Avaya IP Ofice Mid Market emea roadshow

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Avaya mid market solution.

Avaya mid market solution.

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  • Significant market but smaller than <250 ($4.6B/yr WW Product) or Enterprise >1000 ($11.2/yr WW Product)Growing faster than <250 space (3.1% CAGR) and slightly slower than >1000 market (8.2% CAGR)
  • Flexible WorkforceUC Mobility Extended to Android and iPhoneCapabilities reserved for the desktop now extended to the smart deviceRole-based Solutions Designed to Maximize User ProductivityWhether in the office, on the road or at homeForthcoming Flare CommunicatorEnriches the business user experience while extending reach to more consumer devices (e.g. iPad)Scalable SolutionEnables growth, without rip/replaceE.g. Small businesses can easily scale from 5 to 1,000 with the same productNew mid market solution extends that scalability to 1,000 users per siteWith options for IP, digital and/or analogSeparation of the software from B5800 extends IP Office to small of large branch Add an SD card (i.e. Avaya Aura software) and centralize the IP Office sites with the Avaya Aura coreYour FutureConsistent track record of bridging past technology to future capabilitiesFrom Merlin to Integral 5 to PARTNER® Norstar and BCM – enabling customers to save up to 60%Flexible architectures that continually add value and adaptBuilt-in ACD, SIP trunking, call recording, 128 party audio conferencingUC Preferred mobility, FlareInvestments that lower TCOInteroperability with popular applications and devices (Outlook, Salesforce.com, Android, iPhone, etc.)Linux vs Windows
  • Run Avaya Mobile Collaboration Solution for Small and Mid Size business:hyperlink: http://avaya-news.com/channelftp2/documents/mobile_Collab_Demo.wmv
  • FlareC to give point to point call control, presence, IM, directory integration. No conferencing (voice, video, web)Platforms: Win and iPad
  • Note: Flare on iPad and Windows is Flare Communicator
  • Note: Essential requires Basic; Preferred requires Essential; Advanced requires Preferred. This makes upgrades easy for both customers and partners. All functionality is incremental and inclusive of the existing edition.
  • Note: 1st Release will accommodate up to 500 users per server for all IP configurations – 1,000 users requires two servers.Hybrid configurations support up to 384 digital or analog users via the IP Office 500v2 server as a gateway.
  • Note: If customer has the UC module and then scales above 50 power users at a later date, they can add another server and leverage the same Preferred Edition software on the module to support those users.
  • Integrated Collaboration ServicesIP telephonyMessaging6-way Conference (x 1000 users)PresenceExtend to CellOne-X Mobile/Stand-aloneLarge party ConferenceClick to call
  • Note: Existing customer sites where user solutions were implemented without Preferred Edition will need to upgrade to Preferred Edition with their 8.0 upgrade.  Any 8.0 upgrades where only Essential edition is implemented will lose all user solution functionality (excluding Receptionist)
  • IP Office Support Services (IPOSS) is a new maintenance offer that supports IP Office (IPO) R8.1 . This offer is available in a Wholesale and Co-Delivery Model through a Partner or Distributor . This offer delivers support Expertise from the Manufacturer, Avaya, in a fast and efficient manner. Avaya has been making many changes to our support through the use of web ticketing which allows us to assign a customer or partner service request quickly and to the best resource available. We have also added in a new Search Avaya Support capability which links to Knowledge Based articles, Tips, and How to videos through our Avaya Mentor program. With IPOSS both customers and Partners can be confident that they will have access to manufacturer support; as well as Intellectual property, such as Patches, Updates and Major Software Upgrades.
  • The Base IPOSS Offer is simple, yet flexible, and is optional. There is one fee per server/node. The base offers includes: 8x5 ,Monday through Friday Remote Technical support and Upgrades. Any time day or night access to our support site and tools, which includes access to patches ,updates and Upgrades.We have enhanced our security to allow Secure Remote Access through an SSL/VPN enabling partners the ability to perform upgrades , updates and Moves, Adds and Changes for the customer in a quick and secure manner. Available in a 1, 3 or 5 year prepaid term, allowing for increased flexibilityTo suit customer and partner needs there are various Parts coverage options: (NBD or Onsite delivery within 4 hours) and in the US for the Wholesale model, Onsite parts installation.IP Office Support Services is the going forward offer for IP Office R8.1 and future releases. The existing SME TSP Block of Hours offer remains available for SME legacy products, (including IP Office R8.0 and prior releases). IP Office R8.1 warranty is: 3 months for SW; and 1 year for HW, (not Advanced Parts Replacement).
  • The IP Office SSL/VPN SolutionThe IP Office SSL-VPN solution offers secure remote accessibility to the IP Office devices with minimum networking expertise required to set up the CPE at the customer site. The IP Office can be pre-configured with SSL-VPN configuration before installing on the customer’s site. The SSL/VPN solution is a cornerstone element of the new IP Office Support Services maintenance offer, allowing Avaya to provide industry leading remote troubleshooting and technical support. Partners have the option of allowing Avaya to host the server side connection to the IP Office or they can choose to host the server side themselves, as part of their service delivery infrastructure. When Avaya hosts the server side solution, partners will benefit from a reduction in their infrastructure investment and training requirements plus they will leverage a simplified, automated On-Boarding process that is described in a later section of this document. Advantages of IP Office SSL-VPN SolutionSecure remote access at broadband speeds for enhanced supportSimple to configure and deployScales to accommodate future growth requirements Does not require networking expert at the customer site (No IT admin required at the customer site)No requirement to open holes in the firewall (Firewall agnostic as the connection is initiated from the customers’ site to the Gateway)Connection can be “Always-ON” or can be initiated via Dial-Up or Phone. Facilitates remote configuration, management, monitoring, diagnostics and upgrades. How does it work?IP Office R8.1 software includes an embedded SSL-VPN client. On the server site, should the partner decide to host the server side , the partner will need to install a server (VM) and install the Avaya VPN Gateway (AVG) software. The Partner will establish the SSL-VPN Gateway configuration on the IP Office so that the IP Office can trigger a secure tunnel back to the Gateway. A username/password is setup during the configuration step for security purposes. A second level of security is also provided with a server side certificate authentication. A radius server will then validate the username/password upon connection request initiated from the IP Office. Once the credentials are validated, the secure remote access is established.Solution RequirementsAt a minimum, the partner needs is to ensure that a broadband connection is available at the customer site to take advantage of the secure remote access via Avaya IP Office SSL-VPN solution. A partner deciding to host the server side, can purchase (scale as you go) the SSL-VPN licenses based on how many simultaneous connections are required. The AVG software is installed on a VM server software (partner can chose the server of their choice) and set up a radius server for username/password authentication. The same VM server can also act as a radius server or the partner can use a separate radius server or reuse an existing radius server based on their IT department’s recommendations and security policy. NAT – Network Access Translator
  • Maximum of 6 questions to solidify what you want to order1 Material Code 144 Order Codes (options available to suit your business model)48 options x 3 for termEasy to Calculate PricesCan be ordered from GPPC Price Book No configuration or formal calculator required
  • Notes: This chart would be created by the pricing prime during the Core team meetings of the offer development. Preliminary Pricing box: codes / pricing should be shown here. If the offer contains variable pricing a pricing explanation should be entered below in the “Pricing Explanation” section. Next Steps box: Example: here a timeline of code creation may be entered to give a forecasted view of what needs to happen next from a pricing perspective. APP = Average Partner Price
  • Avaya’s goal is to provide our Partners the opportunity to receive Quality support that provides: Flexibility – in a go-to-market strategy, parts options to fulfill a customers needs; as well as an option to reduce the need to have stock, materials logistics and shipping functions. And the ability to leverage Avaya’s Onsite Technician for onsite dispatch needs when you don’t have the resources for a geographic area or the man power or skill to accommodate the demand.Predictable Costs – Single price per Node or server, makes it easy to quote and order, Investment protection with access to Major SW upgrades. Reduced Cash outlay if you no longer need to stock parts for your customers systems. Competitively Priced against the competition and not a mandatory attach. Attractive margins – by increasing speed with the new secure remote access when performing upgrades, updates and remote Moves, Adds and Changes. Gain additional installation revenues by upgrading your customers when a new release of IPO is introduced. Reduce d costs associated with quoting, ordering and renewing support contracts.
