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ECOSYSTEM

Explore.

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Westcon does not sell Microsoft Lync, but we

actively support a robust line card of vendors who

deliver solutions optimized for, authorized for and

complementary to Lync environments. Westcon

is recognized as one of Microsoft’s independent

technical support providers and can offer multi-

vendor solutions and support to reseller partners.

Welcome To Westcon’s Microsoft Lync Ecosystem

Welcome

Why Hunt For Lync Solution Opportunities?

As businesses build their IT infrastructure and budgets to

capitalize on growing demands for UC and BYOD solutions, they

look increasingly to Lync for its time- and cost-saving benefits.

When you identify a customer who has deployed a Lync solution

but isn’t realizing the full potential, you’re in an excellent position

to deliver a cohesive offering and expand your wallet share.

Margin-rich opportunities are being developed every day.

Westcon is here to help you identify, nurture and close them.

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Network Ü PSTN access

Ü MPLS WAN

Ü SIP Trunking

Ü E911 Services

Ü Network Upgrades

Ü Network Switches & Routers

Ü Wireless LAN

Ü Servers

Deploy Ü Architecture and Design

Consulting

Ü Implementation Services

Ü Cloud Managed or Hosted Services

Ü Qualified Hardware Solutions

Ü Gateways

Ü SBCs / SBAs

Ü Qualified Desk Phones

Ü Qualified USB

Ü Lync Room Systems

Opportunity For You

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Operations & Management

Ü Outsourced and management contracts

Ü End-to-end support – PSLP

Value-Added Services Ü Contact Center

Ü ISV Applications

Ü Video room systems

Ü Lync Room Systems

Ü CIE – Customer Immersion Experience

Ü Training for End Users

Ü Admin Training

Increased Profitability

Welcome

Strategize.

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How To Identify Lync Opportunities

Target Customers Who:

Ü Must give their employees the flexibility to connect anywhere, from any device (desktop, headset, laptop, tablet, smartphone)

Ü Would benefit from a single UC platform that integrates seamlessly with Microsoft Office and other existing tools and systems

Ü Seek to improve communications, collaboration and response times while reducing travel costs and hard costs for remote workers

Ü Need real-time, high-quality communications and must fully leverage current infrastructure

Ü Require solutions that integrate into mixed IT environments

Ü Currently deploy Lync licenses but haven’t yet maximized its full potential

Welcome

What To Do If You Believe You Have A Lync Opportunity

Westcon has a strong team of pre-sales and

product management experts who can help you

develop the right quote for your Lync opportunity.

Contact us at wgna_lync_sales@westcon.com and

a team member will be in touch.

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Director Product Management Westcon Unified Communications and Collaboration Solutions john.barrett@westcon.com (630) 388 0440

Westcon Product Manager for AudioCodes, Oracle kathy.birch@westcon.com (630) 723 0250

Westcon Product Manager for SMART Technologies joe.carlson@westcon.com (630) 388 0493

Westcon Product Manager for Eaton, Sonus kyle.fritz@westcon.com (603) 736 4542

Westcon Product Manager for Extreme Networks mitch.krombach@westcon.com (630) 723 0241

Westcon Product Manager for Logitech chris.mannering@westcon.com (914) 829 7445

Westcon Canada Product Manager for AudioCodes, Extreme Networks, Polycom, SMART Technologies, Sonus, Spectralink zlatko.reder@westcon.com (905) 287 2708 Westcon Product Manager for Jabra, Polycom, Spectralink michael.rino@westcon.com (630) 723 0235

John Barrett

Kathy Birch

Joe Carlson

Kyle Fritz

Mitch Krombach

Chris Mannering

Zlatko Reder

Michael Rino

Welcome

Lync Resources For You And Your Customers

Ü Westcon’s Microsoft Lync Solutions Guide: http://viewer.zmags.com/publication/76cf91ec#/76cf91ec/1

Ü US: http://us.westcon.com/content/vendors/lync

Ü Canada: http://ca.westcon.com/content/vendors/lync

Ü The SIP School: http://westcon.thesipschool.com/

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Westcon’s Microsoft Lync Ecosystem

Select a logo above to navigate directly to that section.

Win.

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Built on a breadth of experience in VoIP

technology and unique integration

capabilities, AudioCodes provides end-

to-end voice elements, services and

expertise for simplifying voice-enablement

of Microsoft Lync implementations in on-

premises, cloud-based and hybrid network

architectures.

With certified service provider connectivity,

PBX integration, IP phones, call recording,

branch survivability, and voice quality

monitoring, AudioCodes provides the full

spectrum of voice solutions for Microsoft

unified communications.

