Microsoft UC Platform

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Microsoft Unified Communication Platform
Playbook
Understanding
the Market
Vendor
Connections
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Training
Resources
Solutions
Central
Selling
Support
Unified Communications
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Playbooks Objective
This playbook was created to provide a roadmap for those resellers that are interested in entering
the Unified Communications space leveraging a software based solution. The format is based on
walking these resellers through 12 activities that we believe are essential to building the
foundation for a successful Unified Communications practice. Let’s get started!
Steps to Success
1
Why the time for unified communications is now
2
How Unified Communications can save your customers money
3
Understand the “decision makers perspective”
4
Complete Partner Program Registrations
5
Become a member of the social media community
6
Order your demo equipment
7
Complete critical sales and technical certifications
8
Become familiar with the product guides
9
Discover Vertical Market Unified Communications Solutions
10 Questions to avoid Unified Communications mistakes
11 Leverage Tech Data’s Product Sales Specialists
Unified Communications
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Understanding the Market
The unified
communications
market is forecast to
top $14B by 2015
1
Why the time for unified communications is now
Understand how Microsoft Unified Communications make it easier for
people to communicate by viewing the “Demo Video”
2
How Unified Communications can save your customers money
Consolidating messaging, voice mail, and telephony systems into an integrated unified communications platform that is based on
Microsoft Exchange Server and Microsoft Office Communications Server 2007 R2 reduces hardware, software, and IT staff costs.
Customers who use Microsoft Unified Communications report that they can:
•Lower messaging costs 50 to 80 percent* through reduced spending on storage, third-party mobility, archiving, and backup
solutions—they’re all included in Microsoft Exchange.
•Trim long-distance and audio conferencing costs 20 to 40 percent* with the Voice-over Internet Protocol (VoIP) and unified
conferencing capabilities in Office Communications Server.
•Shrink the cost of communications systems 40 to 60 percent* by replacing legacy voice mail with Exchange Server 2010 and
replacing expensive private branch exchange (PBX) equipment with Office Communications Server.
•Reduce real estate and facility costs 30 to 40 percent* by freeing employees from working at fixed desks or offices.
•Cut travel spending 20 to 40 percent* by replacing meetings with the Web, video, and audio conferencing capabilities that are
built into Office Communications Server.
Cost Savings Calculator; http://www.microsoft.com/uc/en/us/uc-calculator.aspx
3
Understand the “decision makers perspective”
See how others have used Unified Communications solutions from Microsoft to improve their business
performance.
Case Studies: http://www.microsoft.com/uc/en/us/evidence.aspx
Unified Communications
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Vendor Connections
4
Complete Partner Program Registrations
Microsoft Unified Communications solutions combine Microsoft technology with industry-leading
partner products and services. Together with our partners, we form an ecosystem of communications
specialists dedicated to streamlining and improving communications across different media platforms.
Expanding on the Microsoft Unified Communications platform, Microsoft partners have developed a
wide range of applications and solutions to address unique customer requirements.
Start enjoying partner benefits including demo discounts, training modules, and access to a wide array
of selling information by register to become a Microsoft partner here.
Microsoft Partner Network
•Visit the Microsoft Partner Network
•Learn about Unified Communications competencies
Which Unified Communications Competency is Right for You?
Previously Known As
Key Products and Services
Related Microsoft Resources
Unified Communications Solutions competency,

Microsoft Exchange Server
including the follow ing specializations:

