Avaya - Confidential. © 2012 Avaya Inc. All rights reserved. 2 Avaya - Confidential Today’s...

Win in Mid Marketwith

Avaya IP Office - Release 8.1Data Networking

Comprehensive Services

Flexible, Scalable and Future Ready!

Avaya - Confidential

© 2012 Avaya Inc. All rights reserved. 2Avaya - Confidential

Today’s Discussion

Overview– Avaya Portfolio and Positioning

Avaya IP Office 8.1– What’s New

– How to solution sell up market

Avaya Data solutions– Why stop at just ‘voice’?

Avaya IP Office Software Support – Why it’s ideally suited to help you

deliver more, at an SME price point

Up to

© 2012 Avaya Inc. All rights reserved. 3Avaya – Confidential

Positioning:It’s about what they want to buy

Not what we want to sell


Avaya PortfolioServes the market based on varying customer types and needs

Worry Free no equipment on premise

Basic, Cloud, no up front costs

Simple, scalable, flexible for the growing office

Turn key UC Collaboration

Enterprise-class UC and Contact Center

Custom platform integration. ACE, Lync, FMC

Custom platform integratione.g. ACE, Lync, FMCData Networking

Avaya Support Services


We create the most

Flexible Workforce.

With a Scalable Solution.

That delivers now and for Your Future.

Communications for Your Growing Business.


ScalableSolution 5 - 1,000 users in

one or more offices

IP Digital Analog SIP

Adaptable office from key system to UC

SME, Mid Market, Branch

Home, work, on the roadHandsets, smart phones, desktop, tablets

FlexibleWorkforce

Your Future

Savings, Low TCOInvestment Protection Flexible Architecture


Avaya IP Office Recognition and Market Traction

Over 260K IP Office systems sold worldwide

Avaya is serving over 30 Million SME users WW

#1 Worldwide for Small & Medium businesses (<250)– 19.5% Market Share*

Bridges Technology: BCM, Norstar, Integral & Partner– One platform provides easy

Business Partner adoption

* Source: Dell Oro – Revenues

TMC – Product of the YEAR- IP Office 8.0 March 2012

Frost & Sullivan Product of the Year Award – Nov 2011

Evaluated on 4 criteria: Value for money Product features & benefits Go-to-market strategy Market potential & customer

adoption


Avaya IP Office R8.1


Avaya IP Office 8.1 ObjectiveExtend Reach to Mid Market

Why Mid Market

$6.67Billion Opportunity*

Collaboration and Mobility are among their top spending priorities

Major change in mindset over last 3 years**

*RDA, Includes UC, CC, Networking and services** 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%


Avaya IP Office R8.1What’s new … Highlights

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


Introducing Avaya IP Office Server EditionEnables Greater Scalability, Flexibility and Choice

Gateway for Analog

& Digital sets

1000 Users on single site or multi-site (500 users per server)

500 one-X ®Portal users on a dedicated server

Simplified Install

Sim

plified

Dep

loym

ent

Up to

200 one-X ®Portal users sharing the same Linux server

Up to

Up to

All IP or Mixed Deployment – Your choice

Centralized Licensing

Centralized Management

100 Voice Messaging ports sharing the same Linux server

Up to


IP Office Server EditionWins on Price/Value & Functionality

Market Differentiators

• Low TCO • Easily scaleable• Centralized management• Centralized Licensing

• Flexible Architecture• Hybrid versus VOIP only

• Best in class mobility• iPhone, Android, Tablets, PC/MAC

• Best in class audio conferencing• Included 128 party v per port

pricing

Add Robust, aggressively priced services and full suite of data

networking for unrivalled single source solutions


IP Office Server EditionImplementation Example

SIPAvaya IP Office Server Edition Primary ServerIP Phones

PRI/T1AnalogIP Digital

Avaya IP Office for Linux Expansion System

Avaya IP Office 500v2 Expansion System

Secondary Server adds 500 Users


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

Avaya IP Office Server EditionWhat You Need To Know


Avaya IP Office Server EditionPowerful Resiliency, and Voice Messaging Redundancy

Resilience for all IP Phones in the network

Digital/Analog

Primary Server Secondary Server

Expansion System

Voice Messaging


Advanced Edition (UC with Call Center)

