Many organizations have Cisco networking equipment as well as Cisco voice communications solutions. These same organizations also have Microsoft desktop software and MIcrosoft Lync, which is used by many enterprises for presence and instant messaging. Both vendors are pushing very hard to have organizations adopt their entire unified communications offering. For Cisco, this means deploying the Jabber client along with WebEx for conferencing and Cisco video solutions. For Microsoft, this means deploying more capabilities in Microsoft Lync, including conferencing and collaboration as well as Enterprise Voice. In many companies, there are articulate and impassioned people who are sincerely trying to do their best who argue for one vendor's unified communications offering over the other. This often ends up in a "Cisco versus Microsoft" discussion, which may become a heated argument. What to do? This presentation looks at many of the issues involved with a Cisco vs. Microsoft unified communications debate. It provides individuals and companies with strategies for eliminating one vendor as well as ways the two solutions may co-exist in the organization.

1. Cisco Vs. Microsoft
Strategic Decisions for a
Unified Communications Deployment
1© KelCor, Inc. 2014
Brent Kelly, Principal Analyst
KelCor, Inc.
bkelly@kelcor.com
435-563-2532

2. Agenda
2© KelCor, Inc. 2014
1 Introduction-Product Comparison
2 Licensing and TCO
3 Roadmap/Future Considerations
4 Decision Making Aids

3. About The Presenter…
3
Dr. E. Brent
Kelly
Dr. Brent Kelly is Principal Analyst at KelCor, Inc. where he focuses on the intersection
of unified communications, social media, video, cloud services and mobility. Dr. Kelly
provides strategy and counsel to Chief Information Officers, Chief Technology Officers,
investment analysts, VCs, technology policy executives, sell side firms and technology
buyers.
Previously, Dr. Kelly served for two years as Vice President and Principal Analyst at
Constellation Research, Inc., and for ten years as a partner at Wainhouse Research
where he was the primary author of most of the firm’s unified communications reports
and forecasts.
Brent has a Ph.D. in engineering and serves as an elected official in his community.

4. The Market Reality
4© KelCor, Inc. 2014
Cisco Data Network
75%
Cisco Voice Network
25% - 35%
Microsoft Lync
IM/Presence
60%
Sources: Nemertes, Infonetics,
MZA, PKE Estimates

5. The Challenge
5© KelCor, Inc. 2014
~21%
have both
Cisco voice
and
Microsoft
Lync
Cisco Microsoft
Sources: Nemertes, Infonetics,
MZA, PKE Estimates

6. The Challenge
6© KelCor, Inc. 2014
~45%
of Cisco data
Deployments
could be
considering
Microsoft Lync
for voice
Cisco Microsoft
This is why the Cisco vs Microsoft debate has become so important!
Sources: Nemertes, Infonetics,
MZA, PKE Estimates

7. Cisco vs Microsoft:
The Collaboration Challenge
7© KelCor, Inc. 2014

8. End User Organizations Switching Toward a
Particular Communications Provider
8© KelCor, Inc. 2014
Source: Nemertes
Research at Enterprise
Connect 2014
Cisco, 22.6%
Microsoft, 12.9%
Mitel, 3.2%
Unity (Siemens), 3.2%
ShoreTel, 3.2%
Cloud/Hosted, 3.2%Other/Multiple, 6.5%
Unsure/Evaluating,
32.3%
Avaya, 12.9%

9. Why Choosing is Difficult
• In many organizations both vendors are strategic
– Cisco Jabber for all (requires only one telephony license)
– Microsoft Lync for all (often comes bundled in an Enterprise
Agreement)
• Political
– Intelligent, articulate proponents for both solutions
– Sometimes difficult to differentiate between them
– Someone will likely feel disenfranchised
• Approaches differ
– Cisco: from the data and PBX world
– Microsoft: from the enterprise software and collaboration world
– Both offer a “vision” for the future
– Both approaches are valid and often resonate
9© KelCor, Inc. 2014

