Welcome to…

Strategically Aligned

Todd Juchem

Microsoft Product Sales Manager

Westcon Group

Email: Todd.Juchem@westcon.com

Final v1

Agenda

■ Westcon Introduction and Overview

■ Microsoft’s Unified Communications market opportunity with guest speaker Charles Van Heusen – Partner Technology Specialist, Microsoft Corporation.

■ Microsoft Integration and Resources at Westcon

■ Wrap-Up and Call to Action

■ Q&A

■ Founded in 1985, worldwide award-winning distributor of networking, convergence, security, mobility and collaboration solutions

■ A $3 billion, multi-national company with operations in 19 countries on all continents, with 1,500+ employees

■ Serves customers in over 100 countries worldwide, with world-class logistics capabilities

■ Only distributor in the world authorized to carry products from all leading convergence manufacturers, including Cisco, Nortel, Avaya, Juniper and Polycom

■ Parent is Datatec: investment company in South Africa publicly listed on Johannesburg and London (AIM) markets

About Westcon Group

Reseller Sales Cycle

Westcon Group Support Model

■ Pre-Sales ■ Post-Sales

■ Implementation

Web Portals

■ Web Portals:

■ Structured Websites

■ Multivendor

■ Features consistent documentation across ALL solution sites

■ How to Sell

■ Multivendor Solution Guides

■ SolutionBase

■ Access to Tools

■ Web 2.0/Social Media tools

■ RSS, PodCasts

■ Common Infrastructure with all other solutions sites

■ Identical navigation to allow easy recruitment, navigation and learning

■ http://microsoft.westcon.com

Flexible Financing

■ Advanced financing options for a competitive edge:■ Leasing■ Floor planning■ Lockbox Direct■ Joint Purchase Order■ Credit Extension■ Assignment of Proceeds■ Letter of Credit■ Co-Processing■ Personal Guarantee■ E-Rate

Global Deployment

Single global interface for all orders for any country

Local transactions in key countries in the world

Expertise in global trade, customs and exile, and duties

Invoicing in different currencies to the local customer legal entities

Managing customer strategic stock levels around the world: US, Brazil, UK, Germany, Holland, Singapore, Australia

Project coordination expertise for global network role outs

Equipment staging and configuration services in Westcon Group logistic centers.

Automated order systems Global order tracking tools Global recognition of sale (in Country

POS, in Country Deviation)

■ Flexible engagement model to extend reach of manufacturers and customers

Customer Order

Global Order Team

Welcome to…

Strategically Aligned

Charles Van Heusen, Partner Technology Advisor

Microsoft Corporation

Final v1

The New World of WorkThe New World of Work BringingBringing Together People and Information with Software Together People and Information with Software

How can I prioritize and react to the sheer volume of How can I prioritize and react to the sheer volume of communications and be more productive?communications and be more productive?

Communication Overload Communication Overload

How can I get a global organization to act in concert How can I get a global organization to act in concert across boundaries?across boundaries?

Global/Distributed Customers, Partners and TeamsGlobal/Distributed Customers, Partners and Teams

How can I integrate my communications and PC How can I integrate my communications and PC networking infrastructures?networking infrastructures?

Disparate, Complex NetworksDisparate, Complex Networks

How can I leverage existing enterprise infrastructure and How can I leverage existing enterprise infrastructure and the Internet to lower communications costs?the Internet to lower communications costs?

High Cost of CommunicationsHigh Cost of Communications

Communications TodayEnvironment: Chaotic, Cost-conscious, fragmented, and demanding

Voice Mail

EnterpriseTelephony

Audio Conference

Web Conference

Video Conference

E-Mail &Instant Messaging

Separa

te M

anagem

ent

E-M

ail

&U

nifi

ed M

ess

agin

g

Inst

ant

Mess

agin

g

Ente

rpri

seTele

phony

Confe

renci

ng

Platform

Unified Experience

Com

mon M

anagem

ent

Vertically integrated communication silosInefficient communicationsCommunications overload

