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Unified. Now. Win with Exchange Road Show. Better Together with Office Communications Server: Understand the State of Communications Today Discuss Where.

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Presentation on theme: "Unified. Now. Win with Exchange Road Show. Better Together with Office Communications Server: Understand the State of Communications Today Discuss Where."— Presentation transcript:

1 Unified. Now. Win with Exchange Road Show

2 Better Together with Office Communications Server: Understand the State of Communications Today Discuss Where Unified Communications is Headed Provide an Overview of Office Communications Server Discuss How to Sell Office Communications Server Review Partner Resources

3 videovideo

4 Transparent Organizations Regulatory Compliance Access to Information IT: Participation & Governance Transparent Organizations Regulatory Compliance Access to Information IT: Participation & Governance One World of Business Collaboration Nomadic Workforce IT: Ubiquity & Interoperability One World of Business Collaboration Nomadic Workforce IT: Ubiquity & Interoperability Changing Workforce Demographic Changes Projected Talent Shortfall IT: Consumerization & IP Management Changing Workforce Demographic Changes Projected Talent Shortfall IT: Consumerization & IP Management Always On, Always Connected Work & Family Life Balance Information Overload IT: Contextual and Role-based Always On, Always Connected Work & Family Life Balance Information Overload IT: Contextual and Role-based People Drive Success

5 Communication overload How can I prioritize and react to the sheer volume of communications and be more productive? How can I get a global organization to act in concert across boundaries? Globally distributed workforce and customers How can I build on existing investments, consolidate disparate networks, and use cloud-based offerings to lower costs? High cost of communications How can I continue to protect my organization, my business, and my users from continuously growing security threats? Increasing requirement to be secure and compliant

6 Better Together with Office Communications Server: Understand Communications Trends Discuss Where Unified Communications is Headed Provide an Overview of Office Communications Server Discuss How to Sell Office Communications Server Review Partner Resources

7 Voice Mail EnterpriseTelephony AudioConference WebConference VideoConference & Instant Messaging Separate Management & Unified Messaging InstantMessagingEnterpriseTelephonyConferencing Platform Unified Experience Common Management Common Management Vertically integrated communication silos Inefficient communications Communications overload Parallel infrastructures Horizontally integrated common platform Standards-based distributed architecture Accessibility in the entire network One common database OverallCostsDown

8 Unified Inbox & Presence Streamline Communications Between People and Organizations Increase Operational Efficiency & Flexibility Amplify IT Visibility and Control Provide an Interoperable and Extensible Platform Now and for Your Future Instant Messaging Application Integration Across Networks Across Devices / Calendaring Audio, Video & Web Conferencing VoIP Team Workspaces

9 Better Together with Office Communications Server: Understand Communications Trends Discuss Where Unified Communications is Headed Provide an Overview of Office Communications Server Discuss How to Sell Office Communications Server Review Partner Resources

10 Real-time status Immediate, visual presence representation (availability) Automatic presence status based on Office Outlook ® calendar information and login status Direct control of presence status Streamlined communications from within applications View presence throughout 2007 Office system Communicate and share content Extend LOB applications to access communications capabilities

11 High-quality VoIP Single-click VoIP capabilities from within Office applications VoIP communications in the office, at home, or on the road - Encrypted - No VPN required IM and video alongside Rich call-management capabilities Easy to use and configure Intelligent call routing based on presence and Office Outlook calendar

12 Virtual meetings with integrated audio and video Unscheduled or scheduled conferencing Real-time sharing of documents, applications, and media Revolutionary experience Active speaker detection and panorama views Ability to record and playback meetings

13 Extending the Communicator experience Personal computer, Web, and mobile devices Dedicated communications devices Software for innovative IP phones Implementations designed with embedded software Partner-delivered production devices

14 Office Communicator for Windows Mobile Rich Presence and location Secure instant messaging Access to corporate address book Integrated voice capabilities Click to dial using cellular while connected to a mobile network

