Westcon & Microsoft - Making Lync Simpler

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  • This is a high level overview with key facts about Westcon Group. KEY POINT: Westcon Group is approaching $4B in annual revenues.KEY POINT: We have an aggressive growth strategy that supplements our core business growth.Presenter note: Feel free to add additional “facts” that are relevant to the situation/presentation.
  • Westcon & Microsoft - Making Lync Simpler

    1. 1. Westcon & MicrosoftMaking Lync SimplerGuy Koster, Director European Product Marketing & ManagementWestcon Convergence Europe
    2. 2. 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• Questions2
    3. 3. ObjectiveTo collaborate with Microsoft and their partner community inorder to derive maximum benefit from the Microsoft Lyncmarket opportunities by establishing effective & simplifiedsupply chain models and ‘trusted advisor’ relationships.We will do this by leveraging Westcon’s ‘solutions-selling’heritage, deep segment expertise and extensive roster ofcomplementary Lync UC ‘eco-system’ vendors toaccelerate time-to-money – effectively making Lync ‘simple’.3
    4. 4. Who are Westcon?Westcon Group is a value added (100% indirect), distributorof category-leading unifiedcommunications, infrastructure, data center and securitysolutions with a global network of specialty resellers.Our teams create unique programs and provide exceptionalfinancial and technical support to accelerate the business ofour partners.www.westcon.com
    5. 5. Our Company• 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 globally5
    6. 6. 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 money6
    7. 7. How Westcon will accelerate and simplifyLync business• Westcon will help Microsoft partners bridge ‘the gap’ between their current competencies, segment knowledge & supplier relationships • Leverage Westcons 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 deployments7
    8. 8. Westcon Lync “Eco-system” The BROADEST Lync Eco- System Portfolio available ANYWHERE in Distribution8
    9. 9. Lync UC Partners Lync 2010 Server Appliance Active Communications Headsets Video Endpoints Session Border Controller Jabra Polycom & Multi-Service Gateways Plantronics Conferencing Endpoints Acme Packet Audio Endpoints AudioCodes Polycom NET Polycom Survivable Branch snom Appliance Security Appliances AudioCodes Acme Packet NET NET Server Acceleration & Load Balancing Radware F5 Applications Altigen – MaxMobile Mobility clients Training Advatel – Real Time Call Waiting The SIP School – SIP Fundamentals training www.thesipschool.com Global Knowledge – Microsoft Lync UC Certification9
    10. 10. Microsoft Collaboration• 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 10
    11. 11. Westcon Value MixSales • Dedicated Account Management • On-boarding programs • Pre-Sales Support & Solution DesignMarketing • Specialist Tools & Programs aligned to channel needs • Reseller Marketing Portal • Interactive Digital MarketingTraining / Enablement • Westcon Academy • The SIP School11
    12. 12. 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 relationships12
    13. 13. Next stepsContact our UC specialist sales team • lync_sales_help@westcon.comVisit www.westcon.com/go/lync • Selling Tools > Tell me About Guides • Download Digital Collaterals • Lync- vendor eco-system informationFollow us @Westcon UCFor follow up information on this presentation includingslides visit: www.westcon.com/go/msacademyOr contact your Westcon Account Manager13

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