  • Best-in-Class Lifetime WarrantyAvaya includes Industry-leading warranty services on the Stackable Ethernet Switch portfolio, which consists of the ERS 2500, ERS 3500, ERS 4000, ERS 5000, and VSP 7000 Series product lines.Complimentary next business-day shipment of failed hardware now extends for the full life of the product. All countries will receive next-business-day shipping to replace failed hardware. Lifetime Technical Support Avaya offers complimentary basic technical support (Level 1) for the supported lifecycle of the product. This includes the software version shipped with or updated through optional SRS Basic or a separate Service Contract over and above our normal Warranty.This service covers:Case management lifecycle• Opening cases with Avaya via the web to report a problem• Nodal (switch/stack) problem isolation, data collection, investigation, status updates• Solution identification and resolution within software and hardware capabilitiesTypes of issues covered include:• Diagnosing basic hardware and software issues through on-board diagnostics• Assisting with basic hardware troubleshooting and device configuration• Known issue resolution within software and hardware capabilities• Emergency recovery service For the first 90 days after the shipment date, advanced support (up to Level 3) is available. This covers:• Network troubleshooting and interoperability with other Avaya products• Network troubleshooting and interoperability with other vendor’s equipment against IEEE and IETF protocol standards• Correction of defects in the product found in the new installation within software and hardware capabilities• Software patches to the most current code level at time of product shipment• Lab reproduction of issues as needed to drive resolutionAvaya offers service contracts providing enhanced software functionality and extended full technical support beyond the first 90 days after shipment. We encourage full coverage of your network to help reduce business risks and maximize return on your investment. To stay current on your software loads we recommend software subscription.
  • User Experience- Better response times for interactive applications like Collaboration, Video & Gaming- You can auto-save files more often, reducing the risk of lost work as saving files doesn’t delay you- Faster back-ups and restore means less time waiting for a backup to complete. You will backup more often and further reduce the risk of lost work- Maximise performance of devices with Gigabit interfaces, particularly servers- Alternative to new high speed Wifi technologies where security and speed are importantInvestment Protection- 10x capacity of 10/100 fast Ethernet- Runs over your existing Cat 5 cabling- Extra network capacity to accommodate growth in traffic, applications, usage and rich multimedia content- Ease of migration from 10/100 Ethernet, plug n play and backwards compatible- Low incremental cost
  • Please get familiar with the SME Sales portal. We have spoken about verticals, and 9 separate industry toolkits are available. A comprehensive competitive section includes the famous or infamous competitors you deal with day in day out and the Total Cost of Ownership paper authored by Tolly, will arm you with some great facts when encountering Shoretel. For current BCM and Norstar users, a comprehensive feature matrix gives you the information you need when asked will I see any difference? Case studies are a vital part of your arsenal, and we have them across all industries and sizes
  • 6 SME customizable White Papers with verticals, IP Office 7.0 (multi-touch campaign, upgrade templates, healthcare vertical, seminar in a box), Social Media (calendar updated monthly with Avaya content for Partner to incorporate into their own portal)All these templates can be customized with Partner logo, call to action, and contact info.The Quick Start Guide "How to Write a Marketing Plan“The Quick Start Guide "Building and Improving Your Company Brand”The Quick Start Website GuideThe Quick Start Guide "How to Implement Successful Public Relations Initiatives”The Quick Start Guide on using Social MediaThe Quick Start Guide "How to Launch an Effective Search Engine Marketing Program”The Quick Start Guide "Getting Started with E-mail Marketing”The Quick Start Guide "Utilization of Landing Page Development and Optimization”The Quick Start Guide "The Power of Mobile Marketing”The Quick Start Events Guide
  • A wealth of IP Office 8.1 and Mid Market collateral and content will be available soon! Please register for Content Syndication to help promote your solutions and services quicker and faster - in this customer space.

Transcript

  • 1. Avaya Mobile Collaboration Solutions forSME and Mid MarketDATEPresented by:
  • 2. Agenda Why Mid Market? IP Office 8.1 Solution Aura ME Solution Overview Which Solution to Position Completing the Solution – IP Office Support Services, Avaya Networking, Session Border Controller Competitive Positioning Promotional Offers – Power Up with IP Office, IP Office Data Bundle Tools to win Mid Market Customers© 2011 Avaya Inc. All rights reserved. 2
  • 3. Why Mid Market?© 2011 Avaya Inc. All rights reserved. 3
  • 4. The Mid Market Opportunity is Compelling  $6.67Billion Why Mid Market Opportunity*  Collaboration and Mobility are among their top spending priorities  Major change in mindset over last 3 years** Spend focus 2009 Today % Cost reduction 53% 21% 32%  Customer focus 11% 31% 20%  Innovation 11% 16% 5%  *RDA, Includes UC, CC, Networking and services ** Inside the Midmarket, a 2011 Perspective - IBM© 2011 Avaya Inc. All rights reserved. 4
  • 5. Avaya Strategy Take IP Office Up Market Avaya IP Ideal for small to midsize businesses seeking cost- Office effective growth and built-in Designed for Small to value Midsized Enterprises Ideal for established businesses seeking cost-effective Avaya Aura® consolidation of Designed for Midsized to the Largest Enterprises assets and Avaya Aura® Solution for Avaya Aura® streamlined growth Midsize Enterprises10 100 250 1000 10,000 xxx,000s Small Medium Mid Market Large Fortune 1000 # of Users 5 © 2011 Avaya Inc. All rights reserved. 5
  • 6. Re-capture The GapTake Share In Midsize Markets Avaya IP Ideal for small to midsize Office Avaya IP Office businesses seeking cost- New offer for Midsize Enterprises effective growth and built-Designed for Small to in valueMidsized Enterprises Ideal for established businesses seeking cost-effective Avaya Aura® consolidation of Designed for Midsized to the Largest Enterprises assets and Avaya Aura® Solution for Avaya Aura® streamlined growth Midsize Enterprises Avaya IP Office Not Just for Small Business Anymore 6 © 2011 Avaya Inc. All rights reserved. 6
  • 7. Enable Channels to Sell ‘Edge In’Make Connection to Large Enterprises Branch Offices Seamless Avaya IP Office Avaya IP Office Create new offer for Midsize EnterprisesDesigned for Small toMidsized Enterprises Office Office Avaya Aura® Designed for Midsized to the Largest Enterprises Avaya Aura® Solution for Avaya Aura® Office Midsize Enterprises Avaya IP Office Not Just for Small Business Anymore 7 © 2011 Avaya Inc. All rights reserved. 7
  • 8. Communications for Your Growing Business. We create the most Flexible Workforce. With a Scalable Solution. That delivers now and for Your Future.© 2011 Avaya Inc. All rights reserved. 8
  • 9. Handsets, smart phones, desktop, tablets Home, work, on the road IP Digital Analog SIP 5 - 1,000 users in SME, Mid Adaptable office from one or more offices Market, Branch key system to UC Investment Protection Flexible Architecture Savings, Low TCO© 2011 Avaya Inc. All rights reserved. 9
  • 10. Avaya IP OfficePlatform of your choice Scalable SME, Single Distributed Appliance, Internal or from Single-site or Midmarket, or S/W only, or External Platform 5-1,000 Multi-site or Centralized Hybrid Applications users Branch Investment Hardware and New & Legacy Convergence Flexible Protection Software IP, Digital, or platform for Architectures – / Cost Investment Analog Norstar, BCM, & Migrate at your Protection Endpoints Partner own pace Effective Integration Unique Handsets Consistent Desktop User Mobile Experience Tablet In the Office On the Road Teleworker Home Mid- Enterprise SME Market Branch IP Office © 2011 Avaya Inc. All rights reserved. 10
  • 11. © 2011 Avaya Inc. All rights reserved. 11
  • 12. IP Office 8.1 Solution© 2011 Avaya Inc. All rights reserved. 12
  • 13. At a Glance – Key for Mid Market R8.0 R8.1 Multi-Site Capacity: Multi-Site Single Site 1,000 across up Capacity: Capacity: to 32 sites/nodes 1,000 across up + Centralized to 32 sites/nodes 1,000 licensing + Centralized Single Site management Capacity: 384© 2011 Avaya Inc. All rights reserved. 13
