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

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4. 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
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5. 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.

6. Business Models for a Lync Hoster
Partner 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
Customer
Deployment
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
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7. 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 Services
Mid 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

8. Annual Revenue: $6.3M
One Time Revenue: $2.8M
Margin
PSS*
Margin
Pro @ $34.99 Calls
Services /mo Charges
User
Training Equip
Licenses

9. Hosting Accelerator Option: The Lync Wholesaler

10. HP 4110 snom 821 UC HP 4120
Edition
Polycom CX3000
snom 300
Polycom CX500 Aastra 6721 iP Polycom CX600 Aastra 6725 iP
USB
Audio
&
Video
Devices
Partners such as…
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12. • Level 3 CMO Anthony Christie:

14. 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
Excellence
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15. What are you selling?
How will you Compensation Integrated or
sell it? structure? Make or Buy? Over-the-Top?
$
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16. Value
White Control Added
Integration Label Panel Component Network
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17. Geography Name E Mail
APAC James Ang jamesang@microsoft.com
Canada All Burdo alburdo@microsoft.com
CEE Stephanie Perrin stephanp@microsoft.com
France Laurent Termeau laurterm@microsoft.com
GCR Li Tang Tang.Li@microsoft.com
Germany Peter Gropper petergr@microsoft.com
India Arijit Dutta ardutta@microsoft.com
Japan Sanae Imai sanaei@microsoft.com
LATAM Carina Ponce acponce@microsoft.com
MEA Hana Habayeb hana.habayeb@microsoft.com
UK James Chadwick jachad@microsoft.com
US Brad Lundberg bradlund@microsoft.com
West. Europe Goran Andersson goran.andersson@microsoft.com
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18. WW NA
Joseph Williams Stephen Tong
josephwi@microsoft.com stong@microsoft.com
EMEA APAC
Nicolas Pujadas Yue Tu
npujadas@microsoft.com yuetu@microsoft.com
Questions:
LyncHosters@microsoft.com
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