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
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.
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
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
Annual Revenue: $6.3MOne Time Revenue: $2.8M Margin PSS* Margin Pro @ $34.99 CallsServices /mo Charges UserTraining Equip Licenses
Hosting Accelerator Option: The Lync Wholesaler
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
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
What are you selling? How will you Compensation Integrated or sell it? structure? Make or Buy? Over-the-Top? $15
Value White Control AddedIntegration Label Panel Component Network16
Geography Name E Mail APAC James Ang firstname.lastname@example.org Canada All Burdo email@example.com CEE Stephanie Perrin firstname.lastname@example.org France Laurent Termeau email@example.com GCR Li Tang Tang.Li@microsoft.com Germany Peter Gropper firstname.lastname@example.org India Arijit Dutta email@example.com Japan Sanae Imai firstname.lastname@example.org LATAM Carina Ponce email@example.com MEA Hana Habayeb firstname.lastname@example.org UK James Chadwick email@example.com US Brad Lundberg firstname.lastname@example.org West. Europe Goran Andersson email@example.com
WW NA Joseph Williams Stephen Tong firstname.lastname@example.org email@example.com EMEA APAC Nicolas Pujadas Yue Tu firstname.lastname@example.org email@example.comQuestions:LyncHosters@microsoft.com18
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