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Win With Exchange Road Show

Win With Exchange Road Show. Understanding Unified Messaging. Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources. Agenda. Workplace Trends.

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Win With Exchange Road Show

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  1. Win With Exchange Road Show Understanding Unified Messaging

  2. Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources Agenda

  3. Workplace Trends “80% of information workers are most likely to first check their computers each morning for messages vs. 14% phone and 6% cell phone or other.” Harris, 2007 By 2011, 46.6 million corporate employees globally will spend at least one day a week teleworking, and 112 million will work from home at least one day a month. Dataquest Insight, Teleworking, The Quiet Revolution, May 2007 By 2010, 80% of companies will integrate communications (voice/messaging) into some biz apps or processes Gartner, 05/06 “Having anywhere access to e-mail and voice mail is going to be a huge benefit... People can access information and interact with it using a variety of devices, at work, at home, and on the road; and all of this translates directly into productivity.” Steven Presley, Senior IT Engineer for Messaging | QUALCOMM

  4. Voice and e-mail exist as separate inboxes hosted on separate servers with desktop access for e-mail and phone access for voice mail Users and administrators have to manage their communications from multiple locations with multiple tool sets Stand-alone fax machines receive faxes and require personnel to monitor them Unified Messaging Business Drivers “The average information worker gets 51 messages a day in up to 7 different places.” Microsoft Study with Harris Interactive | 2006 “60% of business phone calls go to voice mail.” Gartner Group Report | March 2006 | Mathew Cain

  5. Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources Agenda

  6. Unified Messaging Scenarios • Administrative overhead due to separate voice and messaging infrastructure • Standalone fax machines receive faxes and require personnel to monitor them IT Professional • Remote workers do not receive voice mail notifications immediately and issues go unaddressed for extended lengths • Remote workers have to deal with multiple tools to check all types of communications, wasting time • Teleworkers • Salespeople spend most of their time in the field chasing leads, interfacing with customers, and working with project teams • Salespeople feel disconnected when they are out of the office and have limited or no access to voice mails and e-mails • Salesmen

  7. Benefits Summary Reduced IT Costs Lower cost to own and operate due to consolidation of hardware and administration into one system • Enhanced Productivity Increased productivity with a universal Inbox and integrated access to vital business communications: e-mail, voice mail and IM • Better Connectivity People can quickly and easily find the right person and click to communicate from within everyday software applications and business processes

  8. Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources Agenda

  9. Exchange UM Vision Extend the Exchange vision by bringing new and valuable content into the inbox (voice mail/fax) Simplify life and reduce costs for the administrator by consolidating infrastructure and training Increase the client reach of Exchange to the telephone to truly allow anywhere access to your inbox

  10. Server Roles Exchange 2007 Exchange 2007 Edge Server Intranet DMZ Windows Server Exchange Server 2007 Windows Server Client Access HubTransport Exchange Server 2007 Edge Transport Unified Messaging Mailbox

  11. Past Sales Barriers Relatively high end-user prices Integrating with PBX systems Difficult and sensitive to integrate with e-mail systems Schema changes, Active Directory permissions, desktop deployments Channel issues Mostly telecom channels selling UM solutions today Conflict of interest with voice mail/PBX upgrade business

  12. Exchange Overcomes the BarriersSimplified PBX Connectivity TechNet Telephony Advisor http://www.microsoft.com/technet/prodtechnol/exchange/telephony-advisor.mspx Exchange Server 2007 supports VoIP protocols natively (SIP/RTP/T.38) Communicates with PBXs using inexpensive VoIP gateways (such as Dialogic & AudioCodes) and directly with IP PBXs (like Cisco Call Manager 4.0 and above) VoIP gateways support most popular PBXs using T1, analog and digital interfaces Alcatel, Avaya, Ericsson, Mitel, NEC, Nortel, Siemens, and others

  13. Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources Agenda

  14. Why Is There an Opportunity Now? VoIP gateways simplify PBX integration and enable site consolidation VoIP is gaining momentum and causing market churn Legacy voice mail systems have reached the end of their life Building UM into Exchange allows us to: Build a UM business on a great installed base Focus on delivering more end-user value Leverage Exchange security, admin, and continuity models

  15. Growing UM Market Opportunity • Customers demand is shifting towards Unified Messaging • Aging Voicemail systems and desire to consolidate voicemail system • Total market size estimated to be $1.03 billion in 2013 Source: Frost and Sullivan

  16. Exchange UM as an Upgrade Opportunity When I told our executives that they could listen to their e-mail along with their voice mail messages within Exchange Server 2007, they were thrilled. Steve Gould APA–The Engineered Wood Association Exchange Server 2007 Beta customer upgrading from Exchange 2003 Exchange Server 2000 customers are a prime target for upgrading • 25% of the Exchange installed base • Significant advances since Exchange Server 2000 • Hardware likely to be fully depreciated or at end of manufacturer support • Exchange Server 2000 mainstream support ended 1/06, currently in extended support However, Exchange Server 2003 customers represent an even larger opportunity • UM adds compelling new productivity benefits you can sell to BDMs • UM can replace aging voice mail systems that are expensive and hitting end of life. Exchange UM will help you meet your sales numbers in coming years The Exchange Server upgrade opportunity is big: Radicati Group estimates Microsoft Exchange Server will be the back end for 135M corporatemailboxes in 2007* Breakdown of Exchange Installed Base by Versions** Sources: *The Radicati Group, Corporate Messaging Software, IB Market Share, 2000–2009. July 2006 **Osterman Research, “Enterprise Messaging Market Trends 2005-2008,” December 2005. Based on September 2005 survey of 141 North American enterprises.