Parallel infrastructures

Horizontally integrated common platformStandards-based distributed architecture

Accessibility in the entire networkOne common database

Overall CostsDown

Communications ShiftBringing people and information together with software

Unified CommunicationsIncreased productivity through communications convergence

InstantMessaging

Application

Integration

Team Workspace

s

Across Networks

Across Device

s

E-Mail/Calendaring

Conferencing VoIP

Identity & PresenceIdentity & Presence

Click to Communicate within Click to Communicate within ApplicationsApplications

Find the right person at the right time with Find the right person at the right time with “Presence” “Presence”

Transition seamlessly between email, IM, Transition seamlessly between email, IM, voice, and video conversations voice, and video conversations

Deliver email/voicemail/fax into a single inbox Deliver email/voicemail/fax into a single inbox with unified messagingwith unified messaging

Extend LOB applications with integrated Extend LOB applications with integrated presence presence

““Anywhere access” from Mobile Anywhere access” from Mobile DevicesDevices

Use a familiar Outlook experience on mobile Use a familiar Outlook experience on mobile devices (Exchange ActiveSync, OWA, OVA)devices (Exchange ActiveSync, OWA, OVA)

Provide “VPN-less” access to e-mail, IM and Provide “VPN-less” access to e-mail, IM and SharePoInt SharePoInt

Enhance Collaboration with Enhance Collaboration with ConferencingConferencing

Collaborate with audio/video/web conferencing from within Office

Bring together geographically dispersed teams

Streamline Communications Simplifying communications for people and organizations

Increase Operational EfficiencyCutting costs and simplifying administration for IT

Reduce Infrastructure Costs Reduce Infrastructure Costs

Build on top of existing infrastructureBuild on top of existing infrastructure

Eliminate parallel investments in PC and Eliminate parallel investments in PC and telephony technologiestelephony technologies

Consolidate and replace 3Consolidate and replace 3rd-rd-party solutions party solutions for security, compliance and UMfor security, compliance and UM

Use 64-bit technology for storage savings Use 64-bit technology for storage savings and simplify deployment with flexible and simplify deployment with flexible server rolesserver roles

Complement on-premise software with Complement on-premise software with hosted serviceshosted services

Improve Administrator ProductivityImprove Administrator Productivity

Use Single identity for easier Use Single identity for easier administrationadministration

Deploy easier with modular, flexible set upDeploy easier with modular, flexible set up

Centralize management and controlCentralize management and control

Administer using powerful scripting Administer using powerful scripting interfacesinterfaces

Provide Built-in ProtectionSecurity, Compliance and High Availability

Protect Against Viruses, Spam, and Other Protect Against Viruses, Spam, and Other MalwareMalware

Use built-in anti-spam, anti-virus and anti-phishing tools

Ensure up-to-date protection with automatic updates

Rely on hosted services for ‘in the cloud’ security

Address Compliance, Governance and Legal Address Compliance, Governance and Legal DiscoveryDiscovery

Manage folders, permissions and transport rules

Search across multiple mailboxes for efficient discovery

Rely on hosted archiving for in-the-cloud retention

Encrypt communications for security and privacy in transit (SRTP, TLS, SIP)

Provide Enterprise-class High AvailabilityProvide Enterprise-class High Availability

Ensure high availability server architecture (local and cluster continuous replication)

Provide backup and recovery features and services for business continuity

Build a Future-Ready FoundationA flexible software platform for your changing business needs

Extend Existing Desktop Applications and IT InfrastructureExtend Existing Desktop Applications and IT Infrastructure

Build on Active Directory to “light up” Office and SharePoint with presenceBuild on Active Directory to “light up” Office and SharePoint with presence

Add unified messaging to deliver a single inbox for email, voicemail and faxAdd unified messaging to deliver a single inbox for email, voicemail and fax

Communications-enable Line-of-Business applications (CRM, ERP, etc.)Communications-enable Line-of-Business applications (CRM, ERP, etc.)

