Westcon Avaya IP Office R9 Launch Event Presentations

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Full presentation deck from the Westcon commercial event around Avaya's latest IP Office release 9.0. Hosted at the London Film Museum on 8th October 2013.

Full presentation deck from the Westcon commercial event around Avaya's latest IP Office release 9.0. Hosted at the London Film Museum on 8th October 2013.

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  • $450M Opportunity we’re not fully taking advantage of this. Today we’ll show you how you will be able to maximize on this opportunity with AvayaAccording to IBM, there is a shift in customer decision making criteria away from purely price led discussion to Customer focus and Innovation and how this can help their business create a competitive edge and grow. <Reference table>For example, I met a customer last week that is looking to extend their opening hours by supporting remote working.
  • Avaya provides unified communication and collaboration solutions for each of the three main markets on the previous slideIP Office IP500 targets the small & medium side business up to 250 users. IP Office Server Edition covers midsize companies as it can expand up to 2000 users which may be across 32 locations depending on the communication needs.In the midsize and large enterprise space we have the Avaya Aura platform:Avaya Aura® Solution for Midsize Enterprise targets the 250-1000 users. This is the Avaya Aura platform for unified communication with expansion to advanced collaboration applicationsBranch Solutions can tie into the midsize solution or a full Avaya Aura multi-server architecture depending on the need. Branches are typically 1-450 users.
  • Preferred EditionCall Routing / ACD Waiting QueuesAnnouncementsSelf Service (IVR)Call RecordingAutomatic Agent SearchAdvanced EditionCall Reporting (Single-Site)Contact StoreDatabase Integration
  • Avaya understands the challenges you are faced with. You need to support an increasingly mobile workforce. You need to have a communication solution that scales – both in size and functionality - as your business grows.And you need a solution that is future ready, that protects your existing investments and provides the competitive innovation you need. Avaya solutions are tailored to the needs of small to midsize businessesWe offer flexible workforce solutions with support for iPhone, Android and iPads. Meaning you can take your communications with you wherever you go – make phone calls, find people in the corporate directory, view users availability (free, in a meeting, etc) make/manage conference calls – all on your mobile device, just like you were in the office. And we have video solutions that are easy enough to incorporate into the day to day work for all employees to easily collaborate. Our solutions are simple for any size business to use as well as scalable. We make it easy by putting everything together on one system, telephony, conferencing, mobility, collaboration – centrally managed on a single platform and easy to assign new functionally to any user, no matter their location. And the solution is extendable up to 1000 users on the same platform and can even network up to 32 sites. We also have options for data networking and security to make it a turnkey, single vendor solution for your business. Our solutions are also future ready, meaning that we not only help you protect existing investment you have made in your older Avaya phones (Most BCM, Norstar, MAGIX® and PARTNER® phones )and current cabling, but the solutions works across a variety of different technologies - IP, digital, analog – or a combination, so you have complete flexibility in how you deploy. And we are continually investing in our products, and staying with industry trends, bringing you the latest in mobile, cloud, social media and more.
  • Avaya’s solutions allow your workers to use virtually any device to be productive – desktops, a desk phone, or mobile phones. And you can transfer calls seamless between devices. For instance if you were on a conference call on your mobile, you can transfer the call to your desk phone when you get into the office. While on a desktop, users can make or receive calls, see messages, see employee directory and employee availability (presence), host and manage audio conferences, have call functionality integrated into Outlook and Salesforce.com and more. If you work from home you can either use your Avaya IP Phone at home just like you would the office with your office number or assign your home phone to be your “office phone”. Callers would still call your office phone number, but they would be routed to your home phone. And of course users could have complete access to communication tools on their smartphones. Access to the corporate directory to make calls, instant message and presence capabilities, visual voicemail, and the ability to host and manage audio conferences while on the road. Desktop Integration Call control, access to all messagesHost, manage audio conferencesVideo conference, softphoneIM/presencePersonalize with gadgetsWorks with Outlook, Salesforce.comHot desking and remote workingwith IP Phone Move from office to officeEasily log in and make that phone your office phoneMobile AccessCall control, access to all messagesHost, manage audio conferencesIM/presence
  • Avayaalso supports new devices such as tablets with our Flare Communicator software for iPad. This allows users to “bring their own device” yet provides powerful applications to help them be more productive. In fact, most SME workers (58 percent) say they bring their own personal tablet to work for use in business purposes, while 69% say the same for their smartphones. Forrester Research, Inc, study on BYOD for Small Enterprises (Forrsights Workforce Employee Survey, Q2 2012)The Flare software is an innovative interface for real time unified communications, built for iPad devices. iPad users can easily download the Flare Communicator software from the Apple App Store and simply download to get started. Users can then access the corporate directory, make and receive phone calls and instant messages, host and attend audio conferences, see employees availability via presence, and launch e-mail, all from the Flare screen. And the Flare Communicator can be used with WiFi to have the communications go over Voice over IP, reducing the dependence on costly mobile minutes.
