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Win With Exchange Road Show. Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner.

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Presentation on theme: "Win With Exchange Road Show. Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner."— Presentation transcript:

1 Win With Exchange Road Show

2 Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources

3 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 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

4 Voice and exist as separate inboxes hosted on separate servers with desktop access for 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 “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

5 Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources

6 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 s

7 Reduced 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: , 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

8 Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources

9 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

10 Server Roles DMZ Exchange 2007 Edge Server Windows Server Exchange Server 2007 Edge Transport Windows Server Exchange Server 2007 Client Access Hub Transport Mailbox Unified Messaging Intranet Exchange 2007

11 Past Sales Barriers Relatively high end-user prices Integrating with PBX systems Difficult and sensitive to integrate with 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

12 Exchange Overcomes the Barriers Simplified PBX Connectivity TechNet Telephony Advisor /telephony-advisor.mspx /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

13 Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources

14 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

15 Growing UM Market Opportunity Customers demand is shifting towards Unified Messaging – Aging Voic systems and desire to consolidate voic system Total market size estimated to be $1.03 billion in 2013 Source: Frost and Sullivan

16 Exchange UM as an Upgrade Opportunity Exchange Server 2000 customers are a prime target for upgrading 25% of the Exchange installed base Significant advances since Exchange Server 2000 Hardware likely to be fully depreciated or at end of manufacturer support Exchange 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 BDMs UM 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 ,” December 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 along with their voice mail messages within Exchange Server 2007, they were thrilled. Steve Gould APA–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 *

17 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/or Multi-tiered AV/AS protection and/or Advanced compliance through per- user journaling and managed folders Exchange Enterprise CAL

18 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

19 Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources

20 Built-in Protection Ensure the system stays up and running and has enhanced protection from security, technology, and business threats Anywhere Access Satisfy the needs of users who demand access to their communications, calendar, and contacts anywhere, anytime $ Operational Efficiency Consolidate support/administration and make more efficient use of technology to enable new levels of operational efficiency

21 What to look for in your accounts: Voice mail systems up for renewal or considering upgrades Considering consolidating voice mail infrastructure Interest in Microsoft UC and software-powered VoIP but unsure about the validity What to look for in your accounts: Voice mail systems up for renewal or considering upgrades Considering consolidating voice mail infrastructure Interest 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 compliance Fewer moving parts: no additional client downloads, no version sync Half the cost with mobility and voice access built-in Access anywhere from Office Outlook Web Access, Office Outlook Voice Access, Windows Mobile One inbox – Office Outlook Richer voice access with Office Outlook Voice Access Exchange Server 2007 Unified Messaging benefits: Centralized control for storage, archival, retention, and compliance Fewer moving parts: no additional client downloads, no version sync Half the cost with mobility and voice access built-in Access anywhere from Office Outlook Web Access, Office Outlook Voice Access, Windows Mobile One inbox – Office Outlook Richer voice access with Office Outlook Voice Access Actions: Demonstrate and pilot the user experience – Office Outlook Web Access, Office Outlook Voice Access, Windows Mobile Use available Microsoft resources (Partner Sales Tools) Prove the return on investment Win the deployment Actions: Demonstrate and pilot the user experience – Office Outlook Web Access, Office Outlook Voice Access, Windows Mobile Use available Microsoft resources (Partner Sales Tools) Prove the return on investment Win the deployment

22 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 DriversUpgrade Barriers Exchange Server 2000 Hardware refresh Extended support High storage costs Remote and mobile access Cost of acquisition Not focused on future value Exchange Server 2003 Costly high availability High management costs Compliance and discovery needs Voice mail and UM considerations Broader and more secure mobility “Good enough” Hardware not fully depreciated Cost of acquisition Realizing return on investment from previous upgrade

23 Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources

24 Microsoft Field Execution Model CES MSSP Relationship Management Sales Marketing Account Planning: Account discovery and engagement based on the Core IO model Profile Gap Analysis Growth Strategy Awareness Demand Generation Subsidiary Marketing Opportunity Management Solution Definition Account Team Unit Solution Briefing Specialist Team Unit Architecture Design Session Specialist Team Unit Proof of Concept Specialist Team Unit ProspectProofCloseQualify Develop Solution Account Team Unit Core IO Model Partners

25 Solution Definition Solution Briefing Architecture Design Session 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

26 Helps you explore and accelerate UC opportunities through the sales cycle by: Solution Briefing Architecture Design Session

27 Microsoft Exchange Server 2007, Microsoft Office Communications Server 2007, and Microsoft Office Live Meeting Flexibility to select deployment preference Microsoft Exchange Server 2007, Microsoft Office Communications Server 2007, and Microsoft Office Live Meeting Flexibility to select deployment preference Business impact Total cost of ownership Business impact Total cost of ownership Based on Forrester’s Total Economic Impact study and early adopters’ deployment All values are editable Based on Forrester’s Total Economic Impact study and early adopters’ deployment All values are editable Solution Briefing Architecture Design Session

28 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

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