Sangoma Partner Training Lync Express Frederic Dickey / Doug Vilim Agenda • • • • Quick Introduction to Microsoft Lync Introduction to Lync Express Pricing Sales 24 hour promo $1250 cash back © 2012 Sangoma Technologies Inc. 2012-06-28 2 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 3 MS Lync Architecture – Complex! © 2012 Sangoma Technologies Inc. 2012-06-28 4 Simplified View Here © 2012 Sangoma Technologies Inc. 2012-06-28 5 Sangoma’s Lync Express Combine these functions for simpler deployment in the small enterprise © 2012 Sangoma Technologies Inc. 2012-06-28 6 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 7 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 8 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 9 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 10 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 11 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 13 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 14 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 15 Sangoma in the PBX Market Question: What other PBX does Sangoma sell? © 2012 Sangoma Technologies Inc. 2012-06-28 16 Sangoma in the PBX Market Answer: ??? © 2012 Sangoma Technologies Inc. 2012-06-28 17 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 18 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 19 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 20 Thank you!