  • Not only can users work with virtually any device, but they can work from anywhere. Workers can be in main offices, branch offices, at home, temporary/seasonal locations, or traveling and they will have full access to communications tools just like they were in the office. As global workforces are becoming increasingly mobile, and as we saw in the beginning of the presentation, workers rank flexible schedules even higher than compensation, flexible working tools are critical to a productive workforce. Work anywhere: Use any mobile or home phone as an office phone extensionAccess to a built in 128-port conference bridge to host, manage and attend audio conferences for employees, partners, and customers Access to your calendar within your communications client with MS Exchange integrationInstant Messaging and presence aggregation and federation with public networks – meaning that you can IM instantly with people on different IM platforms such as Google Talk just by adding their user id your IM contacts. Along with full access to communication tools, Avaya’s solutions can also reduce long distance, and international calling costs. Calls can be routed using the most cost effective way. i.e – employees wanting to call customers or employees in other state or even country, are routed through the network and ‘break-out’ of the other IP Office locations, so it can be a local call.Expensive mobile calls are also routed through the IP Office – expensive $ a minute calls to other countries are now pennies as you can make use of less expensive land line tariffs mobile
  • Note: R9 Release will accommodate up to 2000 users per server for all IP configurations Hybrid configurations support up to 384 digital or analog users with each IP500v2 gateway.Max 150 Recording channels with R9 (was 100 in R8.1)IPO Server Edition provides a full IP or hybrid approach. At its simplest form it’s a Linux core that runs on a physical or virtual server. You can then connect IP phones + SIP trunksFor an hybrid approach, simply add IP500 gateway to connect analog/digital phones and/or BRI/PRI/Analog trunks.The whole solution can be across 1 or 32 sites and is managed centrallyR8.1 added centralised licensing while R9 adds virtualisation support
  • IP phones registered to primary. If primary fails, it auto registers to the secondary. Any calls in progress during the failover are maintained.
  • Avaya’s offering offers maximum flexibility with the ability to have office locations and users across the globe. For instance you could have your headquarters in New York, a small remote office in Paris and individual users working from home in Japan, south America and San Francisco. All of your users in this environment would be managed centrally (with central licensing), likely from your HQ in New York. In fact, with a Linux expansion, you can actually network up to 32 different offices/sites and a total of 2000 users. This configuration provides ultimate flexibility to add users anywhere at anytime to grow your business. It also easily supports seasonal workers, contractors or even volunteers, even without additional phone costs, as they can use their home or mobile phone for their office phone, depending on your business needs. And the IP Office solution offers complete resiliency and redundancy, with messaging failover, in the event of a disruption.
  • IPO R9 build on R8.1 to increase scale and resilience while reducing TCO through virtualisation. IPO R9 also offers UC enhancements and some enhancements for the branch environment which I’ll cover later
  • New deployment models:IPO R9 adds virtualisation support. This means you can deploy IP Office s/w on an appliance, physical server or on a virtual server (more details on next slide)Scalability is increased to 2000 users. The rest of the solution has also increased. For example, VM to 150 ports and conferencing to 256 portsManagement: We simplified the system mgt thru the web manager that allows to administer the whole solution from a web interface (more details later)Resiliency:IP Office provides numerous resiliency enhancements throughout the solution. With Release 9.0, Server Edition can now preserve the RTP (or voice) stream of active calls during network or call server outages where possible; Active call preservation is supported on 96x1 H.323 phones with H.323 and SIP trunks including SCN trunks between Server Edition Systems. IPO R9 also offer PSTN fallback should VoIP trunk fail or be busy. Finally Voicemail Pro license (all types) are now administered on the Primary Server alone. No need for a second set of license on the Secondary Server; any licensed feature will now work both on the Master and Backup Voicemail Pro
  • If the customer has already invested in a virtual environment, IP Office can simply be installed as an application on their virtual server alongside other apps (e.g. Microsoft Exchange or Oracle database).This reduces TCO and provides more options for deployment for customers who do not want physical servers or proprietary hardware (often the case in mid-mkt segment).Note that you can mix virtualised + non-virtual to allow the most suited solution on different premises (e.g. virtual server on main site + physical h/w on remote site).Slightly longer term, the same approach can be used by partners to create their own IP Office hosted offers on their data centre.
  • IP Office Web Manager was initially launched with IP Office R8.0 to support the Basic Edition.In R8.1 Web Manager’s use was expanded to include the Automated On-Boarding functionality required to support the introduction of the IP Office Support Services (IPOSS) offering. A complementary Web Control Portal was also introduced in R8.1 to support the multi-site administration of the Mid Market solution running Server Edition solution.The next step in Avaya’s plan to further evolve the IP Office Web Manager into a single, comprehensive management tool for IP Office is available in R9.0. IP Office R9.0 delivers the following Web Manager innovations:Web Manager for Server Edition:Consolidated management platform for mid-market multi-site solution (primary, secondary, expansion, application servers). The R8.1 server management portal (Web Control) has been enhanced and integrated into Web Management.Single URL management; no need to point to different serversSingle, one-time log-in for IP Office management including VM Pro and One-X Portal Simplified task flow, intuitive menu structure and enhanced graphical designImproved, solution wide back-up, restore, upgrades and user managementUser management for User configuration, moves, adds and changes, import/exportAdditionalinformation on the capabilities of web manager is available in the product update document.
  • One-X Mobile Preferred client is an app aimed at mobile workers. It works on iPhone and Android mobiles.With Release 9.0, we are enhancing the one-X Mobile Preferred client to work in a Voice over IP (VoIP) mode. In the VoIP mode, the mobility client can make calls over Wi-Fi/3G/4G data networks. The mobility client, now using a SIP stack, will register with the IP Office over the data network and thus will function as your office extension on the mobile device. The mobile user can use the mobility client to perform all telephony features including mid-call features such as:Incoming and Outgoing VoIP callsSupervised/ Unsupervised TransferHold / UnholdMute/ UnmuteMultiple simultaneous call sessionsDTMFUsers in countries where incoming calls are charged will see a significant cost savings in the VoIP mode especially when on Wi-Fi networks. It will also help users save costs while making international calls.The availability of both Call-back and VoIP modes on the mobility client will enable users to toggle between the modes based on their network connections. This will empower end-users to make a choice of the appropriate mode based on their voice/data plan as well as availability and quality of the data connection (WiFi/3G/4G).For example:The mobile user may choose the Call-back mode when he/she doesn’t have Wi-Fi access andthe 3G data connection is not providing good quality for voice.The mobile user may choose the VoIP mode when in office/home/mobile hotspots where Wi-Fi data connection is available OR when the 3G/4G data connection is good.Note that one-X Mobile Preferred mobility client will support the VoIP mode on both iOS and Android devices.