  • 14. Avaya IP Office R8.1What’s new Now scalable to 1,000 users on a single site! • New Linux based server with centralized licensing and management • IP Office 500v2 acts as a gateway to enable hybrid implementation Flexible Workforce Mobility On iPad and Windows! • Flare Communicator extends IP Office UC to tablets • Now included with IP Office Power User and Office Worker solutions More to sell with new service & networking offers! • New IP Office Support Services – Incredible value, amazing price for SME – and secure high speed remote login (SSL/VPN) • New 3500 ERS delivers SME price with enterprise-class performance & stacking© 2011 Avaya Inc. All rights reserved. 14
  • 15. Are You Leading With Mobile Collaboration?Android and iPhone sales are 70%+ of the market New Service Pack Set Status Search Directory Start IM Chat Already Track Chats available Manage Conference Calls on Android, Geo-Presence iPhone Visual Voicemail (GA: 4/30)© 2011 Avaya Inc. All rights reserved. 15 Avaya – Confidential
  • 16. More Flexibility for the WorkforceAvaya Flare® Communicator Soft-client  Delivers Audio, IM & Presence capabilities  Apple iPad and Microsoft Windows  Feature set and device interoperability expand over timeDelivering the World’s Most Flexible Workforce© 2011 Avaya Inc. All rights reserved. 16
  • 17. User Solutions Matrix – Options for the Flexible Workforce As of Release 8.1Available on Mobile Desktopthe followingEditions:  One number – businessEssential Mobile to cell  Call control via smartPreferred Worker phone (GUI) or cell n/a n/a n/a Server Essential phone (* codes)  Listen to email  Outlook /SFDC plug-insEssential Office  Unified messagingPreferred n/a n/a  IM, presence n/a Server Worker  Full conference control  Flare iPad & Windows  Outlook /SFDC plug-ins  Telecommuter mode  Unified messaging  Video soft phoneEssentialPreferred Tele- n/a n/a  IM, presence  Full conference control Server Worker  One number – business  IM, presence  Outlook /SFDC plug-ins  Telecommuter mode to cell  Full conference control  Unified messaging  Video soft phoneEssentialPreferred Power  Call control via smart  Geo presence  IM, presence   Server User phone (GUI) or cell phone (* codes)  Centralized directory Meet me conferencing  Full conference control Flare iPad & Windows  Listen to email © 2011 Avaya Inc. All rights reserved. 17
  • 18. Selling To All Market SegmentsYou can compete by simply changing software packages Product Product Future Software Edition Business Market Need e.g. Today (system wide) size Competition Telephony Panasonic, Basic Toshiba Edition <25 IP Telephony Aastra, Cisco, Future: Essential With Essential Shoretel Edition 20-99 Mobility Linux Server, (Up to 384 users per system) IP Office 500 Unified Cisco, Mitel, IP Office 500 (As a server or Preferred Communications with Shoretel a gateway) Edition Preferred Mobility 21-250 UC with Advanced Contact Center Edition Unified Cisco, Mitel, Server 100- Communications with Shoretel cQ3 2012 Edition 1000 Preferred Mobility Linux Server, With IP500 Avaya Aura Cisco, Siemens, Gateway Option Avaya Aura® Microsoft Branch SD Card 100+ applications© 2011 Avaya Inc. All rights reserved. 18
  • 19. Avaya IP Office Multi-Site Solution Avaya Server, All IP Avaya Server, Hybrid Deployment Options IPO Mid-market IPO Mid-market – DVD & Server DVD, Server & Gateway Single SW Server Edition SW License Mobile Desktop Rich UC OptionsInfrastructure & Endpoint Options Centralized Multi Media Endpoints Multi-site Options Data ManagementMaintenance & Service Avaya IP Office Support Services (IPOSS) GLOBAL SERVICES Options © 2011 Avaya Inc. All rights reserved. 19
  • 20. Avaya IP Office Multi-Site SolutionWhat’s New Centralized Licensing with 1000 users across single site OR 32 nodes Single Image Distribution Share licenses across sites Two Server Choices Central image repository HPDL360 HPDL120 Common database with templates 500 IP users 250 IP users 200 1x Portal Power users 100 1x Portal Power users Integrated Multi-site 100 VMPro ports 40 VMPro ports Management 4 Hour Web Based Training Plug-n-Play remote site installation – Ignition Avaya IP Office Support Services (IPOSS) Intuitive and user friendly - Browser based Integrated Multi-site Web Centralized upgrades, back-up and restore Manager Secure Remote Access with SSL-VPN Centralized Licensing Secure remote access at broadband speeds Network Firewall and NAT traversal Eliminate truck-rolls © 2011 Avaya Inc. All rights reserved. 20
  • 21. Avaya IP Office Server EditionWhat You Need To Know  With this edition, highly reliable IP Office communications are Linux based  Dual power supply is built into the server  Hot plug hard drives are configured in RAID  Dual quad core processors add speed, redundancy© 2011 Avaya Inc. All rights reserved. 21
  • 22. Avaya IP Office Server EditionEnables Greater Scalability, Flexibility and Choice Up to  Users on single site or multi- site (500 users per server) Up to  one-X ®Portal users sharing the same Linux server Up to  one-X ®Portal users on a dedicated server  All IP or Mixed Deployment – Your choice  Centralized Licensing  Centralized Management© 2011 Avaya Inc. All rights reserved. 22
  • 23. Avaya IP Office Server EditionEasy to manage, seamless to upgrade Centralized Centralized Secure Management Licensing Remote Access One view, Share licenses Less truck-rolls All across sites Broadband locations, group Monitor license speeds using s, users usage SSL-VPN© 2011 Avaya Inc. All rights reserved. 23
  • 24. Two New Options For UC – Available Now!One for Small Business, Another for Medium Option 1 Option 2 Avaya IP Office Avaya IP OfficeUnified Communications Module Applications Server 5X 2X   3.1Ghz CPU 12 GB RAM User Voicemail Capacity Capacity  250 GB HDD  Rack mountable  Option for Redundant  Linux-based module  Linux-based sourced server power supply  Supports up to 200 users  Supports up to 1000 users  Up to 50 power user solutions and  Up to 250 users solutions and 40 includes 20 voicemail ports voicemail ports  Single slot card for IP Office 500  Ships with Linux OS and applications SW  Not tied to Microsoft or Linux images (same as Linux applications DVD) updates and licensing  Scales to full capacity of IP Office: 384 per  < 30 Minutes to Install site/1000 users across up to 32 nodes/sites  List Price $2995  List Price $3500 (Preferred Edition sold Includes Preferred Edition software; Essential separately) and Basic pre-requisites are required© 2011 Avaya Inc. All rights reserved. 24
  • 25. Avaya IP Office R8.1What it means for your SME prospects and customers  Increases ability to scale at a single site from 384 to 1,000 Greater Scale  Greater efficiency with centralized licensing and management with Ease of Deployment  Easy to add right-priced enterprise-class networking and security via ERS 3500 and SBC  Seamless integration between your office desktop and your More Flexible mobile devices, including iPad and Windows Workforce Options  Real-time business collaboration and federated presence across multiple platforms  Growth options that extend cost-effective migration to mid market and large enterprise More Future Value, Built-in  SSL/VPN with Service Support provide comprehensive access to faster resolution to issues, as well as the ability to have the latest technology via software upgrades© 2011 Avaya Inc. All rights reserved. 25
  • 26. Avaya IP Office R8.1What it means for you  Strong Mid Market Play - 2 ½ X the current capacity in 8.0 New Market for a single site; with easier deployment vs competition Opportunity  Unique price point and mobility is an invitation to take advantage of a multi-billion dollar market opportunity  New IP Office Server Edition and Flare Communicator will Larger drive customers to add UC to the configuration Constructs  ERS 3500, Service Support offer and SBC all provide new ways to surround each IP Office with solution selling  New IP Office Service Support offer, along with SSL/VPNLowers Your Cost capability will make your service delivery more profitable of Sale, Support  Fewer truck rolls and faster service mean less time and resource per ticket … and bottom line savings© 2011 Avaya Inc. All rights reserved. 26
  • 27. Why should an Avaya Aura only partner be interested in IPOffice?It’s All About Delivering Value to Your BusinessFeature Benefit ValueStreamlined Training (1/2 day Easy on-boarding, can recruit Quicker RoIsales + 10 days technical) junior staff for mid-market while senior staff focus on AuraScale from 5 to 1000 users, share Minimise training & maintenance Lower operation costs &many phones & apps with Aura stock $$ improved reseller marginsVery competitive value/price Easy to position against Faster sales cycle, better competition, minimises need for reseller margins special bidsBuilt-in UC apps server (IP Office Easy to upsell user apps, lower Higher revenue per sale,UC Module or mid-market offer) cost of installation better marginsHybrid solution (supports IP, digital Can sell to any type of SME Maximise your opportunities& analogue) customer and sales efficiencyCompetitive IP Office Support Lower cost of support, higher Simplified process andServices offer (S/w support and attach rate improved margins onS/w upgrades over 1, 3 or 5 yrs) maintenance services © 2011 Avaya Inc. All rights reserved. Avaya – Confidential 27
  • 28. Aura ME Solutions Overview© 2011 Avaya Inc. All rights reserved. 28
