© 2011 AudioCodes Ltd.

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Migrating toUnified Communications

with Microsoft Lync

June, 30 2011

Today’s Speakers

David YedwabPartner, Market

Strategy Analytics

Drago TotevAssociate Vice President - Telecommunications & Networking at Georgia

Military College

Alan D. PercyDirector of Market

Development,AudioCodes

Agenda

• Background on UC Market and Microsoft Lync

• Challenges faced by businesses and partners

• UC Migration Strategy – 8 Steps

• Case study – Georgia Military College

• Solutions that aid in UC migration with Lync

• Summary

• Survey

• Q/A

Market Strategy

and Analytics

Partners, LLC

Copyright © 2011 Page 4

June 30, 2011

. . . BECAUSE IN BUSINESS, SOMETIMES THE WINDOW OF OPPORTUNITY IS LIMITED

RUN!Migration to UC and

Microsoft Lync

Market Strategy

and Analytics

Partners, LLC

Topics: UC and Microsoft Lync Migration Challenges

A Taste of Market Numbers

UC Migration is Non-trivial

Build a Migration Plan

Why Gateways

SIP Trunks and the E-SBC

Branch Survivability

Endpoints (Phones)

Summary of Migration Challenges

Copyright © 2011 Page 5

Market Strategy

and Analytics

Partners, LLC

For Larger Enterprises, Migration to UC Voice Has Passed the Tornado and UC is Growing Rapidly

93% of lines shipped in 1Q11 were IP-PBX (source: Infonetics)

7% of shipped phones were TDM (source: Infonetics)

We believe that 70-80% of large enterprises (>5000 users) are virtually completed in their migration to VoIP

And for small businesses (<50 users) only 30% have completed their migration to VoIP

Majority of those are new businesses

While UC migrations are just “crossing the chasm” over 13 million UC-client licenses were shipped in 2010 with over 30 million expected by 2016

This does not include Microsoft, did not report numbers

(source: Frost & Sullivan)

Copyright © 2011 Page 6

Market Strategy

and Analytics

Partners, LLC

Migrating from Legacy Voice to UC and Microsoft Lync is Non-trivial

UC provides many opportunities for businesses to improve their communications and business performance

UC-U – UC benefits for user productivity

UC-B – UC benefits from improving business processes

However, since businesses are generally not Greenfields, migration is not without challenges

Transforming from the legacy and connecting smoothly to the new will require a set of connectors

Gateways

Session Border Controllers

Survivable Branch Appliances

Migration is a challenge independent of the vendor(s) chosen –including Microsoft

Copyright © 2011 Page 7

Market Strategy

and Analytics

Partners, LLC

Building a Migration Plan is Critical

“If you don’t know where you’re going, any road will get you there”

Three major migration strategies:

1. Build out from the voice platform – where voice calls drive the business - IM/Presence, conferencing, mobility and CEBP

2. Build out from the desktop platform – for document-centric and e-mail focused organizations – IM/presence and e-mail collaboration tools

3. Embed in applications software – add communications to business software applications like ERP, CRM, HR

Your business needs to make its own decisions as to how to proceed and how to organize for this transformation

Copyright © 2011 Page 8

Market Strategy

and Analytics

Partners, LLC

Gateways Enable Migrations to Proceed Reasonably and Successfully

Migrations will take time – Evolution wins over Instant “Rip-and-replace”

Since most must connect to PSTN and legacy equipment, Gateways to convert from legacy (TDM) to new (SIP/IP) are essential

Support other legacy/analog devices

Microsoft has defined 5 types of gateways for its OCS/Lync solutions

1. IP Gateway for Microsoft Exchange Server 2007 & 2010

2. Basic Gateway for Microsoft OCS 2007 R1 & R2

3. Basic Hybrid Gateway for Microsoft OCS 2007 R1 & R2

4. Enhanced Gateway for Lync Server 2010

5. Survivable Branch Appliance for Lync Server 2010

Copyright © 2011 Page 9

Market Strategy

and Analytics

Partners, LLC

Connectivity to SIP Leads to an E-SBC Requirement

SIP Trunking can save significant dollars, but …

SIP trunks are being broadly deployed but are non-standard

Microsoft uses different SIP flavor than many SIP Trunk providers

E-SBC’s convert amongst SIP-flavors effectively

In addition SBC’s:

Provide private/public address translations

Protects realtime traffic from malicious or accidental attacks

Provide Call Admission Control and Encryption and Authentication

Copyright © 2011 Page 10

Market Strategy

and Analytics

Partners, LLC

Branch Survivability

With UC&C architectures migrating to a Data Center architecture, with less applications processing at branches, voice and UC survivability can be an issue

Microsoft Lync has such a “centralized” flavor

Microsoft has specified a Survivable Branch Appliance (SBA) as part of the Lync architecture to:

Manage internal-branch calls if the WAN link goes down

Connect to local network for fallback (PSTN) where required

Copyright © 2011 Page 11

Market Strategy

and Analytics

Partners, LLC

Voice End Points Contribute to Usability and Cost

Voice endpoints have been up to 70% of legacy system costs

SIP standard phones are available from several providers at substantially lower costs

But, as with SIP trunks, all SIPs are not the same

Intelligent media gateways support this SIP translation

likely required in Lync deployments if non-Lync certified SIP phones chosen

Copyright © 2011 Page 12

Market Strategy

and Analytics

Partners, LLC

Challenges to Help Select Gateway Vendor for Microsoft Lync/OCS Deployments

Complete portfolio – across sizes and functionality

With common programming/management capability

With effective scalability including processing power

Complete functionality across all configurations and software upgradeable – even to transform across uses

Proven interoperability and flexibility of networking configurations

TDM, SIP, PSTN, etc.

Provides E-SBC capabilities

Especially for SIP trunks and realtime security capabilities

Provides SBA capability

Certified by Microsoft

Copyright © 2011 Page 13

Migrating toUnified Communications

with AudioCodes

Alan Percy

Director, Market Development

June 2011

The Communications World:

TDM All IP

2030

All IP World

Applications

Mobile UC Cloud

MSBG SBC IP PhonesMedia Gateways

• Communications - world is shifting towards an all IP infrastructure

• Growth driven by desire for unified communications, cloud computing and mobility

• Incumbent vendors struggle to adapt to demands of newly emerging software applications

AudioCodes innovative, interoperable and diverse portfolio of solutions are uniquely positioned to enable this transition

What AudioCodes Does…

AudioCodes

ResidentialGateways

• Unified Messaging (voice messages in in-box)

• Presence/Instant Messaging/Chat

• Desktop Sharing and Collaboration

• Voice (Telephony)

• Video Calling

• Conferencing

• Mobility

What is Unified Communications?