  • IP Office Release 8.1 delivered Flare Experience for IP Office with point-to-point audio, video and IM features. With Release 9.0, Flare Experience will deliver multi-party audio conferencing features that will help customers improve their productivity as well as collaborate quickly.Avaya Flare Experience delivered with IP Office Release 9 offers the following features:Multiparty Meet-me audio conferencing with moderator controls, roster of participantsSpotlight roster support for each participantModerator controls with the following features:Add participants using dial-pad or drag & dropMute/UnMute all or a subset of participantsLock/UnLock the conferenceDrop all or a subset of participants End the conferenceAnd may moreAlso supported now is VPN-less access using the Avaya Session Border Controller for Enterprise – or SBCE. This provides users with secure access to the system without the need to deploy VPN clients to all devices.
  • When in or out of office, one-X Portal plugin for Outlook allows simple UC functionality straight from the Microsoft application. You can dial from email, view your voice messages, view your colleagues presence and even IM within the familiar Outlook interface.Besides Instant Messaging work across all Avaya IP Office apps like one-X mobile Preferred, Flare Experience & one-X Portal and even with 3rd-party IM engines which support XMPP protocol. For example an executive can send an IM from Flare or one-X Mobile to an employee in the office using one-X Portal web client.This allows better employee productivity and improved customer service.
  • While not new to IP Office release 9.0, we have very recently introduced the Video Collaboration Solution for IP Office.It provides complete videoconferencing solution that includes room-based systems as well as desktop and mobile collaboration solutions at a very aggressive price point for SME ($6650 to $10275 list price).By simply sharing a web link, meeting hosts can invite participants within the building, across the company, or to anyone outside of the company. Participants click on the link, install a 1-time piece of software, and then join the conference. If you have joined a Scopia call in the past, it is the same experience, and can provide tremendous value to your customers.In addition, integration with IP Office provides a unified dial plan and allows participants to join using system phones and the Flare Experience.This allows mid-mkt companies to improve customer/supplier partnerships while reducing travel costs.
  • Avaya has a range of integrated offerings that provide your business with best in class communication and collaboration capabilities. Avaya offers data networking solutions with our Avaya Ethernet Routing Switches that auto-setup with IP office, along with Wireless local area network offerings. Fast install thanks to auto-run setup which defines QoS + VLAN settingsAnd of course the core communications platform with Avaya IP Office for telephony, IM, presence, conferencing for up to 2000 users. And then applications such mobility and video. Mobile client applications for smartphones and Avaya Flare Experience, a state of the art collaboration client, for tablets and Windows desktops. Both giving you your users the ability to work from anywhere just like they were in the office. Video for your users can be incorporated with Avaya Flare experience for point to point video conferences. Plus, Avaya offers newly purchased Radvision best is class video solutions for desktop, mobile and in-room. Finally security is built in across all the products, with secure remote IP phones, Avaya’s Session Border Controller for secure SIP trunking and secure remote access to IP Office.
  • As I stated previously, IP Office is now an excellent choice for many branch opportunities.We have made enhancements to make IP Office cost-effective for the enterprise branch by combining the best of the B5800 and IP Office into a single software release with a single hardware platform.It supports standalone, distributed, and centralized modes and can enable branch locations to cost-effectively share core headquarters resources based on business need and not geographic location.Here is how we are making this possible.First, it is a single platform for SME and branch. The IP 500 V2 is an ideal size with scale for up to 384 users and up to 2,000 branch locations.Next, we provide a roadmap for existing B5800 customers. A simple software upgrade will turn the B5800 into an IP office 9.0 system. Your customer’s investments are protected and their disruptions will be minimal.In addition, existing B5800 customers and new customers will gain feature-rich UC capabilities like mobility, integrated video as well as often asked for capabilities like park and page.Let’s move on to the next slides for more details.
  • It is important to realize that while IP Office is a strong branch option, it is not necessarily the best option is all cases. To determine the best solution to meet your customer needs, 3 criteria come into play:Size of the branch, price or cost to the customer, and the need to collaborate with the core.The IP Office branch best fits in the under 50 users branch size. G series becomes better positioned at over 50 users up to 450.IP Office is less expensive especially in a distributed environment. As you move into centralized, the price difference is less since all users are Aura users in either an IP Office centralized or a G series gateway.Finally, the need to collaborate with the core also drives the solution. IP Office in a distributed has less need to collaborate or be fully tied to the core. G series customers often expect the same user experience sunny day or rainy day, branch or core.
  • Utilitywise’s desire to implement the very latest in Avaya VoIP/SIP technology revolved largely around reducing costs, increasing productivity and being at the leading edge, but there was also a question of practicality.Avaya are recognised as being at the forefront of communications technology and are well positioned in not only the contact centre market,but also in the unified communications arena Through its Avaya solution, Utilitywise will have the opportunity to explore new technologies as they emerge – mobility and home-working, bring-your- own-device (BYOD) and Avaya Flare® Experience, to name a few.