Microsoft Offic e
Competency quic k reference
Communications Server
card

Voice

IM/Presence

Messaging


Microsoft Offic e


Unified Communications
Unified Communications
Communicator
Competency overview
Business Productivity Online
presentation
Suite
5
Become a member of the social media community
Keep up to date with news an information related to your vendor partners and fellow resellers
by joining the conversation via facebook and twitter.
Unified Communications
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Training and Education
Microsoft's UC solution is based on Exchange Server, OCS and Active Directory. Microsoft has strategic
partnerships with Aspect and HP, along with a large and growing set of partnerships for gateways, survivable
branch appliances, IP phones, audio conferencing service providers and SIP trunking, along with major system
integrators and channel partners. OCS also integrates with collaboration and business applications like
SharePoint. The same OCS and Exchange application is also used for Microsoft's online collaboration suite,
Business Productivity Online Standard Suite (BPOS).
6
• Microsoft OCS 2010 R2 has seen year-over-year increased adoption for voice and
audioconferencing, and now states that it has 100-plus deployments of over 2,000 telephony users.
The next release of OCS, Microsoft Communication Server "14," scheduled for this calendar year,
will add several critical telephony functions.
• Exchange UM continues to gain acceptance and maturity in the market. Deployments have
expanded beyond smaller (fewer than 2,000 subscribers) into the midsize (2,000 to 5,000
subscribers), with a few deployments in the very large (10,000-plus subscribers) market. In
Exchange Server 2010, calendar access is integrated with the UM telephone interface, as is text-tospeech rendering of audio messages.
• Microsoft's historic strength in collaboration and desktops, combined with promising, emerging realtime communications, results in significant potential. Emerging areas include increased visibility of
SIP trunks from carriers and from IP-PBX providers, significant new end-to-end UC solution
providers, such as HP, and increased presence in contact centers.
• Enterprises looking into UC, particularly those with Microsoft applications already in place, should
understand Microsoft's broad UCC paradigm. When considering telephony specifically, OCS can be
deployed in different configurations, depending on enterprise directions and requirements. It can be
deployed with a PBX so that both are in parallel use for telephony, or it can be deployed to perform
non-telephony functions, leaving telephony to the IP-PBX. As OCS matures in 2011, OCS may be
able to perform complete stand-alone telephony services.
7
Complete critical sales and technical certifications
Which Unified Communications Competency is Right for You?
Previously Known As
Key Products and Services
Related Microsoft Resources
Unified Communications Solutions competency,

Microsoft Exchange Server
including the follow ing specializations:

Microsoft Offic e
Competency quic k reference
Communications Server
card

Voice

IM/Presence

Messaging


Microsoft Offic e


Unified Communications
Unified Communications
Communicator
Competency overview
Business Productivity Online
presentation
Suite
Unified Communications
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Solutions
8
Become familiar with the product guides
Microsoft Unified Communications provides an extensible, software-based platform that integrates
your existing essaging and voice infrastructure. By anchoring your unified communications
solutions on Microsoft Exchange Server and Office Outlook—the mostly widely used and trusted
enterprise e-mail system in the world—your organization can save time for end users and IT staff,
thus saving money.
E-mail and Telephony Integration; http://www.microsoft.com/uc/en/us/desktop-integration.aspx
Download the Credit Agricole case
study here or review Microsoft’s
Unified Communications for Wealth
Management Advisors video here.
10
Enterprise
Download the Ontario Assocation of
Community Care Access Centres
study here or review Microsoft’s UC
industry stories here. Last, there is
a video on Unified Communications
for Caregivers.
Government
Healthcare
Discover Vertical Market Unified Communications
Solutions
Finance
9
Download Dassault Avaiation
enterprise Unified Communications
case study here.
Download the Swiss Council for
Accident Prevention case study
here. Also, a video on enabling
efficient government teams with
Unified Communications.
Questions to avoid Unified Communications mistakes
Review Microsoft Network Considerations for OCS Deployments that you may
not have considered. Be prepared for the opportunity when it arises, read more
here.
Unified Communications
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Selling Support
11
Leverage Tech Data’s Product Sales Specialists
Tech Data has dedicated support resources in place to help
you through the Unified Communications deal process at
various levels. Whether it’s confirmation of product
specifications, review of solutions design or guidance
through a special pricing process, Tech Data’s dedicated
product sales specialist are here to help you close the deal.
The Tech Data product specialists for Microsoft Unified
Communications can be reached via our Unified
Communications SBU at extension 79284 and the
Microsoft Hotline at 80031.
Visit the Microsoft Store at TechData
Download