MTC Roundtable

Partner of the Year

Microsoft 2010/2011 Northeast

Partner of the Year

Microsoft 2011 Northeast VOICE

Israel - Development &

Engineering

Business since 1999

Breadth & Depth of Services

Managed Services Support Center

Systems Management

Client Services

Cloud Services

Office 365

Dynamics CRM

Intune

Azure

Professional Services

Infrastructure/Platform

Security & Identity

ContactCenter-I3

System Center

UC– Lync, Video, Exchange

SharePoint

Dynamics CRM Online

Custom Development

Desktop to Datacenter

Business Automation

Messaging & Communication

1. Introductions

2. UC Feature Overview

3. Enterprise Voice Integration • Stand-Alone

• Integration with Legacy PBX

• Leveraging SIP

4. Session Border Controllers and Gateways

5. End-point Options

6. Deployment Planning

7. Envisioning Center UC Demo

Today’s Topic:

Overall Microsoft Strategy

Platform

Cloud

Unified Communication and

Collaboration

CRM

Typical Microsoft Technology Silos

Unified Communications

Exchange

Unified Messaging

Enterprise Voice

Dynamics CRM

Sales

Marketing

Customer Service

Managed Services

Help Desk

Tier II

Tier III

The Sentri Solution Offering

On-Premises In the Cloud

Desktop

Windows 7

App-V

SCCM

Server Platform System

Management

Active Directory

Cloud Strategy

Data Center

Portals and Collaboration

Portals

Workflow

Search

Virtualization

Server

SCVMM

High Availability

Structured Process Management

CRM ERP

Communications Platform

Lync PBX

Exchange 2010

Platform

SharePoint Server

Presentation

Extranets Intranets Dashboards Analytic Views Scorecards Workflow

Remote

Access Virtualization Integration

Services SQL Server Monitoring Security

CIM/Contact Center

Lync

SharePoint Exchange

Lync

Intranet/Extranet

Workflow/Forms

Document Management

Content Management

Search

Business Intelligence

Collaboration

Protection

E-Mail

Collaboration

Unified Messaging

Shared Calendars

Managed Folders

Mobile

Protection

Collaboration

Presence

Protection

VoIP

Chat

Video

Conferencing

2007

The Magic Quadrant is copyrighted August 2007 by Gartner, Inc. and is reused

with permission. The Magic Quadrant is a graphical representation of a

marketplace at and for a specific time period. It depicts Gartner's analysis of

how certain vendors measure against criteria for that marketplace, as defined

by Gartner. Gartner does not endorse any vendor, product or service depicted

in the Magic Quadrant, and does not advise technology users to select only

those vendors placed in the "Leaders" quadrant. The Magic Quadrant is

intended solely as a research tool, and is not meant to be a specific guide to

action. Gartner disclaims all warranties, express or implied, with respect to this

research, including any warranties of merchantability or fitness for a particular

purpose.

SOURCE: Gartner, Inc., “Magic Quadrant for Unified Communications, 2007” by Bern Elliot,

August 20,2007

The Magic Quadrant graphic was published by Gartner, Inc., as part of a larger research note

and should be evaluated in the context of the entire report. View the full Gartner report,

compliments of Microsoft, at

http://mediaproducts.gartner.com/reprints/microsoft/article3/article3.html.

9

2008

The Magic Quadrant is copyrighted August 2007 by Gartner, Inc. and is reused with

permission. The Magic Quadrant is a graphical representation of a marketplace at

and for a specific time period. It depicts Gartner's analysis of how certain vendors

measure against criteria for that marketplace, as defined by Gartner. Gartner does

not endorse any vendor, product or service depicted in the Magic Quadrant, and

does not advise technology users to select only those vendors placed in the

"Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and

is not meant to be a specific guide to action. Gartner disclaims all warranties,

express or implied, with respect to this research, including any warranties of

merchantability or fitness for a particular purpose.

SOURCE: Gartner, Magic Quadrant for Unified Communications, 2007”

Microsoft Confidential - NDA Only

The Magic Quadrant is copyrighted September 2009 by Gartner, Inc. and is reused

with permission. The Magic Quadrant is a graphical representation of a marketplace

at and for a specific time period. It depicts Gartner's analysis of how certain vendors

measure against criteria for that marketplace, as defined by Gartner. Gartner does

not endorse any vendor, product or service depicted in the Magic Quadrant, and

does not advise technology users to select only those vendors placed in the

"Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and is

not meant to be a specific guide to action. Gartner disclaims all warranties, express or

implied, with respect to this research, including any warranties of merchantability or

fitness for a particular purpose. This Magic Quadrant graphic was published by

Gartner, Inc. as part of a larger research note and should be evaluated in the context

of the entire report. The Gartner report is available upon request from Microsoft.