  • IP Office Support Services builds upon a model of Simplicity, and offers excellent value – position IP Office as a solution-based sale, by selling IPOSS with the IP Office at the Point of SaleIPOSS Features: Simplified, server-based price structure, which includes Remote Technical Support for HW and Software, and also includes IP Office product upgrade licensesFlexible coverage options; optional Parts Replacement coveragePartners are leveraging the Remote Access capability to reduce their truck rollsIPOSS was launched with Introductory pricing: Wholesale delivery pricing is changing August 5, however, Co-Delivery pricing will remain at existing levels Co-Delivery qualification criteria requires ACSS certification, or of course SME-ExpertLook to the IPOSS Portal Page for Best Practices Tips, including automated customer Sold-To/FL procurement and linkage. Contact Stacey Gallanis for further information on IPOSS.A new Gift Card concept is currently under development for IPOSS. This concept will enable streamlined, real-time ordering of Service, with the option to “stock” service for future redemption.- - - -Note on Services for IPO configurations:IPOSS is the service offer for all IP Office, including Non-Centralized Branch Support Advantage is the service offer for IP Office in a Centralized Branch configurationIf Radvision is in the IPO configuration, the AVSS service can be added to the above service for the RV component.
  • So to recap IP Office 9.0We have extended further into the mid-market with increased scale and resiliencyWe have expanded our deployment options to include virtualization in addition to our IP 500 appliance and Linux serverWe have further simplified our system administration with a web management app for all IP Office editionsWe are continuing to enhance our UC capabilities with VoIP added to our one-X Mobile client, and audio conferencing support added to the Flare Experience for iPad and WindowsAnd finally, while IP Office has always been a formidable competitor in SME and mid-market accounts, it is now an excellent choice branch deployments as well, which a single software solution that servers SME, mid-market, and branch customers.
  • Every member of the Westcon Convergence UK Team is not only fully APSS qualified, but they have also gone through our extensive internal mid-market training. We can support you with every part of your Avaya experience, including:Pre-sales Specific mid-market supportTraining & demosVideo & networking Post-salesStrong, dedicated account management supportGlobal distributor able leverage extensive pan-European inventory and logistics capabilityDedicated pre-sales resource with a combined xx years of experience across voice, data and video solutionsxxx members of our back-office team helping to support you based out of our brand-new offices near to Gatwick airport in SussexFully equipped Demo and technical training facilities to help our Partners drive more business in the mid-marketAward winning marketing team (CRN Best Distribution Sales and Marketing Team 2013)
  • JABRA CASHBACK PROGRAMME£15 cash back on Jabra GN2000£25 cash back on Jabra BIZ 2400£35 cash back on Jabra PRO 9450£20 cash back on Jabra PRO 920

Transcript

  • 1. Welcome to the Westcon Convergence IP Office 9.0 Commercial Launch Ioan MacRae, General Manager UK&I , Westcon Convergence Simon Culmer, Managing Director UK&I , Avaya 8th October 2013
  • 2. Welcome Welcome from Westcon Convergence and Avaya to the London Film Museum
  • 3. Venue Housekeeping • In the event of an emergency, a voice alarm will be sounded: • “Attention please, attention please, this is an emergency. Please evacuate the building by the nearest available exit, do not use the lift‟‟ • Projection screens will close and sound will cease • Follow green fire escape signs to exit via marble staircase • Assemble on Fortnum Magnum Square • Fire marshals will be recognisable by their brightly coloured coats. • No food or drink in the Debating Chamber • Smoking area: outside County Hall Entrance • Toilets: lobby area & near far entrance to Riverside Room
  • 4. IP Office 9.0 Agenda Welcome from Westcon & Avaya IP Office 9.0: The new opportunities for you and your customers How Westcon will help our Partners drive growth with IP Office Summary Demonstrations of IP Office 9.0, Versai, Jabra & Plantronics Close 13:30 15:00 15:30 13:40 14:20 14:50
  • 5. This Afternoon’s Speakers • Ioan MacRae General Manager UK&I , Westcon Convergence • Simon Culmer Managing Director UK&I, Avaya • Philippe du Fou SME Distribution Lead EMEA, Avaya • John Nolan Account Director, Westcon Convergence
  • 6. Win a ticket to the QBE Internationals at Twickenham: 16th November 2013 England v New Zealand Kick-off 2:30pm, Lunch prior to game Q: “Where is the new Westcon Convergence UK Headquarters?” Complete the feedback form from your pack, answer the above question based upon content of presentations and hand the form to Westcon staff at the end of the presentations. Today’s Prize - QUESTION
  • 7. IPO R9: The New Opportunities for You and Your Customers Philippe du Fou SME Distribution Lead EMEA, Avaya