10. The Interface is Changing
10© KelCor, Inc. 2014
From
Touch-Tone Dial
Single Channel

11. The Interface is Changing
11© KelCor, Inc. 2014
To
Click-to-Call
Click-to-Conference
Multi-Modal

12. Pre-Convergence
12© KelCor, Inc. 2014
Personal
Productivity
Applications
Voice Apps
TDM
Data
Infrastructure
Business
Applications
and Processes

13. Architectural Choice – Cisco
Same vendor for voice and data
13© KelCor, Inc. 2014
Personal
Productivity
Applications
Data
Infrastructure
Business
Applications
and Processes
Voice Apps
Communications
Platform

14. Architectural Choice – Microsoft
Microsoft for Productivity and Coms; Any Data Vendor
14© KelCor, Inc. 2014
Personal
Productivity
Applications
Data
Infrastructure
Business
Applications
and Processes
Voice Apps
Communications
Platform

15. Personal
Productivity
Applications
Business
Applications
and Processes
Voice Apps
Communications
Platform
Data
Infrastructure
Architectures are Different
15© KelCor, Inc. 2014
Personal
Productivity
Applications
Business
Applications
and Processes
Voice Apps
Communications
Platform
Data
Infrastructure
What do you converge: Comms and network or
Comms and Personal Productivity Apps?

16. Short Diversion for a Personal Opinion
16© KelCor, Inc. 2014
Personal
Productivity
Applications
Business
Applications
and Processes
Many innovations in the communication space over the next
10 years will integrate personal productivity, mobility, and
multi-modal engagement with business applications.
Example
Best in Show

17. Comparing Portfolio Capabilities
17© KelCor, Inc. 2014
With Partner Eco-System
Basic Telephony Services
Desktop Phones
PC Clients
Mobile Clients
Audio Conferencing
Contact Center
IM/Presence
Web Conferencing
Federation Services
Outlook Integration
Peer-to-Peer Video
Multipoint Video
Room System Integration
Source: PKE Consulting

18. A Closer Look: Giving the Nod
18© KelCor, Inc. 2014
• Telephony Capabilities
– Basic Features
– Advanced Telephony Features
• Audio/Web Conferencing
• Video Portfolio
• Single Vendor versus Eco-System
• Desktop Applications Integration
– Exchange/Outlook
– Office Apps
– SharePoint
• Federation
• Line of Business App Integration
• Contact Center
Microsoft Lync Cisco UC/Jabber
Source: Adapted from
PKE Consulting

19. The Partner Ecosystem –
Disadvantage or Advantage?
19© KelCor, Inc. 2014
Item
UC Software Microsoft Cisco
Servers Partner Cisco
SBCs Partner Cisco
Phones Partner Cisco
Video Units Partner Cisco
Contact Center Partner Cisco
Cloud Microsoft* Partner
Installation Partner Partner
Operations Other Other
Note: Even if Microsoft is chosen, it may be through a VAR;
thus you may still have a single vendor doing the integration.

20. Where Does the Money Go?
Contact Center and Video Were Added in this On-Premises Example
20© KelCor, Inc. 2014
Microsoft Cisco
To Vendor* 8.4% 39.9%
To Partners Only 17.8% 4.4%
To Others 73.8% 55.8%
Big opportunity for hosted/managed services

21. Four Strategic Options
21© KelCor, Inc. 2014
All Cisco
• One Vendor
• Full PBX
• Guaranteed
• Integration
Both Elemental
• Cisco for PBX
• Microsoft for IM
& presence
• Little integration
Both in Parallel
• Location or
departmental
• Support full UC
stack for both
All Microsoft
• Single Vendor
(sort of)
• Eliminate PBX (if
possible)

22. If Lync Gets in the Door… It is
kind of insidious!
22© KelCor, Inc. 2014
Lync for IM and Presence
Web/Audio Conferencing through
Lync
Lync Peer to Peer Audio and Video
Lync Mobile Clients
Lync Federation
Lync Enterprise Voice
Add an SBC and Voice Trunks