  • 29. Avaya Aura Solutions for Midsize EnterpriseApplications include: Target 200 to Communication Manager 2400 users, Secure remote monitoring Up to 250 (SAL) Communication Manager locations Utility Services Communication Manager Messaging Session Manager Avaya Aura® Solution for Midsize Enterprise System Manager System Platform virtualization Presence Services Utility server Application Enablement Single path including install, fast, Enterprise Services less costly Directory Server © 2011 Avaya Inc. All rights reserved. 29 29
  • 30. Avaya Aura® ME Business continuity for midsize enterprises • High availability delivers a reliable, redundant, hot switch-over backup to ensure “always on” operation • Network multiple locations or grow into multi-server construct - up to 2,400 users across 250 sites More cost-effective for customers, partners • Reduced list on Aura ME server makes solution more accessible for businesses with limited IT budgets • Consumes less energy and data room facilities – save up to 51% compared to other vendors Increased flexibility with “best-in-class” options • Supports the Avaya SBC for Enterprise or the Avaya SBC Advanced for Enterprise • Best-in-class contact center solution with AACC© 2011 Avaya Inc. All rights reserved. 30
  • 31. Avaya Aura ME Roadmap April ‘12 June ‘12 Feb ‘13 Summer ‘13Avaya Aura ME 6.2 Avaya Aura ME 6.3 High Availability  Aura 6.3 Components  Installation & Serviceability Avaya Aura ME 6.2  TCO / Opex Improvements  Increased capacities 2400 users Avaya Aura ME 7.0 1000 CC Agents Aura 7.0 components Embedded Avaya Aura Conferencing (Reduced capacity, audio & web only initially)© 2011 Avaya Inc. All rights reserved. 31
  • 32. Which Solution to Position© 2011 Avaya Inc. All rights reserved. 32
  • 33. Avaya PortfolioServes the market based on varying customer types and needs  Simple, scalable, flexible Enterprise-class UC and for the growing office Contact Center  Turn key UC Collaboration Custom platform integration. ACE, Lync, FMC Custom platform integration e.g. ACE, Lync, FMC Data Networking Avaya Support Services© 2011 Avaya Inc. All rights reserved. 33
  • 34. Avaya Choices for Midsize EnterpriseWhich one is best suited for my customer? Small to Midsize Midsize to Large Customer Need Customer Need Open, standards-based All in one appliance architecture Up to 500 users per system Up to 2400 users per system - scales to 1,000 users, 32 sites - scales to hundreds of thousands Basic call center Best-in-class Contact Center or with analytics value package Advanced Desktop Collaboration Built-in resiliency, Seamless Core Build up redundancy and Branch Survivability Multi-site management with Active Centralized management with pre- Directory synchronization and SSO defined templates for installation Avaya IP Office Avaya Aura® ME Single, Single, Modular Virtual© 2011 Avaya Inc. All rights reserved. 34
  • 35. Choosing the Right Solution for your Customer What is the max number of employees & locations in the company? (single or multi site) LESS ABOUT If < 1,000 users, <32 sites If > 1,000, >32 sites SIZE Avaya IP Office or Avaya Aura® Avaya Aura® Is FMC (Mobile presence & IM) the primary customer requirement? If No If Yes Avaya IP Office or Avaya Aura® Avaya IP Office Is multi-party web + video collaboration an immediate requirement? If No If Yes Avaya IP Office or Avaya Aura® Avaya Aura® Is multi-channel contact centre an immediate requirement? If No If YesMORE ABOUT Avaya IP Office or Avaya Aura® Avaya Aura® VALUE Is High Availability or customized application integration required? (eg. Microsoft Lync or IBM or other 3rd party) If No If Yes Avaya IP Office Avaya Aura® © 2011 Avaya Inc. All rights reserved. 35
  • 36. IP Office R8.1 Pricing© 2011 Avaya Inc. All rights reserved. 36
  • 37. Avaya IP Office EditionsFlexible, scalable options based on customer needs +$2,295 NPL (Total: $4,735) +$1,895 NPL Advanced Edition (Total: $2,440) (UC with Call Center) Preferred Edition Adds to previous: +$495 NPL (UC with Preferred Mobility) • Track, measure customer (Total: $545) service Adds to previous: • Password protected call Essential Edition recording with search, (IP Telephony/Essential Mobility) • Full “Meet me” audio replay, archiving $50 NPL conferencing w/user • Alarm notifications Adds to previous: passwords • Detailed actionable reports Basic Edition • Unlimited multi-level auto • IP PBX functionality • Interactive Voice Response (Basic telephony) attendant • Up to 40 Auto (IVR) • Scalable, resilient voicemail • Text To Speech • Key System attendants • No limit on VPN • One-X Mobile • Visual Basic Scripting • Single site only phones/system • PC Wallboard • Digital/Analog Essential (all users) (w/Teleworker) phones only • Basic call control on mobile • Call recording • Auto-attendant devices • Ability to add user solutions – Desktop on• 64 party ad hoc conferencing • 128 party ad hoc conferencing mobile device, HD video• Voicemail & voicemail to • Up to 4 remote phones/system conferencing, IM/presence, calendar email mining, Outlook & Salesforce integrationN/A: User solution, multi-site options Options: Receptionist, Multi-site Adds Options: Power User, Office Worker Adds Options: Agent, Supervisor Very Small, Small, Small to Midsize can be multi-site with Small to Midsize single site with customer mobility needs growing, with UC needs basic needs service center OPTIONAL +$2,995 NPL (Total: $3,540) © 2011 Avaya Inc. All rights reserved. 37
  • 38. R8.1: Avaya IP Office Server Edition Adds Scalable Linux-based Option for Midsize Enterprise Server Edition - $2,995 per Server (UC with Preferred Mobility, Greater Scalability) Flexible deployment – Linux servers or IP Office 500v2 Supports up to 1,000 users on a single site Office Centralized licensing and centralized management Worker Resilience built in, redundancy built up (including voicemail with optional secondary server)) Expanded voice ports – up to 100 Power Full “Meet me” audio conferencing w/user passwords User Unlimited multi-level auto attendant Call recording Includes all elements of Essential & Preferred Edition Receptionist Midsize Business Seeking greater scale, lower TCO Note: and simple deployment and management • Cannot add Advanced Edition to the Server Edition © 2011 Avaya Inc. All rights reserved. 38
  • 39. With R8.1, We’ll Add Server EditionThink of it as Preferred Edition for the Linux Server … and More! • Office Worker • Power user© 2011 Avaya Inc. All rights reserved. 39
  • 40. IP Office Editions and User Solutions Options ADVANCED Aligns Value to Benefits • Track, measure customer service PREFERRED • Password protected call recording w/ search, replay, archiving • Full “Meet me” audio conferencing • Alarm notifications, Detailed actionable reports w/user passwords • Interactive Voice Response (IVR) • Unlimited multi-level auto attendant • Text To Speech, Visual Basic Scripting ESSENTIAL • Scalable, resilient voicemail • PC Wallboard • IP PBX functionality • No limit on VPN phones/system • Options: Agent, Supervisor • Up to 40 Auto (w/Teleworker) attendants • Call recording • One-X Mobile • Options: User solutions – HD video Essential (all users) conferencing, IM/presence, • Basic call control on calendar mining, Outlook & mobile devices Salesforce integrationBASIC • 128 party ad hoc• Key System conferencing• Single site only • Up to 4 remote• Digital/Analog phones/system phones only • Options: Multi-site• Auto-attendant Receptionist• 64 party ad hoc conferencing• Voicemail & voicemail to email• N/A: User solution, multi-site options OPTIONAL  New! +$495 NPL +$1895 NPL +$2295 NPL $50 NPL ($545 total) ($2440 total) ($4735 total) © 2011 Avaya Inc. All rights reserved. 40
  • 41. Avaya Mid Market Pricing Includes Power Up with IP Office Promotion© 2011 Avaya Inc. All rights reserved. 41
  • 42. Completing the Solution: IP Office Support Services© 2011 Avaya Inc. All rights reserved. 42
  • 43. IP Office Support Services Choose the right support services to fit your customers’ specific environments Expertise with Assurance with Confidence with Manufacturer Accelerated an Up-to-Date Support Response Times Network With IP Office Support Services you can ensure your customers’ communications are running smoothly at all times© 2011 Avaya Inc. All rights reserved. 43
  • 44. Support Services Global OfferAvailable July ’12 with IPO 8.1 IP Office Support Services are consistent, flexible and simple Single fee per node* Optional Add-Ons Base offer includes: 24x7x365 Tech  Access to Major Software Upgrades Support  Remote Technical Support (for both Hardware and Software, 8x5 Mon-Fri) Parts Replacement • NBD or 4 hour delivery  Software Patches and Updates  Enhanced Remote Connectivity SSL/VPN  1, 3 or 5 year prepaid terms  Available in Wholesale & CoDelivery Models Consistent Flexible Simple Same offer elements for Multiple service delivery Industry standard support SME and Mid Market options available model at a fixed price * Promotional pricing is currently available. 44© 2011 Avaya Inc. All rights reserved.
