1. Westcon & Microsoft
Making Lync Simpler
Guy Koster, Director European Product Marketing & Management
Westcon Convergence Europe

2. Agenda
• Objectives
• Who Are Westcon?
• Why Westcon & Microsoft Lync?
• How Westcon will accelerate and simplify Lync business
• The Lync vendor eco-system
• The Westcon Value Mix
• Summary
• Next Steps
• Questions
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3. Objective
To collaborate with Microsoft and their partner community in
order to derive maximum benefit from the Microsoft Lync
market opportunities by establishing effective & simplified
supply chain models and ‘trusted advisor’ relationships.
We will do this by leveraging Westcon’s ‘solutions-selling’
heritage, deep segment expertise and extensive roster of
complementary Lync UC ‘eco-system’ vendors to
accelerate time-to-money – effectively making Lync ‘simple’.
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4. Who are Westcon?
Westcon Group is a value added (100% indirect), distributor
of category-leading unified
communications, infrastructure, data center and security
solutions with a global network of specialty resellers.
Our teams create unique programs and provide exceptional
financial and technical support to accelerate the business of
our partners.
www.westcon.com

5. 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 employees
• 20,000+ transacting customers globally
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6. Why Westcon & Microsoft Lync?
• Many Microsoft partners’ business models focus on
selling consultancy and Pro Services
• Selling & deploying real-time voice & video applications
demands new skillsets
• Lync is the first MS platform that depends on a
number of third party elements for successful
deployments
• Current supply chains for Lync devices & appliances are
disparate and fragmented
• Partners struggle to put all the pieces together and make
money
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7. How Westcon will accelerate and simplify
Lync business
• Westcon will help Microsoft partners bridge ‘the gap’
between their current competencies, segment knowledge
& supplier relationships
• Leverage Westcon's 25+ year heritage of selling best-of-breed
voice, UC, data networking and security solutions
• Make Lync business easier for integrators & customers
• Leverage Westcon’s 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-system
devices and appliances
• Accelerated POC deployments
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8. Westcon Lync “Eco-system”
The BROADEST Lync Eco-
System Portfolio available
ANYWHERE
in Distribution
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9. Lync UC Partners
Lync 2010 Server Appliance
Active Communications
Headsets Video Endpoints Session Border Controller
Jabra Polycom & Multi-Service Gateways
Plantronics Conferencing Endpoints Acme Packet
Audio Endpoints AudioCodes
Polycom
NET
Polycom Survivable Branch
snom Appliance Security Appliances
AudioCodes Acme Packet
NET NET
Server Acceleration & Load Balancing
Radware
F5
Applications
Altigen – MaxMobile Mobility clients
Training
Advatel – Real Time Call Waiting
The SIP School – SIP Fundamentals training
www.thesipschool.com
Global Knowledge – Microsoft Lync UC Certification
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10. Microsoft Collaboration
• Westcon appointed as EMEA VAD for Lync In-
A-Box Catalogue
• Gold UC Certification pending, training
accreditation programme agreed
• Support and endorsement within Microsoft and
with Lync eco-system vendors
• Additional opportunity for PSLP services –
available Q3 2012
• Building CEE, MEA capabilities
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11. Westcon Value Mix
Sales
• Dedicated Account Management
• On-boarding programs
• Pre-Sales Support & Solution Design
Marketing
• Specialist Tools & Programs aligned
to channel needs
• Reseller Marketing Portal
• Interactive Digital Marketing
Training / Enablement
• Westcon Academy
• The SIP School
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12. In Summary
• Why ‘Lync in a box’ from Westcon
• Broadest UC eco-system portfolio in distribution
• Broadest VAR & SI customer base = ‘Collaborative Communities’ =
greater propensity for success
• Single source for purchase of Lync compatible hardware & devices
• Trained sales people selling and configuring Lync compatible
solutions
• Certified Pre-sales provide Level 2 support on video & audio
endpoints, gateways & SBCs
• Over $5m stock of headsets, video & audio
endpoints, headsets, gateways & SBCs available for next day delivery
across Europe
• Westcon – your UC ‘trusted advisor’
• Global scale; European coverage; local relationships
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13. Next steps
Contact our UC specialist sales team
• lync_sales_help@westcon.com
Visit www.westcon.com/go/lync
• Selling Tools > Tell me About Guides
• Download Digital Collaterals
• Lync- vendor eco-system information
Follow us @Westcon UC
For follow up information on this presentation including
slides visit: www.westcon.com/go/msacademy
Or contact your Westcon Account Manager
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