westcon & microsoft - making lync simpler
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Westcon & MicrosoftMaking Lync SimplerGuy Koster, Director European Product Marketing & ManagementWestcon Convergence Europe
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Agenda• Objectives
• Who Are Westcon?
• Why Westcon & Microsoft Lync?
• How Westcon will accelerate and simplify Lync business
• The Lync vendor eco-system
• The Westcon Value Mix
• Summary
• Next Steps
• Questions
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Objective
To collaborate with Microsoft and their partner community in order to derive maximum benefit from the Microsoft Lync market opportunities by establishing effective & simplified supply chain models and ‘trusted advisor’ relationships.
We will do this by leveraging Westcon’s ‘solutions-selling’ heritage, deep segment expertise and extensive roster of complementary Lync UC ‘eco-system’ vendors toaccelerate time-to-money – effectively making Lync ‘simple’.
Who are Westcon?
Westcon Group is a value added (100% indirect), distributor of category-leading unified communications, infrastructure, data center and security solutions with a global network of specialty resellers.
Our teams create unique programs and provide exceptional financial and technical support to accelerate the business of our partners.
www.westcon.com
• Multi-national company, headquartered in Tarrytown, NY, USA
• Approaching US$4 billion in revenues
• Founded in 1985, we are in our 27th year of business
• Present in 40 countries, across 6 continents
• With over 60 offices, we ship to more than 170 countries
• 14 logistics/staging facilities
• Backed by 2,300 employees
• 20,000+ transacting customers globally
Our Company
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Why Westcon & Microsoft Lync?
• Many Microsoft partners’ business models focus on selling consultancy and Pro Services • Selling & deploying real-time voice & video applications
demands new skillsets
• Lync is the first MS platform that depends on a number of third party elements for successful deployments• Current supply chains for Lync devices & appliances are
disparate and fragmented
• Partners struggle to put all the pieces together and make money
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How Westcon will accelerate and simplify Lync business
• Westcon will help Microsoft partners bridge ‘the gap’ between their current competencies, segment knowledge & supplier relationships• Leverage Westcon's 25+ year heritage of selling best-of-breed voice,
UC, data networking and security solutions
• Make Lync business easier for integrators & customers• Leverage Westcon’s extensive Lync vendor eco-system
• Simplify supply lines and act as a ‘one stop shop’ for product, marketing, training and support services
• Create a unified and efficient supply chain for Lync eco-system devices and appliances
• Accelerated POC deployments
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Westcon Lync “Eco-system”
The BROADEST Lync Eco-System Portfolio available
ANYWHEREin Distribution
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Lync UC Partners
Video Endpoints· Polycom
Conferencing Endpoints· Polycom
Survivable Branch Appliance· AudioCodes
· NET
Headsets· Jabra
· Plantronics
Audio Endpoints· Polycom
· snom
Session Border Controller& Multi-Service Gateways· Acme Packet
· AudioCodes
· NET
Security Appliances· Acme Packet
· NET
Server Acceleration & Load Balancing· Radware
· F5
Applications· Altigen – MaxMobile Mobility clients
· Advatel – Real Time Call Waiting
Lync 2010 Server Appliance· Active Communications
Training· The SIP School – SIP Fundamentals training
www.thesipschool.com
· Global Knowledge – Microsoft Lync UC Certification
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• Westcon appointed as EMEA VAD for Lync In-A-Box Catalogue
• Gold UC Certification pending, training accreditation programme agreed
• Support and endorsement within Microsoft and with Lync eco-system vendors
• Additional opportunity for PSLP services – available Q3 2012
• Building CEE, MEA capabilities
Microsoft Collaboration
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Westcon Value Mix
Sales• Dedicated Account Management• On-boarding programs• Pre-Sales Support & Solution Design
Marketing• Specialist Tools & Programs aligned to
channel needs• Reseller Marketing Portal• Interactive Digital Marketing
Training / Enablement• Westcon Academy• The SIP School
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In Summary
• Why ‘Lync in a box’ from Westcon• Broadest UC eco-system portfolio in distribution• Broadest VAR & SI customer base = ‘Collaborative Communities’ =
greater propensity for success
• Single source for purchase of Lync compatible hardware & devices• Trained sales people selling and configuring Lync compatible solutions• Certified Pre-sales provide Level 2 support on video & audio endpoints,
gateways & SBCs
• Over $5m stock of headsets, video & audio endpoints, headsets,
gateways & SBCs available for next day delivery across Europe
• Westcon – your UC ‘trusted advisor’• Global scale; European coverage; local relationships
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Next steps
Contact our UC specialist sales team• [email protected]
Visit www.westcon.com/go/lync• Selling Tools > Tell me About Guides
• Download Digital Collaterals
• Lync- vendor eco-system information
Follow us @Westcon UC
For follow up information on this presentation including slides visit: www.westcon.com/go/msacademy
Or contact your Westcon Account Manager