Vendors

Lync-compatible IP Phones

Ü Fully integrated with Lync

Ü Presence monitoring

Ü High-definition voice quality (RTAWB/WB)

Ü Extensive set of essential enterprise phone features

Network & Service Management Tools

Ü OAM&P tools for pre-deployment staging and live networks

Ü Integration with Microsoft SCOM

Ü Voice quality monitoring with Session Experience Manager (SEM)

AudioCodes One Voice for Lync is a

unified product and service program

intended to simplify and accelerate

voice-enablement of Microsoft Lync

implementations. The program leverages

AudioCodes’ Microsoft-qualified end-

to-end voice elements, wide-ranging

services and extensive expertise

to enhance Microsoft Lync voice

implementations.

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Branch Office Survivability

Ü Uninterrupted Lync services in cases of lost WAN connectivity

Ü Integrated data services

Ü Advanced call routing capabilities

Ü Secured SIP trunk and PSTN fallback

Professional Services

Ü Global services portfolio for partners

Ü Planning, design and implementation

Ü Extensive post-sales support options

SBCs and Gateways

Ü Connect Lync to legacy and IP-based PBXs and the PSTN

Ü Secured SIP Trunking

Ü Integrate fax machines and analog devices

Applications for Lync

Ü Connect 3rd party SIP phones

Ü Lync-qualified passive call recording

Ü Auto-attendant with flexible IVR and additional subscriber feature

Ü Applications may run on AudioCodes SBA hardware

Vendors

Eaton’s power quality portfolio encompasses a

comprehensive offering of power management

solutions from a single-source provider. This

includes uninterruptible power supplies

(UPSs), DC power solutions, surge protective

devices, switchgear, power distribution units

(PDUs), remote monitoring, meters, software,

connectivity, enclosures and services.

If you’re selling something that needs power,

ask about the UPS. This represents an excellent

opportunity for you to capture the add-on,

margin-rich sale.

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Media Gateway

E-SBC

SBA

Audio

Video

Devices

Lync Server or Appliance

PSTN

SIP

Vendors

Microsoft Lync environments are made

up of multiple devices all requiring a

low latency, resilient and optimized

network foundation on which to run.

The network must be able to handle

increased volumes of voice, video

and collaboration traffic, plus scale to

support growth. Microsoft has certified

Extreme Networks as an Infrastructure

partner qualified to satisfy the unique

real-time requirements presented by

UCC.

Extreme Networks provides a network

architecture that offers flexibility,

scale, and resiliency to support UCC

requirements over the same converged

Ethernet infrastructure. Their Open

Fabric Edge results in a lower TCO

for the enterprise through optimized

CapEx and OpEx, and enables the

creation of a network architecture for

enterprises, education, government

and other markets composed of best-

in-class switches. Extreme Networks

provides a single powerful network

operating system with centralized

management.

Does your customer need a large

amount of phones, video equipment

or Lync Room System? Ask them

about the upgrades to the network to

support and manage increased data

traffic. The end user will most likely

need to address the system upgrade,

and that’s a perfect opportunity to

introduce Extreme Networks as the

best solution.

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Extreme Networks

The Microsoft Lync environment is made up of multiple devices including mobile phones, office phones,

voice mail, web conferencing, fax, email, instant messaging, and video all requiring a low latency, resilient

and optimised network foundation to run over.

The network needs to be capable of handling increased volumes of voice, video and collaboration traffic plus scale to support growth: that’s why Microsoft have certified Extreme Networks as an Infrastructure that is qualified to satisfy the unique “real-time” requirements presented by UC.

SO WHAT MAKES EXTREME THE RIGHT NETWORK INFRASTRUCTURE CHOICE?

• PROVEN: Microsoft Qualified: Certified by Microsoft as a vendor of choice. Extreme Networks have undertaken a joint test programme to ensure that Extreme provides the perfect platform for Microsoft Lync.

• CHOICE: of connectivity, wired or wireless. A wide choice of connectivity options are offered by Extremes portfolio.

• USER EXPERIENCE: benefit from a high performance, network foundation that ensures endpoints, devices, and users receive a high quality experience

• RESILIENT: Resiliency, in the unlikely event of component or connectivity failure, a range of redundancy options , supported by a fault tolerant Extreme network which can provide a sub 50 millisecond recovery makes Extreme a great choice.

• SCALABLE: Extreme Networks products are designed to make expanding and scaling your business simple.

• HIGH PERFORMANCE: Extreme Networks provides your network with superior performance, which will cope with the throughput, providing confidence as demands on your network increase.

