MS Lync from independent distributors perspective

Can Lync realistically be sold to SME users? 

“SME’s do buy MS Lync.” says Mark Shane, Sales Director at ICON.  Mark explained,

Solutions are MS Lync approved

“ICON is the only UK distributor of MS Lync approved wireless mobility solutions.  These solutions scale from SME to enterprise level and we are seeing as many of these being sold for integration with Lync solutions deployed in SME’s as in enterprises”

Are there any ‘Lync Busters’ out there?

In terms of delivering UC capability Lync is one of many solutions available.  However, in its target niche it is a strong contender with an almost unassailable position.  Mark Shane, Sales Director at ICON , explains

“ICON distributes a range of UC solutions as well as MS Lync approved mobility solutions and it is the Microsoft tag, pedigree and connections that hold sway in its target niche.  This means that in those business and enterprises which are committed users of Microsoft solutions Lync is the natural solution and a contender has to be able to exceed the performance of the Microsoft brand for delivering reliably. There are very few UC solutions which have the brand credentials to do this.”

Wave from Vertical is a contender

That is not to say that MS Lync will dominate the entire UC market.  Outside of its target niche where the emphasis shifts from brand credentials to features, functionality, and price, MS Lync competes on a more level playing field with other UC solutions.   Mark explained

“In niches which are brand agnostic and the focus is more on features, functionality and price than on brand there are other UC solutions that can stand up tall against Lync.  Solutions, such as Wave from Vertical Communications, which are continually stretching the envelop by offering novel business apps in a very advantages commercial package can often be a strong contender against Lync especially in vertical sectors needing specialist solutions.”

Mark added

Lync is unquestionably a force to be reckoned with in the market and it has to be a strong and confident brand to take it head on in its target niche.  ICON and our partner vendors who provide MS Lync approved solutions are betting that there are very few who can do this successfully in its target niche.

Product certification : How valid is this as a requirement and what real benefits ensue for the user.

Mark Shane, Sales Director at ICON is a fervent believer and supporter of certification. 

“It opens up the market for third party vendors, guarantees the performance of the solution, and delivers choice for the end user”

ICON distributes Microsoft Lync certified SpectraLink Wi-Fi and DECT handset solutions and, says Mark,

“We see certification is a positive thing.  It benefits the end user and the VAR, as much as it does Microsoft.”  

“Certification is not a barrier to supply erected by Microsoft but a quality control measure.  By requiring certification, Microsoft is doing no more than every traditional IP-PBX vendor does - ensuring that the quality of experience of the end user is consistent.” 

Microsoft Lync qualified

Traditional IP-PBX vendor have full control over their solutions and the endpoints.  They can tweak, modify and change their solution at the design stage so that with their recommended endpoint it delivers a known and controlled experience for the end user.   

It is for this reason, most traditional IP-PBX vendors do not support un-branded endpoints on their solutions – they cannot guarantee a consistent end user experience.  This is good for the vendor but for the end user it limits the choice of endpoint to the few provided by the vendor.

“Certification is a win-win for everyone,” says Mark “It opens up the market for third party vendors and increases choice for the end user.  Users get a choice of endpoint and a solution that delivers to a defined functionality." 

"The VAR gets the confidence that comes from the knowledge that the solution will perform to a known level and is supported.   Microsoft gets to ensure that the user experience is consistent no matter what endpoint is used.”