westcon - microsoft lync ecosystem
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ECOSYSTEM
Explore.
Select a logo above to navigate directly to that section.
Use this button to return to vendor navigation page.
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Westcon does not sell Microsoft Lync, but we
actively support a robust line card of vendors who
deliver solutions optimized for, authorized for and
complementary to Lync environments. Westcon
is recognized as one of Microsoft’s independent
technical support providers and can offer multi-
vendor solutions and support to reseller partners.
Welcome To Westcon’s Microsoft Lync Ecosystem
Welcome
Why Hunt For Lync Solution Opportunities?
As businesses build their IT infrastructure and budgets to
capitalize on growing demands for UC and BYOD solutions, they
look increasingly to Lync for its time- and cost-saving benefits.
When you identify a customer who has deployed a Lync solution
but isn’t realizing the full potential, you’re in an excellent position
to deliver a cohesive offering and expand your wallet share.
Margin-rich opportunities are being developed every day.
Westcon is here to help you identify, nurture and close them.
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Network Ü PSTN access
Ü MPLS WAN
Ü SIP Trunking
Ü E911 Services
Ü Network Upgrades
Ü Network Switches & Routers
Ü Wireless LAN
Ü Servers
Deploy Ü Architecture and Design
Consulting
Ü Implementation Services
Ü Cloud Managed or Hosted Services
Ü Qualified Hardware Solutions
Ü Gateways
Ü SBCs / SBAs
Ü Qualified Desk Phones
Ü Qualified USB
Ü Lync Room Systems
Opportunity For You
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Operations & Management
Ü Outsourced and management contracts
Ü End-to-end support – PSLP
Value-Added Services Ü Contact Center
Ü ISV Applications
Ü Video room systems
Ü Lync Room Systems
Ü CIE – Customer Immersion Experience
Ü Training for End Users
Ü Admin Training
Increased Profitability
Welcome
Strategize.
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How To Identify Lync Opportunities
Target Customers Who:
Ü Must give their employees the flexibility to connect anywhere, from any device (desktop, headset, laptop, tablet, smartphone)
Ü Would benefit from a single UC platform that integrates seamlessly with Microsoft Office and other existing tools and systems
Ü Seek to improve communications, collaboration and response times while reducing travel costs and hard costs for remote workers
Ü Need real-time, high-quality communications and must fully leverage current infrastructure
Ü Require solutions that integrate into mixed IT environments
Ü Currently deploy Lync licenses but haven’t yet maximized its full potential
Welcome
What To Do If You Believe You Have A Lync Opportunity
Westcon has a strong team of pre-sales and
product management experts who can help you
develop the right quote for your Lync opportunity.
Contact us at [email protected] and
a team member will be in touch.
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Director Product Management Westcon Unified Communications and Collaboration Solutions [email protected] (630) 388 0440
Westcon Product Manager for AudioCodes, Oracle [email protected] (630) 723 0250
Westcon Product Manager for SMART Technologies [email protected] (630) 388 0493
Westcon Product Manager for Eaton, Sonus [email protected] (603) 736 4542
Westcon Product Manager for Extreme Networks [email protected] (630) 723 0241
Westcon Product Manager for Logitech [email protected] (914) 829 7445
Westcon Canada Product Manager for AudioCodes, Extreme Networks, Polycom, SMART Technologies, Sonus, Spectralink [email protected] (905) 287 2708 Westcon Product Manager for Jabra, Polycom, Spectralink [email protected] (630) 723 0235
John Barrett
Kathy Birch
Joe Carlson
Kyle Fritz
Mitch Krombach
Chris Mannering
Zlatko Reder
Michael Rino
Welcome
Lync Resources For You And Your Customers
Ü Westcon’s Microsoft Lync Solutions Guide: http://viewer.zmags.com/publication/76cf91ec#/76cf91ec/1
Ü US: http://us.westcon.com/content/vendors/lync
Ü Canada: http://ca.westcon.com/content/vendors/lync
Ü The SIP School: http://westcon.thesipschool.com/
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Westcon’s Microsoft Lync Ecosystem
Select a logo above to navigate directly to that section.
Win.
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Built on a breadth of experience in VoIP
technology and unique integration
capabilities, AudioCodes provides end-
to-end voice elements, services and
expertise for simplifying voice-enablement
of Microsoft Lync implementations in on-
premises, cloud-based and hybrid network
architectures.
With certified service provider connectivity,
PBX integration, IP phones, call recording,
branch survivability, and voice quality
monitoring, AudioCodes provides the full
spectrum of voice solutions for Microsoft
unified communications.