  17. Tiered CAL ModelUp-sell to Enterprise CAL Exchange Enterprise CAL Exchange Server 2007 Tiered CALs (Additive Client Access License) For organizations wanting the benefits of Exchange Standard CAL plus: Unified Messaging and/or Multi-tiered AV/AS protection and/or Advanced compliance through per-user journaling and managed e-mail folders Exchange Standard CAL • (Client Access License) • Enhancements from Exchange Server 2003 • Improved anti-spam • Better manageability • Enhanced mobile security • The Exchange Enterprise CAL is an additive CAL that provides functionality above and beyond the Exchange Standard CAL • Continued revenue growth of Exchange business will be on shifting CAL mix to Enterprise CAL • For many customers, UM will pull through Enterprise CAL sales, and help you meet sales targets

  18. Why You Should Care About UM • Unified communications is the future of the Exchange Server business • UM is the first step in the path for voice for many of your customers • Replacing the voice mail system you are one step to replacing the PBX • Exchange Server customers who upgrade to UM will upgrade to more UC products

  19. Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources Agenda

  20. $ Exchange: Selling StrategyExchange Server 2007 benefits • Built-in Protection Ensure the e-mail system stays up and running and has enhanced protection from security, technology, and business threats • Anywhere Access Satisfy the needs of users who demand access to their communications, calendar, and contacts anywhere, anytime • Operational Efficiency Consolidate support/administration and make more efficient use of technology to enable new levels of operational efficiency

  21. Unified Messaging Selling Strategy • What to look for in your accounts: • Voice mail systems up for renewal or considering upgrades • Considering consolidating voice mail infrastructure • Interest in Microsoft UC and software-powered VoIP but unsure about the validity • Exchange Server 2007 Unified Messaging benefits: • Centralized control for storage, archival, retention, and compliance • Fewer moving parts: no additional client downloads, no version sync • Half the cost with mobility and voice access built-in • Access anywhere from Office Outlook Web Access, Office Outlook Voice Access, Windows Mobile • One inbox – Office Outlook • Richer voice access with Office Outlook Voice Access • Actions: • Demonstrate and pilot the user experience – Office Outlook Web Access, Office Outlook Voice Access, Windows Mobile • Use available Microsoft resources (Partner Sales Tools) • Prove the return on investment • Win the deployment

  22. Exchange Server 2007 Overcoming Upgrade Objections Cost: Standard CAL price the same for customers, E-CAL add-on includes UM, hosted filtering and anti-virus “Good Enough”: Many new features in Exchange Server 2007 will save customers time and resources Hardware Acquisition: Advances in 64-bit server hardware can potentially lower the per-user cost Exchange Server Upgrade: Overcoming objections

  23. Understanding Unified Messaging: Customer Business Challenges Customer Value Proposition Overview of Capabilities Partner Opportunity Selling Strategies Partner Resources Agenda

  24. Microsoft Field Execution Model Sales Core IO Model Gap Analysis Growth Strategy Profile Opportunity Management MSSP Account Planning: Account discovery and engagement based on the Core IO model Develop Prospect Qualify Proof Close Solution CES Solution Definition Account Team Unit Relationship Management Architecture Design Session Solution Briefing Proof of Concept Marketing Specialist Team Unit Specialist Team Unit Specialist Team Unit Partners Demand Generation Awareness Subsidiary Marketing Account Team Unit

  25. UC FastStart Kit Contents • ADS Presentation Templates: Customizable templates to help you make the case for UC solutions • Scenario Execution Guides: Information for driving sales in the most common customer environments (use when entering ADS and proof-of-concept engagements) • Discussion Guides: Comprehensive guides to help you engage customers in sales discussions about your UC solutions • FAQs: Tailored to each aspect of your UC solution to provide answers that help build customer confidence and drive sales Solution Definition Architecture Design Session Solution Briefing

  26. UC ROI Tool Objectives Helps you explore and accelerate UC opportunities through the sales cycle by: Engaging various roles in a customer’s organization to have structural discussions • Identifying a customer’s business objectives and UC solutions to help achieve those objectives • Developinga customized business case for the customer to evaluate UC Architecture Design Session Solution Briefing

  27. What Is Included UC products and services • Microsoft Exchange Server 2007, Microsoft Office Communications Server 2007, and Microsoft Office Live Meeting • Flexibility to select deployment preference Types of return-on-investment analysis • Business impact • Total cost of ownership Architecture Design Session Solution Briefing Default values for reference • Based on Forrester’s Total Economic Impact study and early adopters’ deployment • All values are editable

  28. Exchange POC-in-a-Box Contents • POC Virtual Machine: Tested virtual machine for Exchange Campaign-Based POC • POC Implementation Guidance: Guidance for implementing POC in the customer environment • Customer Evaluation Guidance: Documented steps for evaluating technologies • Evaluation Completion Response Document: Framework enabling partner/field responses to customer feedback • Architecture and Transition Recommendation Document: Document to be used during planning phase of customer’s Exchange implementation. Proof of Concept

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