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33 3 Plan Enable Go To Market Hosted Lync Cost Analysis tool Sales Readiness Reference topologies Lync Hosting Partner Playbook Lync Hosting Partner Deck You are here Technical Readiness Strategies Conduct a Customer Trial Plan a Customer Deployment Deliver a Customer Proposal Create Demand

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44 Hosted Lync, new Growing Revenue Opportunity Working together Go To Market Resources Customers are Driving Towards UC New World of Work MSFTs UC Vision Why Lync is the solution

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66 PEOPLE THE MINDSET OF THE END USER CUSTOMER IMPLICATION THE OPPORTUNITY IT/CLOUD THE ENABLER

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88 Minutes are Moving to Megabytes ($) Trillion $0.33T to $0.42T $0.25T to $0.54T $0.37T to $0.28T $0.64T to $0.61T WW Telecom Services Revenue (Gartner*)

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99 Because they need to enhance profitability and business impact and offer new services/capabilities Decrease Costs Reduce Travel Expenses 4 Save 5%-30% Reduce Audio Conferencing Charges 4 Save 30%-95% Reduce Telephony Charges 4 Save 50%-70% Improve End-User Productivity Up to 30 min/day Shorten Sales Cycle Up to 20% Resolve Customer Issues Faster Up to 50% 4 savings amounts based on actual customers. www.microsoft.com/casestudies Improve business outcomes

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11 Why Lync is the solution

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12 CONNECTED EXPERIENCES collaborate in new ways LYNC ACROSS DEVICES familiar and consistent WORK FROM ANYWHERE through converged communications Instant Messaging and Presence Enterprise Voice Audio, Video, Web Conferencing SIMPLER TO MANAGE through single system CLOUD FLEXIBILTY your blueprint, your timeline

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14 Your Customers use Gartner to frame their approach to UC Gartner UC magic quadrant, 2011

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15 Over 200 2,000+ seat telephony deployments 250% growth in managed voice deployments 200% growth in sales of Lync- certified devices List of PBX-less customers growing LA Fitness, Sprint, Swisscom Over 200 2,000+ seat telephony deployments 61% growth in number of Lync Hosters 822% growth in Hosted Lync Voice

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16 Situation Swisscom wanted to diversify its offerings by launching a managed communications and collaboration service for its large business customers. Solution Swisscom implemented a managed communications and collaboration service based on Microsoft Lync Server 2010, SharePoint Server 2010, and Exchange Server 2010. Benefits Leadership Through Service Diversification Revenue Opportunities: 3x per user per month Fast Payback: 18-36 months International Market Expansion

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18 Mike Browne, Sprint We expect to be saving across the board with the UC suite in the neighborhood of $9M - $10M a year just in our enterprise costs. Mike Browne, Sprint

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19 o E-mail, instant messaging, presence and conferencing: 166,000 users o Voice: 80,000 users o Unified Messaging: 90,000 users Microsoft IT used the Forresters business value framework to measure overall impact of UC deployment at Microsoft: Reduced Costs Reduced Audio Conf Costs95% reduction ($8 million) Reduced IT Infrastructure Costs $22 reduction/office move ($1 million) Reduced Travel Costs 10% reduction in trips/employee ($92 million) As of Nov 2010 | Read moreRead more Improved Business Outcomes Improved User Productivity 28 min saved/day/employee ($86 million) Shorten Sales Cycle 6.5% increase in proposals ($11 million) Reduced Carbon Emission 100 million miles in avoided air travel (17,000 metric tons)

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20 Lync is a must have, and not delivering can be a risk Lync makes the link between VoIP and the new IT services for Communications Service Providers Enhance existing business and bring new value- add opportunities

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New Growing Revenue Opportunity

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23 1 Standard / Enterprise Single Tenant Private Cloud PBX Replacement EA License Mobility or SPLA Lync Server 1 Medium Business & Enterprise Multi-Tenant Public Cloud Unified Communications SPLA Lync Hosting Pack v1 Small Business 2 Hybrid Model: Exchange through Lync Online (Office365) and Hosted Lync through Lync Server 2010 (Single Tenant Private Cloud) PBX Replacement Customers Premise EA/VL Medium Business & Enterprise Lync Server 1 Everyone Reseller/Advisor Lync Online Office 365 Unified Communications Deployment Model Options 2 Target Customer Licensing vehicle Lync version

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24 Email (Exchange) + Instant Messaging (Lync Standard) + Web conferencing (Lync Enterprise) + Voice (Lync Enterprise Plus) + Communications Enabled Business Processes (3 rd party ISV) ARPU + Collaboration (Sharepoint) $5 $35

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25 Recurring Revenue One-Time Revenue Upsell

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28 Get from day one the full hosted Lync voice service including infrastructure and provisioning on Opex per user per month Outsource the technical and pre sales complexity while focusing on your core competencies and customer base Typically expect a three months lead time to launch and deploy the service which is significantly less than the time it takes to build Support Leverage the technical and GTM expertise of the white label partner to help you sell UC Voice (sales readiness, bid support etc) in addition to Microsoft support

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29 Integration White LabelNetwork Value Added Component Control Panel

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30 SI Partner: Up front expense License Reseller Partner (LAR) Hosting Partner: Monthly user fee Hosting Partner Hosting Partner: Monthly user fee License Reseller Partner (LAR)

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Go To Market

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32 Conduct a Customer Trial Deliver a Customer Proposal Plan a Deploymen t Create Demand Lync Telesales Guide Customer activation email Customer facing deck Lync features and benefits Partner hardware catalog Licensing Guide Proof of Concept (PoC) Guide Lync brand guidelines Video clips Sales & Marketing Resources Reference topologies White label benefits Estimator tool Pricing guidance Supporting Resources Deployment Guide Videos podcasts

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34 Provisioning Technical Validation of Offer(s) Business Model Go To Market Strategy Support

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GeographyNameE Mail APACJames Ang jamesang@microsoft.com CanadaAlla Burdo alburdo@microsoft.com CEEStephanie Perrin stephanp@microsoft.com FranceLaurent Termeau laurterm@microsoft.com GCRLi Tang Tang.Li@microsoft.com Germany Peter Gropper petergr@microsoft.com IndiaArijit Dutta ardutta@microsoft.com JapanSanae Imai sanaei@microsoft.com LATAMCarina Ponce acponce@microsoft.com MEAKarim Kaalawi karimk@microsoft.com UKMark Lawton marlaw@microsoft.com USBrad Lundberg bradlund@microsoft.com West. EuropeGoran Andersson goran.andersson@microsoft.com

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WW Joseph Williams josephwi@microsoft.com EMEA Nicolas Pujadas npujadas@microsoft.com Gary Orrigan gorrigan@microsoft.com NA Stephen Tong stong@microsoft.com Email LyncHosters@ microsoft.com

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