Vendors
Lync-compatible IP Phones
Ü Fully integrated with Lync
Ü Presence monitoring
Ü High-definition voice quality (RTAWB/WB)
Ü Extensive set of essential enterprise phone features
Network & Service Management Tools
Ü OAM&P tools for pre-deployment staging and live networks
Ü Integration with Microsoft SCOM
Ü Voice quality monitoring with Session Experience Manager (SEM)
AudioCodes One Voice for Lync is a
unified product and service program
intended to simplify and accelerate
voice-enablement of Microsoft Lync
implementations. The program leverages
AudioCodes’ Microsoft-qualified end-
to-end voice elements, wide-ranging
services and extensive expertise
to enhance Microsoft Lync voice
implementations.
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Branch Office Survivability
Ü Uninterrupted Lync services in cases of lost WAN connectivity
Ü Integrated data services
Ü Advanced call routing capabilities
Ü Secured SIP trunk and PSTN fallback
Professional Services
Ü Global services portfolio for partners
Ü Planning, design and implementation
Ü Extensive post-sales support options
SBCs and Gateways
Ü Connect Lync to legacy and IP-based PBXs and the PSTN
Ü Secured SIP Trunking
Ü Integrate fax machines and analog devices
Applications for Lync
Ü Connect 3rd party SIP phones
Ü Lync-qualified passive call recording
Ü Auto-attendant with flexible IVR and additional subscriber feature
Ü Applications may run on AudioCodes SBA hardware
Vendors
Eaton’s power quality portfolio encompasses a
comprehensive offering of power management
solutions from a single-source provider. This
includes uninterruptible power supplies
(UPSs), DC power solutions, surge protective
devices, switchgear, power distribution units
(PDUs), remote monitoring, meters, software,
connectivity, enclosures and services.
If you’re selling something that needs power,
ask about the UPS. This represents an excellent
opportunity for you to capture the add-on,
margin-rich sale.
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Media Gateway
E-SBC
SBA
Audio
Video
Devices
Lync Server or Appliance
PSTN
SIP
Vendors
Microsoft Lync environments are made
up of multiple devices all requiring a
low latency, resilient and optimized
network foundation on which to run.
The network must be able to handle
increased volumes of voice, video
and collaboration traffic, plus scale to
support growth. Microsoft has certified
Extreme Networks as an Infrastructure
partner qualified to satisfy the unique
real-time requirements presented by
UCC.
Extreme Networks provides a network
architecture that offers flexibility,
scale, and resiliency to support UCC
requirements over the same converged
Ethernet infrastructure. Their Open
Fabric Edge results in a lower TCO
for the enterprise through optimized
CapEx and OpEx, and enables the
creation of a network architecture for
enterprises, education, government
and other markets composed of best-
in-class switches. Extreme Networks
provides a single powerful network
operating system with centralized
management.
Does your customer need a large
amount of phones, video equipment
or Lync Room System? Ask them
about the upgrades to the network to
support and manage increased data
traffic. The end user will most likely
need to address the system upgrade,
and that’s a perfect opportunity to
introduce Extreme Networks as the
best solution.
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Extreme Networks
The Microsoft Lync environment is made up of multiple devices including mobile phones, office phones,
voice mail, web conferencing, fax, email, instant messaging, and video all requiring a low latency, resilient
and optimised network foundation to run over.
The network needs to be capable of handling increased volumes of voice, video and collaboration traffic plus scale to support growth: that’s why Microsoft have certified Extreme Networks as an Infrastructure that is qualified to satisfy the unique “real-time” requirements presented by UC.
SO WHAT MAKES EXTREME THE RIGHT NETWORK INFRASTRUCTURE CHOICE?
• PROVEN: Microsoft Qualified: Certified by Microsoft as a vendor of choice. Extreme Networks have undertaken a joint test programme to ensure that Extreme provides the perfect platform for Microsoft Lync.
• CHOICE: of connectivity, wired or wireless. A wide choice of connectivity options are offered by Extremes portfolio.
• USER EXPERIENCE: benefit from a high performance, network foundation that ensures endpoints, devices, and users receive a high quality experience
• RESILIENT: Resiliency, in the unlikely event of component or connectivity failure, a range of redundancy options , supported by a fault tolerant Extreme network which can provide a sub 50 millisecond recovery makes Extreme a great choice.
• SCALABLE: Extreme Networks products are designed to make expanding and scaling your business simple.
• HIGH PERFORMANCE: Extreme Networks provides your network with superior performance, which will cope with the throughput, providing confidence as demands on your network increase.
• CONTROL: Identity management, giving visibility and control over who is doing what, where, when and with which device.
• MOBILITY: when deploying Lync in a virtualised environment, Extreme make the management simple. With a feature called XnV,extremeusersbenefitfrombeingabletomanageinventory,locationhistoryandmakeprovisioningsimple.