  • 8. Avaya IP Office Release 9.0 The new opportunities in mid-market for you and your customers Philippe du Fou Oct 2013
  • 9. © 2011 Avaya Inc. All rights reserved. 9 Why We’re Focusing on the Mid-Market UC Market opportunity in UK * Inside the Midmarket, a 2011 Perspective - IBM Spend focus 2009 Today % Cost reduction 53% 21% 32%  Customer focus 11% 31% 20%  Innovation 11% 16% 5%  Under 5, $19 5 to 10, $26 11 to 20, $41 21 to 50, $56 51 to 100, $60 101 to 250, $84 251 to 500, $107 501 to 1000, $39 1001 to 5000, $72 5001+, $309 UK Market Opportunity ($M end-user revenue) Source: Avaya estimate based on RDA 2011  $450M opportunity in the UK (excl. Services)  SME (0-250 users): $286M per year (growth 4% YoY)  Mid-Market (250-1000 users): $146M per year (growth 7% YoY)  Collaboration and Mobility are among their top spending priorities  Major change in mindset over last 3 years*
  • 10. © 2011 Avaya Inc. All rights reserved. 10 Scale down to 200 users xxx,000s10,000 Small Medium Midsize Large Fortune 1000 Avaya Aura® Designed for Midsized to the Largest Enterprises # of Users Avaya Aura® Solution for Midsize Enterprises 10 100 250 1000 Avaya Aura® Meeting The Needs of All Market Segments Serving Small, Midsize and Large Enterprises Ideal for small to mid-market businesses seeking cost- effective growth and built-in value IP Office Server Edition Offer for Midmarket Enterprises (Sweet spot 80-800 users) Re-capture the gap Avaya IP Office Designed for Small & Medium Enterprises (Sweet Spot 5-250 users)
  • 11. © 2011 Avaya Inc. All rights reserved. 11 Avaya IP Office Server Edition Avaya Aura® for Midsize Enterprise CTI and WebServices Integration via APIs Full UC Integration via Avaya ACE Up to 2,000 users - Up to 32 sites Up to 2,400 users per system - scales to hundreds of thousands SME & MidMarket-Class UC and CC Enterprise-Class UC and CC Custom platform integration options N+1 resiliency Active Call Preservation Seamless High Availability and Branch Survivability Best-in-class TCO, Simplified Management Avaya Aura® Applications Rich Management Solution Simple, scalable, flexible for the growing business Rich UC and CC, High Availability, Survivable branch Avaya Choices for Mid-Market Solutions
  • 12. © 2011 Avaya Inc. All rights reserved. 12 IP Office Solution Overview
  • 13. © 2011 Avaya Inc. All rights reserved. 13 The Mid-Market Work Environment is Rapidly Evolving *Avaya Commissioned Study New ChallengesNew Opportunities
  • 14. © 2011 Avaya Inc. All rights reserved. 14 Avaya IP Office Delivers What Mid-Market Need  Mobility support for iPhone, Android, and tablets  Phone, chat, and conferencing, just as if you‘re in the office  Video for everyone  Telephony, conferencing, mobility, and collaboration on a single platform  Easy extensibility to 2,000 users and 32 networked sites  Data networking and security options  Deployment flexibility across multiple technologies  Reuse of phones and cabling as you move forward  Future innovation to build on your investment Simple and Scalable Future Ready Flexible Workforce
  • 15. © 2011 Avaya Inc. All rights reserved. 15 Any Device  Browser-based access and desktop integration with MS Outlook™ and Salesforce.com  Seamless remote networking using any phone, anywhere in your network  Seamless transition between devices during calls Mobile Phone
  • 16. © 2011 Avaya Inc. All rights reserved. 16 Even Tablets with Flare Experience Manage multiple calls, just as you do in the office. Quickly find all your contacts. Set presence information. Select communication modes. Manage contacts, call log, and IMs. Launch email from history or contact fan.  Built for tablets and downloading from the Apple Application Store  Voice, P2P Video, chat, and presence for instantaneous communication  WiFi capability for VoIP, reducing dependence on mobile minutes
  • 17. © 2011 Avaya Inc. All rights reserved. 17  Use the same tools at home, on the road, or in the office.  Access the corporate directory and messages, see employee availability, schedule and manage conference calls, chat, and make or receive calls.  Reduce long distance, mobile, and international calling cost. From Anywhere
  • 18. © 2011 Avaya Inc. All rights reserved. 18 Avaya IP Office Server Edition (R9.0 enhancements) Enables Greater Scalability, Flexibility and Choice  Users on single site or across multiple sites  Voicemail channels sharing the same Linux server  Audio Conferencing capacity with up to 256 participants in a single conference Up to Up to Up to  All IP or Mixed Deployment – Your choice  Centralised Licensing  Centralised Management  Virtualised environment
  • 19. © 2011 Avaya Inc. All rights reserved. 19 Avaya IP Office Server Edition Implementation Example SIP Avaya IP Office Server Edition Primary ServerIP Phones PRI/T1 Analog IP Digital Avaya IP Office for Linux Expansion System (optional) Avaya IP Office 500v2 Expansion System (optional) Secondary Server adds resiliency (optional)
  • 20. © 2011 Avaya Inc. All rights reserved. 20 Avaya IP Office Server Edition Powerful Resiliency, and Voice Messaging Redundancy Resilience for all IP Phones in the network Digital/Analog Primary Server Secondary Server Expansion System Voice Messaging