SOURCE: Gartner, Inc., “Magic Quadrant for Unified Communications”

2009

Gartner UC Magic Quadrant 2010

Exchange UM Strengths in Exchange UM include calendaring integration through Exchange 2010, as well as UM and text-to-speech rendering.

Lync Server 2010 Called out as a potential “stand-alone telephony service” with the ability to integrate with existing PBX’s

UC Leading Vendors Reduction in number of UC leading vendors - there are only three compared to last year’s report that named six!

Gartner UC Magic Quadrant 2011

Exchange UM Strengths in Exchange UM include calendaring integration through Exchange 2010, as well as UM and text-to-speech rendering.

Lync Server 2010 Called out as a potential “stand-alone telephony service” with the ability to integrate with existing PBX’s

UC Leading Vendors Reduction in number of UC leading vendors - there are only three compared to last year’s report that named six!

The Cloud On Your Terms Best Productivity Experience

Across PC, Phone, and Browser

On-premises

Online

Unified Communications

Business Intelligence

Enterprise Content Management

Collaboration Enterprise Search

Unified Business Platform

Barriers to a More Connected Experience

Distributed teams,

partners, and customers

High cost of

communications Lack of integration

Voice Mail

Enterprise Telephony

Audio Conference

Web Conference

Video Conference

E-mail & Instant Messaging

E-m

ail &

U

nif

ied

Mess

ag

ing

Inst

an

t M

ess

ag

ing

En

terp

rise

Te

lep

ho

ny

Co

nfe

ren

cin

g

Platform

Unified Experience

Co

mm

on

Man

ag

em

en

t

• Non-integrated communication silos • Inefficient communications • Communications overload • Parallel infrastructures with separate

management tools

• Horizontally integrated common platform for UC • Standards-based distributed architecture • Accessibility in the entire network • One common database and management tools

Communications Shift

Bringing people and information together with software

Sep

ara

te M

an

ag

em

en

t

Overall Costs Down

What is driving Employees to be Overwhelmed?

▪ Shifting workforce: About 1/3 of US workers are currently freelance staff

▪ Work from home: 63 million will telecommute in the US by 2016

▪ Overwhelmed: Businesses average more than six communications devices and almost five

communications applications per employee

▪ Frustrated: Collaboration inefficiencies waste up to 25% of staff time

▪ Home – Employees have more access to advanced technology at home than at work.

▪ Mobile phone = New PC: 600 million smart-phones will be used for business in 2011

▪ Virtual meetings on the rise: Videoconferencing technology could replace 20% of business travel WW

Growth in Workforce Distribution

Lack of Technology Integration

Demand for New Modalities

2007 1977

1987 1997

Authentication

Administration

Storage

Compliance

Unified Experience

Audio Conferencing

E-mail and Calendaring

Web Conferencing Telephony

Video Conferencing Voice Mail

Instant Messaging (IM)

Common Communication Silos

Authentication

Administration

Storage

User Experience

Authentication

Administration

Storage

User Experience

Authentication

Administration

Storage

User Experience

Authentication

Administration

Storage

User Experience

Authentication

Administration

Storage

User Experience

Authentication

Administration

Storage

User Experience

Authentication

Administration

Storage

User Experience

Telephony and

Voice Mail

Instant Messaging

E-mail and Calendaring

Unified Conferencing: Audio, Video,

Web

The Microsoft Communications Offering

On-Premises In the Cloud

Lync(2010)

Integrated conferencing experience

Enhanced 9-1-1 for NA

Survivable branch appliances

Call admission control

More options for devices (including

lower cost)

Call park and malicious call trace

Additional data center survivability

options

Converged Voice Functionality Lync delivers on critical voice features

Telephony and

Voice Mail

Instant Messaging

Microsoft Office Communications

Server 2007

“Anywhere access”

IM and rich presence

Desktop integration

Voice features for mobile workers

Unified messaging with Microsoft

Exchange 2007

Audio and video conferencing

Web conferencing (Microsoft Office Live

Meeting client)

Microsoft Office Communications

Server 2007 R2

Desktop sharing

Dial-in audio conferencing

Higher resolution video

Single number reach

Attendant console

Response groups

SIP trunking

Unified Conferencing: Audio, Video, Web

Key Features

• Contact Cards

• Unified Contact Store

• Activity Feeds

• Fast Search

• Skill Search

• Frequent Contacts

• Conversation View

• Social Connector

Redesigned Client – Lync 2010 Provide best-in-class end user experience and drive adoption

Find and connect with the

right people

People Search Skill Search Activity Feed

Stay connected with your network

Unified Contact Store

Whatever You Choose

Microsoft Lync™ 2010 and

webcam

Existing conferencing room with

audio/video (A/V) capability

Telepresence and room systems

Bring Conferencing to Everyone

Inside your organization

Outside the firewall

Customers/partners

Mobile

workforce

Remote workers

Wherever You Are

Web Conferencing

Audio Conferencing

Video Conferencing

Telepresence systems

Extending A/V-enabled rooms

Desktop with webcam

As Much As You Like >>

Click to Communicate from Office View presence within Microsoft Outlook® Escalate to voice and video chat Reply to e-mail with IM Share your desktop with a single click

