1. Microsoft Lync Value PropositionEngaging the Microsoft Channel Making Lync Business EasierGuy Koster, Director European Product Marketing & ManagementWestcon Convergence Europe

2. ObjectiveTo collaborate with Microsoft and their partner community inorder to derive maximum benefit from the Microsoft Lyncmarket opportunities by establishing effective & simplifiedsupply chain models and trusted advisor relationships.We will do this by leveraging Westcons solutions-sellingheritage, deep segment expertise and extensive roster ofcomplementary Lync UC eco-system vendors toaccelerate time-to-money.2 3. Who are Westcon?Westcon Group is a value added distributor ofcategory-leading unified communications, infrastructure,data center and security solutions with a global networkof specialty resellers.Our teams create unique programs and provide exceptionalfinancial and technical support to accelerate the businessof our partners.www.westcon.com 4. Our Company Multi-national company, headquartered in Tarrytown, NY, USA Approaching US$4 billion in revenues Founded in 1985, we are in our 27th year of business Present in 40 countries, across 6 continents With over 60 offices, we ship to more than 170 countries 14 logistics/staging facilities Backed by 2,300 associates 20,000+ transacting customers globally4 5. Why Westcon & Microsoft Lync? Many Microsoft partners business models focus onselling consultancy and Pro Services Many lack the skills necessary to sell real-time applications Lync is the first MS platform that depends on anumber of third party elements for successfuldeployments Current supply chains for Lync devices & appliances aredisparate and fragmented Partners struggle to put all the pieces together and makemoney5 6. How Westcon will accelerate Lyncbusiness Westcon will help channel partners bridge the gapbetween their current competencies, segment knowledge& supplier relationships Leverage Westcons 25+ year heritage of selling best-of-breedvoice, UC, data networking and security solutions Make Lync business easier for integrators & customers Leverage Westcons extensive Lync vendor eco-system Simplify supply lines and act as a one stop shop for product,marketing, training and support services Create a unified and efficient supply chain for Lync eco-systemdevices and appliances Westcon as your UC trusted advisor Global scale; European coverage; local relationships6 7. Westcon Lync Eco-systemThe BROADEST Lync Eco- System Portfolio available ANYWHEREin Distribution 8. Lync UC PartnersLync 2010 Server Appliance Active CommunicationsHeadsets Video Endpoints Session Border Controller JabraPolycom& Multi-Service Gateways Plantronics Conferencing EndpointsAcme PacketAudio EndpointsAudioCodesPolycom NET Polycom Survivable Branch Appliance Sipera AudioCodesAudioCodes Security AppliancesNETSipera Acme Packet NET Server Acceleration & Load Balancing RadwareTraining F5 The SIP School SIP Fundamentals training www.thesipschool.com Global Knowledge Microsoft Lync Communications & Exchange Messaging