  • 21. © 2011 Avaya Inc. All rights reserved. 21 Centralised Management & licensing Centrally manage users at any location.  Easy, flexible business growth across locations  Support for employees or contractors in office or home locations  User functionality added centrally, based on user needs, for any location
  • 22. © 2011 Avaya Inc. All rights reserved. 2222 IP Office – Competitive Differentiators  Investment protection through scalability – One platform for 1 to 2000 users – Built-in capabilities – conferencing, mobility, recording, and chat  Multi-Site Management – Intuitive GUI – Single image, database & licensing  IP Office Support Services – Simple & easy – price per server – Make money – multi-year contracts, wrap around own services – Decrease cost – operational efficiency  Built-in UC Application Server – Presence, Mobility, Power workers, Flare  Competitive portal – click here
  • 23. © 2011 Avaya Inc. All rights reserved. 23 IP Office 9.0 Enhancements
  • 24. © 2011 Avaya Inc. All rights reserved. 24 Avaya IP Office R9.0 What‟s New … The Highlights Attack the Mid-Market • Scale, virtualisation, resiliency, and more Continued UC enhancements • Better video, one-X Mobile, Flare Experience Better Serve the Branch • Standalone, Distributed, Centralised
  • 25. © 2011 Avaya Inc. All rights reserved. 2525 What IP Office 9.0 Brings to the Mid-Market Capability Benefit New IP Office Deployment Models • Virtualisation • Deploy SW on appliance, server, virtual machine or a mix Allows Mid-Market customers to deploy IP Office in the most cost- effective and efficient way for their business Scale to 2,000 Users Simply and cost-effectively grow as your business grows Simplified Web Manager Simplifies task flows and provides system-wide views across multiple sites Resilience enhancements • Active Call preservation • PSTN fall back • Centralised VM licensing Improved resilience by maintaining calls under failure conditions or routing calls over PSTN when VoIP trunks fail or busy Avaya IP Office: Simple, Powerful Collaboration
  • 26. © 2011 Avaya Inc. All rights reserved. 2626  Can now co-reside with other applications  Optimises data center footprint – Lowers TCO – Improves deployment flexibility  Mix of virtualised and non- virtualised systems enabled  Scale is not impacted – Up to 2000 users (32 sites) Virtualised SW and Applications Server Packaged in a single OVA format ready for install On VMware vSphere 4.x or 5.x software Extend Further into Mid-Market Expand deployment options with Virtualisation
  • 27. © 2011 Avaya Inc. All rights reserved. 2727 Extend Further into Mid-Market Enhanced, simplified Web Manager for multi-site  Web Manager now available for all Editions  Support for: – Multiple sites – Single URL management – Single one- time login  Improved backup, restore, upgrades, user management  Simplified task flows
  • 28. © 2011 Avaya Inc. All rights reserved. 2828 Simplify, Enhance IP Office Mobile VoIP (one-X® Mobile Preferred)  More calling options – Calls over WiFi/3G/4G (Power User only) – Still supports mobile twinning – Easy to switch between modes  Better call control – Incoming/outgoing VoIP calls – Hold / Mute / Transfer – Add active call to a conference – Multiple call appearances  Better Usability – Add multiple participants to audio conference – Integrated call history – Reduce call costs with WiFi and/or unlimited data plans Support for iOS and Android smart phones • Requires Preferred or Server Edition • If Preferred Edition, requires UC Module or App Server
  • 29. © 2011 Avaya Inc. All rights reserved. 2929  Multi-party audio conference – Simple drag-and-drop  In-conference controls – Mute, set lecture, lock conference, and more  Point-to-Point Video  VPN-less access – Native NAT traversal – Secure connection via optional Avaya SBCE Simplify, Enhance IP Office Enhanced Avaya Flare Experience Support for Windows and Apple iPad devices
  • 30. © 2011 Avaya Inc. All rights reserved. 3030 Simplify, Enhance IP Office Microsoft Outlook Plug-In Enhancements  IM functionality: – Escalate IM to call – Save/email conversations – Multiple IM conversations  Enhanced Directory support – Show Contact Cards with Details  Click to Dial from email Support for Windows 8 and Microsoft Outlook 2013
  • 31. © 2011 Avaya Inc. All rights reserved. 3131  Room-based, desktop and mobile video collaboration solution  Creates a Virtual Conference Room  Integrates with IP Office  Supports BYOD and third- party endpoints Avaya Video Collaboration Solution for IP Office What is it ? Comprehensive, Simple, Affordable Avaya • Essential Edition or higher • IP Office 8.1 FP1 (SP3)
  • 32. © 2011 Avaya Inc. All rights reserved. 32 Avaya Video Collaboration Solution for IP Office Video Collaboration Server for IP Office Desktop Server Software Desktop Clients Mobile Apps. APL Price: $6,650 PN 55211-00021
  • 33. © 2011 Avaya Inc. All rights reserved. 33 Avaya Video Collaboration Solution for IP Office APL Price: $10,275 PN 55211-00020Enables Video Room System Video Collaboration Server for IP Office Desktop Server Software Desktop Clients Mobile Apps.