23. The Licensing Conversation
23© KelCor, Inc. 2014
Cisco

24. Microsoft Lync 2013
Different License Types
• Lync Server Licenses
– Front End Server role
– Plus each Survivable Branch Appliance
• Client Access Licenses (CALs)
• User Subscription Licenses (USLs)
– Office 365 and Lync Online
• Client License
• Windows Server Licenses
• SQL Server Licenses
• Exchange Server Licenses
24© KelCor, Inc. 2014
Lync
Licenses
{Don’t Forget
These Other
Licenses

25. Lync CALs
25© KelCor, Inc. 2014
Standard CAL (IM/Presence)
Enterprise CAL Plus CAL Enterprise CAL
Plus CAL
Adds
Conferencing
Adds
Enterprise Voice
Adds
Conferencing and
Enterprise Voice
• The Lync 2013 Client license is often included with
other products (Office Professional Plus, Office 365).
• Lync Mobile clients are free

26. Lync CALs (Per User)
26© KelCor, Inc. 2014
Enterprise CAL - $123
Plus CAL - $123
Standard CAL - $36
List Price for Full Stack = $282

27. Lync Server CALs
• 40+ Pages of Licensing Guide
• Core CAL Suite (CCAL)
• Enterprise CAL (ECAL)
• Enterprise Agreement Subscription (EAS)
27© KelCor, Inc. 2014

28. Cisco Licensing
28© KelCor, Inc. 2014
Cisco
+ + + +  Personal Multiparty
+ + + + 
WebEx
Conferencing
+ + +   Unity Connection
N/A N/A    Expressway
N/A N/A    Jabber UC
     Jabber IM/P
     Prime Collaboration
One One One/Two Multiple Multiple
# of Devices
Supported
UCL
Essential
(Analog)
UCL
Basic
UCL
Enhanced/
Enhanced
Plus
CUWL
Standard
CUWL
Professional
$40 $125
$210/
$295
$325 $500
List Price
CPE &
Hosted
CPE &
Hosted

29. Cisco CUWL Pro (Per User)
29© KelCor, Inc. 2014
List Price for Full Stack = $500
Cisco

30. Cisco Enterprise Agreement
• Software and service rights for entire organization in
a single multi-year agreement
• Requires at least 2,000 knowledge workers
• Includes software, upgrade subscriptions (UCSS)
and technical support (ESW)
• Considers previous investments in Cisco
collaboration and support products
• Fixed cost for length of contract
• Unlimited organic growth and up to 20% of
inorganic growth before true-up
30© KelCor, Inc. 2014
Cisco

31. Cisco Enterprise Agreement
Offers
31© KelCor, Inc. 2014
Cisco

32. Unified or Universal Communications?
Vendor licensing forces us to think in terms of point solutions
32© KelCor, Inc. 2014
Video:
Lync Enterprise
UCL Enhanced
CUWL Standard
Conferencing:
CUWL Pro
Lync Enterprise
Voice:
UCL Basic/Enhanced
Lync Plus

33. Modeling TCO
33© KelCor, Inc. 2014

34. A User Profile Should Drive Any Solution
34© KelCor, Inc. 2014
Workload/Capability Profile Type: Manufacturing
Executive Highly Mobile Collaborative Worker Support Worker Task Worker
Percent by Category 3% 20% 30% 17% 30%
IM/Presence 100% 100% 100% 100% 100%
Federation 100% 100% 100% 100% 0%
Deskphone 100% 15% 50% 70% 15%
Softphone 100% 100% 100% 50% 30%
Executive Video Unit 50% 0% 0% 0% 0%
Mobile Smartphone Client 100% 100% 100% 50% 30%
Mobile Tablet Client 100% 100% 100% 50% 30%
Conferencing Hosts 50% 100% 100% 10% 10%
Phone Type
Multi-Line,
Speaker, Touch
Multi-Line,
Speaker
Multi-Line,
Speaker
2-Line
or Multi-Line Single-Line
Busy Hour Conferencing 50% 20% 20% 2% 1%