• CONTROL: Identity management, giving visibility and control over who is doing what, where, when and with which device.

• MOBILITY: when deploying Lync in a virtualised environment, Extreme make the management simple. With a feature called XnV,extremeusersbenefitfrombeingabletomanageinventory,locationhistoryandmakeprovisioningsimple.

Remote Site 3

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Lync SoftClient

Lync EnabledIP Phone

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Lync SoftClient

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Remote Site 1

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RS2-User-1

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TELL ME ABOUT... LYNC UC SOLUTIONS INFRASTRUCTURE : EXTREME NETWORkS 110

Vendors

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Jabra and Microsoft work as

strategic partners to integrate

Jabra devices into current and

new generations of Microsoft

Lync solutions to deliver the

ultimate voice collaboration

experience. Jabra’s optimized

audio devices enable users to

derive the full business potential

of Microsoft’s solutions by

offering increased productivity,

enhanced mobility and reduced

cost of ownership.

On-device call controls allow

users to answer / end calls, adjust

volume, and mute calls directly

from the device. The smooth

user experience ensures fast

adoption of UCC solutions across

the organization. End users also

benefit from fast deployment

and easy device management.

Headsets are an extremely easy

add-on to ask your customers

about. It’s as simple as: “Are you

planning to include headsets

with this order?” Westcon has

Jabra compatibility guides

for Cisco, Nortel and Polycom

phones on the intranet to make

part selection easy. If you’re not

asking for the sale, it’s going to

go to the competition. Don’t

miss this opportunity!

Vendors

Logitech, a world leader in products that connect people to the

digital experiences they care about, has partnered with Microsoft

to offer a range of Lync UC tools that are so intuitive, people

actually love to use them, enabling enhanced collaboration and

productivity from the desktop to the conference room.

As one of the first companies to develop unique Lync 2013

features, Logitech enhances the collaboration experience in

the richest way. With HD video in a wider field of view, it’s now

possible to present from a whiteboard, show a document or

conduct a demo in clear view all from the desktop. Your customers

can see who’s talking with intelligent face-tracking during a

video meeting. They can easily manage audio and video calls

through intuitive controls on their headset, ConferenceCam,

Speakerphone, or through the webcam software.

Logitech helps unleash Lync productivity and collaboration – from

the desktop to the conference room – with intuitive designs that

are good for people and good for business.

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Microsoft Lync customers are implementing SIP trunking

solutions to reduce telecommunication costs and improve

business agility. Many companies have lowered their PSTN

termination and origination fees by as much as 70% by

replacing conventional TDM PRI/BRI lines with more flexible

and cost-effective SIP trunks. SIP trunking also plays a pivotal

role in the migration to Lync from other PBX platforms.

Interfacing with a SIP trunking provider can be a challenge.

Enterprises often encounter multi-vendor interoperability

issues, codec incompatibilities and service quality challenges

when deploying SIP trunks. Oracle Acme Packet enterprise

session border controllers (E-SBCs) are specifically designed

to accelerate the installation of SIP trunks by overcoming

common service interoperability and service quality issues.

E-SBCs serve as the termination point for SIP trunks in a

Microsoft Lync or Microsoft Office Communications Server

unified communications environment, providing key session

control and interworking functions.

Vendors

Together, Polycom RealPresence video and voice solutions

and Microsoft Lync unify communications across all work

environments: mobile, home, desktop, conference room

and immersive theaters. Polycom has a portfolio of over 40

video, voice, room and content sharing solutions that are

interoperable or optimized to work with Lync.

Polycom’s Lync audio solutions provide the highest quality

audio experience with innovative features that are easy to

install, manage and use. With Polycom’s broad selection of

Lync phones, customers can find the perfect solution for the

desktop, conference room or installed conferencing.

Polycom’s video solutions are standards-based and work

natively with Microsoft Lync. The solutions are designed

to work seamlessly with Microsoft Lync so users can adopt

the technology quickly and experience productivity gains

immediately. With these solutions, users can deploy

conference room systems and 360-degree USB cameras

for a rich and tightly integrated Lync experience. Lync-

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interoperable video solutions can integrate with existing

Microsoft infrastructures, deploy communication solutions

throughout the enterprise without complex and expensive

gateways, and extend Lync into a variety of vertical

environments and solutions.

Polycom’s CX8000 for Microsoft Lync is purpose-built

for Lync 2013 and designed to extend the familiar Lync

collaboration experience into the conference room

environment. The CX8000 combines the powerful Lync

software and the intuitive touch control system so that

anyone can start a face-to-face conversation with interactive

content sharing in no time.

