MiVoice for Lync / Skype for Business Sales Battlecard

Overview
Microsoft Lync has achieved significant penetration in the To determine which path is most likely to lead to a win, you will need to consider a) the level of Microsoft
market with instant messaging and presence, and now penetration in the account and b) the complexity of their communications environment:
Microsoft is leveraging that penetration to grow their
Enterprise voice business with Skype for Business.
QUALIFICATION QUESTIONS
Microsoft is /has leveraged its enterprise software
MICROSOFT PENETRATION COMMUNICATION COMPLEXITY
foothold as a method of entering the enterprise UC and
voice market with Lync / Skype for Business licenses. • How mission critical is voice for their business?
• Is the prospect currently a Lync / S4B
customer for IM and Presence? • Do they have complex dial plans, multi-national
MiVoice for Skype for Business is ideal for clients that deployments?
• What Microsoft Client Access Licenses (CALs)
are looking at or have standardized on the Microsoft do they currently have? • Do they have many employees who do not work at
framework for IM and presence but are unsure of • How broadly is Lync deployed? Is Lync Voice a desk?
relying on it for their critical voice services. Through the deployed? Is it in full production or just a pilot? • Is communication integrated into any of their
• What other Microsoft solutions are part of their business processes? For example:
integration Mitel can deliver enterprise-class voice within
collaboration processes? • Overhead paging
the Lync / Skype for Business framework, in a much
• SharePoint • Alarm systems
simpler and more cost-effective way than Microsoft can
• Exchange/Outlook • Analog devices in manufacturing, warehouse or
– essentially Mitel makes voice easy for Lync / Skype for
• Dynamics CRM other environments
Business.
• Do they have integration requirements with non-
Microsoft systems?
Competition or Co-Opetition?
When you are selling into an account that either already
Based on the qualification
has Microsoft Lync or Skype for Business deployed or is
questions, you will be able to
considering Microsoft, you have two options on how to
determine the level of Microsoft
approach the account:
penetration in the account and
1. C
 ompete head-to-head with Microsoft, and sell the communication complexity.
the entire Mitel UCC solution You can then use the following
2. A
 dd-value to Microsoft UC solution, by positioning matrix to determine if
MiVoice for Skype for Business as enterprise-class competition or co-opetition
voice made easy for Microsoft UC environments makes sense:
Understanding Microsoft Licensing
This table explains the Customer Access License
(CAL) model. When you are talking to a customer,
ensure that you understand what CALs they have,
to help you determine your strategy. It is a common
misunderstanding that if a customer has an Enterprise
CAL they have access to Lync / S4B Voice – this is
not the case, voice must be licensed on top of the
Enterprise CAL.
Skype for Business Server offers the Skype for
Business Server Standard CAL (instant messaging and
presence), the Skype for Business Server Enterprise
CAL (audio/video/web conferencing), and the Skype
for Business Server Plus CAL (Enterprise Voice).
The Plus CAL is an additive CAL, and can only be
purchased once the Standard CAL has been acquired.
Please note that customers who purchased an OCS
Enterprise CAL before July 1, 2009, and maintained
active Software Assurance do have access rights
equivalent to the Plus CAL for two Lync releases: Lync
Server 2010 and Lync Server 2013.
However customers who did not have active Software
Assurance on their OCS Enterprise CAL /Enterprise
CAL Suite did not qualify for grandfathering and
require the purchase of Plus CAL to acquire voice
functionality.
How Mitel / MiVoice Adds Value
PROVEN AND RELIABLE VOICE MADE EASY
Mitel has been deploying reliable voice solutions
for over 40 years, powering 2 billion business
connections every day for over 60 million end users.
Where as Microsoft is brand-new to the voice market.
Most customers consider voice to be mission critical,
and don’t want to rely on an unproven solution that
could put their customer relationships, revenue and
brand in jeopardy.
Microsoft offers a limited set of voice features and
relies on third-party components, phones and
applications to deliver common voice features that
are a often an essential part of the customers’ day-to-
day business processes. This leads to vendor sprawl,
complexity and multiple management systems which
increase planning and deployment times and ongoing
operational costs.