35. A Look at the Licenses Required – 5000 Users
35© KelCor, Inc. 2014
User Licenses and CALs Total
Microsoft
Lync Standard CAL 5438
Lync Enterprise CAL 2848
Lync Plus CAL 4600
Cisco
UCL-Essential 200
UCL-Basic 200
UCL-Enhanced 1352
CUWL-Standard 851
CUWL-Professional 2835
Executive
Highly
Mobile
Collab.
Worker
Support
Worker
Task
Worker
Attendant
Consoles
Public
Space
Phones
Analog
Lines
Video
Rooms
Lync Standard CAL 150 1000 1500 850 1500 25 200 200 13
Lync Enterprise CAL 75 1000 1500 85 150 25 13
Lync Plus CAL 150 1000 1500 850 675 25 200 200
UCL-Essential 200
UCL-Basic 200
UCL-Enhanced 0 0 0 344 995 13
CUWL-Standard 75 0 0 421 355
CUWL-Professional 75 1000 1500 85 150 25
Note that there
are more than
5000 licenses
required

36. One time costs
Total server software
Total software CALs
Total hardware
Total contact center
Total videoconferencing hardware
Total implementation costs
Grand total one time costs
5-year total of annual support costs
Server software maintenance / support
Total CAL maintenance / support
Total hardware support
Total videoconferencing maintenance / support
Total contact center annual support
Grand total support costs
Subtotal before support costs
One time costs
Total server software
Total software CALs
Total hardware
Total contact center
Total videoconferencing hardware
Total implementation costs
Grand total one time costs
5-year total of annual support costs
Server software maintenance / support
Total CAL/License maintenance / support
Total hardware support
Total videoconferencing maintenance / support
Total contact center annual support
Grand total support costs
Subtotal before operating costs
Operating costs
Total rack space costs
Total personnel costs
Total power costs
Total annual bandwidth cost
Total SIP trunking cost
Total operating costs
TCO
Components
36© KelCor, Inc. 2014
One time costs
Total server software
Total software CALs/Licenses
Total hardware
Total contact center
Total videoconferencing hardware
Total implementation costs
Grand total one time costs
Essential for
Comparison of
Premises vs.
Hosted!

37. Where The Money Goes
37© KelCor, Inc. 2014
One Time Costs Microsoft Percent
Total Server Software 109,595$ 0.9%
Total Software CALs 1,558,526$ 12.9%
Total Hardware 511,579$ 4.2%
Total Contact Center -$ 0.0%
Total Video Conferencing Hardware -$ 0.0%
Total Implementation Costs 326,955$ 2.7%
Grand Total One Time Costs 2,506,654$ 20.8%
5-Year Support and Maintenance Costs
Annual Server Software Maintenance -$ 0.0%
Total Annual Software CALs Maintenance -$ 0.0%
Annual Server Software Support 147,648$ 1.2%
Total Annual Software CALs Support 2,099,680$ 17.4%
Total Hardware Support 109,957$ 0.9%
Total VideoConferencing Support/Maintenance -$ 0.0%
Total Contact Center Annual Support -$ 0.0%
Grand Total Support and Maintenance Costs 2,357,286$ 19.5%
Operating Costs
Total Rack Space Costs 28,125$ 0.2%
Total Personnel Costs 6,600,000$ 54.7%
Total Power Costs 21,771$ 0.2%
Total Annual Bandwidth Cost 164,707$ 1.4%
Total SIP Trunking Cost 388,125$ 3.2%
Grand Total Operating Costs 7,202,728$ 59.7%
Grand Total 12,066,668$ 100%
One Time Costs Cisco Percent
Total Server Software -$ 0.0%
Total CUCMSoftware Licenses 895,822$ 8.0%
Total CUBE SBC Licenses 20,687$ 0.2%
Total Unity Connections Licenses 44,348$ 0.4%
Total Hardware 888,362$ 8.0%
Total Contact Center Express -$ 0.0%
Total Video Conferencing Hardware -$ 0.0%
Total Implementation Costs 369,844$ 3.3%
Total One Time Costs 2,219,061$ 19.9%
Support and Maintenance Costs
Annual Server Software Maintenance -$ 0.0%
Total CUCMSoftware License Maintenance 665,289$ 6.0%
Total CUCMSoftware License Support 520,033$ 4.7%
Total Hardware Support 25,098$ 0.2%
Total Contact Center Annual Support -$ 0.0%
Total Unity Connections Support and Maintenance 88,248$ 0.8%
Total VideoConferencing Support/Maintenance -$ 0.0%
Total Support and Maintenance Costs 1,298,667$ 11.7%
Operating Costs
Total Rack Spack 30,000$ 0.3%
Total Personnel Costs 6,912,500$ 62.0%
Total Power 37,630$ 0.3%
Total Annual Bandwidth Cost 190,045$ 1.7%
Total SIP Trunking Cost 458,831$ 4.1%
Total Operating Costs 7,629,007$ 68.4%
Total 11,146,735$ 100.0%
Case: 5,000 users. No Group Video. No Contact Center. EA Licensing

