Lync Right Start Kit

Lync Right Start KitLync Right Start Overview

OpportunityChallengeThe Lync Right Start KitWhen selling a Lync Solution, there is opportunity to help the customer along their journey from legacy technology to the market leading Unified Communications solution. The Lync Right Start Kit includes a rich set of guides, presentations, and references to support key activities including:

Defining the value of UC for an organizationdesigning supportable Lync topologyevaluating a networks UC readinessdeploying and adopting LyncUnderstanding the customer journey and their questions is core to helping enterprises evaluate and adopt UC. The challenges in a solution sale include navigating: UC business case developmentPre-deployment design and analysisDeployment and adoption planning

How to use the Right Start Kit Target your discussionsExecutive SponsorBusiness Decision Maker Network/Telephony InfluencerSourcing/ProcurementIT Project ManagersRecognize the road blocksPrimary QuestionCommon questionsCustomers challengeNavigate the discussionPrimary ToolsSupporting ToolsDrive successful outcomesUnderstand your roleListenerAdvisorSolution Provider

2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.8/20/20133

Before you get started with a customer, here are key planning activities that will set you up for success Review an account strategy jointly with a Microsoft account rep and end-to-end support partner`Know the competition and incumbent providers, and engage compete resources earlyIdentify and engage an executive sponsor at customerUnderstand the customers license position and software assurance benefits (new, renewal or grandfathered)Conduct due diligence to uncover technical challenges and dependencies

Viable Business Case & Executive SponsorSnapshot of the Deployment & Adoption Journey Business Value Assessment Tool & UC Strategy WorkshopLync Product Guide & Lync DemoTechnology Briefing GuideLync 2013 RFP GuideLync 2013 Networking Guide & Operations Guide How do I define business value of Unified Communications?1Why Lync?2Is Lync Enterprise Ready?3Can MSFT Answer my RFP?4How do I get my infrastructure ready for Lync? 5Technical Discussion Maker Sponsorship Lync Network Assessment & Production Pilot Submission of Lync/UC RFPDeployment Readiness Report & Kick off Production deployment Blocker

Primary ToolsLync Rollout and Adoption Success KitSuccessful Deployment & AdoptionAre my employees ready for Lync?6Outcome

1. How do I define business value of UC?Common Customer QuestionsHelp me understand the value of UC.I have PBX and other contractual sunk costs.Will My OPEX increase with a UC solution?My business is not asking for UC.ChallengeAt this stage a customer maybe unaware or unclear of how UC can help their organization. They are developing new business strategies and defining ROI goals however the value proposition for UC is vague or undefined. Alternatively, the customer may have components of UC with various vendors and have developed a limited or skewed definition of UC.

Your RoleHelp the customer define a UC strategy and develop a viable business case

Target AudienceExecutive Sponsor Business Decision MakerDevelop a Business Case for UCSecure Executive SponsorshipGain Business Decision Maker supportOutcome1. How do I define business value of UC?

Tools

Show me how UC brings the organization ROI. Business Primary ToolBusiness Value AssessmentSupporting Tools UC Strategy WorkshopCase Studies & Customer ReferencesIndustry Reports and TrendsAccount Plan develop with Microsoft

2. Why Lync?Common Customer Questions What are the user cases and scenarios?How is Lync managed?I heard you need multiple vendors (devices, gateways, applications)

ChallengeAt this stage the customer is unaware of the capabilities and value proposition of Lync. They have a need and strategy for UC, yet there are baseline questions on if Lync can address both the organizational and IT requirements.

Your Role: Demonstrate a customers strategy for UC can be achieved with Lyncs unique value proposition: a single client and management platform

Target AudienceExecutive Sponsor Business Decision Maker

Secure Executive Sponsor Gain Business Decision Maker supportGain the technical decision makers supportDeliver a Lync 2013 demo and Architectural Design sessionTest a Lync Server 2013 with proof of concept or Office 365 trail 2. Why Lync?Primary ToolLync Product GuideLync Technical Briefing GuideSupporting Tools Microsoft Technology Center (MTC) & O365 TrialsLync 2013 Reference Topologies

The team needs to be convinced of IT benefits. Technical Decision Maker The Microsoft Approach to UC Lync 2013 Objection Handling*Case Studies and other referencesCustomer Immersion Experience (CIE)Lync Workload Presentations * Requires Gold Competency OutcomeTools 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.8/20/20139

3. Is Lync Enterprise Ready? Common Customer QuestionsCan Lync co-exist with my voice or video infrastructure?Can Lync handle high availability and resiliency?How do I think about my IP Network (i.e. CAC/QoS/firewall)?Whats Lync Mobility and Wireless Support?How would we manage and monitor Lync?Is Lync Secure?