UM

Presence

Chat

Collaboration

Voice

Video

Mobility

Conferencing

T1/E1 or Analog Trunks

IP

TDM

Fax

Firewall Router

Analog Phones

PSTN

Starting Point: Most Businesses Today with TDM PBX

InternetLAN

SIP orDigital Phones

Voice Mail

UM

Presence

Chat

Collaboration

Voice

Video

Mobility

Conferencing

Outlook Clients

IP-PBX orPBX

T1/E1 or Analog Trunks

IP-PBX orPBX

IP

TDM

Fax

Firewall Router

Analog Phones

PSTN

Step 1: Implement Exchange UM

InternetLAN

AudioCodesMedia Gateway

Can resideIn “the Cloud”With Office 365

UM

Presence

Chat

Collaboration

Voice

Video

Mobility

Conferencing

Outlook Clients

SIP orDigital Phones

T1/E1 or Analog Trunks

IP

TDM

Fax

Firewall Router

Analog Phones

PSTN

Step 2: Add Lync with Presence, IM and Collaboration

InternetLAN

AudioCodesMedia Gateway

UM

Presence

Chat

Collaboration

Voice

Video

Mobility

Conferencing

Outlook andLync Clients

IP-PBX orPBX

SIP orDigital Phones

Trunks

IP

TDM

Fax

Firewall Router

Analog Phones

PSTN

Step 3: Implement Voice and Video

InternetLAN

AudioCodesMedia Gateway

UM

Presence

Chat

Collaboration

Voice

Video

Mobility

Conferencing

Outlook andLync Clients

LAN

IP-PBX orPBX

SIP orDigital Phones

IP-PBX orPBX

SIP PhonesTrunks

IP

TDM

Fax

Firewall Router

Analog Phones

PSTN

Step 4: Migrating to SIP Phones on Lync

InternetLAN

Outlook andLync Clients

AudioCodesMedia Gateway

UM

Presence

Chat

Collaboration

Voice

Video

Mobility

Conferencing

LAN

AudioCodes SPS

SIP orDigital Phones

SPS

IP

TDM

Firewall Router

Step 5: Moving off the PBX

Internet

Outlook andLync Clients

AudioCodesMedia Gateway

UM

Presence

Chat

Collaboration

Voice

Video

Mobility

Conferencing

LAN

Fax

Analog Phones

Trunks

PSTN

IP-PBX orPBX

SIP Phones

SPS

IP

TDM

Firewall Router

Step 6: Moving to SIP Trunking

Internet

Outlook andLync Clients

AudioCodesEnterprise

Session BorderController

UM

Presence

Chat

Collaboration

Voice

Video

Mobility

Conferencing

SIP Trunking

AudioCodesMedia Gateway

LAN

Fax

Analog Phones

Trunks

PSTNPSTN

SIP Phones

Survivable Branch Appliance(SBA)

SPS

IP

TDM

Firewall Router

Step 7: The Survivable Branch Appliance (SBA)

Internet

Outlook andLync Clients

AudioCodesEnterprise

Session BorderController

UM

Presence

Chat

Collaboration

Voice

Video

Mobility

Conferencing

SIP Trunking

LAN

Fax

Analog Phones

Trunks

PSTN

SIP Phones

SPS

IP

TDM

Firewall Router

Step 8: Adding Enterprise Mobility

Internet

Outlook andLync Clients

UM

Presence

Chat

Collaboration

Voice

Video

Mobility

Conferencing

SIP Trunking

LAN

Fax

Analog Phones

Mobile Users

Mediant 1000MobilityPLUS

Mobility Server

VMAS Client VMAS Client

3G/LTE

Survivability

TrunksPSTN

SIP Phones

Implemented full UC environment

Reduced operating costs with SIP Trunking

Improved organizational efficiency

Added Enterprise Mobility

Minimized risk and disruptions

Migrated users as they were ready

Maintained investment in existing equipment

Simplified branch office deployments

End Result of UC Migration Strategy:

Approved

Unified Communications at Georgia Military College

A Microsoft Case Study

http://www.lynclog.com

Drago TotevAssociate Vice President -

Telecommunications & Networking at Georgia Military

College

Agenda

About GMC

Past Voice Infrastructure

Decision making (Why Microsoft)

Benefits of UC

Q&A

http://www.lynclog.com

About GMC

• 6 campuses

• 500 FT employees

• 5000 Students

• 1800 computers

• 1 Network Administrator

• 3 Support Technicians

http://www.lynclog.com

Past Voice Infrastructure

Centrex PBX (GTI)

One(phone line)-To-Many (phones)

No control over cost

Unpredictable MRC

Hard to manage Voicemail

Lack of flexibility

http://www.lynclog.com

Why Microsoft UC

Licensing model

Highest level of Systems Integration

Hardware requirements

Low TCO

Fast ROI

http://www.lynclog.com

The deployment

Evaluate and prepare the network for EV

Mass deploy Lync client

Train end-users

Deploy Enterprise Voice (Greenfield!)

Evaluate Deployment

http://www.lynclog.com

Voice Infrastructure

• VoIP provider (Broadvox)

• SIP Gateway/SBC (Audiocodes)

• UC Platform - Lync 2010

• Endpoints (Snom300; Polycom CX700; Aastra 6725ip; 6721ip)

http://www.lynclog.com

Mediant 1000 E-SBC

Mediant 800 E-SBC

Main CampusMileldgeville, GA

Atlanta, GA

Mediant 800 E-SBC

Augusta, GA

Mediant 800 E-SBC

Columbus, GA

Mediant 800 E-SBC

Warner Robins, GA

Mediant 800 E-SBC

Valdosta, GA

SIP Trunking

Solution Architecture

UC BenefitsFollow the money

Fixed MRC (Predictable Budget)

80% Cost Reduction ($2000/M vs. $12,000/M)

1 minute Service Provisioning

30% reduction of Travel Cost (Support)

Remote Training for large audience

Serve 30% more students with same staff.

http://www.lynclog.com

Unified Communications at Georgia Military College

http://www.lynclog.com

Unified Communications Building Blocks from AudioCodes

Features MediaPack 1xx Mediant 800 Mediant 1000 Mediant 2000 Mediant 3000 Mediant 8000

Office Communications Server 2007 R1/R2 (Gateway Type)

Basic BasicBasic

Basic-Hybrid

Basic

Basic-Hybrid

Basic Basic

Lync Server 2010 (Gateway Type)

Filed Upgradable -Firmware upgrade

Analog Device Enhanced

Enhanced

SBA

SPS

Enhanced

SBA

SPS

Enhanced Enhanced

Microsoft Exchange Server 2007 & 2010 (Gateway Type)

