1. Lync To Customer Value Proposition
[insert partner logo here]

2. Introduction
This deck is a part of the Microsoft Lync hosting Playbook and is part of the Go to market section
This presentation helps you position Lync and your offer in a customer conversation
Add your value proposition and offer slides to this deck

3. Agenda Customers are Driving Hosting Partner Value Proposition
Towards UC
New World of Work
MSFT’s UC Vision
Hosting Partner Value Proposition
Why Lync is the solution
See intro slide for speaker notes
Note to hosting partners:
“Hosting Partner value Proposition” is a placeholder for your offering slides
Add the sections you want to cover to this agenda.
These two sections should remain as is.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. Customers are Driving Towards UC

5. Unified Communications Communication Modality
Microsoft Lync
4/15/2017
Entering a new Era
Telephony
IP Telephony
Unified Communications
Social Business
Standalone
Network
Communication Modality
Business Impact
Proprietary
single
vendor
PBX’s
Single vendor TCO $ savings
IP Telephony and VOIP Trunking
Anywhere, anytime, any device
Person/group productivity
Business Productivity
Simplicity & effectiveness
Business transformation
Business Model & Process
Updating this slide
Basic Communication
Network consolidation
Multimedia applications
Consistent experience
User initiated
Event initiated
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. Customer Needs are Evolving The end user is driving the change
Grow your Business: Webcast Wednesday Presentation Series
Customer Needs are Evolving The end user is driving the change
PEOPLE
THE MINDSET OF THE END USER
IT/CLOUD
THE ENABLER
CUSTOMER IMPLICATION
THE OPPORTUNITY
Workers are already using IM, SM, text… tools => they are familiar with
They are changing the way they work and live
IT/Cloud can enable that change
There is an opportunity for your customers to improve their business
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7. The new world of work Work and lifestyle integration
Grow your Business: Webcast Wednesday Presentation Series
The new world of work Work and lifestyle integration
“Communications” is being redefined
Endpoints are changing
“Who” communicates is evolving
“Communications” is being redefined
What it means “to communicate” is evolving
No longer defined by voice or by
Endpoints are changing
People want the ability to communicate from any device or platform
Work and life are blending
“Who” communicates is evolving
Location is increasingly irrelevant
Machine to Machine communications is now included
Drive for UC technology to support new work models
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. UC is Already Impacting the Market Minutes to Megabytes
Minutes are Moving to Megabytes
($) Trillion
$0.33T to $0.42T
$0.25T to $0.54T
$0.37T to $0.28T
$0.64T to $0.61T
Fixed and Mobile Voice Revenue declines in both Absolute and Relative terms.
WW Telecom Services Revenue (Gartner*)
WW Telecom Services Revenue Source: Gartner Dataquest report, “Market Trends: Global Telecommunications Market Take, Worldwide, 1Q11” publication date: 10 May 2011, ID #: G (Pg. 10 Figure 2 “Telecom Market Revenue by Sector, Worldwide, 2010 and 2015” for Services revenue, pg. 10 Figure 3 “Telecom Services Revenue Trend Comparison, 2010 and 2015” for percentages)
WW Enterprise Voice Revenue Source: Dell’Oro Group, “Enterprise Telephony Report Five Year Forecast ” Vol. 8, No. 1, ET2A, Publication date: January 2011, (Pg. 1 of tables, Table 1, “Worldwide Enterprise Telephony Market”)
As a result of the trends we just mentioned, we see relevant implications in terms of market changes and growth opportunities:
Voice revenue is down, and data revenue is up
Enterprise voice applications revenue is growing at a very rapid pace
Discuss the various percentages and dollar figures as appropriate
Definition from Dell’Oro Group, report as referenced above. Definitions from page 12. Also see next slide’s definition of UC for greater detail.
Enterprise Voice Applications
We include voice messaging, ACD, IVR, CTI, other contact center/CRM components, premise based conferencing, middleware dedicated to voice, and other enhanced application modules.
* Gartner, ID#: G , Market Trends: Global Telecommunications Market Take, Worldwide, 1Q11, May 2011
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9. Customers Are Driving Toward UC…
Because they need to enhance profitability and business impact… and offer new services/capabilities
Decrease Costs
Improve business outcomes
Reduce Travel Expenses 4
Save 5%-30%
Improve End-User Productivity
Up to 30 min/day
Unified Communications provides the kind of transformational shift that can help businesses thrive. It allows you to significantly decrease costs associated with travel, communications, and IT administration. In addition, UC enables you to improve your business outcomes by maximizing productivity and fostering collaboration. These help profitability of organizations.
Reduce Audio Conferencing Charges 4
Save 30%-95%
Resolve Customer Issues Faster
Up to 50%
Reduce Telephony Charges 4
Save 50%-70%
Shorten Sales Cycle
Up to 20%
4 savings amounts based on actual customers.
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