ChallengeAt this stage the technical decision makers have specific and in-depth questions on Lyncs design, implementation and management. As they transition from legacy telephony, they require a deeper level of confidence before making a final decision and starting a Lync Deployment.

Your RoleIdentify and address common customer concerns to open the door to large scale deployments.

Target AudienceTelephony and Network Influencers

Gain technical decision maker supportDeliver Lync Server 2013 Architectural Design session or Solution Alignment WorkshopDeploy a production pilot3. Is Lync Enterprise Ready? Primary ToolLync Product Guide & TechNetLync Technical Briefing GuideSupporting Tools Lync 2013 Reference TopologiesThe Microsoft Approach to UC

Show us how Lync will work. technical decision makerLync 2013 Objection HandlingLync 2013 Alignment QuestionnaireLync Rollout and Adoption Success KitCase Studies and other referencesMicrosoft Technology Center (MTC) & O365 TrialsTechEd, Lync Conference, TechReady* Sessions * Available for Microsoft EmployeesOutcomeTools 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.8/20/201311

4. Does Lync address the RFP?Common Customer QuestionsI have a Telephony Only RFP, whats Lyncs Solution?How do you address a specific unsupported features?My requirements are complex, undefined, or not clear yet, can Lync help?

ChallengeAt this stage a customer may issue an RFP as a result of the complexity of a UC deployment or procurement policies require one. They may also need a creative and an innovative approach to their business strategy, and want official responses from several vendors.

Your RoleDeliver a Unified Communications RFP with the right solution elements represented.

Target AudienceSourcing/Procurement Telephony/Network Project Manager

Successful submission of RFP4. Does Lync address the RFP?Primary ToolLync 2013 RFP Guide and Q&A listSupporting Tools Solicited proposal with Microsoft*Bid estimator *

My organization requires a competitive RFP. business decision maker/procurementLync Product Guide* Requires Microsoft engagementOutcomeTools

5. How do I get my infrastructure ready for Lync? Common Customer QuestionsHow do I get my network and environment ready? How should I document the business and technical requirements?What are the operational tasks in management and staffing?We have internal and regulatory compliance.

ChallengeAt this stage, Lync is the chosen solution, however the networking/infrastructure teams wants to understand how to plan accordingly and mitigate disruption to the infrastructure and end-users. The project has many dependencies and pre-planning activities and internal teams need guidance on how to prepare for success.

Your RoleReview best practice processes, tools, methodologies to ensure Lync has a successful deployment.

Target AudienceTelephony/Network Project Manager

Prepare a Lync Deployment Readiness reportDevelop a Lync rollout project planKick off of enterprise wide production deployment5. How do I get my infrastructure ready for Lync? Primary ToolsLync 2013 Networking GuideLync 2013 Operations GuideSupporting Tools Lync Network Readiness WorkshopLync 2013 Real-Time Communications over Wi-Fi

I want to avoid major disruptions. IT Project ManagerBandwidth CalculatorOffice 365 Fast TrackMicrosoft Technology CenterLync Rollout and Adoption Success Kit Success KitDeveloping an Effective Lync Readiness and Adoption Strategy (Online Course)OutcomeToolsAdd Notes: partners can leverage their own telephony and networking tools. 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.8/20/201315

6. How do I get my employees ready for Lync?Common Customer QuestionsWhat should I communicate to my users?Whats a training plan look like?How do I manage the organizational change? ChallengeAt this stage, a customer is ready to de-commission (or integrate) legacy systems to gain ROI. However end-users require minimal impact to their day-to-day functions and support resources need to be ready to communicate and respond to common end-user questions. The level of change and coordination is significant and IT has not yet defined the project plan.

