unified. now. win with exchange road show. better together with office communications server:...
TRANSCRIPT
Unified. Now.
Win with Exchange Road ShowBetter Together with Office Communications Server
Agenda
Better Together with Office Communications Server:
Understand the State of Communications Today
Discuss Where Unified Communications is Headed
Provide an Overview of Office Communications Server
Discuss How to Sell Office Communications Server
Review Partner Resources
video
A New World of Work
Transparent OrganizationsRegulatory Compliance
Access to Information
IT: Participation & Governance
Transparent OrganizationsRegulatory Compliance
Access to Information
IT: Participation & Governance
One World of Business Collaboration
Nomadic Workforce
IT: Ubiquity & Interoperability
One World of Business Collaboration
Nomadic Workforce
IT: Ubiquity & Interoperability
Changing Workforce
Demographic Changes
Projected Talent Shortfall
IT: Consumerization & IP Management
Changing Workforce
Demographic Changes
Projected Talent Shortfall
IT: Consumerization & IP Management
Always On, Always Connected
Work & Family Life Balance
Information Overload
IT: Contextual and Role-based
Always On, Always Connected
Work & Family Life Balance
Information Overload
IT: Contextual and Role-based
People Drive Success
People Drive Success
What We've Been HearingEnvironment: Chaotic, cost-conscious, fragmented, and demanding
Communication overload How can I prioritize and react to the sheer volume of communications and be more productive?
How can I get a global organization to act in concert across boundaries?
Globally distributed workforce and customers
How can I build on existing investments, consolidate disparate networks, and use cloud-based offerings to lower costs?
High cost of communications
How can I continue to protect my organization, my business, and my users from continuously growing security threats?
Increasing requirement to be secure and compliant
Agenda
Better Together with Office Communications Server:
Understand Communications Trends
Discuss Where Unified Communications is Headed
Provide an Overview of Office Communications Server
Discuss How to Sell Office Communications Server
Review Partner Resources
Voice Mail
EnterpriseTelephony
Audio Conference
Web Conference
Video Conference
E-mail &Instant Messaging
Separa
te M
anagem
ent
E-m
ail
&U
nifi
ed M
ess
agin
g
Inst
ant
Mess
agin
g
En
terp
rise
Tele
phony
Confe
renci
ng
Platform
Unified Experience
Com
mon
Man
ag
em
en
t
Vertically integrated communication silos
Inefficient communicationsCommunications overloadParallel infrastructures
Horizontally integrated common platform
Standards-based distributed architectureAccessibility in the entire networkOne common database
Overall CostsDown
Communications ShiftBringing people and information together with software
Microsoft Unified CommunicationsIncreased productivity through communications convergence
Unified Inbox &
Presence
Streamline Communications
Between People and Organizations
Increase Operational Efficiency
& Flexibility
Amplify IT Visibility and Control
Provide an Interoperable and
Extensible Platform Now and for Your
Future
InstantMessaging
Application Integration
Across Networks
Across Devices
E-mail/Calendaring
Audio, Video & Web
Conferencing
VoIP
Team
Workspaces
Agenda
Better Together with Office Communications Server:
Understand Communications Trends
Discuss Where Unified Communications is Headed
Provide an Overview of Office Communications Server
Discuss How to Sell Office Communications Server
Review Partner Resources
Office Communications Server 2007Rich Presence with Office Communicator Real-time status
Immediate, visual presence representation (availability)Automatic presence status based on Office Outlook® calendar information and login statusDirect control of presence status
Streamlined communications from within applications
View presence throughout 2007 Office systemCommunicate and share content Extend LOB applications to access communications capabilities
Office Communications Server 2007Software-powered VoIP with Office CommunicatorHigh-quality VoIP
Single-click VoIP capabilities from within Office applicationsVoIP communications in the office, at home, or on the road- Encrypted- No VPN requiredIM and video alongside
Rich call-management capabilities
Easy to use and configureIntelligent call routing based on presence and Office Outlook calendar