  • 45. How Your Customer Benefits  Faster support via remote services  Keeps them current with software upgrades  Simple pricing makes budgeting easy, accurate, predictable  Quality assurance through manufacturer support© 2011 Avaya Inc. All rights reserved. 45
  • 46. New integrated SSL VPN Remote AccessImprove diagnostic access to accelerate time to resolution IP Office Remote Access Key features Benefits for the Partner and Customer:  IP Office embedded SSL/VPN client at  Faster troubleshooting customer site  Avaya SSL/VPN gateway (AV Gateway  Simplified deployment software) at the site  Reduces truck rolls  Access through firewall and NAT  Supports remote software upgrades  Broadband speeds  Secure, high speed access  Username/password coupled with server  Always-on availability side certificate authentication (Avaya or Partner) © 2011 Avaya Inc. All rights reserved. 46
  • 47. Building Your Maintenance OfferA quick and easy thought process to determine what you need Maintenance No Parts coverage Customer at risk 4hr or NBD No  Fixed price per server Support 8x5 or 24x7  Single order code  EZ Quote, EC Services, GPPC, Manual Price Book, Disty Tools 1, 3 or 5 year term Wholesale Co-delivery One Part Number Fixed Price per Server © 2011 Avaya Inc. All rights reserved. 47
  • 48. Promotional Entry Pricing – 3 year Global list (in USD) Offer also available in 1 year and 5 year pre-pay Wholesale List Price Co-Delivery List Price HP HP HP HP DL360G7 DL120G7 DL360G7 DL120G7 Linux Linux Linux Linux Offer Options IP 500 V2 Server Server IP 500 V2 Server ServerRTS+U Remote Technical Support & S/W Upgrades 8x5 Rem Tech Support & S/W Upgrades $599 $599 $599 $540 $540 $540 Per Server 24x7 Rem Tech Support & S/W Upgrades $767 $767 $767 $691 $691 $691 Per Server With NBD Advance Parts Replacement (APR) 8x5 Rem Tech Support, NBD APR & S/W Upgrades $792 $1,705 $1,089 $715 $1,535 $979 Per ServerParts 24x7 Rem Tech Support, NBD APR & S/W Upgrades $959 $1,872 $1,256 $866 $1,687 $1,130 Per Server With 4-Hour Advance Parts Replacement 8x5 Rem Tech Support, 4-Hour APR & S/W Upgrades $985 $2,808 $1,577 $887 $2,529 $1,418 Per Server 24x7 Rem Tech Support, 4-Hour APR & S/W Upgrades $1,152 $2,975 $1,744 $1,039 $2,680 $1,570 Per Server Support Offer Still Economically The Best Way for Customers To Stay Current And Have Access To Full Software Support Base support circa $200pa list, software upgrade >32 users is $199 list Note: 48 options, available in 1, 3 or 5 year terms © 2011 Avaya Inc. All rights reserved. 48
  • 49. Promotional Entry Pricing – 1 year Global list (in USD) Offer also available in 3 year and 5 year pre-pay Wholesale List Price Co-Delivery List Price HP HP HP HP DL360G7 DL120G7 DL360G7 DL120G7 Offer Options IP 500 V2 Linux Linux IP 500 V2 Linux LinuxRTS+U Remote Technical Support & S/W Upgrades 8x5 Rem Tech Support & S/W Upgrades $215 $215 $215 $194 $194 $194 Per Server 24x7 Rem Tech Support & S/W Upgrades $275 $275 $275 $248 $248 $248 Per Server With NBD Advance Parts Replacement (APR) 8x5 Rem Tech Support, NBD APR & S/W Upgrades $284 $611 $390 $256 $550 $351 Per ServerParts 24x7 Rem Tech Support, NBD APR & S/W Upgrades $344 $671 $450 $310 $604 $405 Per Server With 4-Hour Advance Parts Replacement 8x5 Rem Tech Support, 4-Hour APR & S/W Upgrades $353 $1,007 $565 $318 $907 $509 Per Server 24x7 Rem Tech Support, 4-Hour APR & S/W Upgrades $413 $1,067 $625 $372 $961 $563 Per Server Support Offer Still Economically The Best Way for Customers To Stay Current And Have Access To Full Software Support Base support circa $200pa list, software upgrade >32 users is $199 list © 2011 Avaya Inc. All rights reserved. 49
  • 50. Competitive Comparison: Avaya is well positionedOffer Structure and Scope Avaya IP OfficeOffer Structure Competitor 1 Competitor 2 Support ServicesNext Business Day Parts Replacement – Phones   Remote Monitoring (Proactive) On-Site Partner Provided or Partner Provided Partner Provided or Per-Per-Incident On-Site available under 8x5 or 24x7 support Avaya Optional offer-US or Per-hour hour OnlyValue-Add Remote SupportAll Foundation Support Options below   24x7 Remote Technical Assistance   Foundation SupportOptional Parts Replacement8x5 Next Business Day excluding terminals   Remote Technical Support8x5 Remote Technical Assistance  Web Services   Hardware Firmware Updates   Software Patches & Updates   Software Upgrades (IPO was $199 / Site for >32 users)   Unlimited InSite Knowledge Management access   Remote Access via IP Connectivity (SSL / VPN)    © 2011 Avaya Inc. All rights reserved. 50
  • 51. $0 $100 $20 $40 $60 $80 Avaya IPO Comp. 1, Product A 10 IPT Competitor 2 Avaya IPO Comp. 1, Product A 10 IPT 25% UC Competitor 2 Avaya IPO Comp. 1, Product A 25 IPT Competitor 2 Avaya IPO© 2011 Avaya Inc. All rights reserved. Comp. 1, Product A 25 IPT 25% UC Competitor 2 Avaya IPO Comp. 1, Product A 50 IPT Comp. 1, Product B Competitor 2 Avaya IPO Comp. 1, Product A UC Comp. 1, Product B 50 IPT 25% Competitor 2 Across all configurations Avaya IPO Comp. 1, Product A Comp. 1, Product B 100 IPT Competitor 2 Avaya IPO UC Comp. 1, Product A • Avaya is 50-90% less than Competitor 2 • Avaya is 16-90% less than Competitor 1 Comp. 1, Product B Competitor 2 Avaya IPO Competitive Comparison: Wholesale Comp. 1, Product C Competitor 2 Avaya IPO Comp. 1, Product C 30% UC • • • • Competitor 2 Avaya IPO Comp. 1, Product C Competitor 2 Avaya IPO Avaya is more affordable than the Competition Wholesale 1 Year Per User Maint + S/W Upgrade Comp. 1, Product C 30% UC Competitor 2 Avaya IPO Comp. 1, Product C Software Upgrades Competitor 2 Avaya IPO Comp. 1, Product C 30% UC Competitor 2 Average Wholesale net price Avaya IPO Comp. 1, Product C 24x7 Remote Technical Support Comparison Details Competitor 2 Avaya IPO51 Comp. 1, Product C 100 IPT 25% 250 IPT 250 IPT + 500 IPT 500 IPT + 750 IPT 750 IPT + 1000 IPT 1000 IPT + 30% UC Competitor 2 NBD Advanced Parts Replacement (APR)
  • 52. $40 $20 $60 $80 $0 $100 Avaya IPO Comp. 1, Product A 10 IPT Competitor 2 Avaya IPO Comp. 1, Product A 10 IPT 25% UC Competitor 2 Avaya IPO Comp. 1, Product A 25 IPT Competitor 2 Avaya IPO© 2011 Avaya Inc. All rights reserved. Comp. 1, Product A 25 IPT 25% UC Competitor 2 Avaya IPO Comp. 1, Product A 50 IPT Comp. 1, Product B Competitor 2 Avaya IPO Comp. 1, Product A UC Comp. 1, Product B 50 IPT 25% Competitor 2 Avaya IPO Across all configurations Comp. 1, Product A Comp. 1, Product B 100 IPT Competitor 2 Avaya IPO Comp. 1, Product A Comp. 1, Product B • Avaya is 20-85% less than Competitor 2 25% UC 100 IPT Competitor 2 • Avaya is up to 80% less than Competitor 1 Avaya IPO Comp. 1, Product C Competitive Comparison: Co-Delivery Competitor 2 Avaya IPO UC Comp. 1, Product C + 30% • • • • Competitor 2 Avaya IPO Comp. 1, Product C Competitor 2 Avaya IPO Avaya is more affordable than the Competition UC Comp. 1, Product C + 30% Competitor 2 Co-Delivery 1 Year Per User Maint + S/W Upgrade Avaya IPO Comp. 1, Product C Software Upgrades Competitor 2 Avaya IPO UC Comp. 1, Product C + 30% Competitor 2 average Co-delivery net price Avaya IPO Comparison Details Comp. 1, Product C 24x7 Remote Technical Support Competitor 2 Avaya IPO UC Comp. 1, Product C52 + 30% 250 IPT 250 IPT 500 IPT 500 IPT 750 IPT 750 IPT 1000 IPT 1000 IPT Competitor 2 NBD Advanced Parts Replacement (APR)
