Practice solution selling with Office 365 and Skype for Business Microsoft 2016 3/20/2018 10:29 PM THR2074 Practice solution selling with Office 365 and Skype for Business Thomas Poett Business Unit Leader Skype for Business @ Westcon UCC (MVP Office Server and Services) © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Introduction Work with Unit Leader SfB Bad Wiessee, Germany Meet me @ Booth Number (2348) Integrated Research Work with Unit Leader SfB @thomaspoett Bad Wiessee, Germany Hobby: Paragliding MVP since 2012 + Microsoft SfB Elite Team Sip:thomas.poett@ westcongroup.com

Agenda Communications are at the heard of productivity Compare Amazon, Google and Cisco Office 365 – Selling PBX Office 365 vs On-Premise Skype for Business benefit with Office 365 Pro TCP/ ROI advantage with Office 365 (E5)

Communications are at the heard of productivity

Redefining the category of communication and collaboration MGX FY16 3/20/2018 10:29 PM Redefining the category of communication and collaboration One Skype Skype inspired UI and connectivity with network In Office 365 Connected and integrated experience Lower TCO FLEXIBLE for IT Faster user adoption Unlock collaboration Complete Meetings Solution Service and hardware Voice Built for IT Office 365 manageability and deployment options Ecosystem Office 365 mainstream sales and deep Partner specialization © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Why PBX from Office 365/Microsoft Most complete and integrated solutions and experiences Leader in 20 of Gartner’s Magic Quadrants One single Enterprise Level Support for all your workloads Leading the Hybrid Cloud in a hybrid world Microsoft offers the most connected, comprehensive set of cloud solutions (Windows Azure, Office 365, Microsoft Dynamics), with an unmatched breadth and depth of capabilities from platform to productivity apps to business solutions. Microsoft is present in 40 Gartner's Magic Quadrants, 20 of them as a leader. June 2016 Instead of contacting different customer support services for each of your workloads and their corresponding SLAs, you can contact a single vendor with more than 20 years of enterprise-relationship experience and get end-to-end support from the infrastructure to your operating system and applications. Our Cloud Platform architecture embraces the cloud on your own terms  leading the Hybrid Cloud in a hybrid world. From a customer perspective this means a seamless integration with their current infrastructure and the ability to decide what applications and data will be on-premises and which ones will be in the cloud. Most complete and integrated solutions and experiences

Compare Amazon, Google and Cisco Google, Cisco and Co.. Web Services (Amazon, Google) Virtualization (Amazon, Google) Online Apps (Google) UC (Cisco, Google) PBX (Cisco via partner) MICROSOFT: All Service Offerings Desktop Apps PBX/PSTN Provider (calling plan) Fully integrated PSTN integrated in homogenous solution

Office 365 – Selling PBX

$35B $13B $22B GO AFTER NEW BUDGET LINES NEW MARKET OPPORTUNITY MEETINGS AND PBX NEW MARKET OPPORTUNITY Web conferencing PBX (on-prem) $13B $35B TODAY PSTN Audio conferencing PBX (cloud) & calling plans $22B Data from IDC May 2015 WW Software Tracker, Telegeography and ITU. 1 Subject to channel availability by country

Be prepared for both pitches CHANGE YOUR MIND Unified Communication and PBX are still differently understood in most heads of IT vs. PBX departments! Be prepared for both pitches

PBX is usually sold over FEATURES Competitors PBX: Cisco Avaya NEC Alcatel-Lucent Unify Competitors UC: Cisco Avaya -- here Microsoft Alcatel-Lucent Mitel Google catching up Source for PBX/UC: Dell’Oro Group,

PBX selling requires : Complete solution: 1. incl. Licenses 2. incl. Hardware 3. incl. Managed Services How match with Cloud? Office 365 E5 or CloudPBX Phone, Headset, SBC, … CSP Program

