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
Welcome from Westcon Convergence and Avaya
to the London Film Museum

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

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

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

IPO R9:
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
Oct 2013

© 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*

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)

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

IP Office Solution Overview

The Mid-Market Work Environment
is Rapidly Evolving
*Avaya Commissioned Study
New ChallengesNew Opportunities

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

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

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

 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

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

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)

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

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

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

IP Office 9.0 Enhancements

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

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

 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

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

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

 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
Enhanced Avaya Flare Experience
Support for Windows and
Apple iPad devices

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

 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)

Video Collaboration
Server for IP Office
Desktop Server
Software
Desktop
Clients
Mobile Apps.
APL Price:
$6,650
PN 55211-00021

APL Price:
$10,275
PN 55211-00020Enables Video
Room System
Video Collaboration
Server for IP Office
Desktop Server
Software
Desktop
Clients
Mobile Apps.

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

IP Office in the Enterprise Branch

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

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

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

IP Office Proof of Success

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)

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

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

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

R9.0 Support & Marketing

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

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

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:
Phones
100+ IP Endpoint Users with Preferred Edition or
UC Module or Server Edition
European Union
Phones
Russia/CIS, Adriatic's, MEA:
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

 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

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
Strategic
Relationships
Marketing
& PR SupportPre and Post
Sales Support
Demos & Training
Professional
Services
Demand
Generation

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

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

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

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

Key Account Support
Key Account Director Team
John Nolan
KAD Team Leader
Jenny Page
Robert Morgan
Dionne Wheeler
Jennie Greene (Ireland)

Partner Enablement: Avaya Resources

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

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?

Partner Enablement:
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

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:

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

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

Summary
Ioan MacRae
General Manager UK&I, Westcon Convergence UK

Thank you
Please join us for refreshments and demos
in Riverside Room
*Announce Rugby Prize Winner*

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