Win With Exchange Road Show. Understanding Unified Messaging: Customer Business Challenges Customer...

Win With Exchange Road ShowUnderstanding Unified Messaging

Understanding Unified Messaging:Customer Business Challenges

Customer Value Proposition

Overview of Capabilities

Partner Opportunity

Selling Strategies

Partner Resources

Agenda

Workplace Trends“80% of information workers are most likely to first check their computers each morning for messages vs. 14% phone and 6% cell phone or other.”

Harris, 2007

By 2011, 46.6 million corporate employees globally will spend at least one day a week teleworking, and 112 million will work from home at least one day a month.

Dataquest Insight, Teleworking, The Quiet Revolution, May 2007

By 2010, 80% of companies will integrate communications (voice/messaging) into some biz apps or processes

Gartner, 05/06

“Having anywhere access to e-mail and voice mail is going to be a huge benefit... People can access information and interact with it using a variety of devices, at work, at home, and on the road; and all of this translates directly into productivity.”

Steven Presley, Senior IT Engineer for Messaging

| QUALCOMM

Unified Messaging Business Drivers

Voice and e-mail exist as separate inboxes hosted on separate servers with desktop access for e-mail and phone access for voice mail

Users and administrators have to manage their communications from multiple locations with multiple tool sets

Stand-alone fax machines receive faxes and require personnel to monitor them

“The average information worker gets 51 messages a day in up to 7 different places.”

Microsoft Study with Harris Interactive | 2006

“60% of business phone calls go to voice mail.”Gartner Group Report | March 2006 | Mathew Cain




Partner Opportunity

Selling Strategies

Partner Resources

Agenda

Unified Messaging Scenarios

Teleworkers

IT Professional

Salesmen

• Administrative overhead due to separate voice and messaging infrastructure

• Standalone fax machines receive faxes and require personnel to monitor them

• Remote workers do not receive voice mail notifications immediately and issues go unaddressed for extended lengths

• Remote workers have to deal with multiple tools to check all types of communications, wasting time

• Salespeople spend most of their time in the field chasing leads, interfacing with customers, and working with project teams

• Salespeople feel disconnected when they are out of the office and have limited or no access to voice mails and e-mails

Benefits SummaryReduced IT Costs

Enhanced Productivity

Better Connectivity

Lower cost to own and operate due to consolidation of hardware and administration into one system

Increased productivity with a universal Inbox and integrated access to vital business communications: e-mail, voice mail and IM

People can quickly and easily find the right person and click to communicate from within everyday software applications and business processes




Partner Opportunity

Selling Strategies

Partner Resources

Agenda

Exchange UM Vision

• Extend the Exchange vision by bringing new and valuable content into the inbox (voice mail/fax)

• Simplify life and reduce costs for the administrator by consolidating infrastructure and training

• Increase the client reach of Exchange to the telephone to truly allow anywhere access to your inbox

Server Roles

DMZ

Exchange 2007 Edge Server

Windows Server

Exchange Server 2007Edge

Transport

Windows Server

Exchange Server 2007

ClientAccess

HubTransport

Mailbox UnifiedMessaging

Intranet

Exchange 2007

Past Sales Barriers

• Relatively high end-user prices• Integrating with PBX systems• Difficult and sensitive to integrate with e-mail

systems– Schema changes, Active Directory permissions,

desktop deployments• Channel issues

– Mostly telecom channels selling UM solutions today

– Conflict of interest with voice mail/PBX upgrade business

Exchange Overcomes the BarriersSimplified PBX Connectivity• TechNet Telephony Advisor

http://www.microsoft.com/technet/prodtechnol/exchange/telephony-advisor.mspx

• Exchange Server 2007 supports VoIP protocols natively (SIP/RTP/T.38)

• Communicates with PBXs using inexpensive VoIP gateways (such as Dialogic & AudioCodes) and directly with IP PBXs (like Cisco Call Manager 4.0 and above)

• VoIP gateways support most popular PBXs using T1, analog and digital interfaces– Alcatel, Avaya, Ericsson, Mitel, NEC, Nortel, Siemens, and

others






Partner Opportunity

Selling Strategies

Partner Resources

Agenda

Why Is There an Opportunity Now?• VoIP gateways simplify PBX integration and

enable site consolidation• VoIP is gaining momentum and causing market

churn• Legacy voice mail systems have reached the end

of their life• Building UM into Exchange allows us to:

– Build a UM business on a great installed base– Focus on delivering more end-user value– Leverage Exchange security, admin, and continuity

models

Growing UM Market Opportunity• Customers demand is shifting towards Unified

Messaging– Aging Voicemail systems and desire to consolidate

voicemail system• Total market size estimated to be $1.03 billion in

2013

2007 2008 2009 2010 2011 2012 20130%

10%20%30%40%50%60%70%80%90%

100%

Unified Messaging Voice Mail

Source: Frost and Sullivan

Exchange UM as an Upgrade OpportunityExchange Server 2000 customers are a prime target for upgrading

25% of the Exchange installed baseSignificant advances since Exchange Server 2000Hardware likely to be fully depreciated or at end of manufacturer supportExchange Server 2000 mainstream support ended 1/06, currently in extended support

However, Exchange Server 2003 customers represent an even larger opportunity

UM adds compelling new productivity benefits you can sell to BDMsUM can replace aging voice mail systems that are expensive and hitting end of life.

Exchange UM will help you meet your sales numbers in coming years

Sources: *The Radicati Group, Corporate Messaging Software, IB Market Share, 2000–2009. July 2006 **Osterman Research, “Enterprise Messaging Market Trends 2005-2008,” December 2005. Based on September 2005 survey of 141 North American enterprises.

Breakdown of Exchange Installed Base by Versions**

When I told our executives that they could listen to their e-mail along with their voice mail messages within Exchange Server 2007, they were thrilled.