OFFICE 365 ENTERPRISE SUITES Features Office 365 Services $8 $20 $35 Business Class Email and Calendars Exchange Online 50 GB Unlimited Social, Video, Sites, Work Management Yammer, O365 Video, SharePoint Online, Planner New ● IM, Online Meetings, Meeting Broadcast Skype for Business File Storage, Sharing, Information Discovery OneDrive for Business, Delve Office Online Office Client Apps Office 365 ProPlus Archiving, Rights Management, Data Loss Prevention, Encryption Office 365 Advanced eDiscovery, Secure Attachments and URLs, Access Control End User and Organizational Analytics Power BI Pro, Delve Analytics Cloud PBX Skype for Business PSTN Conferencing* Skype for Business Enterprise Plan Add-ons PSTN Calling** Skype for Business (US only, UK preview available June 2016) +$24 *Toll-free and International Dial-out conferencing capabilities will incur additional per minute consumption charges when available. Customers can disable this feature to avoid additional billing. **$24 includes both International and Domestic calling plans. Domestic only calling plans are available for $12. Tax is included in price in USA. Add-On price to E1 & E3 is $32, which includes Cloud PBX

Skype for Business PBX Add On PSTN Conferencing Cloud PBX* PSTN Calling Features $4 $8 $12 Domestic $24 International End-user call handling: (answer, hold, transfer, sim ring) ● Setup and use call designation Team Calling Visual access to Voicemail Use IP Desk Phone Set and enforce calling policies Emergency calling Skype for Business Plus CAL Dial-in for Skype Meetings Meeting dial out to PBX/PSTN users Default join from PBX/PSTN phones Phone number assignment Inbound calling Outbound calling (domestic/int’l) *Cloud PBX comes with dual access rights with Skype for Business Plus CAL on-prem

Office 365 vs On-Premise

Office 365 vs On-Premise On-Premise – HAVE’s Connect to local PBX App’s (e.g. Contact Center, analog lines, …) Features like RGS, Shared Line (note: Office 365 will have on-premise features add over time) Office 365 – HAVE’s Cloud Connector Edition Now you can use local PBX App’s

Flexible deployment options S4 Solutions Specialist Summit 3/20/2018 10:29 PM Flexible deployment options ON-PREMISES HYBRID ONLINE NEW CALL MANAGEMENT SFB Server SFB Server Cloud PBX NEW Cloud PBX PSTN BREAK-OUT PSTN Connectivity via SFB Server PSTN Connectivity via SFB Server PSTN Connectivity via SFB Server NEW NEW PSTN Connectivity via Cloud Connector PSTN Connectivity via Cloud Connector NEW and partially enhanced NEW and partially enhanced PSTN Calling PSTN Calling © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Office 365 vs On-Premise – Value of SfB online Opportunities DRAFT

Skype for Business benefit with Office 365 Pro Plus (E3)

Selling the ROI Story (E3 vs. E1 Save Costs) PER USER STANDALONE The costs of the security products alone justify the incremental E5 suite cost of $15 SharePoint Online, Yammer, O365 Video, Planner Exchange Online Skype for Business OneDrive for Business, Delve E1 Step up to E3 $12 PER USER E3 SUITE DISCOUNT Office Online Office Client App (Pro Plus) Archiving, RMS, Data Loss Prevention, Encryption PSTN Conferencing $4 PER USER E3 ADDON for PSTN CONFERENCING

Selling the ROI Story (Office 365 Pro Plus) S4 Solutions Specialist Summit 3/20/2018 10:29 PM Selling the ROI Story (Office 365 Pro Plus) BASIC CALCULATION TODAY (food for thought) Office 365 Pro plus (Office 2016 client app) approx. Price $ 900 D Office 365 E3-E1 Upgrade/ year $ 144 ROI Calculation over 4 years D Cost for 4 Year = 4x144$ $ 576 Savings = $900 - $567 = $324 ROI positive Savings – Initial Investment Initial Investment ROI = © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Summary ROI Story Starts being valid with Office 365 Pro Plus vs. Desktop App If we calculate the saving and change possibilities with news products, e.g. Exchange, SharePoint and Skype for Business We will end up with much higher ROIs