38. License Type Matters
Case: Contact Center: No; Room Video: No; On-Premises
38© KelCor, Inc. 2014
Microsoft Enterprise Agreement with Maintenance
(EA/SA Licensing)
Microsoft Enterprise Agreement Subscription
(EAS Licensing)
Microsoft total:
$12,066,668
Microsoft total:
$9,272,159
EAS gives
23%
Discount
Microsoft EA/SA vs EAS Licensing
EAS = Enterprise Agreement Subscription
• Monthly or annual cost
• You don’t own the software license

39. What About Conferencing Only?
39© KelCor, Inc. 2014
Microsoft
On-Prem
Microsoft
O365
Cisco
On-Prem
WebEx
Cloud
Note: box heights do not represent cost comparison between
the vendors; only comparison between same vendor solutions.
Cloud solutions are universally less expensive for
conferencing only workloads

40. Roadmap and Futures
40© KelCor, Inc. 2014
1 What current Cisco UC users can expect
2 What current Microsoft UC users can expect
3 Suggestions for those who are undecided

41. Both Cisco and Microsoft Seek
Differentiated Value Over Time
41© KelCor, Inc. 2014
𝑑(𝑉𝑎𝑙𝑢𝑒)
𝑑𝑡
= 𝑓(𝑣, 𝑎𝑐, 𝑣𝑐, 𝑤𝑐, 𝑐𝑐, 𝑆, 𝐶, 𝐸)
𝑣
𝑣𝑜𝑖𝑐𝑒
𝑎𝑐
𝑎𝑢𝑑𝑖𝑜
conferencing
𝑣𝑐
𝑣𝑖𝑑𝑒𝑜
conferencing
𝑤𝑐
𝑤𝑒𝑏
conferencing
𝑐𝑐
𝑐𝑜𝑛𝑡𝑎𝑐𝑡
center
𝑆
𝑀𝑎𝑛𝑎𝑔𝑒𝑑
𝑆𝑒𝑟𝑣𝑖𝑐𝑒𝑠
𝐶
𝐶𝑙𝑜𝑢𝑑
services
𝐸
𝐸𝑐𝑜𝑠𝑦𝑠𝑡𝑒𝑚
effects
𝑑(𝑉𝑎𝑙𝑢𝑒)
𝑑𝑡
=?

42. Cisco
42© KelCor, Inc. 2014

43. Cisco: The Formal Position – 1
• Making video easy
– Back to the future: video should be
as easy as a phone call
– Mobile device proximity coupled
with mobile app to launch video
43© KelCor, Inc. 2014
Continued emphasis
on video. New MX
and SX series. First
to market with H.265
video!