  • 53. Avaya and Partners are better together serving our customers Avaya and partners ensure customers receive quality support Flexible Predictable Costs  Wholesale or Co-Delivery  Single fee per node  Parts replacement options  Customers always on latest  Avaya on-site support for out software of territory customers  Minimize cash outlay and inventory write-offs with Avaya parts replacement Competitive Attractive Margins  Industry leading pricing and  Remote access reduces truck features rolls  Avaya Technical expertise  Add installation, professional  Options for every need and annuity service wrappers  3 and 5 year support options minimizes renewal expenseRemain engaged with your customers and provide them with continued value © 2011 Avaya Inc. All rights reserved. 53
  • 54. Completing the Solution: Avaya Networking© 2011 Avaya Inc. All rights reserved. 54
  • 55. Introducing ...Avaya Ethernet Routing Switch 3500 New! • Resilient stacking*, robust Network Attach! • Auto setup of IP Office QoS, wide range of enables installation security features • Designed for SME • One simple command, • List price up to 50% lower • 1st fanless Ethernet connects IP Office and than equivalent models in switches from Avaya each IP phone to the existing portfolio switch • Converged video surveillance opportunities (PoE+) Enterprise-class Plug & Play! at SME Pricing! * Stacking will not be available with the initial 5.0 release. It is planned for 5.1 release (Target GA: cQ1 2013)© 2011 Avaya Inc. All rights reserved. 55
  • 56. Ethernet Routing Switch 3500 Series Overview & Highlights Highlights New Enterprise-class portfolio of compact switches  Cost effective Gigabit and Fast Ethernet connectivity for SMEs – 8 and 24 port models  Automated set-up with Avaya IP – 10/100 and Gigabit Ethernet Office (POR v5.0.1) Delivers cost effective Gigabit  Fanless models for quiet operation connectivity for the ‘value’ Edge  Full PoE+ support Extends the value of ERS  Consistent Value Proposition with existing Ethernet Routing Switch stackable portfolio to SME’s portfolio – Interconnect via Ethernet in v5.0 – Stacking available in v5.1 Offers investment protection Further Information: http://www.avaya.com/usa/product/ethernet-routing-switch-3500-series
  • 57. Ethernet Routing Switch 4500 SeriesOverview & HighlightsHighly scalable solution to Highlights empower Convergence  Enable the Converged Fast or – 10/100 or 10/100/1000 to the Gigabit Ethernet Desktop Desktop  Comprehensive access control – Power-over-Ethernet & QoS options – fail-safe 320Gbps stacking  Reduce costs further with Avaya – high-speed local switching & Energy Saver Dynamic Layer 3 Routing  Scalable, pay-as-you-growIntegrated Access Control – 802.1X with extensionsDelivers 99.999% reliability to the Network Edge 10/100/1000 & 10/100 Switches 10G Switches Further Information: http://www.avaya.com/usa/product/ethernet-routing-switch-4500-series
  • 58. ERS 3500 v 4500 Comparisons (Bundles*) Attribute ERS 3500 ERS 4500 Form Factor 8 port, 24 port 24 port, 48 port Ethernet Speeds 10/100 and Gig 10/100 and Gig Power over Ethernet (PoE) Full PoE+ Full PoE Fanless (quiet) Operation 3510GT-PWR+ (below 70W) No Resilient Stacking Plan of Record (v5.1) Yes Stacking in Bundles No – interconnect via Eth’net Yes Stack Licensing No (cable only) Yes (included) Stacking Performance 80 Gbps 320 Gbps Uplinks 2x SFP 2x SFP Automated set-up with Plan of Record (v5.0.1) No Avaya IP Office Centralised Management Yes Yes Enterprise Features Yes Yes Lifetime Warranty Yes Yes * Some features may differ from models not included in the promotion bundles
  • 59. Reducing Operating CostsAvaya’s Lifetime Warranty Lifetime Hardware Warranty – Next Business Day Replacement Lifetime Technical Support – Lifetime Basic Support – 90 days Advanced Support Optional Software Subscription – Nominal fee for software updates
  • 60. Completing the Solution: Avaya Session Border Controller
  • 61. Avaya Session Border ControllerComing soon to Avaya IP Office! Ideal for Yes, IP Office supports SIP Mid trunking natively Market For those customers that want greater security, SBC will be a strong asset to your selling portfolio Untrusted Network (Internet, Wireless, etc.) – Application-layer security, intuitive and easy-to-manage – Enterprise feature set with Security upgrade option – Advanced toll fraud protection – Remote worker – VPN’less security solution Inside the Midmarket, a 2011 Perspective - IBM© 2011 Avaya Inc. All rights reserved. 61
  • 62. Completing the Solution: 96x1 IP Phones and IP Office to Aura Branch Conversion© 2011 Avaya Inc. All rights reserved. 62
  • 63. Yes, They’re Back! (GA: April 9th)96x1 IP Phones, including the 9611 Avaya 9608 / 9611G Avaya 9621G / 9641G High End, Color Screen IP Desk phones supported by IP Office 500v1 and v2 only  8 dual LED buttons / paperless labels  Touch screen, color, GigE phones  Up to 24 programmed buttons  10 emulated LED buttons  Full Duplex Speakerphone  Up to 24 programmed buttons  USB and GigE (9611)  Full Duplex Speakerphone  12 button module support  Customizable faceplate  Bluetooth and USB (9641G)  12 button module support (9641G) Consumes 40-60% less power than comparable Cisco phones!© 2011 Avaya Inc. All rights reserved. 63
  • 64. Scalability Extends to Avaya Aura®Serving Branch Markets With Avaya IP Office Before After B5800: A re-named IP Office  Just sell Avaya IP Office 500 500v2 with Avaya Aura® “edge in” by adding a software SD features inside card (at POS or later)* Migrating from IP Office to the B5800 required a forklift It’s built into the IP Office and Easy upgrade based on relabeled as B5800 software on an SD card * Must be Avaya Aura certified to sell the Avaya Aura SD card.© 2011 Avaya Inc. All rights reserved. 64
  • 65. Scalability Extends to Avaya Aura®Serving Branch Markets With Avaya IP Office Before After IP Office-only  IP Office-only certified partners partners can sell this could not sell this * Must be Avaya Aura It’s built into the IP Office and relabeled as B5800 certified tobased Avaya Easy upgrade sell on Aura, software on an SD card including the SD card.© 2011 Avaya Inc. All rights reserved. 65
  • 66. Competitive Positioning© 2011 Avaya Inc. All rights reserved. 66
  • 67. Competitive Landscape in the Mid Market Notes: 1. Competitive assessment is based on Avaya internal research 2. Detailed competitive analysis are available for all listed competitive products from the Avaya Partner portal © 2011 Avaya Inc. All rights reserved. 67
  • 68. Compare Value for Unified Communications Avaya solutions pricing* at parity or lower vs. competition Avaya Aura® Avaya IP Solution for Alcatel- Configuration Cisco (UK) Mitel (UK) Siemens (DE) Office Midsize Lucent (DE) Enterprise 200 UsersIP Telephony + VM $72,254 $83,526 $90,132 $83,683 $78,449 $82,510IP Telephony + VM + Survivability $75,072 $85,903 $97,217 $101,947 $81,322 $84,752IP Telephony + VM + 25% UC Clients $77,105 $83,526 $103,381 $107,833 $86,769 $102,347IPT + VM + Surv + 25% UC $79,331 $85,903 $105,669 $125,852 $89,167 $104,623 400 UsersIP Telephony + VM $148,518 $159,725 $192,555 $153,441 $166,830 $187,067IP Telephony + VM + Survivability $148,518 $162,102 $190,784 $180,229 $175,613 $201,520IP Telephony + VM + 25% UC Clients $157,982 $161,501 $193,863 $188,037 $197,926 $214,525IPT + VM + Surv + 25% UC $157,982 $163,877 $197,786 $214,100 $207,648 $211,448  Avaya IP Office priced lower than  Avaya Aura Solution for Midsize Enterprise competition across all configurations priced up to 32% lower with UC included * Street price discounts of Avaya and competitor solutions based on Intellicom benchmark study, September 2011 © 2011 Avaya Inc. All rights reserved. 68
