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When selling a Lync Solution, there is opportunity to help the customer along their journey from legacy technology to the market leading Unified Communications solution. Understanding the customer journey and their questions is core to helping enterprises evaluate and adopt UC. The challenges in a solution sale include navigating: UC business case development Predeployment design and analysis Deployment and adoption planning The Lync Right Start Kit includes a rich set of guides, presentations, and references to support key activities including: Defining the value of UC for an organization designing supportable Lync topology evaluating a network’s UC readiness deploying and adopting Lync
Lync Right Start Kit Lync Right Start Overview Opportunity Challenge The Lync Right Start Kit ! • " # • $ • %& • ' ! • $ • () • " How to use the Right Start Kit *+ ,"- .%/0 /( 0(- # $ (1 ' & . ( " 2 ( Before you get started with a customer, here are key planning activities that will set you up for success… %%- )) ` %$ 0+ &%$3%%4 5$, 6*+ Snapshot of the Deployment & Adoption Journey ,526 (76" ,7 89:;<(7 89:;.%7 6=7 >%0$ ? 1 ? 2 0*? 3 -<2%<(? 4 >%0? 5 "- .%2 6(( $/<( " 6( Blocker Primary Tools 2 "622? 6 Outcome 1. How do I define business value of UC? Common Customer Questions > 0 (,@ -=(*@%? -$ Challenge 2$%% # %$ =0% 2 % % Your Role > $$ Target Audience *+ ,"- • " , • *+ • 7,"- Outcome 1. How do I define business value of UC? Tools A%%$#=0BC , Primary Tool ,52 Supporting Tools 6 0 2( %- 2. Why Lync? Common Customer Questions ? >%? 0 3 %4 Challenge 2%$ $'$#0 ' Your Role: "&$ % &' ! Target Audience *+ ,"- • *+ • 7,"- • 7 • " 89:;2" • 89:;%=;DE 2. Why Lync? Primary Tool (7 ,7 Supporting Tools -3-46=;DE 89:; A$ 0$BC "- -2 89:;=$>F 0*+30*4 ( * Requires Gold Competency OutcomeTools 3. Is Lync Enterprise Ready? Common Customer Questions )+% ? $? >%0$0(.%32/1/%4? &-$? >%%%? 0? [...]... Developing an Effective Lync Readiness and Adoption Strategy (Online Course) Templates Rollout and Adoption Success Kit (Reusable email/project plans/readiness materials) Lync Deployment Readiness Report Click a tool to download Additional Resources Lync Deployment Lync Rollout and Adoption Success Kit Recommended Training Enterprise Agreement customers have several Software assurance benefits The Lync Rollout... Rollout and Adoption Success Kit (RASK) is designed to help There are several formal and informal training courses that help you get up to enable them to boast productivity in their organization you achieve rapid, sustained adoption of Lync 2013 and long-term to speed on Lync In the area of deployment, the Lync Deployment & Planning Services is operational success It focuses on the organizational readiness,... infrastructure ready for Lync? Common Customer Questions How do I get my network and environment ready? How should I document the business and technical requirements? What are the operational tasks in management and staffing? We have internal and regulatory compliance 5 How do I get my infrastructure ready for Lync? “I want to avoid major disruptions.” – IT Project Manager Challenge Tools Primary... Lync has a successful deployment Target Audience Telephony/Network Project Manager Lync Rollout and Adoption Success Kit Success Kit Supporting Tools Developing an Effective Lync Readiness and Adoption Strategy (Online Course) Lync Network Readiness Workshop Lync 2013 Real-Time Communications over Wi-Fi Bandwidth Calculator Office 365 Fast Track Microsoft Technology Center Outcome • • • Prepare a Lync. .. change an available benefit to help EA customers and partners kick start a management, and user experience aspects of your Lync 2013 rollout. and Planning Services deployment/planning of Lync 2013 RASK is organized into 3 core components: Customers can use LDPS to cover the cost of planning services to help them understand why and how to deploy Lync Server • • • Rollout phases Readiness focus areas... Deployment readiness report Lync 2013 Partner Sales Course Technical Training: • Jumpstart - On demand courses to help you learn at your own pace • Microsoft Learning (5 Day Training) -Courses for Communications Compentancy Experts Learn more about LDPS on Microsoft.com Learn more about RASK on Microsoft.com • Ignite – selected training and hands on labs (assumes knowledge of Lync) • TechEd – search for select... Lync courses for special topics (assumes knowledge of Lync) © 2013 Microsoft Corporation All rights reserved Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S and/or other countries The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation... requirements are complex, undefined, or not clear yet, can Lync help? 4 Does Lync address the RFP? “My organization requires a competitive RFP.” Tools – business decision maker/procurement Outcome Primary Tool Challenge At this stage a customer may issue an RFP as a result of the complexity of a UC deployment or procurement policies require one They may also need a creative and an innovative approach to... Manager Outcome Primary Tool Challenge At this stage, a customer is ready to de-commission (or integrate) legacy Lync Adoption Workshop systems to gain ROI However end-users require minimal impact to their (for trainers/ facilitators) day-to-day functions and support resources need to be ready to communicate and respond to common end-user questions The level of change and coordination is significant... redundant costs (i.e devices, a/ v, conferencing, PBX) Right Start Kit Resource Recap Tool types Tool Lync 2013 Business Value Assessment Tool Calculators & Assessments (Require Input) Bandwidth Calculator Lync 2013 Deployment Adoption Assessment Tool UC Strategy Workshop Guide Lync Technical Briefing Guide Workshop Presentation & Agenda (Customizable to-customer presentations) The Microsoft Approach