2-page Partner Case Study
Posted: 7/17/2013
Rate This Evidence:

Genisys Global Hosting Provider Increases Services, Revenue Opportunities with Multitenant Hosting

GeniSys Global provides hosted unified communications (UC) services based on Microsoft technologies to customers and reseller partners. By participating in the Microsoft Technology Adoption Program for the prerelease of Microsoft Lync Server 2013 Multitenant Hosting Pack, GeniSys Global found that the Hosting Pack offers enhanced features with Microsoft support. Further, the partner is finding new opportunities for growth through its channel partners.

Business Needs
GeniSys Global began offering hosted services in 2004 and is a market leader in providing dedicated private cloud solutions to its customers. The hosting partner offers fully hosted and managed unified communications (UC) solutions based on Microsoft technologies. Most private cloud solutions are designed for customers that are large enough to support a dedicated platform using Microsoft Lync Server 2013.

However, customers with fewer than 300 users find that a dedicated cloud UC solution can be costly. “Customers that have 100, 150, even 200 users may not be able to justify the expense of going to the cloud for unified communications,” says David Spears, Chief Executive Officer at GeniSys Global.

For these smaller customers, the alternative is to manually configure a multitenant solution with Microsoft Lync Server 2013. This multitenant approach is less secure and unsupported by Microsoft, and it is harder to scale and grow across multiple locations. It also lacks many of the features that customers want such as response groups and integration with on-premises private-branch exchange (PBX). “Customers are asking for a full-featured Lync unified communications offering that could replace their PBX,” says Spears. “They want the capabilities of a dedicated cloud solution with the better pricing model provided by a multitenant offering.”

GeniSys Global wanted to expand its channel partner program to address the needs of small to medium-size customers looking to adopt a UC solution.

GeniSys Global enrolled in the Microsoft Lync Server 2013 Multitenant Hosting Pack Technology Adoption Program (TAP) to investigate how the latest version would help it meet these challenges. Participants in the TAP program test beta product versions and offer feedback to improve the final product release.

* “It's really bringing a tremendous solution, a robust solution, to small and medium-size businesses that is affordable and can be deployed and set up very fast. *

David Spears
Chief Executive Officer,
GeniSys Global

GeniSys Global deployed Lync Server 2013 Multitenant Hosting Pack internally in March 2013 in just a few days. Says Spears, “It’s very straightforward. We haven’t run into any real issues.”

Genisys deployed the Multitenant Hosting pack in a closed pilot and onboarded several customers on it. Johnny Diggs, Chief Information Officer at GeniSys Global says, “Through our involvement in the TAP program, we were able to have existing federated Lync access to Microsoft UC engineers and troubleshoot any small issue that came up. It was very simple to resolve and was immediately documented for the Multitenant Hosting Pack Deployment Guide.”

GeniSys Global plans to roll out Lync Server 2013 Multitenant Hosting Pack to 10 white label hosting partners starting in July 2013.

GeniSys Global anticipates the following benefits from deploying the Lync Server 2013 Multitenant Hosting Pack.

Improved Support
Lync Multitenant Hosting Pack comes with Microsoft security and support features built in. End customers find comfort in knowing that the solution is supported by Microsoft with access to new releases, hot fixes, and information related to any potential bugs. “This version is cleaner, and easier to scale and upgrade,” says Spears. “Knowing you've got Microsoft behind you with product support is a big difference!”

Enhanced Features
Smaller customers now have a more secure and supported UC solution that is fully functional across multiple locations and offers new and exciting ways to communicate and collaborate. “Lync is different. Lync forces you to look at communication completely differently. It is not just a call coming in and a number anymore,” says Spears. “It's a person and a face, maybe from an office across the globe.”

Spears finds that customers are also responding well to new Lync Voice features such as integration with on-premises PBX, team calls, and response groups. “Customers like the traditional capabilities of a PBX solution that they are used to,” Spears continues. “But you've got to provide that plus all of the integrated benefits of Lync, like instant messaging, presence, collaboration, voice, and video.”

New Service Model
GeniSys Global plans to offer a new “white label” hosting service to its channel partner community worldwide which they can rebrand as their own. “Without question, I see this really helping to grow our small to medium-size, fewer than 300-user business,” says Spears. “It's really bringing a tremendous solution, a robust solution to small and medium-size businesses that is affordable and can be deployed and set up very fast.”

Increased Revenue
With the Lync Server 2013 Multitenant Hosting Pack, GeniSys Global’s partners and resellers can choose subsets of features and offer additional network services to small to medium-size customers. This ability is generating new opportunities for both GeniSys and its resellers. “For our channel partners, we’ve turned an expense into an opportunity to generate net new revenue,” says Spears. “I am very pleased with the latest release of Microsoft Lync 2013 Hosting Pack. Microsoft has provided a product-ready environment that has allowed a multitenant platform in which I can deliver a very cost-effective UC experience to my channel partners. The cost savings that are achieved are unparalleled and have opened a great opportunity for Microsoft to lead in UC hosting, especially in the small and medium-sized business segment.”

For more information about other Microsoft customer successes, please visit:

Solution Overview

Organization Size: 18 employees

Partner Profile
Based in Wilmington, North Carolina, GeniSys Global develops private cloud solutions that enable medium-size and enterprise customers to achieve improved collaboration, communication, and productivity.

Software and Services
Microsoft Lync Server 2013

Vertical Industries
Hosters & ISPs

United States