Enhance PBX Investments with Software-Powered VoIPEnhance PBX Investments with Software-Powered VoIP

Integrate with existing TDM and IP-PBX telephony systemsIntegrate with existing TDM and IP-PBX telephony systems

Deliver high-quality VoIP through Deliver high-quality VoIP through a software infrastructurea software infrastructure

Extensible Platform Extensible Platform

Provide a flexible, standards-based Provide a flexible, standards-based development foundation for partnersdevelopment foundation for partners

Ensure diverse array of complementary Ensure diverse array of complementary devicesdevices

PBX / IP-PBX

PBX / IP-PBX OCS/

ExchangeOffice System

OCS/Exchange

Office System

Active DirectoryActive Directory

Basic Standardized Rationalized Dynamic

Map Your Infrastructure JourneySimplify working together with Unified Communications

E-Mail/E-Mail/Calendaring Calendaring From basic web-based e-mail to secure “anywhere access”

IM and IM and PresencePresence

From free public IM to presence information integrated into applications across the supply chain

VoicVoicee From traditional PBX Phones to Software-Powered VoIP

ConferencingConferencingFrom sporadic web conferencing to enterprise-class, multimedia conferencing

Voice (Unified Messaging, Enhanced VoIP)

UC Product Stack Building a Foundation

Conferencing

UC Market Size – 2010 (MM)

$45.4B Total$45.4B Total

Massive move from TDM to IPMassive move from TDM to IP

Approaching e-mail Approaching e-mail penetration and criticalitypenetration and criticality

Mobile workers demand productivityMobile workers demand productivity

E-mail is mission criticalE-mail is mission critical

On-premise conferencing compellingOn-premise conferencing compelling

UM

$$750750 VoiceVoice

$21,700 $21,700

MessagingMessaging

$14,300 $14,300

EIM

$830 $830

ConferencingConferencing

$7,800 $7,800

Upgrade Exchange Server Installed BaseUpgrade Exchange Server Installed Base

Deploy Enterprise Instant MessagingDeploy Enterprise Instant Messaging

Deploy Presence-Enabled CommunicationsDeploy Presence-Enabled Communications

Deploy 64-bit Servers Deploy 64-bit Servers

Deploy Windows ServerDeploy Windows Server

Update Active DirectoryUpdate Active Directory

Deploy Unified MessagingDeploy Unified Messaging

Integrate Desktop VoIPIntegrate Desktop VoIP

Deploy Multimedia ConferencingDeploy Multimedia Conferencing

Mobility, Collaboration, Workflow, Vertical SolutionsMobility, Collaboration, Workflow, Vertical Solutions

Compliance, Security InfrastructureCompliance, Security Infrastructure

Support Services, Managed ServicesSupport Services, Managed Services

UC Partner Services Opportunities

Ready the Ready the InfrastructureInfrastructure

Upgrade theUpgrade theCommunication Communication

BaseBase

Integrate Integrate VoiceVoice

DriveDriveEnhancedEnhanced

ValueValue

UC Infrastructure UC Infrastructure Value-Added Opps.Value-Added Opps.

Service EngagementsService Engagements

# of Seats# of Seats

Infrastructure ReadinessInfrastructure ReadinessServer UpgradesServer UpgradesWindows ServerWindows ServerActive DirectoryActive Directory

Enterprise MessagingEnterprise MessagingEnterprise emailEnterprise emailEnterprise PresenceEnterprise PresenceIM SolutionsIM Solutions

Voice IntegrationVoice IntegrationUnified MessagingUnified MessagingEnterprise VoIPEnterprise VoIPMultimedia ConferencingMultimedia Conferencing

TotalTotal

FTE – WeeksFTE – WeeksFTE – HoursFTE – Hours

Avg. PerSeat

Mid Mid MarketMarket

Small Enterprise

Large Large EnterpriseEnterprise

Enhanced ServicesMobile SolutionsMobile SolutionsCollaborationCollaborationLine of Business WorkflowLine of Business WorkflowVertical Market SolutionsVertical Market SolutionsCompliance InfrastructureCompliance InfrastructureSecurity for Communications Security for Communications Support ServicesSupport ServicesTraining ServicesTraining ServicesManaged ServicesManaged Services