  • 69. Promotional Offers 1. IP Office Power Up 2. IP Office Data Bundle 2© 2011 Avaya Inc. All rights reserved. 69
  • 70. Power Up with IP Office Aim: – Grow IP Office system size and UC applications take-rate – Including IP Office Server Edition – New! What is it? – 15% add’l discount on config 100-199 users with Preferred – 20% add’l discount on config >200 users with Preferred – Discount off list price for IP Office hardware, software and IP Phones – excl. Entry-level phones, DECT, WiFi & Video Process – Disti Account Mgr or Reseller registers on Power Up website – https://avaya.reg4events.com/powerup/ – Promo code sent by email within 1 hour to claim rebate via SOIR – Promo valid in EMEA until 30th September 2012 70 © 2012 Avaya Inc. All rights reserved. © 2011 Avaya Inc. All rights reserved. 70
  • 71. IP Office Data Bundle 2 IntroductionAggressive limited time introductory pricing promotion – ERS 3500 and ERS 4500 bundles when sold with IP Office + handsets – Aim is to achieve very competitive pricing compared to Enterprise grade competitive equivalent productsObjectives: – Be disruptive: demonstrate Avaya’s competitiveness in the SME switching market – Maximise attachment of Avaya ERS by displacing competition – Significantly grow # of SME resellers selling Avaya Networking + + © 2011 Avaya Inc. All rights reserved. 7171
  • 72. IP Office Data Bundle 2 Details Products and Eligibility  Discounts – ERS 3500-PWR+ (10/100 and Gig), – ERS only - Please ask your optional ERS 4500-PWR (10/100 and distributor Gig) – Pan-EMEA via Distribution  Timeline – Must be sold as part of converged IP – Promo Start Date: 1st June 2012 Office sale including IP handsets – Promo End Date: 30th Sept 2012 – Bundle options dependent on # of IP – Based on Sales Out date handsets included  Mechanism Offer: Very aggressive discounts – Marketing SBA for each bundle and on Bundles based on: standard back-end Disti rebate – Starter Kit: 24/48 ports 10/100 (1st – Besides SOIR reporting obligations, switch(es) @ lowest price Avaya may ask for proof of purchase – Expansion Kit(s): 24/48 ports 10/100 with IPO for each customer (for additional switches) @ premium – Can be combined with other price IPO-only promotions – Gigabit Options: Starter and Expansion kit(s) @ premium price  Collateral – ERS 4500 Options: Starter and – Available from SME Portal Expansion kit(s) @ premium price  Further Information – emeapromotions@avaya.com© 2011 Avaya Inc. All rights reserved. 7272
  • 73. Which Bundle? Bundle Eligibility and Options are determined by three factors: – Factor 1 (Eligibility) – how many IP handsets are purchased with IP Office? – Factor 2 (Option) – do you want ERS 3500 or ERS 4500? – Factor 3 (Option) – do you want 10/100 or Gigabit Ethernet connectivity? Bundle details are shown in the tables on the following two slides 73©2011 Avaya Inc. All rights reserved. All rights reserved.© 2011 Avaya Inc. 73
  • 74. Bundle Options – ERS 3500 10/100 Ethernet ConnectivityQualifying # of # LAN Bundle Components* Qty Part Code(s) Bundle PriceHandsets Ports1-8 8 3510GT-PWR+ 1 AL3500A14-E6 Ask your distributor9-24 24 3526T-PWR+ 1 AL3500A11-E6 Ask your distributor25-48 48 3526T-PWR+ 2 AL3500A11-E6 Ask your distributor49-72 72 3526T-PWR+ 3 AL3500A11-E6 Ask your distributor73-96 96 3526T-PWR+ 4 AL3500A11-E6 Ask your distributor97-120 120 3526T-PWR+ 5 AL3500A11-E6 Ask your distributor Gigabit Ethernet ConnectivityQualifying # of # LAN Bundle Components* Qty Part Code(s) Bundle PriceHandsets Ports1-8 8 3510GT-PWR+ 1 AL3500A14-E6 Ask your distributor9-24 24 3524GT-PWR+ 1 AL3500A15-E6 Ask your distributor25-48 48 3524GT-PWR+ 2 AL3500A15-E6 Ask your distributor49-72 72 3524GT-PWR+ 3 AL3500A15-E6 Ask your distributor73-96 96 3524GT-PWR+ 4 AL3500A15-E6 Ask your distributor97-120 120 3524GT-PWR+ 5 AL3500A15-E6 Ask your distributor 74©2011 Avaya Inc. All rights reserved. All rights reserved.© 2011 Avaya Inc. 74
  • 75. Bundle Options – ERS 4500 10/100 Ethernet Connectivity Qualifying # # LAN Bundle Qty Part Code(s) Bundle Price of Handsets Ports Components* 1-8 N/A N/A - N/A N/A 9-24 24 4526T-PWR 1 AL4500A13-E6 Ask your distributor 25-48 48 4550T-PWR 1 AL4500A12-E6 Ask your distributor 4550T-PWR 1 AL4500A12-E6 49-72 72 Ask your distributor 4526T-PWR 1 AL4500A13-E6 73-96 96 4550T-PWR 2 AL4500A12-E6 Ask your distributor 4550T-PWR 2 AL4500A12-E6 97-120 120 Ask your distributor 4526T-PWR 1 AL4500A13-E6 Gigabit Ethernet Connectivity Qualifying # # LAN Bundle Qty Part Code(s) Bundle Price (Disti) of Handsets Ports Components* 1-8 N/A N/A - N/A N/A 9-24 24 4524GT-PWR 1 AL4500A15-E6 Ask your distributor 25-48 48 4548GT-PWR 1 AL4500A14-E6 Ask your distributor 4548GT-PWR 1 AL4500A14-E6 49-72 72 Ask your distributor 4524GT-PWR 1 AL4500A15-E6 73-96 96 4548GT-PWR 2 AL4500A14-E6 Ask your distributor 4548GT-PWR 2 AL4500A14-E6 97-120 120 Ask your distributor 4524GT-PWR 1 AL4500A15-E6© 2011 Avaya Inc. All rights reserved. 75
  • 76. Benefits of Gigabit User Experience – Faster downloads, quicker response – Faster back-ups and auto-save –reduce risk – Maximise performance of devices with Gigabit interfaces, particularly servers – Alternative to high-speed WiFi where speed and security are important Investment Protection – 10x capacity of 10/100 fast Ethernet – use existing Cat 5 cabling – Extra network capacity to accommodate growth in traffic, applications, usage and rich multimedia content – Ease of migration from 10/100 Ethernet – Lower incremental cost© 2011 Avaya Inc. All rights reserved. 76
  • 77. Supporting Collateral & Tools  Reseller Promo Bulletin  Reseller and Customer Presentations  ERS 3500 and 4500 Fact Sheets Available from the SME Portal 77
  • 78. Tools to Win Mid Market Customers© 2011 Avaya Inc. All rights reserved. 78
  • 79. Selling TodayAre You Using All Available Ammunition? Roadmaps TCO paper Case studies Promos & Programs Competitive Sheets Pricing tools Industry Toolkits Positioning Tools White Papers© 2011 Avaya Inc. All rights reserved. 79
  • 80. Awareness Check – Are you using these tools?: EZ Demo ROI Tool Testimonials Do you know what Positioning Guide this quarter’s promotions are? Use Case Tool Sales Pro Tool Content Syndication© 2011 Avaya Inc. All rights reserved. 80
  • 81. PMC is a web tool that offers our WW partners Partner Marketing Central the ability to review, customize and download all demand generation materials supporting Self Service Demand Generation Tool Avaya’s launches at no cost! Marketing Quick Start Guides Email and oft SME Social Media content Postcard and DM Seminar in a Box Telemarketing script Poster and Print ad Responder sites and premium content NewsletterRelationship Marketing Online banner © 2011 Avaya Inc. All rights reserved. 81