  • 34. © 2011 Avaya Inc. All rights reserved. 34 Avaya Communication & Collaboration Offerings Sell the full stack and increase your revenue ! Avaya one-X (Android, iPhone, Blackberry) Avaya Flare Communicator (iPad, Windows) Video Avaya / Radvision desktop, room, tablet and mobile Mobility Communications Platform Avaya IP Office Networking Avaya PoEthernet Routing Switches WLAN 8100 Security  Secure IP Phones with no VPN  Avaya Session Border Controller (2HFY13)  IP Office Remote access, SSL-VPN
  • 35. © 2011 Avaya Inc. All rights reserved. 35 IP Office in the Enterprise Branch
  • 36. © 2011 Avaya Inc. All rights reserved. 3636 Fully Serve the Enterprise Branch Offer full range of collaboration in any deployment  Cost-effective solution for enterprise branch deployments  Combines best of B5800 and IP Office  One platform for SME and Branch – IP500 V2 is scalable up to 384 users – Up to 2000 branch locations  Supports standalone, distributed and centralised modes  Share HQ resources based on need and not location Connects to Avaya Aura and CS1K Networks
  • 37. © 2011 Avaya Inc. All rights reserved. 37 Distributed • VoIP-ready WAN is not a necessity • Want to leverage cost savings with centralized apps and management • May have legacy endpoints Example: Rental Car Company Centralised • WAN is VOIP ready • Require common HQ features at the branch (i.e. call center, video) • Want to leverage a core solution for failover from sunny to rainy day Example: Branch Bank Standalone • Need local apps and local presence • Few changes once installed, so central management is not that important • Survivability important as standalone system Example: Retail stores 31 2 IP Office 9.0 3 Branch Deployment Options
  • 38. © 2011 Avaya Inc. All rights reserved. 3838 Small (5-50) Large (50- to 450) High communication with core Low communication with core NeedforCollaboration Voice,Data,Video IP Office in a branch deployment Avaya Aura with G430 or G450 Size of Branch Branch Criteria 3 key criteria drive the type of branch solution
  • 39. © 2011 Avaya Inc. All rights reserved. 39 IP Office Proof of Success
  • 40. © 2011 Avaya Inc. All rights reserved. 4040 UK Market Shares – MZA line shipments 33% 19% 13% 7% 6% 8% 3% 1% 1% 2% <1% 1% 1% 5% 37% 15% 10% 7% 6% 6% 4% 2% 2% 2% 1% 1% 1% 5% Q2 2012 Q2 2013 UK PBX/IP PBX MARKET Manufacturer Market Shares, by Volume, Extensions Sold, Below 100 (excl Micro PBX)
  • 41. © 2011 Avaya Inc. All rights reserved. 4141 EMEA market - 5-250 users Revenue Source: Canalys Worldwide Shipments calendar 2Q2013 0% 2% 4% 6% 8% 10% 12% 14% 16% 18% 20% 2QF11 3QF11 4QF11 1QF12 2QF12 3QF12 4QF12 1QF13 2QF13 3QF13 Canalys5-250 EMEA Revenue Market Share Avaya Cisco Alcatel-Lucent Panasonic Siemens Aastra Mitel Ericsson-LG
  • 42. © 2011 Avaya Inc. All rights reserved. 4242 Avaya Solution  IP Office Server Edition x 400 Ext  70 x IP phones, 50 x VoWiFi Handsets  Avaya ERS 4500 switches CASE STUDY – InterContinental London Westminster Challenges  BOYD for all hotel guests  Integration with Property Management System Value add  Scalability & resilience  Simple management  Bring Your Own Device (BYOD) options thanks to Avaya Wireless Networking Breathing new life into Queen Anne's Chambers Avaya IP Office Server Edition has created an outstanding Customer Experience Management (CEM) for guests of the newly opened InterContinental London Westminster. This ensures that the hotel has a fail- safe phone system for both staff and guests with access for up to 1,000 users. With Avaya's receptionist software, visual access to everyone's phone status - who's busy, on the phone, away from their desk - switchboard operators can route calls quickly and accurately with a mouse click. With Avaya Wi-Fi enabled handsets, staff are "unchained" from their posts and have full mobility freeing them to move round the hotel and carry out their roles safe in the knowledge that they can make and receive calls anywhere in the building. The entire system is powered by Avaya Networking products in the form of ERS 4500 POE switches, thus in turn helping the hotel reduce its energy consumption whilst improving performance. "Guests arrive at an InterContinental hotel expecting outstanding service. All our staff is trained to deliver this and now we have the phone system that will complement our approach." – Stuart Bailey, Managing Director of Supreme Hotels LLP
  • 43. © 2011 Avaya Inc. All rights reserved. 4343 Solution IP Office Server Edition CASE-STUDY - UTILITYWISE: SERVICES - UK Challenge Move offices with minimal disruption Differentiation in a competitive market Support collaborative working approach Underpin current and future growth Business Value Utilitywise PLC – one of the UK‘s leading outsourced contact centre providers – deployed IP Office Server Edition to deliver enhanced intelligent communications, scalable growth and seamless management.  IP Office ensures utilities call centre provider is prepared for double-digit growth.  With more than 60 new customers joining each day, it is imperative that Utilitywise stays ahead of the game and delivers the innovative services its customers expect. “We now have a building that can deliver space for further growth, an Avaya solution that can not only deliver technically but will also scale along with our future growth. In Avaya and Powerdial we are secure in the knowledge that both can deliver everything we need both now and well into the future. We made the right choice.” — Geoff Thompson, CEO, Utilitywise Plc >> View Case Study
  • 44. © 2011 Avaya Inc. All rights reserved. 44 R9.0 Support & Marketing
  • 45. © 2011 Avaya Inc. All rights reserved. 45 IP Office Support Services (IPOSS)  Provides excellent value – Includes software upgrade licenses – Flexible coverage options – Easy, server-based pricing  Remote access efficiency – Via SSL VPN – Partners reduce site visits  IPOSS price change: August 5th – For wholesale delivery only – No change for co-delivery (need ACSS from 1st Oct 2013) Coming Soon: IPOSS “Gift Card” deployment: • New distribution approach will streamline delivery