Office Communications Server 2007Conferencing (voice, video and content)Virtual meetings with
integrated audio and video
Unscheduled or scheduled conferencingReal-time sharing of documents, applications, and media
Revolutionary experience
Active speaker detection and panorama views Ability to record and playback meetings
Office Communications Server 2007Innovative Office Communicator device experience Extending the
Communicator experiencePersonal computer, Web, and mobile devicesDedicated communications devices
Software for innovative IP phones
Implementations designed with embedded softwarePartner-delivered production devices
Office Communications Server 2007Innovative Office Communicator mobile experience Office Communicator for
Windows MobileRich Presence and locationSecure instant messagingAccess to corporate address book
Integrated voice capabilities
Click to dial using cellular while connected to a mobile network
Office Communications Server 2007Release 2 – Just Announced at VoiceCon Amsterdam 2008
Next Generation CollaborationDial-in Audio ConferencingDesktop SharingPersistent Group Chat
Enhanced Voice and MobilityAttendant Console and DelegationSIP TrunkingResponse GroupMobility Platforms ExtendedNew Developer Tools
Worldwide LaunchFebruary 3, 2009
Standard Edition
Standard Edition
AD
Ideal forProof of concept/pilot
Branch office
Functionality IM, presence, Peer-to-peer voice, conferencing
No external access, not highly available
PSTN requires mediation server
Server Roles
Co-located on one server Presence, IIS share, conferencing, A/V
Scalability1 Server
Up to 5,000 users
Agenda
Better Together with Office Communications Server:
Understand Communications Trends
Discuss Where Unified Communications is Headed
Provide an Overview of Office Communications Server
Discuss How to Sell Office Communications Server
Review Partner Resources
A “Visionary” New Entrant in TelephonyPosition Within Corporate
Telephony Magic Quadrant 2008
Leader
Visionary
Challenger
Niche
Ab
ility
to
Exe
cute
Completeness of Vision
Microsoft Positioning in Quadrant:• Visionary Definition: “Visionaries display healthy
innovation and a strong potential to influence the direction of the market, but they are limited in execution or track record. Typically, their products and market presence are not complete or established enough to challenge leaders.”
Microsoft Strengths:• Knowledge and nomadic workers• Natural fit for Exchange Server installed base• Company commitment and stability
Microsoft Weaknesses:• Missing key features (but not for nomadic workers)• Limited track record of delivering on time• Costly if you just want voice
Other Call Outs:• “Decisions for investing in unified communications
take precedence over telephony alone”• “Telephony has become a software application”• “In [Cisco installed base], competitors struggle to
match Cisco discounts off list price”• “Cisco's fragmented management application
portfolio does not enable an integrated, end-to-end view of the network”
Win Voice by Winning UC
(*) IM and Presence
Upgrade messaging to Exchange Server2007Deploy IM and presence
Install Communicator on the desktopReplace legacy voice mail with UMWin audio, video, Web conferencingDrive voice pilots
Deploy voice to mobile workers (R2)Enterprise-wide voice (W14)
Win the
Socket
Surround the PBX
Win the
Voice Platfor
m
Partners Are Critical for Selling the Business Benefits
Capturing full business value from the Microsoft platform
requires industry solutions
Huge opportunity for value-added services and custom
solutions
Microsoft is investing heavily in collaboration technologies and
in building partner competencies and programs
Collaboration engagements frequently lead to broader
engagements including unified communications, enterprise
content management, and business process management
Upgrade Exchange Server installed base
Deploy enterprise instant messaging
Deploy presence-enabled communications
Deploy 64-bit Servers
Deploy Windows Server
Update Active Directory
Deploy unified messaging
Integrate desktop VoIP
Deploy multimedia conferencing
UC Partner Services Opportunities
Ready the Infrastructure
Upgrade theCommunication
Base
Integrate Voice
Mobility, collaboration, workflow, vertical solutions
Compliance, security infrastructure
Support services, managed services
DriveEnhanced
Value
UC Services Partner OpportunitiesU Infrastructure Value-Added Opps.