Polycom provides scalable HC voice and video integration

in Microsoft Lync, Microsoft Exchange Server and Microsoft

SharePoint Server environments. Together, Microsoft and

Polycom offer the most complete UCC portfolio at the

lowest total cost of ownership.

Vendors

Incorporated in 1987, SMART is defined by innovation and

driven by a mission to redefine the way the world works and

learns. SMART created the world’s first interactive whiteboard

in 1991 and has remained the leading global provider of

interactive displays ever since.

SMART delivers the power of touch to enable inspired

collaboration in schools and workplaces around the world,

turning group work into a highly interactive, engaging and

productive experience. The Company’s enduring dedication

to innovation reaches millions of users in the education,

business, government and military communities. Today,

SMART Board interactive whiteboards are used by over 40

million students and teachers, and SMART products are used

in more than 175 countries.

The SMART Room™ System for Microsoft Lync supports

unmatched levels of interaction. Users can ink over any

application including Microsoft Excel and Adobe. It has

more size options than any other Lync Room System and is

manufactured and supported by one vendor.

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SMART also provides Meeting Pro connector for Microsoft

Lync 2013. The connector for Lync combines the Lync

UC platform with SMART’s interactive displays. It’s the

combination users need for highly collaborative meetings with

their colleagues, even if they are spread around the world.

SMART Technologies solutions are ideal for users who need

to collaborate often on complex projects. Think engineering,

architectural, construction firms and the like.

Vendors

With Sonus Session Border

Controllers, you and your

customers can fully maximize

Lync for Enterprise Voice. Sonus

SBCs enhance and extend the

UC experience in the enterprise,

at the branch office, and for the

mobile workforce. The Sonus

SBC hardware portfolio —

inclusive of the SBC 5100, SBC

5200, SBC 1000 and SBC 2000

Session Border Controllers — is

Microsoft Lync 2013 and 2010

qualified.

Sonus SBCs are trusted by

large banks, retailers and

airlines worldwide, with proven

experience in a variety of

environments, supporting Lync

Enterprise Voice and a wide

range of IP-PBXs and legacy

TDM-PBX systems in different

configurations. Sonus SBCs

include full support for Lync SBA

and exclusively deliver enhanced

SBA capability with 3G/4G

failover capability.

Westcon and Sonus are uniquely

positioned to support your

Lync opportunities. Sonus is a

Microsoft Gold Communications

Partner who fully understands

the unique interoperability,

security and scalability

requirements for successful

adoption of Lync Enterprise

Voice into new and existing

voice and PBX environments.

31Vendors

Spectralink’s Digital Enhanced Cordless

Telecommunications (DECT) devices are user-friendly,

full featured, and application-enabled handsets and

flexible server solutions. The 7000 Series empowers

mobile workers across different organizations and

industries to create the right wireless solution for each

user.

Several Spectralink DECT 7000 Series products are

optimized for Lync. The 75-Series have a large color

screen and an intuitive interface, making it ideal

for administrative environments across any vertical

market. The 76-Series is rugged, functional and

elegant in design. It’s resistant to dirt and water and

designed for industrial workforces. The 77-Series is

disinfectant-resistant and made for the healthcare

personnel who need to be mobile while still within

reach of critical care information. The Butterfly Series

is a user-friendly handset for the office environment

and comes in a variety of colors to distinguish

employee groups or personnel.

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Spectralink’s IP-DECT Server 400 is

the ultimate solution for SMBs and

can be deployed as a single-cell or

a multi-cell solution. The IP-DECT

Server 6500 is suited for radio

coverage over a large geographical

area or to equip a large number

of mobile employees with wireless

telephony, or both. Its modular

nature makes it a scalable, flexible

and future-proof solution that can

grow with the organization.

Spectralink’s Lync-optimized

solutions are ideal for users who

are mobile, yet operate in a closed

environment. Medical, Retail and

Manufacturing are the three verticals

in which Spectralink has the most

share. Education environments,

Correctional Institutions and Logistic

operations are also prime targets for

Spectralink solutions.

Vendors

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The SIP School

Westcon is a proud partner of the SIP

School and highly recommends customers

who need training on the intricacies of

SIP and SIP implementation become

SIP-certified through the SIP School.

The SIP School is owned by Vocale Ltd.,

which provides first-class, industry-

recognized education and certification

on SIP, VoIP and WebRTC. The SIP School

successfully blends theory and practice

of these subjects while fostering student

confidence as these protocols evolve.

If you need help with SIP Certification,

visit the SIP School’s Westcon portal at

westcon.thesipschool.com.

Vendors