Sangoma Partner Training
Lync Express
Frederic Dickey / Doug Vilim
Agenda
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Quick Introduction to Microsoft Lync
Introduction to Lync Express
Pricing
Sales
24 hour promo
$1250 cash back
© 2012 Sangoma Technologies Inc.
2012-06-28
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Introduction to Microsoft Lync 2010
• Microsoft response to Unified
Communications
– Presence and Instant Messaging
– Audio, Video conferencing
and Collaboration
– Telephony
– Deep integration with other Microsoft products
• Very large partner base augmenting Lync
– Call Center Software
– Desktop phones – Snom, Aastra, Polycom
• Enterprise considering MS Lync as their next generation PBX
• Main Target are large and distributed companies
– 5000 users and up!
© 2012 Sangoma Technologies Inc.
2012-06-28
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MS Lync Architecture – Complex!
© 2012 Sangoma Technologies Inc.
2012-06-28
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Simplified View Here
© 2012 Sangoma Technologies Inc.
2012-06-28
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Sangoma’s Lync Express
Combine these functions
for simpler deployment in
the small enterprise
© 2012 Sangoma Technologies Inc.
2012-06-28
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Lync Express: MS Lync for the SMB
VoIP Gateway
+
A101
PSTN
MS Lync
+
A200
PRI
Internal IP network
via ethernet card
FXS
Fax
© 2012 Sangoma Technologies Inc.
2012-06-28
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Sangoma’s Lync Express
• The Lync Express Appliance offers a full
Microsoft Lync solution in a simple and elegant
appliance with PSTN connectivity built-in.
• All the software is pre-installed on the appliance,
all that is needed to do is configure MS Lync.
• PSTN connectivity is assured by Sangoma’s
NetBorder Express Lync certified media gateway
– 1 spans to assure PRI connectivity to the
PSTN
– 4 FXS lines for Legacy Telephony Devices
(Faxes and Phones)
© 2012 Sangoma Technologies Inc.
2012-06-28
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Lync Express is more than an SBA*
• An SBA offers remote branch office connectivity
to the PSTN in case the network connection is
lost to the main Lync Enterprise Data Center.
• Sangoma’s Lync Express is a full featured
standalone Lync 2010 Server for the SME of 25
to 100 employees.
• The SBA is targeted to branch offices of 25
employees. It offers a subset of the Lync Server
Roles (Mediation Server and Registrar services)
* Survivable branch appliance
© 2012 Sangoma Technologies Inc.
2012-06-28
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Installed in the Sangoma Appliance
NetBorder
Express
Lync Server
2010
Std. Edition
Active
Directory
VM
Windows Server 2008
© 2012 Sangoma Technologies Inc.
2012-06-28
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Pre-installed Items
• Sangoma
– Appliance
– Boards + Cables (analog; fax sync; T1/E1)
– NetBorder Express Software
– User Manual and set-up instructions
• Microsoft
– Windows Server 2008 R2
– MS Lync Server 2010
– VM with MS Active Directory
© 2012 Sangoma Technologies Inc.
2012-06-28
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Pricing Options
Sangoma Resells all:
• Appliance
• NetBorder
• Windows Server
• MS Lync 2010
Licenses
• Lync Standard CAL*
• Lync Enterprise CAL
• Lync Plus CAL
Sangoma Pre-installs all
• Appliance
• NetBorder
• All Microsoft Software
without license keys
– Leave it to channels to
resell license keys
*CAL: Client Access License
Lync Express Pricing
Description
1 Span – up to 100 users capacity
Equipped with: NetBorder Express
software, A101DE and A200DE FXS
Pre-installed: Windows Server 2008,
Microsoft Lync 2010. Licensing extra
SKU
List Price
LYNC-NBEX-AP1000
$6,995
24 hour promo
$1250 cash back
Licensing Options (includes Windows Server, Lync CALs)
25 Users Licenses
LYNC-NBEX-LI0025
$11,695
50 Users Licenses
LYNC-NBEX-LI0050
$21,095
100 Users Licenses
LYNC-NBEX-LI0100
$39,995
© 2012 Sangoma Technologies Inc.
2012-06-28
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Where to From Here with Lync?
• Since we starting publicly speaking about a Lync
product, we’ve been a little overwhelmed
• MS Worldwide Partner Conference is in Toronto
Canada July 9; Sangoma will exhibit
• Sangoma marketing is starting to target MS
Silver and Gold Partners to generate demand
• Fulfillment is already being pushed through our
global distribution channel
© 2012 Sangoma Technologies Inc.
2012-06-28
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We Know What We Are Doing
• Sangoma has been in the MS UC space for little
more than 4 years under various MS code names
• We have a large global OEM customer that uses
NetBorder Express and our PRI/FXO/FXS boards in
their solutions
• Our developers know the application and our FAEs
understand implementation
• MS Lync certification was long and tough
• Lync Express may be a new product in our portfolio
for YOU, but for us it’s been through 2 years of
enterprise deployments testing already!!!
© 2012 Sangoma Technologies Inc.
2012-06-28
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Sangoma in the PBX Market
Question:
What other PBX does Sangoma sell?
© 2012 Sangoma Technologies Inc.
2012-06-28
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Sangoma in the PBX Market
Answer: ???
© 2012 Sangoma Technologies Inc.
2012-06-28
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Sangoma in the PBX Market
Answer: None
Sangoma has never been in the PBX
market.
We have never sold a PBX application; this
is what our Partners do.
Lync is different/Lync appliance is by
demand.
© 2012 Sangoma Technologies Inc.
2012-06-28
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Sangoma in the PBX Market
• This is a first for us
• We’ve gone because we see strong demand
• We see the enormous eco-system MS is
building and many of our Partners are in the
ecosystem
• We also see your partners in this ecosystem
© 2012 Sangoma Technologies Inc.
2012-06-28
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24 Hour Promo – Here today/gone tomorrow!
• For the next 24 hours only to celebrate the
end of our year:
24 hour promo
$1250 cash back
• Purchase two: LYNC-NBEX-AP1000 at your
standard distribution price and receive a
US$1250 VISA gift card
© 2012 Sangoma Technologies Inc.
2012-06-28
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Thank you!