IP Gateway IP Gateway IP Gateway IP Gateway IP Gateway IP Gateway

Max PSTN Channels 2/4/8/24 30 120 480 2,016 16,000

PSTN InterfacesFXS/FXO

Up to 24 FXS or 8 FXO ports

Up to:1 E1/T1

4 BRI ports 12 FXS/FXO

Mix of:1 - 4 E1/T11-20 BRI

4-24 FXS/FXO

1 -16 E1/T1 trunksUp to

63/84 E1/T1 trunks

Up to 8xOC-3(STM-1) ports,

Up to 24xT3 (DS-3) ports

Up to 252 E1/T1/J1 trunks

ModularityFixed configuration

analog gateway

Fixed configuration

gatewayFull Modularity

Fixed configuration digital gateway

Fixed configuration digital gateway

Full Modularity

SBC / IP to IP N/A

Full E-SBCUp to 24

concurrent Sessions

Full E-SBCUp to 150 concurrent Sessions

IP to IPUp to 240

concurrent Sessions

Full E-SBCUp to 1000 concurrent Sessions

B2BUA Transcoding Application

AudioCodes - Survivable Branch Appliance (SBA)

Mediant 800 Mediant 1000 Mediant 2000

Target Applications Small Branch Mid Density Applications High Density Applications

Maximum Channels 24 120 480

Maximum Registered Users

1,000 1,000

Supported Voice Configurations

FXS, FXO, BRI, E1/T1(Factory Configured)

FXS, FXO, BRI, E1/T1(Field Upgradable)

E1/T1 (Software Scalability)

LAN Ports 12 ports with POE 3 ports (MSBG only) none

Voice Coders G.711, G.726, G.723.1, G.729A, GSM-FR, MS-GSM, Microsoft RTA

Supported Operation Modes

Media Gateway , MSBG (WAN Access,

LAN & Data Routing) and E-SBC

Media Gateway , MSBG (WAN Access,

LAN & Data Routing) and E-SBC

Media Gateway

CPU Intel Atom 1.6 GHz Core2 Duo 1.5 GHz Core2 Duo 2.16 GHz

Fax and Modem Transport

T.38 compliant (real time fax), Automatic bypass to PCM or ADPCM

Power Supply Universal 90-260 V AC Universal 90-260 V AC or redundant AC

Universal 90-260 V ACor redundant AC,or single -48 V DC

Physical 320mm x 345mm x 1U 1U high, 19-inch wide rack mount

Third-party IP Phones optimizing for Microsoft

Office Communicator / Lync

Microsoft UnifiedCommunications

AudioCodes SIP

Phone Support

AudioCodes 300HDSeries IP Phones

Third-party SIPIP & Soft Phones

Analog Phones

• Enables connectivity of AudioCodes 300HD SIP phones and 3rd party SIP phones into Microsoft OCS/ Lync Server

• Supports Microsoft’s wideband RTA coder

• Supports Office Communications Server / Lync Server presence

• Offered as an appliance based on Mediant 1000 , Mediant 2000 or as a standalone server

• Based on a certified Microsoft protocol interface

AudioCodes SIP Phone Support (SPS)

AudioCodes 360 Support

Microsoft Unified Communications

Media Gateway

….

Quality

Analysis

Deploy & Installation

Design & Planning

Post Sales Support Project Management

Media Gateway

E1/T1/BRI/FXO/FXS

Fault

Analysis

OptimizationPeriod Support

Enterprise

PSTN

PSTN

• Planning Assessment• High Level Design • Migration Planning • Detailed Design • Staging plan• Implementation Plan

• Media GW’s Configuration & Deployment

• VOIP Deployment and Acceptance

• PSTN and PBX telephony integration

• Installation Services• integration and migration

between current & target voice infrastructures

Planning & Design

Implementation

Targeted for MSFT Channels and VSPsUtilizes the PDI services Framework

• Partners: See us at Microsoft WPC!• New product including innovative survivable branch

appliances (SBA)

• New solutions, including SPS – enabling both AudioCodes and other third party SIP phones on

• Additional customer case studies

• Opportunities to meet with our executives and share your

• Fantastic drawing items!

• ITExpo - September 13-15, 2011 in Austin, TX

• More on Lync solutions at:• www.audiocodes.com/Lync

• News and buzz via Social Media• Follow us on Twitter, LinkedIn or Facebook

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