10. Why Lync is the solution

11. Lync enterprise benefits
Microsoft Lync
4/15/2017
Lync enterprise benefits
Work from anywhere
Connected experiences
Simpler to manage
Deployment flexibility
Enable and improve mobile productivity
Communicate in real time with colleagues, customers and partners from virtually anywhere
Enable new ways of collaboration with voice & video using a single unified client
Share ideas and keep teams in sync
Reduce costs related to video conferencing, telephony and travel
Reduce costs through simplification and consolidation
Manage with common and familiar tools
Reduce total cost of ownership with integration and shared infrastructure
Accelerate adoption of online services
Reduce IT operations costs
Enables a path to unified communications – following a customer’s blueprint
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

12. What’s new in Lync? Be there without going there
Microsoft Lync
4/15/2017
What’s new in Lync? Be there without going there
Multiparty HD video and content sharing
Modern, mobile and web clients
Social and integrated by design
Federation with Skype
Communicate with anyone on Skype
Share rich presence information
Secure and archived Instant Messaging
Peer to peer voice
Slide Objective:
Articulate the vision for Lync 2013 & Lync Online.
No Build - Use the pillars to articulate the investments and set-up the subsequent slides. Talking points:
The vision for the next release of Lync builds upon the strengths of Lync 2010 while taking a broader view of how communications, data and human interaction can blend in order to drive connections among a diverse and distributed workforce. When animation, clean design and touch are layered in, the scenarios and user experience is elevated in new and engaging ways.
The essence of Lync 2013 is captured in 4 pillars, or collections of investments:
The first is Multiparty HD video & content sharing. Lync 2013 and Lync Online showcase advances in video and visual communications. “I see what you mean” takes on an entirely different meaning when colleagues and customers from down the hall, across town or around the globe can see each other’s gestures while hearing their tone - when working together in a Lync Meeting.
The next release of Lync further delivers on the promise of “access anywhere”, ensuring that Lync is available anywhere a user has access to Windows 8 PC or tablet, mobile device or browser. Modern, mobile and web client investments allow Lync to be where the users are, putting people at the center of communications and collaboration. And yet, with the diversity of platform, form factor and device support – the experience is familiar and engaging.
Lync was built from the ground up to deliver identity-based communications– pivoting on a user’s identity rather than the old paradigm of using phone numbers as a proxy for a person. Lync Integration across Office apps enables “one-click” communications directly from within the productivity applications used by Information Workers everyday. Lync is integrated into Outlook, SharePoint, OneNote and other Microsoft applications, users do not have to leave their current application when they need to reach out to others. Lync breaks down solution silos and application boundaries making communication and collaboration natural and less complex.
Federation with Skype unlocks the potential to bring all of these investments mentioned, and the rich communication and collaborations scenarios they enable - to hundreds of millions of users worldwide.
Transition - Take a closer looks at each one of these investment areas
Video gallery
HD video or high resolution photos of attendees
H.264 SVC support
Personalized collaboration experiences
Intuitive controls
Consistent and familiar clients
Immersive experience optimized for touch
Mobile client experiences designed for the device
Lync Web App for browser access to meetings
Single identity across business and social applications
Shared contact card
Communicate directly from within Office
OneNote Share
SharePoint integration
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