1

$23.33

$45.80

$56.60

$125.73

500500 1,500 5,0005,000

$15,000$15,000

$30,000$30,000

$35,000$35,000

$80,000$80,000

1515600600

$27,000

$54,000

$66,000

$147,000

251,00

0

$110,000$110,000

$207,000$207,000

$279,000$279,000

$596,000$596,000

66662,6402,640

UC Services Partner Opportunities

CollaborationCollaboration

Post-Post-DeploymentDeployment

ServicesServices

Archiving andArchiving andComplianceCompliance

Unified Communications Provides Enhanced Services Opportunities

• Architect/Deploy Presence and IM integrated with business processes and line of business applications

• Specialize in industry-specific communications solutions

Architect/Deploy corporate compliance Architect/Deploy corporate compliance and legal discovery solutionsand legal discovery solutionsDeploy storage and archiving solutionsDeploy storage and archiving solutions

“By 2010 80% of enterprises will have integrated communications such as voice and messaging into some of their applications or processes.”

Gartner, 2006

Offer end-user training and tier-one technical supportOffer end-user training and tier-one technical supportExpand IT Infrastructure practice with Expand IT Infrastructure practice with UC infrastructure managementUC infrastructure management

“24% of organizations have had employee e-mail subpoenaed by courts and regulators, and another 15% of companies have gone to court to battle lawsuits triggered by employee e-mail.”

AMA and The ePolicy InstituteWorkplace E-Mail, Instant Messaging, and Blogging Survey, 2006

“By 2010, 40% of companies will have completed the convergence of their entire voice and data networks onto a single network and more than 95% of large and midsize companies will have started the process.” Gartner, February 2005

Positions 2005: Voice and Data Will Converge Onto a Single Network via IP Telephony and Voice Over IP

Next StepsNext Steps

Three Phases to Rolling Out Unified Communications

Lower travel and audio conferencing costs while increasing collaboration

Broadly deploy audio, web, and video

conferencing while removing reservation-less audio costs next

Provide a lower cost and more flexible telephony infrastructure for a better

user experience

Deploy software-powered VoIP for mobile,

teleworkers and new employees

Reduce interruptions and help your employees

find and click to communicate with the

right people, right away

Light up Microsoft Office investments by broadly deploying presence and

instant messaging

Evaluate Communications Investments Holistically Messaging, Telephony, IM, Video/Web

conferencing Single identity and managed directory Put the person at the center of focus

Evaluate The Microsoft Platform Free hosted demo – try complete end-user

experience from mobile to Web to Outlook 2007 https://signmeup.exchange2007demo.com

Free pre-installed Exchange Server virtual machines http://www.microsoft.com/vhd

Free full trial Exchange Server download http://www.microsoft.com/technet/prodtechnol/eval/exchange/default.mspx

Pilot Office Communications Server 2007 and Office Communicator 2007 in your labs http://www.microsoft.com/communicationsserver/en/us/try-it.aspx

To learn more, go to

http://www.microsoft.com/uc

Westcon Resources

■ Pre-Sales Technical Support

■ Implementation Services

■ Licensing Specialists

■ Microsoft Sales Team

■ Services Website microsoft.westcon.com

■ (800) 511-7237 MSFT TEAM

■ 1 – Pre Sales Technical Support

■ 2 – Licensing Quotes

■ 3 – General MSFT questions (Program Info, Order Status, etc…)

■ 4 – Sales Support

Wrap – Up and Call to Action

1. Register to become a Microsoft Partner partner.microsoft.com

2. Consider earning a Microsoft Certified competency• Unified Communications• Advanced Infrastructure• Information Worker, etc…

3. Resellers who attend all three Tele Tracks will receive a $100 credit from Westcon on their first Microsoft order – sign up today for all three to qualify for the discount

• June 23rd, 2009 2:00 PM EST Westcon Services• June 30th, 2009 2:00 PM EST Incentives, Offers and Resources

4. Review Westcon’s Microsoft Services Website microsoft.westcon.com

Thank you

Westcon Group is the world’s leading specialty distributor of networking, convergence, security, mobility and collaboration solutions.

Let us help you be more competitive and successful…

Thank you!

Todd Juchem – todd.juchem@westcon.com

Charles Van Heusen – charlesv@microsoft.com