Gartner stated in 2015 that “while Microsoft continues
to enhance the telephony functionality of Skype for
Business, the voice-user feature set is till not on par
with legacy telephony solutions” and “users reports
the voice reliability can be subpar”.
With Mitel and MiVoice for Skype for Business you can
deliver a rich, comprehensive set of voice features
available natively without the need to integrate
gateways, session border controllers, phones and
applications from multiple third-party vendors, helping
reduce the complexity and costs for those clients
that choose to utilize Skype for Business for UC
capabilities.
A VOICE SEAMLESS EXPERIENCE FOR THE USER
MiVoice for Skype for Business provides users with
access to a complete range of telephony features
without having to leave their familiar Lync / S4B
environment. MiVoice extends the UC client to Mitel
voice call control features, such as click-to-call,
incoming call device selection, and more. It includes
in-call features like forward, transfer, and embedded
conferencing. Workers can control their desk phones
and mobile devices and move calls between devices,
all from within the Microsoft UC client.
CLOUD-READY TODAY
With Mitel and MiVoice for Skype for Business,
clients can choose the deployment strategy that best
addresses their needs: premise-based or cloud-based
deployments or even hybrid approach. MiVoice for
Skype for Business integrates with both premise and
cloud-based Microsoft implementations. Microsoft
offers a cloud-based solution, but it’s support for
voice has only recently been introduced, with it ability
to be reliable and voice quality not being proven yet.
Note: Public cloud voice is only available with MiCloud
Business and MiVoice for Skype for Business.
LOWERS THE TOTAL COST OF OWNERSHIP OF
A COMPLETE BUSINESS SOLUTION
Microsoft depends on third-party manufacturers
for hardware (such as phones, consoles, servers,
etc.), software (such as enterprise-grade contact
center applications), and services. Mitel offers a
comprehensive portfolio to support its customers as
their requirements change or grow.
Skype for Business may be suitable as a voice
solution for companies that only employ knowledge
workers that are permanently fixed to their desks,
but Mitel can offer a complete solution for common
mixed environments.
Mitel provides voice with a UC overlay for those
who need it (such as frequent travelers and remote
workers), as well as hardware options for users that
need more flexibility (such as DECT phones for
campus mobility). allowing Mitel to easily address
segments that Microsoft can’t readily address or
tend to ignore, such as service workers (hospitality /
construction / field services) and information workers
(medical / education).
Laying Traps for Microsoft
3. Are you looking at all the costs that go into
When talking with your customer, you can lay traps
a Lync solution? Are all of your Microsoft
for Microsoft, which will cause the customer to
applications at the current release? Have you
question Lync as their voice solution:
factored in the costs of updating your entire
1. What are the consequences if your voice Microsoft architecture?
system goes down? 4. How many vendors do you manage, are you
• Lost order capture trying to consolidate?
• Penalties for unmet service level 5. W
 hat business processes are affected by
agreements telephony? Are these processes supported
• Brand damage by Microsoft – have you looked at the time/
2. What is your cloud strategy and how do you training that process engineering will result in?
see it evolving over the next 5 years?

Furthermore, MiVoice for Skype for Business has

Pricing and Part Numbers
a very well defined cost of ownership. You simply
Product (PN) Name Description MLP (USD)
purchase either MiVoice Business (mid to enterprise)
or MiVoice Office (SMB) and the appropriate user 54005953 Microsoft MiVoice for S4B - 1 user Gives a user a license for MiVoice for $0
licensing, MiVoice Phones, MiCollab Server, for Skype for Business
standard list prices and the MiVoice for Skype for
Business user licenses, which are free of charge. As 54005961 LBG server Migration to MiCollab Changes the user’s LBG server arid to a $0
Server free MiCollab base 54005964
discussed in the “Proven and Reliable Voice Made
54005962 LBG User Migration to MiVoice for Changes an LBG user license to a $0
Easy” section there are no third-party gateways or Skype for Business User MiVoice for Skype for Business user
applications to purchase and deploy. Plus another
key consideration is that there is no need to upgrade
your Microsoft infrastructure to the latest release.

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