Steve GouldAPA–The Engineered Wood Association

Exchange Server 2007 Beta customer upgrading from Exchange 2003

The Exchange Server upgrade opportunity is big:Radicati Group estimates Microsoft Exchange Server will be the back end for 135M corporate mailboxes in 2007*

Tiered CAL Model Up-sell to Enterprise CAL

Exchange Server 2007 Tiered CALs

The Exchange Enterprise CAL is an additive CAL that provides functionality above and beyond the Exchange Standard CAL

Continued revenue growth of Exchange business will be on shifting CAL mix to Enterprise CAL

For many customers, UM will pull through Enterprise CAL sales, and help you meet sales targets

(Client Access License)

Enhancements from Exchange Server 2003

• Improved anti-spam• Better manageability• Enhanced mobile security

Exchange Standard CAL(Additive Client Access License)

For organizations wanting the benefits of Exchange Standard CAL plus:Unified Messaging and/orMulti-tiered AV/AS protectionand/orAdvanced compliance through per-user journaling and managed e-mail folders

Exchange Enterprise CAL

Why You Should Care About UM• Unified communications is the future of the

Exchange Server business• UM is the first step in the path for voice for

many of your customers• Replacing the voice mail system you are

one step to replacing the PBX• Exchange Server customers who upgrade

to UM will upgrade to more UC products




Partner Opportunity

Selling Strategies

Partner Resources

Agenda

Built-in ProtectionEnsure the e-mail system stays up and running and has enhanced protection from security, technology, and business threats

Anywhere AccessSatisfy the needs of users who demand access to their communications, calendar, and contacts anywhere, anytime

$ Operational EfficiencyConsolidate support/administration and make more efficient use of technology to enable new levels of operational efficiency

Exchange: Selling StrategyExchange Server 2007 benefits

Unified Messaging Selling Strategy

What to look for in your accounts:Voice mail systems up for renewal or considering upgradesConsidering consolidating voice mail infrastructureInterest in Microsoft UC and software-powered VoIP but unsure about the validity

Exchange Server 2007 Unified Messaging benefits: Centralized control for storage, archival, retention, and complianceFewer moving parts: no additional client downloads, no version syncHalf the cost with mobility and voice access built-inAccess anywhere from Office Outlook Web Access, Office Outlook Voice Access, Windows MobileOne inbox – Office OutlookRicher voice access with Office Outlook Voice Access

Actions:Demonstrate and pilot the user experience – Office Outlook Web Access, Office Outlook Voice Access, Windows MobileUse available Microsoft resources (Partner Sales Tools)Prove the return on investmentWin the deployment

Exchange Server Upgrade: Overcoming objections

Exchange Server 2007 Overcoming Upgrade Objections Cost: Standard CAL price the same for customers, E-CAL add-on includes UM, hosted filtering and anti-virus“Good Enough”: Many new features in Exchange Server 2007 will save customers time and resources Hardware Acquisition: Advances in 64-bit server hardware can potentially lower the per-user cost

Upgrade Drivers Upgrade Barriers


Hardware refreshExtended supportHigh storage costsRemote and mobile access

Cost of acquisitionNot focused on future value


Costly high availabilityHigh management costsCompliance and discovery needsVoice mail and UM considerationsBroader and more secure mobility

“Good enough”Hardware not fully depreciatedCost of acquisitionRealizing return on investment from previous upgrade




Partner Opportunity

Selling Strategies

Partner Resources

Agenda

Microsoft Field Execution Model

CES

MSSP

Rela

tionsh

ip M

anag

em

ent

Sales

Marketing

Account Planning: Account discovery and engagement based on the Core IO model

Profile Gap Analysis

Growth Strateg

y

Awareness Demand Generatio

n

Subsidiary Marketing

Opportunity Management

Solution Definition

Account Team Unit

Solution Briefing

Specialist Team Unit

Architecture Design Session


Proof of Concept


Prospect Proof CloseQualify Develop

Solution

Account Team Unit

Core IO Model

Partners

UC FastStart Kit ContentsSolution Definition

Solution Briefing


• ADS Presentation Templates: Customizable templates to help you make the case for UC solutions

• Scenario Execution Guides: Information for driving sales in the most common customer environments (use when entering ADS and proof-of-concept engagements)

• Discussion Guides: Comprehensive guides to help you engage customers in sales discussions about your UC solutions

• FAQs: Tailored to each aspect of your UC solution to provide answers that help build customer confidence and drive sales

UC ROI Tool Objectives Helps you explore and accelerate UC opportunities through the sales cycle by: Engaging various roles in a customer’s organization to have structural discussions

Identifying a customer’s business objectives and UC solutions to help achieve those objectives

Developing a customized business case for the customer to evaluate UC

Solution Briefing


UC products and services

What Is Included

Microsoft Exchange Server 2007, Microsoft Office Communications Server 2007, and Microsoft Office Live MeetingFlexibility to select deployment preference

Types of return-on-investment analysisBusiness impactTotal cost of ownership

Default values for referenceBased on Forrester’s Total Economic Impact study and early adopters’ deploymentAll values are editable

Solution Briefing


Exchange POC-in-a-Box Contents• POC Virtual Machine: Tested virtual machine for

Exchange Campaign-Based POC• POC Implementation Guidance: Guidance for

implementing POC in the customer environment• Customer Evaluation Guidance: Documented

steps for evaluating technologies • Evaluation Completion Response Document:

Framework enabling partner/field responses to customer feedback

• Architecture and Transition Recommendation Document: Document to be used during planning phase of customer’s Exchange implementation.

Proof of Concept

Win With Exchange Road Show. Understanding Unified Messaging: Customer Business Challenges Customer...

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