15 Next Generation Collaboration Dial-in Audio Conferencing Desktop Sharing Persistent Group Chat Enhanced Voice and Mobility Attendant Console and Delegation SIP Trunking Response Group Mobility Platforms Extended New Developer Tools Worldwide Launch February 3, 2009

16 Standard Edition AD Ideal for Proof of concept/pilot Branch office Functionality IM, presence, Peer-to-peer voice, conferencing No external access, not highly available PSTN requires mediation server Server Roles Co-located on one server  Presence, IIS share, conferencing, A/V Scalability 1 Server Up to 5,000 users

17 Better Together with Office Communications Server: Understand Communications Trends Discuss Where Unified Communications is Headed Provide an Overview of Office Communications Server Discuss How to Sell Office Communications Server Review Partner Resources

18 Position Within Corporate Telephony Magic Quadrant 2008 Leader Visionary Challenger Niche Ability to Execute Completeness of Vision Microsoft Positioning in Quadrant: Visionary Definition: “Visionaries display healthy innovation and a strong potential to influence the direction of the market, but they are limited in execution or track record. Typically, their products and market presence are not complete or established enough to challenge leaders.”Visionary Definition: “Visionaries display healthy innovation and a strong potential to influence the direction of the market, but they are limited in execution or track record. Typically, their products and market presence are not complete or established enough to challenge leaders.” Microsoft Strengths: Knowledge and nomadic workersKnowledge and nomadic workers Natural fit for Exchange Server installed baseNatural fit for Exchange Server installed base Company commitment and stabilityCompany commitment and stability Microsoft Weaknesses: Missing key features (but not for nomadic workers)Missing key features (but not for nomadic workers) Limited track record of delivering on timeLimited track record of delivering on time Costly if you just want voiceCostly if you just want voice Other Call Outs: “Decisions for investing in unified communications take precedence over telephony alone”“Decisions for investing in unified communications take precedence over telephony alone” “Telephony has become a software application”“Telephony has become a software application” “In [Cisco installed base], competitors struggle to match Cisco discounts off list price”“In [Cisco installed base], competitors struggle to match Cisco discounts off list price” “Cisco's fragmented management application portfolio does not enable an integrated, end-to-end view of the network”“Cisco's fragmented management application portfolio does not enable an integrated, end-to-end view of the network”

19 Headquarters Branch Office * Source: IDC, Mobile Worker Segmentation Numbers represent 2008 size in Millions of Users. Mobile and Tele-workers 22 End up with small penetration in many customers, but positioned for HQ and cross company deployments Cisco and others start by selling to Facilities Manager, with small deployments 11 Cisco and others have recently started focusing on Mobile and Tele-Workers 33 Addition of Attendant Console, ACD, Team Calling in R2 allow for HQ deployment with small PBX for legacy functions and E Will introduce Branch Office Appliance, Analog Device Support and E-911 in W M 459M target workers Microsoft already offers compelling solution for tele- workers, made stronger with Single Number in R2 1 1

20 (*) IM and Presence Win the Socket Socket SurroundthePBXSurroundthePBX Voice Platform

21 VOICE PILOT TARGET MOBILE WORKER VOICE NOW! WIN THE SOCKET! DEPLOY AUDIO CONFERENCING! IP PBX commit (>20% Deployed) No IP PBX commit (<20% Deployed) Low percentage of nomadic workers (<25%) High percentage of nomadic workers (>25%) Triggers: New office/move M&A/expansion PBX end of life Policy changes Triggers: New office/move M&A/expansion PBX end of life Policy changes

22 Capturing full business value from the Microsoft platform requires industry solutions Huge opportunity for value-added services and custom solutions Microsoft is investing heavily in collaboration technologies and in building partner competencies and programs Collaboration engagements frequently lead to broader engagements including unified communications, enterprise content management, and business process management

