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.
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 networks UC readiness
deploying and adopting Lync
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
Pre-deployment design and analysis
Deployment and adoption planning
Target your discussions
Executive Sponsor
Business Decision Maker
Network/Telephony Influencer
Sourcing/Procurement
IT Project Managers
Recognize the
road blocks
Primary Question
Common questions
Customers challenge
Navigate the
discussion
Primary Tools
Supporting Tools
Drive successful outcomes
Understand your role
Listener
Advisor
Solution Provider
Review an account strategy jointly with a Microsoft account rep
and end-to-end support partner
`
Know the competition and incumbent providers,
and engage compete resources early
Identify and engage an executive sponsor at customer
Understand the customers license position and software assurance
benefits (new, renewal or grandfathered)
Conduct due diligence to uncover technical challenges
and dependencies
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2
3
4
5
6
Common Customer Questions
Help me understand the value of UC.
I have PBX and other contractual sunk costs.
Will My OPEX increase with a UC solution?
My business is not asking for UC.
Challenge
At this stage a customer maybe unaware or
unclear of how UC can help their
organization. They are developing new
business strategies and defining ROI goals
however the value proposition for UC is
vague or undefined. Alternatively, the
customer may have components of UC with
various vendors and have developed a
limited or skewed definition of UC.

Your Role
Help the customer define a UC strategy and
develop a viable business case

Target Audience
Executive Sponsor
Business Decision Maker
Develop a Business Case for UC
Secure Executive Sponsorship
Gain Business Decision Maker support
Primary Tool
Business Value Assessment
Supporting Tools
UC Strategy Workshop
Case Studies & Customer References
Industry Reports and Trends
Account Plan develop with Microsoft
Common Customer Questions
What are the user cases and scenarios?
How is Lync managed?
I heard you need multiple vendors (devices, gateways, applications)


Challenge
At this stage the customer is unaware of the
capabilities and value proposition of Lync.
They have a need and strategy for UC, yet
there are baseline questions on if Lync can
address both the organizational and IT
requirements.

Your Role: Demonstrate a customers
strategy for UC can be achieved with Lyncs
unique value proposition: a single client and
management platform

Target Audience
Executive Sponsor
Business Decision Maker

Secure Executive Sponsor
Gain Business Decision Maker support
Gain the technical decision makers
support
Deliver a Lync 2013 demo and
Architectural Design session
Test a Lync Server 2013 with proof of
concept or Office 365 trail
Primary Tool
Lync Product Guide
Lync Technical Briefing Guide
Supporting Tools
Microsoft Technology Center (MTC) & O365 Trials
Lync 2013 Reference Topologies
The Microsoft Approach to UC
Lync 2013 Objection Handling*
Case Studies and other references
Customer Immersion Experience (CIE)
Lync Workload Presentations
Common Customer Questions
Can Lync co-exist with my voice or video infrastructure?
Can Lync handle high availability and resiliency?
How do I think about my IP Network (i.e. CAC/QoS/firewall)?
Whats Lync Mobility and Wireless Support?
How would we manage and monitor Lync?
Is Lync Secure?

Challenge
At this stage the technical decision makers
have specific and in-depth questions on
Lyncs design, implementation and
management. As they transition from
legacy telephony, they require a deeper level
of confidence before making a final decision
and starting a Lync Deployment.

Your Role
Identify and address common customer
concerns to open the door to large scale
deployments.

Target Audience
Telephony and Network Influencers


Gain technical decision maker support
Deliver Lync Server 2013 Architectural
Design session or Solution Alignment
Workshop
Deploy a production pilot
Primary Tool
Lync Product Guide & TechNet
Lync Technical Briefing Guide
Supporting Tools
Lync 2013 Reference Topologies
The Microsoft Approach to UC
Lync 2013 Objection Handling
Lync 2013 Alignment Questionnaire
Lync Rollout and Adoption Success Kit
Case Studies and other references
Microsoft Technology Center (MTC) & O365 Trials
TechEd, Lync Conference, TechReady* Sessions
Common Customer Questions
I have a Telephony Only RFP,
whats Lyncs Solution?
How do you address a specific
unsupported features?
My requirements are complex, undefined,
or not clear yet, can Lync help?


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 their business
strategy, and want official responses from
several vendors.