  • 82. The MarketLeaders program helps Avaya partners reach prospects, generate leads, andbuild awareness using turnkey programs offered at special reduced Avaya rates. Turnkey Programs Available Why use MarketLeaders? Lead Generation:  No out-of-pocket costs: All programs  Appointment Setting can be funded using Marketing  Email and Telemarketing Development Funds (MDF), which  Registration Generation BANT Leads means no out-of-pocket expense for  Multi-Touch Email and Direct Mail partners.  Blitz Day Programs  Lead eNurturing  No experience necessary: Partners do not have to have any marketing Marketing and Training: experience to benefit from these powerful  Webinars marketing and lead generation tools.  Website Analysis and Design  Search Engine Optimization  Dedicated team: The MarketLeaders  Social Media team is uniquely attuned to your business  Road Shows and Trade Show support and has dedicated and knowledgeable  List Services and subscriptions team members able to offer expertise  Video production and assistance every step of the way.  Selling and Marketing Training LEARN MORE: www.avayamarketleaders.com© 2011 Avaya Inc. All rights reserved. 82
  • 83. Avaya Content Syndication Program New FREE service for our partners that provides Avaya content to be easily displayed on their websites. Access to a robust selection of Avaya Product information that is current and accurate Synchronize automatically with new and/or updated product content Easy 3 step process: register, input coding, syndicate information Available in English, German and French By the end of this quarter premium content will be available. The partners logo will automatically be added to these assets: – Brand Showcases, Whitepapers, Product Briefs and Data Sheets – Product Demos and Videos, Case Studies and PDF Brochures For further information http://portal.avaya.com/ptlWeb/so/CS201212512412962051 To Register http://avaya.tiekinetix.com/interface © 2011 Avaya Inc. All rights reserved. 83
  • 84. FEEDBACK Online Survey please click here© 2011 Avaya Inc. All rights reserved. 84
  • 85. Q&A© 2011 Avaya Inc. All rights reserved. 85
  • 86. BACK UP© 2011 Avaya Inc. All rights reserved. 87
  • 87. CASE STUDY – FASHION & RETAIL Solution  Avaya IP Office Systems networked across 5 sites through Small Community Network (SCN)  Mobility + Centralised receptionist  Customer Call Reporter (CCR) Business Value and ResultsChallenge The IP Office solution delivered by Avaya and its partner is scalable and supports FitFlop’s growth:FitFlop™ has grown froma small company with just  Cost Effective - because IP Office is modular & flexible, the installed5 people to an systems can grow as locations move - even to temporary sites - withoutinternational company with a single investment becoming redundant. As all international calls between US and UK are routed over SCN there are considerableover 140 persons savings on call costs. Besides the mobility solution saves roamingworldwide. FitFlop was costs for employees travelling between US, UK and the manufacturinglooking for a flexible locations in Asia.communications solutionthat could cope with the  Improved Customer Service – FitFlop (shoes) and its sister brandgroup’s growth strategy. Soap & Glory (cosmetics) can share the IP Office system while keeping their own identity (multi-tenanting). A centralised receptionist can dealIts older analog solution no with overflow calls and is aware of staff availability (presence) whateverlonger met the customer’s their location. Thanks to Customer Call Reporter, customer calls areneeds. With over 10 tracked and quality of response has improved.million sales globally,  Better internal communication through Mobility - key users arequality of customer service able to hot-desk and be reachable on their unique number with only aneeded to be class- single voicemail to manage. All users, incl. receptionists & mobileleading. workers, can see each others’ presence for better team communications. © 2011 Avaya Inc. All rights reserved. 88
  • 88. Future: Web Manager for All EditionsSetting A New Direction For How to Manage/Administer Dashboard USER Incoming Outgoing System The Avaya Difference: e.g. Snapshot of all e.g. MACs e.g. IVR e.g. Int’l calls e.g. Music on holdAvailable Now on Basic Edition Planned expansion to other Editions Brings most commonly used functions up front for easy access.Just click “Advanced” tabfor greater customization.© 2011 Avaya Inc. All rights reserved. 89
  • 89. Compare Value for Unified Communications Avaya IP Office 8.1 With Server Edition IP Office (Server Edition) BE 3000/UCME 3000/6000 Shoregear (ALL)100 $$$$$ $$$$$$$ $$$$$$200 $$$$$$$$ $$$$$$$$ $$$$$$$$$$400 $$$$$$ $$$$$$$$$ $$$$$$$ Avaya Value Gaps: Gaps: • Scales to 1000 at a single site • Limited to IP only • Limited to IP only - analog support sacrifices 5 IP Ports (as does each • Resilient and redundant architecture. • Multiple platforms - need to know conference port) All users fail over on fallback node. which to use for various configurations, scalability • Multiple boxes - need to know which • Centralized management & licensing to use for various configurations, across 32 sites • Rip and replace when expanding scalability • Mobility on iPhone & Android – • Limited voice ports and mailboxes include IM, Presence, calendar (12 on UCME3000, 24 on 6000 ) • N+1 redundancy story does not scale integration • Limited conferencing • Third party ‘SIParator’ required ‘ for • 128-party secure meet-me SIP line support conference • Expensive add on conference • IP Desk phone anywhere. No VPN options required – (via Remote Worker feature) • No IM/Presence on Android client • Hybrid & SIP built in © 2011 Avaya Inc. All rights reserved. Assumes 3 sites at 100 users, 4 sites for 200 users, 7 sites for 400 users. 90
  • 90. Reinforce This. Our Proven Commitment for their Future IP Office 500 5.x Single, Modular Platform Scales to 384 users per system Can network up to 32 sites, 1000 users AGENT POWER MOBILE Simple, role-based solutions USER WORKER 3.x 4.x 6.x 7.x 8.x Android, iPhoneMerlin Integration PARTNER® Integration BCM, Norstar Integration Integral Integration Avaya AuraTM Integration © 2011 Avaya Inc. All rights reserved. 91
  • 91. How We’re Delivering Serve: Deploy: Branch: Implement: Integrate: Small, Scale, Distributed Appliance, Internal or Midsize or Single or or S/W only or External Branch Multi-site Centralized with Gateway Apps Any Any Any Any User: Any Device: Place: Collaboration: CxO, sales Industry: Handset, Office, Conferencing, staff, HR, Medical, Le desktop, home, IM, Geo-location, service gal, Retail, cell, tablet on the road Video, etc. agents, etc. Gov, etc. Delivers instant Builds in savings: Saves value: Grows Up to 60% for Energy: ACD, 128party with BCM, Merlin, Connects Greener conferencing, you: PARTNER®, your path: options for call recording, Protects Norstar, Easy migration phones and SIP Trunking investments Integral, etc. to Avaya Aura failover etc.© 2011 Avaya Inc. All rights reserved. 92
  • 92. IP Office Editions and User Solutions OptionsStarts with Customer Segments and Needs© 2011 Avaya Inc. All rights reserved. 93
  • 93. IP Office Editions and User Solutions OptionsAligns Capabilities to Needs Editions are • Customer Service Agent building blocks by • Customer Service Supervisor design • Mobile Worker  Essential requires Basic • Tele-worker  Preferred requires Essential • Office Worker  Advanced requires Preferred • Power user • Receptionist IPT UC, w/preferred UC and Telephony w/mobility mobility Call Center Upgrading is easy© 2011 Avaya Inc. All rights reserved. 94
  • 94. IP Office Editions and User Solutions OptionsAligns Price to Value • one-X mobile included • $359 Customer Service Agent • $429 Customer Service Supervisor • one-X mobile included • $169 Power User • $99 Office Worker • one-X mobile included +$495 NPL +$1895 NPL +$2295 NPL $50 NPL ($545 total) ($2440 total) ($4735 total)© 2011 Avaya Inc. All rights reserved. 95