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Comptel Lync Hosting - Joseph Williams
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Comptel Lync Hosting - Joseph Williams


Joseph\'s presentation at CompTel 2012 on Lync for cloud service providers

Joseph\'s presentation at CompTel 2012 on Lync for cloud service providers

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  • 1. 2
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  • 3. Minutes are Moving to Megabytes $0.33T to $0.42T ($) Trillion $0.25T to $0.54T $0.37T to $0.28T $0.64T to $0.61T WW Telecom Services Revenue (Gartner*)* Gartner, ID#: G00212485 , Market Trends: Global Telecommunications Market Take, Worldwide, 1Q11, May 2011 4
  • 4. Who are the Service Provider’s UC customers?How are partners building UC business? • All partners are at a point where they are looking at building a UC business line. • Some are creating a standalone UC business. • Several of operators had made recent acquisitions of SI and cloud assets to build capacity.
  • 5. Business Models for a Lync HosterPartner customer base will require various deployment models. Minimum offers for a Hoster Customer Profile Enterprise & Medium Business Small & Medium Business Customer’s Single Tenant Multi-Tenant Office 365 Premise Cloud Cloud CustomerDeployment Model Unified “PBX Replacement” “PBX Replacement” Lync to Phone Communications Service Provider Service Provider Service Provider Syndication As Systems As Private Cloud As Public Cloud Reseller Integrator 6
  • 6. SMB Market (1-250 Seats – “Multitenant” Lync) Recurring license revenue (SPLA or O365) One-Time Revenue SI/ Deployment one-time revenue Assessment and Pilots Management recurring revenue (Outsourced IT) Design and Deployment High probability of bundling additional offers (One-stop Service shoppers) Hardware and Software Migration ServicesMid Market (250-1000 Seats – Single tenant Lync) Devices Recurring license revenue opportunity modest (SPLA or EA) SI/ Deployment one-time revenue Management recurring revenue (Managed services) Recurring Revenue Network revenue opportunity (SIP Trunking) Ongoing Hosting Revenue Value Add Service revenue Help Desk Support Audio Conferencing Video Conferencing Main /Enterprise Market (1000+Seats – Single tenant Lync) Support Recurring license revenue opportunity low due to License Network Services (DSL, Mobility MPLS, AVPN) SI/ Deployment one time revenue Managed Services Management recurring revenue (Managed services) SIP Trunking Network revenue opportunity – (MPLS, SIP Trunking) Value Add Service revenue
  • 7. Annual Revenue: $6.3MOne Time Revenue: $2.8M Margin PSS* Margin Pro @ $34.99 CallsServices /mo Charges UserTraining Equip Licenses
  • 8. Hosting Accelerator Option: The Lync Wholesaler
  • 9. HP 4110 snom 821 UC HP 4120 Edition Polycom CX3000 snom 300 Polycom CX500 Aastra 6721 iP Polycom CX600 Aastra 6725 iP USBAudio & VideoDevices Partners such as… 10
  • 10. • Level 3 CMO Anthony Christie:
  • 11. Service & Plan Enable Create Demand Sell Support Partner Solution Plans Technical and Specialist Sellers, Scorecard Metrics, BIF Funding Sales Readiness Business Premier Support Development Investment Program Managers Reference Architectures Voice Center of Excellence14
  • 12. What are you selling? How will you Compensation Integrated or sell it? structure? Make or Buy? Over-the-Top? $15
  • 13. Value White Control AddedIntegration Label Panel Component Network16
  • 14. Geography Name E Mail APAC James Ang Canada All Burdo CEE Stephanie Perrin France Laurent Termeau GCR Li Tang Germany Peter Gropper India Arijit Dutta Japan Sanae Imai LATAM Carina Ponce MEA Hana Habayeb UK James Chadwick US Brad Lundberg West. Europe Goran Andersson goran.andersson@microsoft.com17
  • 15. WW NA Joseph Williams Stephen Tong EMEA APAC Nicolas Pujadas Yue Tu yuetu@microsoft.comQuestions:LyncHosters@microsoft.com18