Remote Site 3
RS2-User-1
Lync SoftClient
Lync EnabledIP Phone
RS2-User-2
BlackDiamond X8
WANNetwork Impairment Server
1 GbE
1 GbE
1 GbE1 GbE
Lync SoftClient
RS2-User-1
RS2-User-2
Remote Site 1
Summit X460-48p-10GSummit X480-48tSummitStack
IDM
IDMSummit X440-24p
IDM
RS2-User-1
Lync SoftClient
Lync EnabledIP Phone
RS2-User-2
Remote Site 2Summit X460-24p
IDM IDM
Lync SoftClient
Lync SoftClient Lync Enabled
IP Phone
RS2-User-1
RS2-User-2 RS2-User-3
BlackDiamond 8806
Main Site
Data Center
Summit X460-48p Summit X670-48p
IDM
IDM XNV
10 GbE
40 GbE
Virtual MachinesMS Domain Controller
DHCP/DNS/NTPLync Se
Lync-QMS
Lync EnabledIP Phone
TELL ME ABOUT... LYNC UC SOLUTIONS INFRASTRUCTURE : EXTREME NETWORkS 110
Vendors
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Jabra and Microsoft work as
strategic partners to integrate
Jabra devices into current and
new generations of Microsoft
Lync solutions to deliver the
ultimate voice collaboration
experience. Jabra’s optimized
audio devices enable users to
derive the full business potential
of Microsoft’s solutions by
offering increased productivity,
enhanced mobility and reduced
cost of ownership.
On-device call controls allow
users to answer / end calls, adjust
volume, and mute calls directly
from the device. The smooth
user experience ensures fast
adoption of UCC solutions across
the organization. End users also
benefit from fast deployment
and easy device management.
Headsets are an extremely easy
add-on to ask your customers
about. It’s as simple as: “Are you
planning to include headsets
with this order?” Westcon has
Jabra compatibility guides
for Cisco, Nortel and Polycom
phones on the intranet to make
part selection easy. If you’re not
asking for the sale, it’s going to
go to the competition. Don’t
miss this opportunity!
Vendors
Logitech, a world leader in products that connect people to the
digital experiences they care about, has partnered with Microsoft
to offer a range of Lync UC tools that are so intuitive, people
actually love to use them, enabling enhanced collaboration and
productivity from the desktop to the conference room.
As one of the first companies to develop unique Lync 2013
features, Logitech enhances the collaboration experience in
the richest way. With HD video in a wider field of view, it’s now
possible to present from a whiteboard, show a document or
conduct a demo in clear view all from the desktop. Your customers
can see who’s talking with intelligent face-tracking during a
video meeting. They can easily manage audio and video calls
through intuitive controls on their headset, ConferenceCam,
Speakerphone, or through the webcam software.
Logitech helps unleash Lync productivity and collaboration – from
the desktop to the conference room – with intuitive designs that
are good for people and good for business.
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Microsoft Lync customers are implementing SIP trunking
solutions to reduce telecommunication costs and improve
business agility. Many companies have lowered their PSTN
termination and origination fees by as much as 70% by
replacing conventional TDM PRI/BRI lines with more flexible
and cost-effective SIP trunks. SIP trunking also plays a pivotal
role in the migration to Lync from other PBX platforms.
Interfacing with a SIP trunking provider can be a challenge.
Enterprises often encounter multi-vendor interoperability
issues, codec incompatibilities and service quality challenges
when deploying SIP trunks. Oracle Acme Packet enterprise
session border controllers (E-SBCs) are specifically designed
to accelerate the installation of SIP trunks by overcoming
common service interoperability and service quality issues.
E-SBCs serve as the termination point for SIP trunks in a
Microsoft Lync or Microsoft Office Communications Server
unified communications environment, providing key session
control and interworking functions.
Vendors
Together, Polycom RealPresence video and voice solutions
and Microsoft Lync unify communications across all work
environments: mobile, home, desktop, conference room
and immersive theaters. Polycom has a portfolio of over 40
video, voice, room and content sharing solutions that are
interoperable or optimized to work with Lync.
Polycom’s Lync audio solutions provide the highest quality
audio experience with innovative features that are easy to
install, manage and use. With Polycom’s broad selection of
Lync phones, customers can find the perfect solution for the
desktop, conference room or installed conferencing.
Polycom’s video solutions are standards-based and work
natively with Microsoft Lync. The solutions are designed
to work seamlessly with Microsoft Lync so users can adopt
the technology quickly and experience productivity gains
immediately. With these solutions, users can deploy
conference room systems and 360-degree USB cameras
for a rich and tightly integrated Lync experience. Lync-
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interoperable video solutions can integrate with existing
Microsoft infrastructures, deploy communication solutions
throughout the enterprise without complex and expensive
gateways, and extend Lync into a variety of vertical
environments and solutions.
