$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.
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
Westcon Avaya IP Office R9 Launch Event Presentations
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
Welcome from Westcon Convergence and Avaya
to the London Film Museum
• 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
• 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
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
Demonstrations of IP Office 9.0, Versai, Jabra & Plantronics
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
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
The New Opportunities for You and Your Customers
Philippe du Fou
SME Distribution Lead EMEA, Avaya
Avaya IP Office Release 9.0
The new opportunities in mid-market
for you and your customers
Philippe du Fou
Helping Our Partners Win Business
with IP Office
John Nolan, Key Account Director, Westcon Convergence
Andy Herring, European Avaya Product Manager, Westcon Convergence
Westcon Support Teams
& PR SupportPre and Post
Demos & Training
The Heritage of Westcon with Avaya
• 25 Year Westcon /
• Current Avaya
Distributor of the Year
• APSS & APDS
qualified Avaya Team
• Technical & Pre-sales
• Dedicated Sales and
• Alignment to Avaya
teams and strategies
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
Westcon UK & Ireland Sales Team Structure
General Manager UK&I
9 Account Directors
10 Pre-sales Specialists (all
KAD Team Leader
4 Key Account Directors
Internal Sales Manager
10 Internal Account
• New UC ―LEAP Centre‖ at Gatwick
• Hands-on, solution experience centre
• Complete integration of all solutions in a
• Proof of concept, demonstrations, training
• Available for Westcon Partners to use, late
Key Account Support
Key Account Director Team
KAD Team Leader
Jennie Greene (Ireland)
Westcon Partner Portal
• Westcon Library
• Promotions & Pricing
• Online Training
• Book Westcon Academy Courses
• Free access to Current Analysis
• Competitive Intelligence Reports
• Assessments of:
- the market
• Product and company
• Headsets increase margins with IP Office ‗worker profile‘
• Westcon collaterals and unique promotions
• Quickly and easily grow revenue. Allow Westcon pre-sales to
identify opportunities and add headset solutions to your IP
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
How can Westcon help?
Valid 8th Oct – 31st Dec 2013. Terms apply.
when sold with
Wide range of
AVAYA IP OFFICE AND SCOPIA
• Discovery Offer – 5 free trial units
• Deployment Offer – 10% free units
• Special pricing available
UP TO £35
Free prize draw
for Jabra MOTION
and Jabra SPEAK
- 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
General Manager UK&I, Westcon Convergence UK
Please join us for refreshments and demos
in Riverside Room
*Announce Rugby Prize Winner*