TCP/ ROI advantage with Office 365 (E5)

Today, where do we capture share of wallet? S4 Solutions Specialist Summit 3/20/2018 10:29 PM Today, where do we capture share of wallet? MEETINGS VOICE OTHER Audio conferencing Station licensing Handsets, Headsets, Gateways IM Service access Voicemail Voicemail PBX PBX Presence Web Conferencing Minutes of usage Last mile connection Video conferencing Number blocks Hardware Managed Service & Maintenance for PBX Conferencing trunking Meeting hardware With Skype for Business New Services © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Voice is a PBX PSTN Conferencing Cloud PBX PSTN Calling Use a tolled dial-in number to join meetings from any device Dial out to bring participants into the meeting X Cloud PBX Centrally manage users for communications, email, and content from Office 365 Eliminate separate PBX systems and transition to the cloud PSTN Conferencing PSTN Calling Subscribe to calling plans from Office 365 Use existing phone numbers or get new ones Cloud PBX PSTN Calling

Selling the ROI Story (E5 vs. E3 Save Costs) PBX solution PSTN conferencing solution Analytics $90+ PER USER FROM COMPETITORS eDiscovery solution Advanced visibility Data access control Advanced security Only $15 justify the incremental E5 suite PBX +Analytics, adv. Security $35 (E5) PER USER STANDALONE Delve Analytics Power BI PSTN Conferencing Cloud PBX Office 365 Advanced eDiscovery Advanced Threat Protection Customer Lockbox Advanced Security Management E3 Step up to E5 $15 PER USER E5 SUITE DISCOUNT

Selling the TCO Story (Cost of Communication) S4 Solutions Specialist Summit 3/20/2018 10:29 PM Selling the TCO Story (Cost of Communication) BASIC COMMUNICATION COST TODAY (fix and yearly costs) Audio Conferencing /min/path(Y) $ 86 Maintenance(Y) $ 22 MACs (Changes, Adds) (Y) $ 40 VOICE MAIL (Y) $ 24 DN – Local Loops, Number blocks(Y) $ 20 STATION LICENSING (f) $ 376 HANDSETS/ headsets (f) $ 400 TOTAL fix $ 776 TOTAL YEARLY $ 168 VIDEO CONFEERENCING PBX HANDSET $968 per user IM/ PRESENCE WEB- MEETINGS AUDIO CONFERENCING TRUNKING © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Selling the ROI Story (Cloud PBX) S4 Solutions Specialist Summit 3/20/2018 10:29 PM Selling the ROI Story (Cloud PBX) BASIC CALCULATION TODAY Office 365 D E5-E3/ year $ 180 D Cloud Connector EDT /Year Appl (1) $ 2.5 Phone or Headset /YEAR (2) $ 45 Total Cost ($227.50/year) $ 910 Simple calculation approach (food for thought) Savings = $968 - $910 = $58 $58 – $910 $910 ROI positive ROI = = -0,93 = 57% (1) = CCE Appliance approx. 350000$ /5.000 user over 4 years = $2.5/Year (2) = calculated over 4 years © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Customer Sales past and future Sales Engagement along with Microsoft Product Life Cycle Install/ Disengage Sales Engagement with Office 365 & Skype for Business Migrate ENGAGE with Value Add Sales Engagement Product Life Cycle Sales Engagement Product Life Cycle Long-term customer engagement throughout contracts and business process Run your own managed service vulnerable for competition and technology change

Conclusion & Discussion

Let’s discuss the last minutes of this session together  Selling Thoughts Add your “Managed Service” Build a PBX Solution (incl. Phones, Headset, SBC and more) Sell seamless UC solution (IT) Sell a PBX where necessary (PBX) Avoid On-Premise SfB if you other options CCE can handle local PBX and analog with SBC Let’s discuss the last minutes of this session together 

Meet me @ Booth Number (2348) Integrated Research Thank you so much for your attendance Have a great week @Ignite 2016 Meet me @ Booth Number (2348) Integrated Research @thomaspoett sip:thomas.poett@westcongroup.com

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