44. Cisco: The Formal Position – 2
• Making voice easy
– Quicker rollout
– All virtual images included
44© KelCor, Inc. 2014
• Turnkey small and mid
market call control
• Supports video
• Some apps
included (VM/IM/P)
• 25 CWUL Pro
licenses comp’ed

45. Cisco: The Formal Position – 3
• Most V10 functionality will be
available to service providers
at the end of Q1 2014
– Provider must then roll it out
45© KelCor, Inc. 2014
• Making cloud (a la
HCS) more compelling
• Multitenant voice
messaging
• Multitenant contact
center
• Service providers
can target SMB
market (50 – 100
users)
• VPN not required
for remote workers

46. Cisco: My Take – 1
46© KelCor, Inc. 2014
From a
September
2006 Cisco
briefing

Companies and markets evolve, and Cisco is
striving to meet demand for video at all levels

47. Cisco: My Take – 2
47© KelCor, Inc. 2014
Cisco HCS (cloud) results have been mixed
• Roughly 800,000 seats in use and 1.3 million sold to service
providers (over capacity of 65%)
HCS has been expensive in our RFPs
• Both in 2012 and 2013
Move to lower operator costs is good if it
translates to lower end user costs
• Lower hardware costs (some multitenancy)
• Simplifying on-boarding and continued operations
• Could make HCS more competitive with other offerings in the
SMB market
No Surprises

48. Microsoft
48© KelCor, Inc. 2014

49. Microsoft: The Formal Position – 1
49© KelCor, Inc. 2014
Windows
Phone
Android
Tablet
Apple
iPad
Apple
iPhone
Windows
8.1 PC
Similar Lync or Skype Experience across devices
All devices
are running
Lync

50. Microsoft: The Formal Position – 2
50© KelCor, Inc. 2014
1 Video bridge w/legacy systems
2 Lync Room Systems
SmartCrestron
SIP
H.264
3 Video between Lync & Skype

51. Microsoft: The Formal Position – 3
51© KelCor, Inc. 2014
1 PSTN calling from Lync Online
2 Larger Lync Online Meetings
⇒
3 JLync – Java wrapper for Lync API

52. Microsoft: The Formal Position - 4
52© KelCor, Inc. 2014
Why Microsoft might succeed..
My guess is that context aware
search will be built into the
search mechanism that comes
as part of the operating system
Others have tried to provide
context… and failed

53. Microsoft: My Take – 1
53© KelCor, Inc. 2014
Microsoft is gaining some momentum in voice
• Reminds me of where Cisco was 10 years ago
Adding voice to Office 365/Lync Online is great
for the SMB market
• Had a false start a few years ago, but it would be
welcome to the O365 user
Integrating legacy video investments is a good
move for Microsoft
• The could have been done by partners (i.e. Polycom), but
it is not hard for Lync Server to be the video bridge either

54. Microsoft: My Take - 2
54© KelCor, Inc. 2014
The Lync-Skype Video Integration
• This is a good move
• I hate the fact that you must get a new Microsoft user identity
(kind of kills the “universal communications” paradigm
B2C w/Skype (businesses pay the PSTN toll)
• May help enable more immediate rich interaction for SMBs
Too much focus on consumer solutions may dilute
momentum
• I really want to see my mom and kiddos on video all the time;
I really *don’t* want to see my business associates on video
all the time

55. For the Undecided…
Some Strategic Approaches
55© KelCor, Inc. 2014
Do you ever feel like both solutions are
good but missing just a little something?