13. Federate with Skype and imagine new ways to collaborate
Microsoft Office
4/15/2017
Business to
Business to
Consumer
Employee to
Family
Federate with Skype and imagine new ways to collaborate
Value Proposition: Imagine new ways to collaborate with the world
Microsoft’s acquisition of Skype was completed in October 2011 and Skype is now operating as an independent business unit at Microsoft. As Steve Ballmer and Peter Klein shared when announcing the acquisition, one of the fundamental value drivers was the Lync-Skype opportunity– the opportunity to connect a cloud of “consumer” users to enterprises in a secure, managed way that makes communicating with others with others easy and simple. Key scenarios include: Business-to-Business (supply chain, trading partners, temporary business arrangements), Business-to-Consumer (customer contact centers, recruiting, product support), and employee-to- family (mobile and traveling workforce)
At the highest level, Lync and Skype are very complementary. Connecting to Skype endpoints from Lync will enable rich communication with hundreds of millions of people from business-grade tools, reduce costs through simplification and integration, and allow IT to take control of consumerization of IT while giving employees what they want.
Skype brings its customer base, products, and peer-to-peer network; Lync has been designed from the ground up for the enterprise, with its full range of enterprise-class features and IT Pro focus.
Integrating Skype across the Microsoft portfolio is an ambitious effort and a long-term investment. Ultimately, Skype will become an essential ingredient across the Microsoft portfolio of products and will positively impact the character and the bottom line of every division in the company. In the near term, federation with Skype will allow Lync 2013 users to connect to anyone on Skype, enabling communication with hundreds of millions of people around the world. Capabilities will include:
Presence
Instant Messaging
Voice
We intend to go beyond these capabilities and unlock the full value of Lync and Skype together, with video as our next priority. Bringing Skype into the Microsoft family strengthens the Lync value proposition for businesses of all sizes, and Microsoft remains as committed as ever to enterprise Unified Communications.
Communicate with hundreds of millions of people with presence, IM and voice
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

14. The Last 12 Months of Lync 61% growth in number of Lync Hosters
Over ,000+ seat “telephony” deployments
61% growth in number of Lync Hosters
Over ,000+ seat “telephony” deployments
250% growth in managed voice deployments
822% growth in Hosted Lync Voice
200% growth in sales of Lync- certified devices
List of PBX-less customers growing – LA Fitness, Sprint, Swisscom
More than 200 2,000+ seat “telephony” deployments
250% growth in managed voice deployments (3m validated seats)
List of PBX-less customers growing – LA Fitness, Sprint, Swisscom
200% growth in Lync-certified devices
Strong positive analyst feedback

15. Small, Medium and Enterprise businesses are adopting Lync

16. Reduce Costs Through Converged Communications
“We expect to be saving – across the board with the UC suite – in the neighborhood of $9M - $10M a year just in our enterprise costs.”
Mike Browne, Sprint
Reduce Costs through Converged Communications - Lync Server or Lync Online enabling cost savings
You can download the video form this website: click on the Sprint video to open media player, then click to play the video, mouse hover the right hand side of the video to reveal the options, click on “DOWNLOAD” and follow directions.
Mike Browne, Sprint
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

17. Improved Business Outcomes
Microsoft internal case study UC generating savings >$215 million annually
Microsoft IT used the Forrester’s business value framework to measure overall impact of UC deployment at Microsoft:
, instant messaging, presence and conferencing: 166,000 users
Voice: 80,000 users
Unified Messaging: 90,000 users
Reduced Costs
Reduced Audio Conf Costs
95% reduction ($8 million)
Reduced IT Infrastructure Costs
$22 reduction/office move ($1 million)
Reduced Travel Costs
10% reduction in trips/employee ($92 million)
Improved Business Outcomes
Improved User Productivity
28 min saved/day/employee ($86 million)
Shorten Sales Cycle
6.5% increase in proposals ($11 million)
Reduced Carbon Emission
100 million miles in avoided air travel (17,000 metric tons)
Contact Microsoft IT team through your account manager to learn more about this case study
Microsoft used the Forrester TEI framework to estimate the business impact of UC deployment (Exchange and Lync) at Microsoft.
Source: Microsoft Report “Unified Communications Improves Business Outcomes, Lowers Costs, and Enhances Environmental Sustainability” – Link
Methodology: Microsoft Information Technology (Microsoft IT) used a business value framework developed by Forrester Research to more precisely measure the overall business impact of unified communications (UC) at Microsoft. The analysis showed that the UC solution at Microsoft helped the company save more than $215 million US annually and improved the way that employees work
As of Nov | Read more
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. Hosting Partner
Value Proposition

19. Hosting Partner Content
Note to hosting partners:
“Hosting Partner value Proposition” is a placeholder for your offering slides
Add the Content you want to cover

20. 4/15/2017 9:47 PM
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
© 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.