Lync A Very Short Right Start Kit For Beginners

When selling a Lync Solution, there is opportunity to help the customer along their journey from legacy technology to the market leading Unified Communications solution. Understanding 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 development Predeployment design and analysis Deployment and adoption planning 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 organization designing supportable Lync topology evaluating a network’s UC readiness deploying and adopting Lync

Lync Right Start Kit

Lync Right Start Overview

When 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:

organization

Understanding 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 development

• Pre-deployment design and analysis

• Deployment and adoption planning

How to use the Right Start Kit

Target your discussions

Executive Sponsor Business Decision Maker Network/Telephony

Influencer Sourcing/Procurement

IT Project Managers

Recognize the

road blocks

Primary Question

Common questions

Customer’s challenge

Navigate the discussion

Primary Tools Supporting Tools Drive successful outcomes

Understand your role

Listener Advisor Solution Provider

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

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Know the competition and incumbent providers, and engage compete resources early

Identify and engage an executive sponsor at customer

Understand the customer’s license position and software assurance benefits (new, renewal or grandfathered)

Conduct due diligence to uncover technical challenges and dependencies

Viable Business Case

& Executive Sponsor

Snapshot of the Deployment & Adoption

Journey

Business Value Assessment Tool &

UC Strategy Workshop Lync Product Guide & Lync Demo Technology Briefing Guide

Lync 2013 RFP Guide

Lync 2013 Networking Guide

& Operations Guide

How do I define business value of

Unified Communications?

1

Why Lync?

2

Is Lync Enterprise Ready?

3

Can MSFT Answer my RFP?

4

How do I get my infrastructure

ready for Lync?

5

Technical Discussion Maker Sponsorship

Lync Network Assessment

& Production Pilot Submission of Lync/UC RFP

Deployment Readiness Report

& Kick off Production deployment

Lync Rollout and Adoption Success

Are my employees ready for

Lync?

6

Outcome

1 How do I define business value of UC?

Common Customer

Questions

Help 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.

At 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 Role

Help the customer define a UC

strategy and develop a viable business

case

Target Audience

Executive Sponsor

Business Decision Maker

• Develop a Business Case for UC

• Secure Executive Sponsorship

• Gain Business Decision Maker support

Outcome

1 How do I define business value of UC?

Tools

“Show me how UC brings

the organization ROI.” –

Business

Primary Tool

Business Value Assessment

Supporting Tools

UC Strategy Workshop

Case Studies & Customer References Industry Reports and Trends

Account 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)

At 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 customer’s

strategy for UC can be achieved with

Lync’s unique value proposition: a

single client and management

platform

Target Audience

Executive Sponsor

Business Decision Maker

• Secure Executive Sponsor

• Gain Business Decision Maker support

• Gain the technical decision makers support

• Deliver a Lync 2013 demo and Architectural Design session

• Test a Lync Server 2013 with proof of concept or Office 365 trail

2 Why Lync?

Primary Tool

Lync Product Guide Lync Technical Briefing Guide

Supporting Tools

Microsoft Technology Center (MTC) & O365 Trials

Lync 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 references

Customer Immersion Experience (CIE)

Lync Workload Presentations

* Requires Gold Competency

Outcome Tools

3 Is Lync Enterprise Ready?

Common Customer Questions

Can 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)?

What’s Lync Mobility and Wireless Support?

How would we manage and monitor Lync?

Is Lync Secure?

At this stage the technical decision

makers have specific and in-depth

questions on Lync’s 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 Role

Identify and address common

customer concerns to open the door to

large scale deployments

Target Audience

Telephony and Network Influencers

• Gain technical decision maker support

• Deliver Lync Server 2013 Architectural Design session or Solution Alignment Workshop

• Deploy a production pilot

3 Is Lync Enterprise Ready?

Primary Tool

Lync Product Guide & TechNet Lync Technical Briefing Guide

Supporting Tools

Lync 2013 Reference Topologies The Microsoft Approach to UC

“Show us how Lync will

work.”

