executive (PSE)Premier Sales Engineer (SE)
Account planning, negotiations, sales cycle orchestration, technical pre-sales, deployment
Licensing Specialists (LS) Licensing
WW Communications, Technical Specialist (TSP) Lync Technical Sales
Voice partner enablement & technical sales
Solution Specialist, CommunicationsSolutions Sales Practitioner - Communications (SSP) Sales specialists
Account Technical Specialist (ATS) Onboarding Specialist Delivery, deployment
Premier Technical Account Mgr. (TAM) Services account management
Premier Sales Deployment Engineer (SE) Scope and deploy enhancements
Roles and responsibilities
O365
Work closely with Microsoft partner leads to improve Lync solutions and services delivery
Goals Details ResourcesGold and Silver Communications Competency partners gain increased value working directly with Microsoft partner specialists
Qualified partners eligible to receive support from Partner Account Managers, Tele-Partner Account Specialists, Tele-Partner Account Managers, or Partner Technical Advisors
Eligibility may vary according to your country or region
Eligible partners will be contacted by their local account management team
GTM & SELLGOLD AND SILVER COMMUNICATIONS COMPETENCY
Managed partner list
mspartner.microsoft.com
Lync Right Start kitDEPLOYMENT, SUPPORT, USAGE
Drive successful Lync customer deployments through partners
Goals Details ResourcesBest practices for partner led engagements with the goal of initiating a customer's Lync deployment
Lync technical briefing guideObjection handling Lync reference topologiesLync alignment questionnaireNetworking guideNetwork readiness workshopDeployment health analysis toolOperations guideRoll out and adoption success kitLync RFP guide and Q&A list Business investment funding (BIF) opportunity on a limited basis
Content available to all partners through MPN
PSE, PRP, communications solution specialist and local Lync marketing lead for BIF guidance
Microsoft Services support offeringDEPLOYMENT, SUPPORT, USAGE
Give customers one-stop Lync support and extend your UC services with the Microsoft Services Premier Support for Lync Partners offering
Goals Details ResourcesIncrease long-term recurring revenue opportunities in a high-growth market
Direct access to Microsoft Services’ Tier 3 support expertise
Access to Microsoft proactive services library to help improve system health and performance
Current Gold Communications Competency status required
Lync certified support partners whose Lionbridge technologies’ certification remains valid* may also purchase this offering
*Certification is valid for 12 months from the date that certification was awarded
Premier support for Lync partners offering datasheet
Lync support partners requirements deck
Gold Communications Competency
Microsoft Lync Support Partners’ Catalogue requirements
Lync Support Partners catalogDEPLOYMENT, SUPPORT, USAGE
Find Lync Support Partners for customers seeking end to end solution providers
Goals Details ResourcesOnline catalog exposes qualified Lync partner solution support offerings to worldwide customers and partners
Build partnerships - quickly find qualified Lync offerings to enhance your end to end Lync solution portfolio
Updated quarterly
To be considered for a listing partners must meet all criteria outlined in Lync Support Partners requirements deck on MPN
Lync Support Partners catalog
Hardware Partner Checklist
Hardware Partner ChecklistAccelerate your Business with Lync
Go to MPN Partner Membership Center to review status and/or obtain Communications Competency IHV Track
Review Lync Go to Market content available at the Lync Accelerate MPN page
Build relevant skills: Attend Ignite training and leverage Jumpstart courses
Deploy and use Lync with your IUR benefits
Send us your latest one pager to Lync Partner Connect Alias, subject line “Hardware Partner One Pager” – template available here
Develop unique FY15 Hardware Offer with Lync Integration partners
Land OEM specific offers in the Lync Hardware Catalog under “Offers” tab
Promote hardware offers to LPC Community
Act Local think Global. Work locally with Microsoft contacts including MTC contacts, UC PMMs, ATS, SSPs and TSPs
Microsoft PowerPoint Presentation
Resources
ResourcesPartner Membership Centerhttps://mspartner.microsoft.com/en/us/Pages/Membership/my-membership.aspx
MPN Microsoft Partner Resourceshttps://mspartner.microsoft.com/en/us/pages/solutions/lync.aspx
Learn About MPN Communications Competency https://mspartner.microsoft.com/en/us/pages/membership/communications-competency.aspx
PSP Activation Kit and Partner Resource Linkshttp://partners-psp.com/bpo/lync-voice/Pages/WhatWeSell.aspx
Microsoft Pinpointhttp://pinpoint.microsoft.com
Lync Accelerate Contenthttps://mspartner.microsoft.com/en/us/Pages/Solutions/lync-accelerate.aspx
Lync Deployment Planning Services http://planningservices.partners.extranet.microsoft.com/en/edps/Pages/About.aspx
Lync.comhttp://lync.microsoft.com
Lync Hardware Cataloghttp://catalog.lync.com/
Office blog (Lync)http://blogs.office.com/?filter=true&filter-product=lync
Unified Communications Open Interoperability ProgramTechNet Lync Deviceshttp://technet.microsoft.com/lyncdevices
Lync Support Partnershttp://catalog.lync.com/en-us/support-partners/index.aspxs
Case Studieshttp://lync.microsoft.com/en-us/why-choose-lync/Pages/case-studies.aspx
For any other questions please contact: Lync Partner Connect [email protected]
Thank You