Post on 12-Jun-2020
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Roland Leggat
Compete by growing your Microsoft SaaS portfolio
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The Cloud is HereDelivering IT as a Service…
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Because
Customers
want Lync
Why do
partners want
to leverage
Lync?
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Why Lync?• Customer demand for the product
• Fastest growing Microsoft productivity solution
• Gartner show Lync as the market leading solution
• Microsoft – Global Program – Big Bet
• High revenues and high margin solution
• Up-sell/pull through solution – Gateway Product
• Moves conversation away from IT to the BDM
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Applications Used Everyday
Unified communications platform
Microsoft Unified Communications
Enterprise-ready
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What Is New In Lync?Be There Without Going There
Video gallery
HD video or high resolution
photos of attendees
H.264 SVC support
Presenter controls to optimize
for meeting type
Participant selected views
Single unified client experience
across workloads
Lync Windows 8 immersive
experience optimized for touch
Mobile client experiences
designed for the device
Lync Web App for browser
access to meetings
Communicate with anyone on
Skype
Presence
Instant Messaging
Peer to peer voice
Communicate directly from
within Office
Single identity
Shared contact card
OneNote Share
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Lync Enterprise Benefits
Enable and improve mobile productivity
Communicate in real time with colleagues, customers and partners from virtually anywhere
Enable new ways of collaboration with voice & video using a single unified client
Share ideas and keep teams in sync
Reduce costs related to video conferencing, telephony and travel
Reduce costs through simplification and consolidation
Manage with common and familiar tools
Reduce total cost of ownership with integration and shared infrastructure
Accelerate adoption of online services
Reduce IT operations costs
Enables a path to unified communications –following a customer’s blueprint
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The Right Product
PC to PC Voice
PC to PC Video
Instant Messaging / Presence
Multi-party Chat
Application / Desktop Sharing
Online Conferencing
Telephony
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The Customer Journey to UC Services
1010
The Service Provider OpportunityInstant Messaging / Presence
Enterprise Voice
Collaboration
Email / Unified Messaging
Hosted Video
Network Connectivity
Calls and Minutes
Conferencing
Desktop Productivity
Security and Compliance
$
$$$$
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Services Rapidly Moving To The CloudMinutes Are Moving To Megabytes
* Gartner, ID#: G00212485 , Market Trends: Global Telecommunications Market Take, Worldwide, 1Q11, May 2011
($)
Tri
llio
n
$0.33T to $0.42T
$0.25T to $0.54T
$0.37T to $0.28T
$0.64T to $0.61T
Fixed and Mobile
Voice Revenue
declines in both
Absolute and Relative
terms
WW Telecom Services Revenue (Gartner*)
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Microsoft’s Vision for UCMicrosoft partnering with Service Providers to drive vision for Unified Communications for mutual customers
Existing Exchange Hosters - Lync extends their offers to add UC
Existing PBX Hosters - adds Microsoft Lync to portfolio
New Hosters - Lync can be their lead offer and differentiator
Extension of “Minutes to Megabytes”
Monetization from the boardroom to the living room
New Value Added Services
Bundling, ARPU, Stickiness
Any Device, Any Platform
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o E-mail, instant messaging, presence and conferencing: 166,000 users
o Voice: 80,000 users
o Unified Messaging: 90,000 users
Microsoft IT used Forrester’s Business Value Framework
to measure overall impact of UC deployment at Microsoft:
Reduced Costs
Reduced Audio Conf Costs 95% reduction ($8 million)
Reduced IT Infrastructure Costs$22 reduction/office move ($1
million)
Reduced Travel Costs10% reduction in trips/employee
($92 million)
Microsoft Internal Case StudyUC Generating Savings >$215 Million Annually
As of Nov 2010 | Read more
Improved Business Outcomes
Improved User Productivity28 min saved/day/employee ($86
million)
Shorten Sales Cycle 6.5% increase in proposals ($11
million)
Reduced Carbon Emission 100 million miles in avoided air
travel (17,000 metric tons)
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What Partners are Saying About Lync
Lync is a must have, and not delivering can be a risk
Lync makes link between VoIP and new IT services for Communications Service Providers
Enhance existing business and bring new value-add opportunities
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New Growth
Revenue Opportunity
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Opportunity for Partners
Ride the Wave• 25% of medium and large US businesses say they plan to implement a UC
solution in next 12 months
• Nearly one-third of small businesses plan to use UC now
Services and Solutions• $1B Global UC services market predicted to grow at about 40% YOY (IDC, Top
10 UC Predictions 2011)
Addressable Market• 100s of millions of endpoints ready for enhancement with Lync
• 150m business lines expected to move to VoIP in next 3 years (ripe for Lync)
• 30 million sold seats of Lync waiting to be deployed
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Lync deployment model options comparison
1Standard / Enterprise
Single Tenant
Private Cloud
“PBX Replacement”
EA License Mobility
or SPLA
Lync Server1
Medium Business &
Enterprise
Multi-Tenant
Public Cloud
Unified Communications
SPLA
Lync Hosting Pack v2
Small Business
2Hybrid Model: Exchange through Lync Online (Office365) and Hosted Lync through Lync Server 2010 (Single Tenant Private Cloud)
“PBX Replacement”
Customer’s
Premise
EA/VL
Medium Business &
Enterprise
Lync Server1
Everyone
Reseller/Advisor
Lync Online
Office 365
Unified Communications
Deployment Model Options2
Target Customer
Licensing vehicle
Lync version
1818
Expand the portfolio toward UCaaS
Email (Exchange)
+ Instant Messaging (Lync Standard)
+ Web conferencing (Lync Enterprise)
+ Voice (Lync Enterprise Plus)
+ Communications Enabled Business
Processes (3rd party ISV)
ARPU
By adding greater functionality for your customers,
you will better differentiate your offer
+ Collaboration (SharePoint)
$5
$35
1919
(PSTN in/out)
LyncMeetings
IM & Presence
Enterprise Voice &
PBX
(on-premises or via partner hosted single-tenant)
Lync-to-LyncVoip / video
(partner hosted multi-tenant)
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Monetizing LyncOne-Time
Revenue
Recurring
Revenue
Upsell
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• Service Description• Virtual Dedicated Lync Enterprise Plus and Exchange Enterprise for 20 customers and 10 000 users
• The plan includes Voice with 500 minutes of call time per user per month
• Of these users, 10000 have telephone services as part of their plan
Lync Hosting ROI Example: 10,000 Seat Hoster with 500 Seat Tenants with Hosted Lync + Exchange
Service Description
Of these users, 10000 have telephone service as part of their plan.