– technical decision maker

Lync 2013 Objection Handling Lync 2013 Alignment Questionnaire Lync Rollout and Adoption Success Kit Case Studies and other references

Microsoft Technology Center (MTC) & O365 Trials

TechEd, Lync Conference, TechReady*

Sessions

* Available for Microsoft Employees

Outcome Tools

4 Does Lync address the RFP?

Common Customer

Questions

I have a Telephony Only RFP,

what’s Lync’s Solution?

How do you address a specific

unsupported features?

My requirements are complex,

undefined,

or not clear yet, can Lync help?

At 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 Role

Deliver a Unified Communications RFP

with the right solution elements

represented

Target Audience

Sourcing/Procurement

Telephony/Network Project Manager

Successful submission of RFP

4 Does Lync address the RFP?

Primary Tool

Lync 2013 RFP Guide and Q&A list

Supporting Tools

Solicited proposal with Microsoft*

Bid estimator *

“My organization requires a

competitive RFP.”

– business decision

maker/procurement

Lync Product Guide

* Requires Microsoft engagement

Outcome Tools

5 How do I get my infrastructure ready for Lync?

Common Customer

Questions

How 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

At 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 Role

Review best practice processes, tools,

methodologies to ensure Lync has a

successful deployment

Target Audience

Telephony/Network Project Manager

• Prepare a Lync Deployment Readiness report

• Develop a Lync rollout project plan

• Kick off of enterprise wide production deployment

5 How do I get my infrastructure ready for Lync?

Primary Tools

Lync 2013 Networking Guide Lync 2013 Operations Guide

Supporting Tools

Lync Network Readiness Workshop

Lync 2013 Real-Time Communications over Wi-Fi

“I want to avoid major

disruptions.” – IT Project Manager

Bandwidth Calculator Office 365 Fast Track Microsoft Technology Center

Lync Rollout and Adoption Success Kit Success Kit

Developing an Effective Lync Readiness and Adoption Strategy (Online Course)

Outcome Tools

6 How do I get my employees ready for Lync?

Common Customer

Questions

What should I communicate to my users?

What’s a training plan look like?

How do I manage the organizational

change?

At 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 Role

Influence and empower customers to

drive effective organizational &

end-user readiness

Target Audience

Telephony/Network Project Manager

Business Decision Maker

• Prepare Lync rollout project plan

• Complete an enterprise wide production deployment

• Decommission redundant costs (i.e devices, a/v, conferencing, PBX)

6 How do I get my employees ready

for Lync?

Primary Tool

Rollout and Adoption Success Kit

Supporting Tools

Lync Adoption Workshop (for trainers/ facilitators)

“The end users need to be

ready for this change.” – IT

Project Manager

Developing an Effective Lync Readiness and Adoption Strategy (Online Live Course)

Outcome Tools

Right Start Kit Resource Recap

Templates

(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 Tool

Rollout and Adoption Success Kit

Bandwidth Calculator Lync 2013 Deployment Adoption Assessment Tool

UC Strategy Workshop Guide Lync Technical Briefing Guide The Microsoft Approach to UC Lync Network Readiness Workshop Lync Adoption Workshop

Lync 2013 Objection Handling Lync 2013 Alignment Questionnaire Lync 2013 Reference Topologies Case Studies

Lync 2013 Networking Guide Lync 2010 RFP Guide and Q&A list Lync 2013 Product Guide

Lync 2013 Operations Guide Lync 2013 Real-Time Communications over Wi-Fi Developing an Effective Lync Readiness and Adoption Strategy (Online Course)

Lync Deployment Readiness Report

Click a tool to download

Additional Resources

Lync Deployment

and Planning Services

Enterprise 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.com

Lync Rollout and Adoption Success Kit

Recommended Training

The 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 phases

• Readiness focus areas

• Deployment readiness report

Learn more about

RASK on Microsoft.com

There are several formal and informal training courses that help you get up

to speed on Lync

Lync 2013 Partner Sales Course

Technical Training:

• Jumpstart - On demand courses to help

you learn at your own pace

• Microsoft Learning (5 Day Training)

-Courses for Communications Compentancy Experts

• Ignite – selected training and hands on

labs (assumes knowledge of Lync)

• TechEd – search for select Lync courses

for special topics (assumes knowledge of Lync)

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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.