This document summarizes a deal where Avaya provided an end-to-end unified communications solution to Abhijeet Group, a large manufacturing and construction company in India. The key elements of the solution included Avaya Aura for unified communications, communication manager for SIP users, edge and core switches, and involvement of partner Immunity Networks. The solution integrated voice and data across Abhijeet Group's 16 plant locations and helped improve mobility and reduce costs. Avaya beat competitors like Siemens and Cisco to win this $330k deal.

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Chhabra, Rajesh (Rajesh)
From: Dalal, Jangoo (Jangoo)
Sent: Wednesday, March 30, 2011 4:22 PM
To: Gupta, Sanjay (Sanjay); INDIA SALES TEAM
Subject: RE: Abhijeet Group to deploy end-to-end Avaya Solutions
Rajesh, Rajeev & team,
I somehow missed out on this mail earlier – But I am very much aware of this deal in all respects, and it is one of our
Best Wins this Quarter.
Team India,
We should all take inspiration from this one :
o End to End UC Solution based on Aura
o ADVD
o End to End to Data
Great effort in explaining our Value Proposition and maximizing customer’s wallet share !
Best,
Jangoo
From: Gupta, Sanjay (Sanjay)
Sent: Tuesday, March 22, 2011 5:42 PM
To: INDIA SALES TEAM
Cc: Dalal, Jangoo (Jangoo)
Subject: Abhijeet Group to deploy end-to-end Avaya Solutions
Importance: High

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...across their 16 plant locations. Their mission critical applications like SAP will now run on our
robust Data solutions. They wanted unified communication & seamless user experience in all
their locations that could be controlled by employees and not the network. And that’s exactly
what we will empower them with.
Abhijeet Group, by virtue of its entrepreneurial skills, innovative strategies and seamless
execution, is emerging as one of the fastest growing and leading private sector organisations in
India.
The Group is a well-diversified business entity with significant presence in the core sector areas of Power, Mining, Ferroalloys, Steel,
Cement and Roads. Abhijeet Group is a thorough professionally managed organization and takes immense pride in its highly
committed, dedicated and dynamic workforce who is all set to chart out new avenues by converting their Dreams into Reality. The
Group is aggressively working upon its 'Vision 5000' of setting up of pithead based power plants of capacity 5000 MW in 7 years in
the states of Jharkhand, Maharastra, Bihar and West Bengal.
Avaya Deal Value: USD 330K
Abhijeet Group with 2000 employees has 16 plants across India and inspite of PBX's deployed & connected at each location, they
were paying up heavily on PSTN charges. Moreover, their workers inside plants and campuses had no mobility in communications at
all - They were bolted to the network.
This deal involved Avaya Professional Services providing a complete solutions overview. Along
with voice, there was an equal number of data port(s) requirement with core and access
switching that could handle heavy & critical applications like SAP etc - with redundancy - and a
network which could be easily managed by their IT team. This deal becomes all the more
strategic as it was well collaborated with a Tier II partner – Immunity Networks; which does
pave the way to much stronger linkage and newer territories.
Competition Beaten: Siemens, Cisco
Why We Won
We understood the customer's business type & needs (Manufacturing & Construction), and
positioned the "fit-for-purpose" solution for each segment of their employees.
• Avaya Unified Communication : Features like, EC 500/One-X-Mobile/Presence and
Avaya Soft & hard phones with single extension ensured that their mobile workers
inside plants do not miss a single call and are always connected.
• Avaya SIP Solution : Ensured that they are not bolted to the network and enabled
customer with an open standard platform. Centralised dial plan ensured they save on
inter-office PSTN charges.
• Avaya's Redundancy & Performance : Scored top on all points against competition
• Strong alignment of T2 partner with customer.
• Avaya Switch Clustering technology capabilites & Benefits with Non Avaya Swicthes as
well- High Network resiliency
• Avaya Energy Savers on Avaya Edge Switches & 96xx phones - an ROI for the
organisation
• High Stacking bandwidth at Core - Future Scalability to create 1.152 Gbps of Virtual
Chasis - Pay as you Grow
• Virtual Hot swap & Fail Safe Technology
With no local presence in Nagpur, it was a herculean task to displace Siemens Openscape and
Cisco UC + data at each transaction, as competition had a local presence. We had a very tough
battle against Cisco sitting in the same room, trying to prove their solution right. It was finally the
MD of Abhijeet Group who evaluated Avaya solutions on the last day and decided it was the best
one for them.
Solution Overview
Avaya Aura Session
Manager with 2000 SIP
users
Avaya Communication
Manager with CMM
9601 & 9641G phones
ADVD - 5
Avaya Aura Meeting
Exchange
Avaya One-X-Mobile & EC
500
Avaya One-X-Communicator
with presence
15 BSM/LSP
Edge Switches:Avaya
Layer2+ Gigabit PoE
switches
ERS 4548GT-PWR- Qty 44
Core switch: Avaya Layer 3
Fiber Switch Core Switch
ERS 5632TFD- Qty 2
Avaya Network Access
Control
Avaya Identity Engine large
Appliance
Avaya Guest Manager

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Avaya Team:
• Account team: Rajesh Chhabra, Rajeev Abhichandani, Abhishek Gupta
• Operation Team: Pradeepa, Sowmya, Vijay Lakka, Prashant Desai
• Channel Team: Gautam Naidu, Harshavardhan Kathaley
• Sales Specialist: Arun Shetty
• Partner: Immunity Networks
Avaya Network
Management Solutions
Avaya Configuration &
Orchestration Manager
Avaya Visualization
Performance and Fault
Manager
With Warm Regards
Sanjay Gupta
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