Your RoleInfluence and empower customers to drive effective organizational & end-user readiness

Target Audience Telephony/Network Project Manager Business Decision MakerPrepare Lync rollout project planComplete an enterprise wide production deploymentDecommission redundant costs (i.e. devices, a/v, conferencing, PBX) 6. How do I get my employees ready for Lync?Primary ToolRollout and Adoption Success KitSupporting Tools Lync Adoption Workshop (for trainers/ facilitators)

The end users need to be ready for this change. IT Project ManagerDeveloping an Effective Lync Readiness and Adoption Strategy (Online Live Course)OutcomeToolsRight Start Kit Resource RecapTemplates (Reusable email/project plans/readiness materials)White papers (In-depth topic overviews)Discussion Guide (Technical discussion prep guides)Workshop Presentation & Agenda(Customizable to-customer presentations)Calculators & Assessments(Require Input)

Lync 2013 Business Value Assessment ToolRollout and Adoption Success KitBandwidth CalculatorLync 2013 Deployment Adoption Assessment ToolUC Strategy Workshop GuideLync Technical Briefing GuideThe Microsoft Approach to UCLync Network Readiness WorkshopLync Adoption WorkshopLync 2013 Objection HandlingLync 2013 Alignment QuestionnaireLync 2013 Reference TopologiesCase StudiesLync 2013 Networking GuideLync 2010 RFP Guide and Q&A listLync 2013 Product GuideLync 2013 Operations GuideLync 2013 Real-Time Communications over Wi-FiDeveloping an Effective Lync Readiness and Adoption Strategy (Online Course)Lync Deployment Readiness ReportTool typesToolClick a tool to downloadResource`LinkCalculators & Assessments(Require Input)Lync 2013 Business Value Assessment Toolhttp://aka.ms/LyncBVABandwidth Calculatorhttp://aka.ms/lyncbandLync 2013 Deployment Adoption Assessment ToolMarc Sanders?Workshop Presentation/Agenda(Customizable to-customer presentations)UC Strategy Workshop Guidehttp://aka.ms/UCSWLync Technical Briefing Guidehttp://aka.ms/LyncTechBriefThe Microsoft Approach to UChttp://aka.ms/ApproachUCLync Network Readiness Workshophttp://aka.ms/lyncnetwsLync Adoption Workshophttp://aka.ms/LyncLAWDiscussion Guide (technical discussion prep guides)Lync 2013 Objection HandlingAndrii?Lync 2013 Alignment Questionnairehttp://aka.ms/LyncAQWhite papers (in-depth topic overviews)Lync 2013 Reference Topologieshttp://aka.ms/LyncTopCase Studieshttp://aka.ms/LyncCaseStudiesLync 2013 Networking Guidehttp://aka.ms/lyncnetguideLync 2013 Real-Time Communications over Wi-Fihttp://aka.ms/LyncWiFiLync 2010 RFP Guide and Q&A listhttp://aka.ms/LyncRFPLync 2013 Product Guidehttp://aka.ms/LyncPGLync 2013 Operations GuideMarc Sanders?Templates (reusable email/project plans/readiness materials)Rollout and Adoption Success Kithttp://aka.ms/LyncRSKitLync Deployment Readiness ReportWithin RASK

2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.8/20/201318Additional ResourcesLync Deployment and Planning ServicesEnterprise Agreement customers have several Software assurance benefits to enable them to boast productivity in their organization. In the area of deployment, the Lync Deployment & Planning Services is an available benefit to help EA customers and partners kick start a deployment/planning of Lync 2013.

Customers can use LDPS to cover the cost of planning services to help them understand why and how to deploy Lync Server.

Learn more about LDPS on Microsoft.comLync Rollout and Adoption Success KitRecommended TrainingThe Lync Rollout and Adoption Success Kit (RASK) is designed to help you achieve rapid, sustained adoption of Lync 2013 and long-term operational success. It focuses on the organizational readiness, change management, and user experience aspects of your Lync 2013 rollout.

RASK is organized into 3 core components: Rollout phasesReadiness focus areasDeployment readiness report

Learn more about RASK on Microsoft.comThere are several formal and informal training courses that help you get up to speed on LyncLync 2013 Partner Sales Course. Technical Training: Jumpstart - On demand courses to help you learn at your own paceMicrosoft Learning (5 Day Training) -Courses for Communications Compentancy ExpertsIgnite selected training and hands on labs (assumes knowledge of Lync)TechEd search for select Lync courses for special topics (assumes knowledge of Lync)

2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.