ChannelVision Sept-Oct 2017

“hosted” service. To access this service, business consumers could purchase a license to an enhanced Skype for Business service, which would include the integrated PSTN voice functionality. In December 2015, Microsoft intro- duced its own flavor of telecom with the rollout of its Cloud PBX. The initial launch was missing some key ingredi- ents essential to business communica- tions, including auto attendant; allowing call routing to specific extensions; and hunt groups, which offers call queues of multiple users of similar function, i.e. inbound sales departments, to accept calls as they become available. Each of these business needs has now been met by Microsoft in subsequent up- grades to the Cloud PBX functionality. To take advantage of Cloud PBX, Microsoft requires the purchase of Skype for Business – Plan 2, either as a standalone or bundled into the Office 365 E1, E3 and E5 offerings. In fact, the Cloud PBX is included, at no ad- ditional charge, with the purchase of an E5 license, the highest level license available today. I’m sure you have heard the warning, “Just because you CAN, doesn’t mean you SHOULD.” Telephony is a critical component of any business. Changing strategies with a core function requires thorough analysis, comprehensive de- sign and strategic planning. As we have seen, your customers have options to meet their enterprise voice needs. Options that include third- party services via a private cloud, in ad- dition to Microsoft’s offering, integrated into their own cloud. Each will allow them to enjoy a cohesive experience, blending computing activities with com- munication and collaboration needs. How Can Channel Partners Benefit? We have all heard about the chang- es to Microsoft’s partner program, which limits the revenue that partners can earn from the sale of Office 365 licenses. Here is an opportunity to leverage the sale of the Office 365 licenses to increase revenue while creating a more cohesive, “sticky” cus- tomer experience. Relax! You don’t have to become a telecom expert overnight to take advantage of Office 365’s Cloud PBX. There are industry experts that can help you assess your customers’ cur- rent situation and identify the optimal strategy for their voice requirements. With such a critical function on the line, it makes sense to invoke the services of a communications professional who can assist with this entire process. Oh, and these professional services are also commissionable to the partner. Microsoft offers a comprehensive platform with its latest version of Of- fice 365 with enterprise voice. Once you have determined Microsoft’s Cloud PBX is a viable option for your cus- tomer, the key is to identify a certified Microsoft partner who can “hold your customer’s hand” throughout the entire Core Communications Channel Vision | September - October, 2017 72