2013PARTNERCONNECT

Agenda

Session Framework• Office 365 and Service Providers. What’s in there for

you?

• Enhancing Office 365 – Bring Voice through Lync to it

• Lync Hosting Pack overview and next steps

Why do it?Are you hosting a few hundred seats of Hosted Exchange?

Your customers ask for Office on the Desktop?

You’re really more interested in spending your time in more strategic and profitable services?

How to do it?Establish yourself as a Office 365 reseller

Understand what SKUs are available

Do you need automation? Learn how PowerShell for Office 365 can help you

But does that means that you want me just to resell your services?

No! We want you to resell if that makes sense to you

We want you to invest in complementing Office 365

We want you to bundle Office 365 with your other products

88

End Customer

Ordering and Provisioning Process Overview

Help

activate O365

9

A New Era

11

Entering a new Era

Proprietary

single

vendor

PBX’s

Single vendor

TCO $ savings

IP Telephony and

VOIP Trunking

Anywhere,

anytime, any

device

Person/group

productivity

Business Productivity

Simplicity &

effectivenessBusiness

transformation

Business Model & Process

Basic CommunicationNetwork

consolidationMultimedia

applications

Consistent

experienceUser initiated Event initiated

12

PEOPLENew Devices/Expectations

BUSINESSNew Needs/Opportunities

IT/CLOUDNew Enablers/Challenges

13

What’s 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

144 savings amounts based on actual customers. www.microsoft.com/casestudies

Decrease Costs

Reduce Travel Expenses 4 Save 5%-30%

Reduce Audio Conferencing Charges 4Save 30%-

95%

Reduce Telephony Charges 4Save 50%-

70%

Improve End-User Productivity Up to 30 min/day

Shorten Sales Cycle Up to 20%

Resolve Customer Issues Faster Up to 50%

Improve business outcomes

16

Customer Demand

71% require technology that enables staff to work remotely anywhere, anytime

Revenue Growth

$1B Global UC services market predicted to grow at about 40% YOY

Addressable Market

100s of millions of endpoints ready for enhancement with Lync

*IDC, Top 10 UC Predictions

17

Add a Unified

Communications

platform to your

Voice offers

PBX Hosters

Extend Messaging

offers with Unified

Communications

Exchange

Hoster

Support your lead

offers and

differentiate from

competitors

New Hosters

18

Momentum with Partner Hosted LyncA small sample of our ecosystem

194 partners

selling Hosted

Lync

Over 30 ISV

partners from

control panels to

value added

components

Over 200 2,000+ seat

“telephony” deployments

115% increase

in the number of

Lync Voice

Hosters

281% increase

in the # of

Hosted Lync

Voice Users

Building Offers

20 1Hybrid Model: Exchange through Lync Online (Office365) and Hosted Lync through Lync Server 2013 (Single Tenant Private Cloud)

Customer’s

Premise

Medium Business &

Enterprise

Lync Server

Everyone

Lync Online

Office 365Single Tenant

Private Cloud

Lync Server

Medium Business &

Enterprise

Multi-Tenant

Public Cloud

Lync Hosting Pack

Small Business

Deployment Model Options1

Target Customer

Lync version

21

Email (Exchange)

+ Instant Messaging (Lync Standard)

+ Web conferencing (Lync Enterprise)

+ Voice (Lync Enterprise Plus)

+ UC enabled business apps

ARPU

+ Collaboration (Sharepoint)

22

Focus on your Core Business Leverage the MSFT Partner Ecosystem

IntegrationWhite

LabelNetwork

Value Added

Component

Control

Panel

23

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

24

Lync SPLA License Feature Comparison

Instant Messaging and Presence

PC-to-PC and multi-party IM

PC-to-PC and multi-party File Transfer

PC-to-PC computer audio & video

Rich Presence

Persistent Group Chat

Skill Search

IM/P from Office applications

PC-to-PC IM, with users at federated organizations and Public

IM Networks

Conference Attendee Experience: Join an ad hoc or scheduled

meeting; Send/receive audio/video; View shared application;

View/Write whiteboard - all of this as an authenticated user

Conference Presenter Experience: Upload and advance

PowerPoint slides; Initiate Recording; Share application;

Manage Roster; Manage Meeting lobby; Use DTMF controls -

all of this as an authenticated user

View application sharing session (Attendee experience)

ConferencingFeatures

Initiate/Schedule ad-hoc multi-party (3+) audio conference

(including dial-out to PSTN and/or PBX user)

Initiate ad-hoc multi-party video conference

Initiate ad-hoc application Sharing (P2P or multi-party) and

desktop sharing

Initiate ad-hoc white boarding (P2P or multi-party)

Schedule and host conferences on the audio conferencing

bridge (CAA)

Schedule Web conferences

Automatically join meeting audio from PBX or other phone

number

Voice & Telephony

Ad-hoc multi-party (3+) audio conference

(including dial-out to PSTN and/or PBX user)

UC and PBX Call Control

(click to call, answer, hold, resume, transfer, park, & retrieve)

Visual access to voicemail (requires Exchange UM for

voicemail)

Additional telephony features (call park and receive, report

malicious call, inbound private line)

Routing Rules (includes team call, call forward, simul-ring)

E911 capabilities

Delegation

Response Group Agent and Agent Anonymity

Office Communicator – Lync Phone Edition based phone

devices "better together"

Dial out to PSTN

Receive calls from PSTN

Instant Messaging and

Presence

Voice & TelephonyConferencing Features

Going Forward

26

Partner Practice Development

Enable

27

Service

Provider

Resources

28

Provisioning

Technical

Validation of

Offer(s)

Business

Model

Go To

Market

Strategy

Support

Download and Review Hosting Playbook Joint Work Team - Let’s do this together

29

Email

LyncHosters@microsoft.com