Service Engagements
Avg. PerSea
Mid Market
Small Enterprise
Large Enterprise
Enhanced Services
Mobile solutionsCollaborationLine of business workflowVertical market solutionsCompliance infrastructureSecurity for communications Support servicesTraining servicesManaged services
# of seats 1 500 1,500 5,000
Infrastructure Readiness
Server upgradesWindows ServerActive Directory
$23.33$15,00
0$27,000
$110,000
Enterprise Messaging
Enterprise e-mailEnterprise presenceIM solutions
$45.80$30,00
0$54,000
$207,000
Voice IntegrationUnified messagingEnterprise VoIPMultimedia conferencing
$56.60$35,00
0$66,000
$279,000
Total $125.73
$80,000
$147,000
$596,000
FTE – WeeksFTE – Hours
15600
251,000
662,640
Better Together with Office Communications Server:
Understand Communications Trends
Discuss Where Unified Communications is Headed
Provide an Overview of Office Communications Server
Discuss How to Sell Office Communications Server
Review Partner Resources
Agenda
Key benefitsDifferentiated expertise with branding
Early notice on new training and events
Additional software licenses, sales and marketing resources
The Unified Communications CompetencyRecognized expertise in streamlining communications through Microsoft unified communications technologies
Unified Communications Solutions
VoiceInstant
Messaging and Presence
Messaging
RequirementsTwo certified technical individuals
Two individuals who have passed sales assessment (Voice only)
Three customer references (IM & Presence and Messaging only)
Internal deployment (Voice only)
TransitionsUnified Communications
specialization* (Information Worker)
Exchange Migration and Deployment specialization* (Advanced Infrastructure)
Voice-Ready Partners (formerly Voice
Partner Program)
*AI and IW competency licensing and brand benefits retained until reenrollment.
Microsoft Technical and Competitive Sales AssistanceThe TPTS Team: Tele-Partner Technology Specialists
TPTS offers services to Microsoft partners
Free, unlimited pre-sales telephone support
Sales assistance for:Compete issues
Technical sales support
Business value, licensing, and pricing
Part of the Microsoft Partner ProgramAvailable to Certified- and Gold-level partners
Use them for:Technical expertise on almost every Microsoft product
Resources: white papers, case studies, battlecards, and customer-ready decks
Articulating business value and positioning against the competition
Assistance with demos
Readiness help on unreleased products
Microsoft Financing
Finance the Total Solution Microsoft software, hardware, Partner Services, third-party or ISV software, and maintenance – a bundled IT solution in one convenient and affordable monthly payment
Flexible structuring to match your customer’s budget
Increase Sales Revenue and Sell More Profitably
Increase your average deal size: up-sell based on monthly payments
Eliminate price concerns and reduce discounting
Up-front partner funding for the entire purchase, including services!
Up-front revenue recognition
Next StepsTake advantage of training resources
Use the DVDs from this workshop
Use the new UC Learning Path tool www.uclearningpaths.com for additional training
Use Sales & Compete Tools
UC Business Value Tool https://partner.microsoft.com/US/program/competencies/msppunifiedcommunications/ucimp
UC Fast Start Kits, Exchange POC in a Boxhttps://partner.microsoft.com/40046284
Partner Demo Showcase: https://partner.microsoft.com/demoshowcase
TPTS https://partner.microsoft.com/global/salesmarketingsection/smsalessupport
Microsoft Financing: www.microsoftfinancing.com
Win with Offers & Incentives
Road Show contest – to drive upgrades
Partner Exchange Sales Incentive – www.ExchangeTwoForOne.com
Forefront Partner rebate – to drive attach https://partner.microsoft.com/SecuritySoftwareAdvisor.
Unified. Now.