23 Upgrade Exchange Server installed base Deploy enterprise instant messaging Deploy presence-enabled communications Deploy 64-bit Servers Deploy Windows Server Update Active Directory Deploy unified messaging Integrate desktop VoIP Deploy multimedia conferencing Ready the Infrastructure Upgrade the Communication Base IntegrateVoice Mobility, collaboration, workflow, vertical solutions Compliance, security infrastructure Support services, managed services DriveEnhancedValue

24

25 Better Together with Office Communications Server: Understand Communications Trends Discuss Where Unified Communications is Headed Provide an Overview of Office Communications Server Discuss How to Sell Office Communications Server Review Partner Resources Agenda

26 Key benefits Differentiated expertise with branding Early notice on new training and events Additional software licenses, sales and marketing resources Key benefits Differentiated expertise with branding Early notice on new training and events Additional software licenses, sales and marketing resources Recognized expertise in streamlining communications through Microsoft unified communications technologies Unified Communications Solutions VoiceVoice Instant Messaging and Presence MessagingMessaging Requirements Two certified technical individuals Two individuals who have passed sales assessment (Voice only) Three customer references (IM & Presence and Messaging only) Internal deployment (Voice only) Requirements Two certified technical individuals Two individuals who have passed sales assessment (Voice only) Three customer references (IM & Presence and Messaging only) Internal deployment (Voice only) Transitions

27 Free, unlimited pre-sales telephone support Sales assistance for: Compete issues Technical sales support Business value, licensing, and pricing Part of the Microsoft Partner Program Available to Certified- and Gold-level partners Free, unlimited pre-sales telephone support Sales assistance for: Compete issues Technical sales support Business value, licensing, and pricing Part of the Microsoft Partner Program Available to Certified- and Gold-level partners Technical expertise on almost every Microsoft product Resources: white papers, case studies, battlecards, and customer-ready decks Articulating business value and positioning against the competition Assistance with demos Readiness help on unreleased products Technical expertise on almost every Microsoft product Resources: white papers, case studies, battlecards, and customer-ready decks Articulating business value and positioning against the competition Assistance with demos Readiness help on unreleased products

28 Microsoft software, hardware, Partner Services, third-party or ISV software, and maintenance – a bundled IT solution in one convenient and affordable monthly payment Flexible structuring to match your customer’s budget Microsoft software, hardware, Partner Services, third-party or ISV software, and maintenance – a bundled IT solution in one convenient and affordable monthly payment Flexible structuring to match your customer’s budget Increase your average deal size: up-sell based on monthly payments Eliminate price concerns and reduce discounting Up-front partner funding for the entire purchase, including services! Up-front revenue recognition Increase your average deal size: up-sell based on monthly payments Eliminate price concerns and reduce discounting Up-front partner funding for the entire purchase, including services! Up-front revenue recognition

29 Take advantage of training resources Use the DVDs from this workshop Use the new UC Learning Path tool for additional training Use Sales & Compete Tools UC Business Value Tool UC Business Value Tool https://partner.microsoft.com/US/program/ competencies/msppunifiedcommunications/ucimphttps://partner.microsoft.com/US/program/ competencies/msppunifiedcommunications/ucimp UC Fast Start Kits, Exchange POC in a Box UC Fast Start Kits, Exchange POC in a Box https://partner.microsoft.com/ https://partner.microsoft.com/ Partner Demo Showcase: https://partner.microsoft.com/demoshowcase https://partner.microsoft.com/demoshowcase TPTS https://partner.microsoft.com/global/ salesmarketingsection/smsalessupport https://partner.microsoft.com/global/ salesmarketingsection/smsalessupporthttps://partner.microsoft.com/global/ salesmarketingsection/smsalessupport Microsoft Financing: Microsoft Financing: Win with Offers & Incentives Road Show contest – to drive upgrades Partner Exchange Sales Incentive – Forefront Partner rebate – to drive attach Forefront Partner rebate – to drive attach https://partner.microsoft.com/SecuritySoftwareAdvisor. https://partner.microsoft.com/SecuritySoftwareAdvisor

30 Unified. Now.


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