Going BIG with LyncDirk Caals – Lync Partner Account Manager Annelies Bulkens – Lync Product Manager

UNIFIEDCOMMUNICATIONS COLLABORATION

ENTERPRISECONTENT

MANAGEMENTBUSINESS

INTELLIGENCEENTERPRISE

SEARCH

Best productivity experience

across PC, phone, and browser

The cloud on your terms

The future of productivity

ON-PREMISES

ONLINE

HYBRID

Instant Messagingand Presence

Enterprise Voiceand Telephony

Audio, Video,and Web Conferencing

Lync 2010 Connects People in New Ways

Instant Messagingand Presence

Enterprise Voiceand Telephony

Audio, Video,and Web Conferencing

Lync 2010 Connects People in New Ways

Ease Deployment through interoperability and extensibility

Adopt Quickly through ease of use

Reduce Costs through converged communications

Reduce Costs Through Converged Communications

Reduce travel via A/V/W conferencing

Reduce audio conferencing service changes

Reduce PSTN calling charges via VoIP

Shared workplace, home and mobile communications support

Retire separate PBX systems (some or all)

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Drive Adoption through Ease of Use and Microsoft Office

» Instant messaging and presence in Office and SharePoint

Click to communicate, seamless escalation

Click to call via VoIP

Ad hoc A/V/W conferencing (inter-organization)

Skills-based people search in Lync client SKILLS-BASED

SEARCH

PRESENCE & INSTANT

MESSAGING

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Deployment, Migration, Interoperability, Extensibility

Embed communications in LOB applications

Embed communications in server applications

Integration of voice capabilities

Integration with on-premises room video systems

Consolidate management of communications functions

WORKFLOW & LOB INTERGRATION

EMBEDDED PRESENCE

TELEPRESENCE AND ROOM SYSTEMS

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Integration of voice capabilities – ChoiceTake advantage of interoperability to replace, enhance, or add voice options

Add to

Enhance

Replace Full and Seamless UC Experience through

Lync Server 2010 Highly Cost-effective to Purchase and

Manage References : KuLeuven, Mobistar, and

Selligent

Full and Seamless UC Experience through Lync Server 2010

Allows Employees to Use PC or Phone for Voice Calls

References: BICS, DEME, …

Reduces Costs for Conferencing Services Can Use PC for Full Audio, Video, and Web

Conferencing Experience Provides Rich Roster Controls

Please refer to the Gartner below for more information on Microsoft Lync’s competititive positioning in the following domains •Corporate Telephony•Unified Communications

What do analists say?

Meet the team

Partner• Dirk Caals• Your Partner

Account Manager

• Your Partner Technology Advisor

Sales• Solution Sales • Technical

Specialist • Account

Manager

Marketing

• Imma Verheyen• Annelies Bulkens

2 kinds of opportunities for partners

Sales – Customer has not yet the Lync licenses

Deployment – Customer has (some of) the Lync licenses

Lync in Core CALVoice in OCS & Lync installed base

Add – Enhance – Replace

Positioning

Sales Enablers

‘Turn on Lync Voice’ promotion- 20% off Lync PLUS CAL

- Until December 31st http://lync.microsoft.com/en-us/HowToBuy/Pages/pricing.aspx

Hardware offers of certified partners- Endpoints (GN Netcom, Microsoft, Plantronics,...)- Gateways (Audiocodes, NET, ...) - ...

Partner Engagement

Certification: split UC competency1. Differentiate Voice vs. Messaging2. Transition until May 2012https://partner.microsoft.com/global/40124646

SIP for Lync Program 3. For Sales opportunities only4. Silver Communications competency required

- Gold as of July 20125. Each opportunity in PSX as EARLY as possible

- Mandatory 6. Contact your PAM for enrollment

https://partner.microsoft.com/global/40168449

Partner Engagement

Readiness- Sales ignite – 26 Oct 2011- UC Community Day – 21st Nov 2011- Presales ignite – Jan – feb- Lync technical training

- Global knowledge- 30% promotion- Check www.globalknowledge.be

Marketing Engagement

Marketing focus on Through-Partner-Marketing activities

Joint Marketing efforts with PSP partners

- Organise business lunch with us- Joint funding

Increased corporate investments for alliance partners

UC Community Day – 21st of November

Agenda11 – 13: “Crash course into selling Lync”13 – 14: Lunch  + Partner Community Expo14 – 17: Community Day 17 – … : Lync Drink + Expo

Register today !Target audience: Sales – Presales – Bus DevExpo partners:

Active Communications – Gotele.com – GN Netcom/Jabra – HP NET – Microsoft – Plantronics –

Polycom – Voxtron – Westcon

iPhoneBlackberry

AndroidWindows Phone 7

Nokia

Lync Roadmap in 2011

Questions...

thank you

dirk.caals@microsoft.com

ANNEX

Where to Find Partner Training information ?

• General • https://partner.microsoft.com/belux-nl/trainingevents/traini

ng

• Per role / Per Competency • https://partner.microsoft.com/belux-nl/trainingevents/traini

ng• https://

partner.microsoft.com/belux/partner/technicaltraining• https://partner.microsoft.com/belux/partner/salestraining

• MPN Blog• http://beluxpartnerblog.wordpress.com

Microsoft Planning Services

Voucher life cycle : www.microsoftdps.com

3 Customer Chooses PartnerFind Qualified Partner

Customer has 180 days to find a qualified partner and use voucher

If not used, voucher goes back into the company entitlement

Partner directory at: http://directory.partners.extranet.microsoft.com/psbproviders/

2 Create & Assign InternallyCreate Vouchers in VLSC

SA benefits manager assign voucher to company contact person via VLSC

Called “assign” within VLSC

4 Partner Validates & Reserve PSReserve Voucher in VVR

The qualified partner is the only entity that may “reserve” the PS voucher via VVR tool

Qualified partner enters the voucher number and email address

Called “reserved” within VLSC

StartDeployment

1 Claim BenefitActivate in VLSC

Customer’s SA benefits manager activates PS benefits via VLSC tool

PS Voucher Steps

Planning Services: Voucher Creation and Use

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5 Conduct Planning ProjectComplete onsite sessions

Partner & customer conduct planning sessions

Concludes with partner delivering deployment plan to customer

6 Partner Requests PaymentFinal steps

Partner “redeems” voucher using VVR

Partner requests payment using SABV

Requirements : www.microsoftdps.com

Required deliverables: www.microsoftdps.com

Program Required Deliverable(s) Public Cloud, Windows Azure (AZDPS)

Planning Services Completion Report AZDPS Customer Deliverable

Desktop ( DDPS) Planning Services Completion Report DDPS Customer Deliverable

Developer Tools (DTDPS) Planning Services Completion Report DTDPS Customer Deliverable

Lync and Exchange ( EDPS) Planning Services Completion Report EDPS Customer Deliverable

Private Cloud (PVDPS)Planning Services Completion Report PVDPS Customer Deliverable

SharePoint (SDPS) Planning Services Completion Report SDPS Customer Deliverable

SQL Server (SSDPS)Planning Services Completion ReportSSDPS Customer Deliverable

Register

http://iwsolve.partners.extranet.microsoft.com

Partner related info:

www.microsoftdps.com