2-page Partner Case Study
Posted: 7/16/2013
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SIPCOM Hosting Provider Simplifies Deployment, Expands Offerings with Multitenant Solution

SIPCOM provides unified communications solutions to customers and channel partners worldwide. In January 2013, SIPCOM enrolled in the Microsoft Technology Adoption Program to test the Microsoft Lync Server 2013 Multitenant Hosting Pack prior to its release. The partner discovered that the Hosting Pack provides improved deployment of Lync Server and integration with its provisioning portal, along with the opportunity to expand its service offerings.

Business Needs
SIPCOM is a hosted services provider that specializes in communications and collaboration solutions. Through its channel and reseller partners, SIPCOM serves small and midsize businesses, in addition to enterprise customers.

In March 2013, SIPCOM migrated two of its partners to the Microsoft Lync Server 2013 Multitenant Hosting Pack. Both partners were already using Lync Server 2010 Enterprise internally; however, these partners needed to learn for themselves the new features and functionality of the Multitenant Hosting Pack to effectively demonstrate how it meets the needs of small to midsize customers. SIPCOM also needed to demonstrate to its partners

the improved scalability, specifically a more streamlined approach to deployment and provisioning to minimize the manual time required to set up customers. “A critical factor for us is a provisioning model for deploying Lync Server to the small to medium-size marketplace,” says Mike Ling, Chief Technology Officer at SIPCOM. “When you are selling to multiple partners or selling through resellers who are, likewise, selling to many smaller customers, then how you provision those users becomes critical.”

* Lync Server 2013 Multitenant Hosting Pack enables our resellers to sell more of their services. That allows us to expand our business. *

Mike Ling
Chief Technology Officer, SIPCOM

Further, SIPCOM found that more customers and channel partners were asking for Microsoft Lync Server 2013. Ling continues, “Lync Server for the small to medium-sized marketplace—delivered through an economical multitenant solution—is in demand.” SIPCOM wanted to expand its channel partner business by addressing the evolving unified communication needs of smaller customers.

SIPCOM also had a mix of customers, some on the Microsoft Lync Server 2013 Multitenant Hosting Pack and others still hosted through a Microsoft Exchange Global Address List (GAL) segmented solution. For those GAL segmented customers, the model lacked security and was not fully supported by Microsoft.

SIPCOM was invited to participate in the Microsoft Technology Adoption Program (TAP) for the Microsoft Lync Server 2013 Multitenant Hosting Pack to assist in addressing these challenges. Participants in the TAP program deployed the beta product version to test and provide key feedback for the final product release.

SIPCOM deployed the Lync Server 2013 Multitenant Hosting Pack internally across a closed user group in February 2013. Once testing was completed, trials were extended to two of SIPCOM’s partners. Ling says “We have two partners running the Multitenant Hosting Pack at the moment.” Since the final production code was not yet released, SIPCOM deployed the beta version and plans to migrate all deployments to the final release as soon as it is available.

SIPCOM anticipates that moving customers to the Lync Server 2013 Multitenant Hosting Pack will provide the following benefits:

Simplified Deployment
Customers with multiple offices can deploy the unified communications solution easily. Ling continues, “Lync can be rapidly deployed across multiple geographies. It allows us to replicate the product quite easily and provide high levels of resilience between countries.”

Improved Integration
SIPCOM provides its commercial control panel solution to channel partners as a value-added service. This integrated management console provides SIPCOM partners an easy way to manage customer services. It also allows customers to log on and self-administer services. “The provisioning portal makes hosted services scalable because it requires far less support on our end to manage these accounts,” says Ling. Microsoft has worked to make the Multitenant Hosting Pack fully integrated with different control panel solutions. This is very important to us.”

Expanded Service Offerings
With the Multitenant Hosting Pack, SIPCOM enables resellers to sell hosted unified communications services to a previously underserved market—customers with fewer than 300 users. The multitenant configuration helps partners to securely manage multiple customers with fewer users at a more reasonable cost. “Our resellers are able to provide new and better services to the smaller customer,” says Ling.

SIPCOM finds that the Multitenant Hosting Pack is also a more suitable solution for customers who are transitioning from traditional on-premises public branch exchange (PBX) telephony solutions. “For customers with fewer than 300 users, the efficient deployment makes Lync Server more suitable as a PBX replacement,” says Ling. “Smaller customers don't typically have a budget for unified communications, but they do have budget for telephony.”

In addition, SIPCOM channel partners have the opportunity to sell additional network services and hardware to customers moving to the Multitenant Hosting Pack. “Lync Server 2013 Multitenant Hosting Pack enables our resellers to sell more of their services,” says Ling. “That allows us to expand our business.”

Daniel Allen, Chief Executive Officer at SIPCOM goes on to explain “The Lync Server 2013 Multitenant Hosting Pack allows our partners in North America, Europe, the Middle East, and Africa to significantly reduce customer churn. It not only competes directly with the on-premises PBX market, but provides a winning solution with a fast return on investment.”

Enhanced Security and Support
Ling continues, “For customers using Microsoft Lync Server 2010 Multitenant Hosting Pack, the new Microsoft Lync Server 2013 Multitenant Hosting Pack provides a natural progression and the improvements reassure partners of the value of the hosting model wherein they are kept up-to-date with the latest software with almost no additional work or expense on their part.”

Microsoft security and support features come built into the Lync Server 2013 Multitenant Hosting Pack. “The fact that the Multitenant Hosting Pack comes with Microsoft support is extremely valuable to our business,” says Ling. “We can focus on developing other services, rather than supporting the Lync Server environment. Further, customers enjoy knowing that the product is supported by Microsoft and is a more secure solution.”

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Solution Overview

Organization Size: 40 employees

Partner Profile

Headquartered in London, England, SIPCOM is a leading cloud services provider specializing in hosted services with a focus on communications technology. SIPCOM works with customers and partners worldwide.

Software and Services
Microsoft Lync Server 2013

Vertical Industries
Hosters & ISPs

United Kingdom