Your Role
Deliver a Unified Communications RFP with
the right solution elements represented.

Target Audience
Sourcing/Procurement
Telephony/Network Project Manager

Successful submission of RFP
Primary Tool
Lync 2013 RFP Guide and Q&A list
Supporting Tools
Solicited proposal with Microsoft*
Bid estimator *
Lync Product Guide
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.


Challenge
At this stage, Lync is the chosen solution,
however the networking/infrastructure
teams wants to understand how to plan
accordingly and mitigate disruption to the
infrastructure and end-users. The project
has many dependencies and pre-planning
activities and internal teams need guidance
on how to prepare for success.

Your Role
Review best practice processes, tools,
methodologies to ensure Lync has a
successful deployment.

Target Audience
Telephony/Network Project Manager

Prepare a Lync Deployment Readiness
report
Develop a Lync rollout project plan
Kick off of enterprise wide production
deployment
Primary Tools
Lync 2013 Networking Guide
Lync 2013 Operations Guide
Supporting Tools
Lync Network Readiness Workshop
Lync 2013 Real-Time Communications over Wi-Fi
Bandwidth Calculator
Office 365 Fast Track
Microsoft Technology Center
Lync Rollout and Adoption Success Kit Success Kit
Developing an Effective Lync Readiness
and Adoption Strategy (Online Course)
Common Customer Questions
What should I communicate to my users?
Whats a training plan look like?
How do I manage the organizational change?

Challenge
At this stage, a customer is ready to de-
commission (or integrate) legacy systems to
gain ROI. However end-users require
minimal impact to their 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 and
IT has not yet defined the project plan.

Your Role
Influence and empower customers to drive
effective organizational & end-user
readiness

Target Audience
Telephony/Network Project Manager
Business Decision Maker
Prepare Lync rollout project plan
Complete an enterprise wide production
deployment
Decommission redundant costs
(i.e. devices, a/v, conferencing, PBX)
Primary Tool
Rollout and Adoption Success Kit
Supporting Tools
Lync Adoption Workshop
(for trainers/ facilitators)
Developing an Effective Lync Readiness
and Adoption Strategy (Online Live Course)
Templates
(Reusable email/project plans/readiness materials)
White papers
(In-depth topic overviews)
Discussion Guide
(Technical discussion prep guides)
Workshop Presentation & Agenda
(Customizable to-customer presentations)
Calculators & Assessments
(Require Input)
Lync 2013 Business Value Assessment Tool
Rollout and Adoption Success Kit
Bandwidth Calculator
Lync 2013 Deployment Adoption Assessment Tool
UC Strategy Workshop Guide
Lync Technical Briefing Guide
The Microsoft Approach to UC
Lync Network Readiness Workshop
Lync Adoption Workshop
Lync 2013 Objection Handling
Lync 2013 Alignment Questionnaire
Lync 2013 Reference Topologies
Case Studies
Lync 2013 Networking Guide
Lync 2010 RFP Guide and Q&A list
Lync 2013 Product Guide
Lync 2013 Operations Guide
Lync 2013 Real-Time Communications over Wi-Fi
Developing an Effective Lync Readiness and Adoption Strategy (Online Course)
Lync Deployment Readiness Report
Enterprise Agreement customers have
several Software assurance benefits to
enable them to boast productivity in their
organization.
In the area of deployment, the Lync
Deployment & Planning Services is an
available benefit to help EA customers and
partners kick start a deployment/planning
of Lync 2013.

Customers can use LDPS to cover the cost
of planning services to help them
understand why and how to deploy Lync
Server.

Learn more about LDPS on Microsoft.com
The Lync Rollout and Adoption Success
Kit (RASK) is designed to help you achieve
rapid, sustained adoption of Lync 2013 and
long-term operational success. It focuses on
the organizational readiness, change
management, and user experience aspects
of your Lync 2013 rollout.

RASK is organized into 3 core components:
Rollout phases
Readiness focus areas
Deployment readiness report

Learn more about RASK on Microsoft.com
There are several formal and informal
training courses that help you get up to
speed on Lync
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
Ignite selected training and hands on labs
(assumes knowledge of Lync)
TechEd search for select Lync courses for
special topics (assumes knowledge of Lync)