  • 46. © 2011 Avaya Inc. All rights reserved. 4646 IP Office Mid-Market Resources  Partner Marketing Central Campaigns  Mid-market Trend Advisor  Mid-market eBook  Avaya IP Office eBook  Mid-market Customer Case Studies
  • 47. © 2011 Avaya Inc. All rights reserved. 47 Q1FY14 Promotions – SME/Mid-Market Promotion Target Offer (Conditions Apply) Expires Collaborate & Grow with IP Office Available from 14th October 2013 SME + mid market customers in EU, Adriatic, CIS & MEA NEW 20-99 IP Endpoint Users with minimum Essential Edition 21st Mar ’14 (reseller’s registration) 31 March ‘14 (distributors sales out) European Union • 5% discount on select IP Office HW/SW and select Networking • 18% discount on select Avaya IP Phones Russia/CIS, Adriatic's, MEA: • 5% discount on select IP Office HW/SW and select Networking • 8% discount on select Avaya IP Phones 100+ IP Endpoint Users with Preferred Edition or UC Module or Server Edition European Union • 12% discount on select IP Office HW/SW and select Networking • 18% discount on select Avaya IP Phones Russia/CIS, Adriatic's, MEA: • 12% discount on select IP Office HW/SW and select Networking • 8% discount on select Avaya IP Phones 3500 Stack New & Existing IP Office Customers EXTENDED Significant discounts on select Avaya ERS 3500 switches when purchased with or without an IP Office System. Can be combined with other IP Office promotions Same discount but new SBA numbers: 441802 (with IPO) and 441803 (w/o IPO) 31st Mar ‘14 Financing Promotions SME Customers in UK Only Lifecycle 0% - Financial leasing on IP Office over 5 years Simply 30 - True 0% Finance over 2 ½ years with NO deposit Promo valid in UK only 31st Dec ‘13
  • 48. © 2011 Avaya Inc. All rights reserved. 48  Extend Further into the Mid-Market IP Office 9.0 Recap: At-a-Glance  Expand Deployment Options with Virtualisation  Deploy in the Enterprise Branch  Simplified, Enhanced System Management for Multi-Site  Improved Simplicity and Added Functionality
  • 49. Helping Our Partners Win Business with IP Office John Nolan, Key Account Director, Westcon Convergence Andy Herring, European Avaya Product Manager, Westcon Convergence
  • 50. Westcon Support Teams Strategic Relationships Marketing & PR SupportPre and Post Sales Support Demos & Training Professional Services Demand Generation
  • 51. The Heritage of Westcon with Avaya • 25 Year Westcon / Avaya relationship • Current Avaya Distributor of the Year • APSS & APDS qualified Avaya Team • Technical & Pre-sales expertise • Dedicated Sales and Marketing Support • Alignment to Avaya teams and strategies
  • 52. New Headquarters Gatwick, West Sussex By Train: 30min London By Car: 15min from M25/M23 J7 Multi Vendor Demo Suite Network of European Offices: Ideal for demonstrating VC in action Meeting / Work Space for Partners Training with Westcon Academy
  • 53. New Structure Westcon UK & Ireland Sales Team Structure Ioan MacRae General Manager UK&I Dawn Fenton Sales Director 9 Account Directors 10 Pre-sales Specialists (all Vendors) John Nolan KAD Team Leader 4 Key Account Directors Internal Sales Manager (tbc) 10 Internal Account Managers
  • 54. Partner Enablement • New UC ―LEAP Centre‖ at Gatwick Headquarters • Hands-on, solution experience centre • Complete integration of all solutions in a single environment • Proof of concept, demonstrations, training • Available for Westcon Partners to use, late 2013
  • 55. Key Account Support Key Account Director Team John Nolan KAD Team Leader Jenny Page Robert Morgan Dionne Wheeler Jennie Greene (Ireland)
  • 56. Partner Enablement: Avaya Resources
  • 57. Partner Enablement: Westcon Partner Portal http://j.mp/currentanalysis • Westcon Library • Promotions & Pricing • Online Training • Book Westcon Academy Courses • Free access to Current Analysis • Competitive Intelligence Reports • Assessments of: - the market - companies - products • Product and company comparisons
  • 58. Partner Enablement: Complementary Offers • Headsets increase margins with IP Office ‗worker profile‘ solutions • Westcon collaterals and unique promotions • Quickly and easily grow revenue. Allow Westcon pre-sales to identify opportunities and add headset solutions to your IP Office quotes Why sell headsets? • Fully trained pre-sales team supports partners headset sales; • Pricing, recommendations, end user demonstration support • Range of price books, collaterals and compatibility guides ensure partners can easily sell „best-fit‟ headset solutions to end user customers How can Westcon help?
  • 59. Partner Enablement: Complementary Offers Valid 8th Oct – 31st Dec 2013. Terms apply. PLANTRONICS AVAYA WESTCON REWARD Partner Discounts when sold with approved Avaya handset via Westcon Available to Plantronics UK&I Connect partners only Register at www.plantro.net Wide range of products included
  • 60. DEDICATED PROGRAMMES AVAYA IP OFFICE AND SCOPIA • Discovery Offer – 5 free trial units • Deployment Offer – 10% free units when deploying • Special pricing available • www.jabra.co.uk/avaya UP TO £35 CASHBACK OFFERS NEW Devices Make Experiences Programme Free prize draw for Jabra MOTION and Jabra SPEAK 510 Partner Enablement: Complementary Offers
  • 61. Partner Enablement: Upcoming Events • Avaya Webinar: Mid- Market Partner Launch 9th October, 8:15am • Westcon Webinar: Selling the Network Edge 16th October, 9:30am • Avaya Webinar: Develop Apps that Boost Business Results 16th October, 1:00pm • Westcon IP Office 9.0 Technical Launch Events 24th October, 9:30am & 1:00pm, Gatwick
  • 62. Rugby Prize - Complete the feedback form from your pack, answer the prize question and hand the form to Westcon staff at the end of the presentations - Winner will be announced before closing of the event
  • 63. Summary Ioan MacRae General Manager UK&I, Westcon Convergence UK
  • 64. Thank you Please join us for refreshments and demos in Riverside Room *Announce Rugby Prize Winner*