56. 56© KelCor, Inc. 2014
Elimination Strategies

57. No Matter Which Solution You are
Looking At…
57© KelCor, Inc. 2014
Profile your users
Workload/Capability Profile Type: Manufacturing
Executive Highly Mobile Collaborative Worker Support Worker Task Worker
Percent by Category 3% 20% 30% 17% 30%
IM/Presence 100% 100% 100% 100% 100%
Federation 100% 100% 100% 100% 0%
Deskphone 100% 15% 50% 70% 15%
Softphone 100% 100% 100% 50% 30%
Executive Video Unit 50% 0% 0% 0% 0%
Mobile Smartphone Client 100% 100% 100% 50% 30%
Mobile Tablet Client 100% 100% 100% 50% 30%
Conferencing Hosts 50% 100% 100% 10% 10%
Phone Type
Multi-Line,
Speaker, Touch
Multi-Line,
Speaker
Multi-Line,
Speaker
2-Line
or Multi-Line Single-Line
Busy Hour Conferencing 50% 20% 20% 2% 1%

58. No Matter Which Solution You are
Looking At…
58© KelCor, Inc. 2014
Look for unique
requirements or situations
Special group functions?
Advanced Trunking or dial plan functions?
Unique assistant functions?
These may point you toward the vendor
you need to pursue.

59. No Matter Which Solution You are
Looking At…
59© KelCor, Inc. 2014
Determine if you have
“The 70% Solution”
Your organization may “require” multiple
communications vendors to meet its
needs!

60. No Matter Which Solution You are
Looking At…
60© KelCor, Inc. 2014
Consider your expertise
Are you more of a Cisco shop that a
Microsoft shop or vice versa?
Don’t forget that OPERATIONS will likely be
half of your TCO over time. If you have
significant expertise with one or the other
vendor, you may save time and money
pursuing that vendor.

61. Investigate TCO By Looking at
Alternatives
61© KelCor, Inc. 2014
TCO is only part of the
picture, but it is important
Do some modeling or get
someone else to do it
A close look at
TCO may
move a
director or
manager
toward
compromise.

62. Evaluate Vendors Using a Weighting Process
62© KelCor, Inc. 2014
Define
Criteria
Compare
Vendors
Crunch
Data
Outcome
0
10
20
30
40
50
60
70
80
90
100
Email (Including Desktop Client)
Active Directory
SharePoint
Business Applications
Desktop Productivity Apps
Video Conferencing
Telephony
PC Desktops
Open Tablets
Windows 8 Tablets/Slates
Open Smart Phones
Windows 8 Smart Phones
Inter-Business
Close Held Partners
Customersand Public
TCO
Jabber Lync
Weigh
Criteria
25%
5%
14%
10%
4%
25%
6%
11%
Source: PKE Consulting

63. Building Block Approach
63© KelCor, Inc. 2014
User Profiles are an input to TCO modeling.
TCO modeling is an input to a weighted
decision analysis tool.

64. A Quantitative Example
64© KelCor, Inc. 2014
Client
Decision
Solution Interfaces
Knowledge
Worker
Information
Worker
Total Jabber Lync Jabber Lync
Email (Including Desktop Client) 90 60 9% 7% 8% 80 100 80 100 Harder to use features for Info Workers in non-integrated
Active Directory 70 80 7% 9% 8% 90 100 90 100 Slight Lync Advantage - big for Policy with Exchange
SharePoint 80 30 8% 3% 6% 70 100 70 100 Big Lync Advantage with SharePoint/Exchange
Business Applications 40 80 4% 9% 6% 90 100 90 100 Slight Microsoft Edge
Desktop Productivity Apps 75 20 7% 2% 5% 70 100 70 100
Video Conferencing 60 30 6% 3% 5% 100 100 100 100 Has Polycom video conferencing
Telephony 80 60 8% 7% 7% 100 70 100 90 CUCMfor KW, Nortel for most IW sites
PC Desktops 100 80 9% 9% 9% 90 100 90 100
Other Tablets 50 50 5% 6% 5% 100 90 100 90
Windows 8 Tablets/Slates 30 30 3% 3% 3% 80 100 80 100
Other Smart Phones 90 70 9% 8% 8% 100 95 100 95
Windows 8 Smart Phones 60 80 6% 9% 7% 80 100 90 100
Inter-Business 60 10 6% 1% 4% 60 100 80 100 Minimal value for Information Workers
Close Held Partners 40 50 4% 6% 5% 60 100 100 80 Lync Federation Advantage
Customers and Public 30 30 3% 3% 3% 30 100 50 100
100 100 9% 12% 10% 100 100 100 100 Customer dependent
1
2
3
Solution
Areas
Information
Worker
For Vendor Comparison, Vendor with higher capability/coverage/value is given 100, the other is de-rated from there.
Value of Interface
Knowledge Worker Information Worker
Comments
Weighting Percentage of Total
Assigned to each Variable
Instructions
Enter in the Yellow Values Below - this will populate the models and create the presentation
For Values, weight the most important value as 100, then de-rate from that point.
TCO
Notes:
Knowledge
Worker
Analysis Framework - Input
IT Systems
Integration
Vendor Comparison
Lync versus Jabber
Yellow cells are data entry variables
For Value of Interface, highest value is 100, all others are set relative to that value.
Federation
Devices
User
Services
Assume that Lync will be better on Microsoft Clients and
Jabber on others.
Lync versus Jabber
A QuantitativeDecision Tool www.pkeconsulting.com
925-264-9420