Virtual Dedicated Lync Enterprise Plus and Exchange Enterprise for 20 customers and 10000 users. The plan includes voice with 500 minutes of call time per user per
month.
US$438K
Startup
CostUS$2.3M
3-year
GrossMargin
488%
3-year
ROI
16 months
Payback
Working With a White Label Partner
Get from day one the full hosted Lync Voice service including
infrastructure and provisioning on Opex per user per month
Outsource the technical and pre sales complexity while focusing on your
core competencies and customer base
Typically expect a three months lead time to launch and deploy the
service which is significantly less than the time it takes to build
SupportLeverage the technical and GTM expertise of the white label partner to
help you sell UC Voice (sales readiness, bid support etc…) in addition to
Microsoft support
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Why Partner?
Skills
Focus On Your Core Business And Leverage The MSFT Partner Ecosystem
Integration
White
Label NetworkValue Added
Component
Control
Panel
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Additional Revenue Considerations
Benefits of a Voice White Label Partner
Support
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SharePoint Features Not Available in O365Developer FeaturesBCS: Profile Pages
BCS: Rich Client Integration
Custom Site Definitions
Custom Site Provisioning
Full-Trust Solutions
Content FeaturesOffice Web Apps Server integration
PowerPoint Automation Services
WCM: Analytics
WCM: Catalog
WCM: Cross-site publishing
WCM: Faceted navigation
WCM: Image Renditions
WCM: Multiple Domains
WCM: Topic Pages
Word Automation Services 28
Source: TechNet - Detailed Feature Comparison by O365 plan
IT Professional FeaturesAlternate Access Mapping (AAM)
Analytics Platform
Claims-Based Authentication Support
Configuration Wizards
Distributed Cache
Host Header Site Collections
Managed Accounts
Patch Management
Quota Templates
Read-Only Database Support
Remote Blog Storage
Request Management
Resource throttling
SharePoint Health Analyzer
Shredded Storage
State Service
Streamlined Central Administration
System Status Notifications
Unattached Content Database Recovery
Usage Reporting and Logging
Insights FeaturesPerformancePoint Services
PerformancePoint Services (PPS) Dashboard Migration
Scorecards & Dashboards
SQL Server Reporting Services (SSRS) Integrated Mode
Search FeaturesContent Search Web Part
Custom entity extraction
Extensible content processing
On-premises search index
Result sources
Search connector framework
Tunable Relevancy
Site FeaturesCustom Managed Paths
Usage Analytics
Lync Features Not Available in O365
Instant Messaging & Presence FeaturesPersistent Group Chat
Privacy Mode
Conferencing FeaturesAd Hoc PSTN Audio (requires Partner)
PSTN Dial Out (requires an ACP provider
Interoperability with on premises video conferencing systems
Source: Technet - Detailed Feature Comparison by deployment model
Telephony FeaturesAd Hoc PSTN dial out (requires Partner)
Advanced call controls ie transfer, forward, simul-ring (requires Partner)
Call park
Outgoing DID manipulation
E-911
Dialplan and policies
Resilient Branch Office Appliance
Call Admissions Control (CAC)
Support for Analog devices (ie Fax)
Response Groups
Private line
Direct connectivity with PBX gateways
Direct SIP for audio with on-premises IP-PBXs
Click-to-call with on-premises PBX
Malicious call trace
Unassigned number
Integration with call center solutions
Federation FeaturesIBM Sametime Federation
IM/P federation with XMPP (Google Talk, etc)
Client SupportCWA (2007 R2)
OC 2007 R2
OtherIM archiving
Integration with Exchange on-premises
Splitting workload (voice on-premise, IM in the cloud)
Reporting (CDR, QoE)
3rd party support - Server side APIs
Listed features are available in Lync Server 2013 Single Tenant Hosted deployment. For Multi-Tenant Hoster Pack.
When Office 365 Does Not Meet Customer Needs
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Appendix
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Comparing Lync Features With Deployment Options
Lync Server1
On-Premise
Lync Server1
Single Tenant
LHP v1
Multi-Tenant
Lync Online
O365
2Requires a separate integrated PSTN enabled partner3Requires a separate PSTN audio conferencing service from a qualified ACP integrated
partner
1Lync Server Standard or Lync Server Enterprise Read more in the Lync licensing guide
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Lync User Licenses Comparison
1Also offers Ad-hoc multi-party audio conference (incl. dial-out to PSTN and/or PBX user