Polycom’s CX8000 for Microsoft Lync is purpose-built
for Lync 2013 and designed to extend the familiar Lync
collaboration experience into the conference room
environment. The CX8000 combines the powerful Lync
software and the intuitive touch control system so that
anyone can start a face-to-face conversation with interactive
content sharing in no time.
Polycom provides scalable HC voice and video integration
in Microsoft Lync, Microsoft Exchange Server and Microsoft
SharePoint Server environments. Together, Microsoft and
Polycom offer the most complete UCC portfolio at the
lowest total cost of ownership.
Vendors
Incorporated in 1987, SMART is defined by innovation and
driven by a mission to redefine the way the world works and
learns. SMART created the world’s first interactive whiteboard
in 1991 and has remained the leading global provider of
interactive displays ever since.
SMART delivers the power of touch to enable inspired
collaboration in schools and workplaces around the world,
turning group work into a highly interactive, engaging and
productive experience. The Company’s enduring dedication
to innovation reaches millions of users in the education,
business, government and military communities. Today,
SMART Board interactive whiteboards are used by over 40
million students and teachers, and SMART products are used
in more than 175 countries.
The SMART Room™ System for Microsoft Lync supports
unmatched levels of interaction. Users can ink over any
application including Microsoft Excel and Adobe. It has
more size options than any other Lync Room System and is
manufactured and supported by one vendor.
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SMART also provides Meeting Pro connector for Microsoft
Lync 2013. The connector for Lync combines the Lync
UC platform with SMART’s interactive displays. It’s the
combination users need for highly collaborative meetings with
their colleagues, even if they are spread around the world.
SMART Technologies solutions are ideal for users who need
to collaborate often on complex projects. Think engineering,
architectural, construction firms and the like.
Vendors
With Sonus Session Border
Controllers, you and your
customers can fully maximize
Lync for Enterprise Voice. Sonus
SBCs enhance and extend the
UC experience in the enterprise,
at the branch office, and for the
mobile workforce. The Sonus
SBC hardware portfolio —
inclusive of the SBC 5100, SBC
5200, SBC 1000 and SBC 2000
Session Border Controllers — is
Microsoft Lync 2013 and 2010
qualified.
Sonus SBCs are trusted by
large banks, retailers and
airlines worldwide, with proven
experience in a variety of
environments, supporting Lync
Enterprise Voice and a wide
range of IP-PBXs and legacy
TDM-PBX systems in different
configurations. Sonus SBCs
include full support for Lync SBA
and exclusively deliver enhanced
SBA capability with 3G/4G
failover capability.
Westcon and Sonus are uniquely
positioned to support your
Lync opportunities. Sonus is a
Microsoft Gold Communications
Partner who fully understands
the unique interoperability,
security and scalability
requirements for successful
adoption of Lync Enterprise
Voice into new and existing
voice and PBX environments.
31Vendors
Spectralink’s Digital Enhanced Cordless
Telecommunications (DECT) devices are user-friendly,
full featured, and application-enabled handsets and
flexible server solutions. The 7000 Series empowers
mobile workers across different organizations and
industries to create the right wireless solution for each
user.
Several Spectralink DECT 7000 Series products are
optimized for Lync. The 75-Series have a large color
screen and an intuitive interface, making it ideal
for administrative environments across any vertical
market. The 76-Series is rugged, functional and
elegant in design. It’s resistant to dirt and water and
designed for industrial workforces. The 77-Series is
disinfectant-resistant and made for the healthcare
personnel who need to be mobile while still within
reach of critical care information. The Butterfly Series
is a user-friendly handset for the office environment
and comes in a variety of colors to distinguish
employee groups or personnel.
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Spectralink’s IP-DECT Server 400 is
the ultimate solution for SMBs and
can be deployed as a single-cell or
a multi-cell solution. The IP-DECT
Server 6500 is suited for radio
coverage over a large geographical
area or to equip a large number
of mobile employees with wireless
telephony, or both. Its modular
nature makes it a scalable, flexible
and future-proof solution that can
grow with the organization.
Spectralink’s Lync-optimized
solutions are ideal for users who
are mobile, yet operate in a closed
environment. Medical, Retail and
Manufacturing are the three verticals
in which Spectralink has the most
share. Education environments,
Correctional Institutions and Logistic
operations are also prime targets for
Spectralink solutions.
Vendors
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The SIP School
Westcon is a proud partner of the SIP
School and highly recommends customers
who need training on the intricacies of
SIP and SIP implementation become
SIP-certified through the SIP School.
The SIP School is owned by Vocale Ltd.,
which provides first-class, industry-
recognized education and certification
on SIP, VoIP and WebRTC. The SIP School
successfully blends theory and practice
of these subjects while fostering student
confidence as these protocols evolve.
If you need help with SIP Certification,
visit the SIP School’s Westcon portal at
westcon.thesipschool.com.
Vendors