Enterprise Voice – Client Improvements The power of digital communication at your workplace

Key Features

• Key Features

• Separate phone

environment

• Voicemail access

• Private line

• Call delegation

• Call routing

• Call quality notification

• Call park

• Device transfer

$

High

Mid

Polycom CX700

IW desk (Low)

IW desk (High)

Common Area Conference Room

Polycom CX500 Aastra 6721 iP

Polycom CX600 Aastra 6725 iP

Polycom CX3000

Lync Server 2010 IP Phone Portfolio

Location

Lync Server 2010 offers customers multiple options to experience voice

• Replace the PBX with a complete UC solution, like Sprint, Colombian National Police & Lionbridge

• Lync 2010 meets enterprise telephony requirements.

• Connect to the PSTN via a SIP Trunk or gateway, and connect to any PBX during transition phase

Replace

• Enhance the PBX with Full UC, like AT Kearney & Royal Dutch Shell

• PBX phone left in place for transition, often with Simultaneous ringing used to have both

Communicator and PBX phone ring.

• Click-to-call an option for some users to initiate or answer calls using PBX phone (RCC) with

feature loss including Mobile access.

Enhance

• Add conferencing, presence & IM to the PBX, like Intel

• Audio, video, and web conferencing using Lync or audio and web conferencing using their existing

PBX phone. New “Join From” feature rings the user’s PBX phone automatically.

• Gives organization the option to easily enable the voice capability in the future, but does not

provide full UC capabilities such as mobile voice.

Add

Lync Architecture

DMZ

Public IM

Clouds

MSN AOL

Yahoo

Remote

Users

Lync

Edge

Server

Data

Audio/V

ideo

Federated

Businesses

Advanced

Media GW

(Mediation

Server)

PSTN

PBX endpoints

PBX

UC endpoints

Unified

Messaging

Hub Transport

Client Access Mailbox

Server

Exchange 2010 with UM

Active

Directory

File

Share

Consolidated Front-End Server(s)

(Voice, M, Presence)

Inbound

Routing

Outbound

Routing

Voice Mail

Routing

Consolidated or Expanded Front End

Monitoring &

CDR

Other Server

Roles

Voicemail

Messaging

Lync

Enterprise Voice – Server The power of digital communication at your workplace.

Key Features

• Survivable branch

appliance

• Data center resiliency

• Call admission control

• Announcement service

• Media bypass

• E-911 for North America

• Response group

improvements

• DISCUSS SBC

Decreasing Costs Unified Communications Bring Immediate Cost Savings

Reduce Travel and Training Costs (20-40%)

Replace internal meetings, in-person training and customer / partner

visits with LiveMeeting

Reduce Real Estate & Facility Costs (30-40%)

Reduce office space per employee and improve space utilization with

telework and remote working

Reduce Telephony & Audio Conferencing Charges (10-40%)

Replace long distance and audio conferencing call charges with VoIP

and save the cost of office move for phones

Reduce the Cost of Voice Mail (20-60%)

Replace and consolidate disparate voice mail and fax systems with

Unified Messaging

Reduce IT Infrastructure and Administration Cost (up to 50%)

Extend existing investment while optimizing IT infrastructure by

consolidating servers and multiple vendor solutions

Note: Cost savings above are based on customer interviews and calculations using the Forrester’s Total Economic Impact framework.

Environmental Sustainability Unified Communications Reduce Carbon Emissions & Energy Use

Reduce Carbon From Business Travel & Commuting

Replace travel & commuting with interactive virtual meetings using

web, video and audio conferencing.

Reduce Carbon from Office Buildings

Reduce office space by enabling Telework and remote working.

Reduce Power Consumption

Reduce electricity consumption through the user of USB phones,

which consume far less power than conventional phones.

Device Watts KW Time

(hrs) Usage

(KWH) Cost per

KWH Cost per day

per device 50,000

devices Annual

IP Phone 1 7 0.007 24 0.168 $0.15 $0.03 $1,260 $459,900

IP Phone 2 12 0.012 24 0.288 $0.15 $0.04 $2,160 $788,400

Catalina 0 0 0 0 0 0 0 0

Power Consumption Cost Scenario

Next Steps

Schedule a one on

one Lync Solution

Briefing

Go deeper on Lync

in the Microsoft

TechNet library

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service

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option to get you

started

Complete the

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Learn more about

Lync at

www.microsoft.co

m/lync

First 5 qualifying companies who request a solution briefing

will receive Free Lync Enpoints and $2,000 from Sentri toward

a Proof of Concept of 250 users or more.