65. Model Output
65© KelCor, Inc. 2014
Scenario 1 Scenario 2
48
49
50
51
52
53
54
55
56
57
58
Knowledge Worker Information
Worker
Total All Workers
RelativeCapabilityAverage
Jabber - Lync Comparison by Worker Type - Zoom View
Jabber
Lync
50
52
54
56
58
60
62
64
66
Knowledge Worker Information
Worker
Total All Workers
RelativeCapabilityAverage
Jabber - Lync Comparison by Worker Type - Zoom View
Jabber
Lync
0
10
20
30
40
50
60
70
80
90
100
Email (Including Desktop Client)
Active Directory
SharePoint
Business Applications
Desktop Productivity Apps
Video Conferencing
Telephony
PC Desktops
Other Tablets
Windows 8 Tablets/Slates
Other Smart Phones
Windows 8 Smart Phones
Inter-Business
Close Held Partners
Customers and Public
TCO
Knowledge Worker - Jabber Knowledge Worker -Lync Information Worker - Jabber Information Worker -Lync

66. 66© KelCor, Inc. 2014
To get a *free* copy of the weighted decision
analysis model, send an email to Phil Edholm at
pedholm@pkeconsulting.com

67. Coexistence Strategies
67© KelCor, Inc. 2014
1 Deploy equally and maintain both
You will do this “intentionally”, knowing that this is
likely the most expensive option. Management
does this knowing that the benefits outweigh the
costs!

68. Coexistence Strategies
68© KelCor, Inc. 2014
1 Deploy equally and maintain both
Session Border Controller
with Active Directory Lookup
Inbound call
You could also do SIP trunking between them

69. Coexistence Strategies
69© KelCor, Inc. 2014
2 “Mostly eliminate one”
For your “core” UC capabilities across broad job
profiles, standardize on a single communications
and collaboration solution. Only those with
“special requirements” have the other system.”
This will lower some costs; costs for the special
requirements solution will likely be quite high.

70. Coexistence Strategies
70© KelCor, Inc. 2014
3 Run one in-house & one hosted
Own the “main” UC solution and operate it
yourself. For the special requirements
solution move it to a hosted solution from a
reputable service provider.

71. 71© KelCor, Inc. 2014
Coexistence Strategies
3 Run one in-house & one hosted
~70 providers
EnterpriseVoice

72. Sometimes choosing between Cisco and
Microsoft is like herding cats…
72© KelCor, Inc. 2014
Video Source: HP/EDS 2009
https://www.youtube.com/watch?v=P
k7yqlTMvp8
But it can be done!

73. 73© KelCor, Inc. 2014
Thank you
Brent Kelly
+1.435.563.2532
bkelly@kelcor.com
Twitter: @ebkell
http://uccinsider.blogspot.com
www.KelCor.com