1. Westcon: Link to Lync Martin Flensburg Managing Director Westcon Group Nordic & Baltic Tuomo Kivimäki Sales Specialist Westcon Finland

2. Objectives of today’s session 1.Create awareness relating to issues acting as barriers to Lync adoption & deployment 2.Demonstrate relative complexity of Lync vs. competitive UC solutions 3.Increase understanding of core components of the Lync UC solution 4.Raise awareness & understanding of the Westcon Value Proposition and role in Simplifying, Orchestrating & Accelerating Lync deployments 2

3. Westcon’s MS Lync Proposition 3 We are NOT a MS Lync Distributor We are the enabler for… Microsoft partners or traditional PBX partners that want to evolve into an UC reseller basing their proposition on MS Lync UC partners that want to integrate MS Lync with their PBX/IP PBX UC Partners that want to support their existing customers in UC enable their MS Lync clients Westcon’s Value ad Complete Product portfolio, allowing a bundled approach Sales & Tech support to allow ease of selling & implementation We are the enabler for… Microsoft partners or traditional PBX partners that want to evolve into an UC reseller basing their proposition on MS Lync UC partners that want to integrate MS Lync with their PBX/IP PBX UC Partners that want to support their existing customers in UC enable their MS Lync clients Westcon’s Value ad Complete Product portfolio, allowing a bundled approach Sales & Tech support to allow ease of selling & implementation

4. ? ? Can the market ignore MS Lync? What’s the role of the PBX? Lync only or Integration? Business Model? Do you/we have the skills?

5. The “Voice landscape” is changing, again… 4 Leaders: -Cisco -Avaya -Siemens -Microsoft MS “owns” the desk top We can NOT ignore MS Lync Lync can and will integrate with all “leading” vendors

7. Lync UC solution is more complex to deploy… UC Solutions – Compete 7 Legacy UC vendors have 90% of the solution with a single brand/Logo

8. Westcon Lync Eco-system Portfolio Endpoints: Headsets: Jabra, Plantronics Handsets: Polycom, snom, AudioCodes, Aastra Applications: Altigen, Advatel Appliances Gateways: AudioCodes, Sonus (NET) SBC: AudioCodes, Sonus, Acme Packet Lync Server : Active Communications Training The SIP School Global Knowledge Third-party led accelerated Lync ‘Boot Camps’ Services: Gold Communications Partner PSLP services (pending) … and more being added… 8

9. 9 What is ACS? Is it a Lync-in-a-box? What is ACS? Is it a Lync-in-a-box?

10. Microsoft Lync 2010 server architecture

11. What is ACS?

12. “Our teams create unique programs and provide exceptional financial and technical support to accelerate the business of our partners.” On top of the puzzle…

13. Market Leading Pre Sales Support Access our pre sales via - support@westcon.sesupport@westcon.se - +46 40 650 82 20

14. The Offer One Sales Call… One Solution… One Contract… One Purchase Order… One Shipment… One Support Desk… One Happy Customer 14

15. ! ! We can not ignore Lync! Traditional PBX has no future We will see Lync as stand alone and as a part of complex solutions The business model for Lync works well for voice VAR’s Westcon will support our channel with skills and training Wrap up : Going from “?” to “!”

16. Next steps Contact our UC specialist sales team presales@westcon.se Visit www.westcon.com/go/lync Selling Tools > Tell me About Guides Download Digital Collaterals Lync- vendor eco-system information Follow us @WestconUC Or contact your Westcon Account Manager 16

17. Lopetus Martin Flensburg Managing Director Westcon Group Nordic & Baltic Tuomo Kivimäki Sales Specialist Westcon Finland

18. Wrap up 18 Market leading UC distribution MS Lync needs hardware to become a UC solution Video is a natural part of a modern UC solution Polycom offers open standards, unique mobile solutions, ease of use and huge business opportuneties

19. 19 Westcon Make A Difference (M.A.D) Westcon M.A.D event 16 päivä Toukokuu Tukholma, Marriott Courtyard Westcon vendor portfolio represented Finnish Travel Package Flight + Boat

20. 20 Paikka: TBD