Preferred Edition (UC with Preferred Mobility)

Essential Edition (IP Telephony/Essential

Mobility)

Basic Edition (Basic telephony)

• Key System• Single site only• Digital/Analog

phones only• Auto-attendant

Avaya IP Office EditionsFlexible, scalable options based on customer needs

• IP PBX functionality• Up to 40 Auto attendants• One-X Mobile Essential (all

users)• Basic call control on mobile

devices• 128 party ad hoc conferencing• Up to 4 remote phones/system

• Secure “Meet me” audio conferencing• Unlimited multi-level auto attendant • Scalable, resilient voicemail• No limit on VPN phones/system

(w/Teleworker)• Call recording• Add user solutions – Desktop on mobile

device, HD video conferencing, IM/presence, calendar mining, Outlook & Salesforce integration

Adds to Previous:

Adds to previous: Adds to previous:

• Track, measure customer service

• Password protected call recording with search, replay, archiving

• Alarm notifications• Detailed actionable reports• Interactive Voice Response

(IVR)• Text To Speech• Visual Basic Scripting• PC Wallboard

No user solutions, or multi-site options

Add Receptionist, and Multi-site

Adds All Options: Power User, Office Worker, teleworker, mobile worker

Adds Options: Agent, Supervisor

• 64 party ad hoc conferencing• Voicemail & voicemail to

email

Very Small, single site

basic needs

Small, can be multi-site with

mobility needs

Small to Midsize growing, with UC needs Small to Midsize

with customer service center

+$2,995 NPL (Total: $3,540)O

PT

ION

AL


R8.1: Avaya IP Office Server EditionAdds Scalable Linux-based Option for Midsize Enterprise

Server Edition (UC with Preferred Mobility, Greater Scalability)

Flexible deployment – Linux servers or IP Office 500v2

Supports up to 1,000 users on a single site Centralized licensing and centralized management Resilience built in, redundancy built up (including

voicemail with optional secondary server)) Expanded voice ports – up to 100 Full “Meet me” audio conferencing w/user passwords Unlimited multi-level auto attendant Call recording Includes all elements of Essential & Preferred Edition

Midsize BusinessSeeking greater scale, lower TCO

and simple deployment and managementNote: • Cannot add Advanced Edition

to the Server Edition

Office Worker

Power User

Receptionist

© 2011 Avaya Inc. All rights reserved. 18

Avaya IP Office Server EditionEasy to manage, seamless to upgrade

Centralized Management

One view,

All locations, groups, users

Centralized Licensing

Share licenses across sites

Monitor license usage

Secure Remote Access

Less truck-rolls

Broadband speeds using

SSL-VPN

Server Edition


More Flexibility for the WorkforceAvaya Flare® Communicator

Delivers Audio, IM & Presence capabilities over 3G and WiFi

Apple iPad and Microsoft Windows

Feature set and device interoperability expand over time

D e l i v e r i n g t h e W o r l d ’ s M o s t F l e x i b l e W o r k f o r c e


Scalability Extends to Avaya Aura®

Serving Branch Markets With Avaya IP Office

Before B5800: A re-named IP Office

500v2 with Avaya Aura® features inside

Migrating from IP Office to the B5800 required a forklift

After Just sell Avaya IP Office 500 “edge

in” by adding a software SD card (at POS or later)*

It’s built into the IP Office and relabeled as B5800

Easy upgrade based on software on an SD card

* Must be Avaya Aura certified to sell the Avaya Aura SD card.


Avaya Session Border Controller Coming soon to Avaya IP Office!

Yes, IP Office supports SIP trunks natively

For those customers that want greater security, SBC will be a strong asset to your selling portfolio

– 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

Avaya SBCAE

Untrusted Network(Internet, Wireless, etc.)

Inside the Midmarket, a 2011 Perspective - IBM

Ideal for Mid

Market


Solutions SurroundExpand Your Selling, Aim Higher


Identity Engines

A technology leader.

Building faster, more reliable networks that reduce complexity.

All while reducing total cost of ownership by up to 50%.

Avaya Networking….Supporting IP Office In SME & Mid Market


Customers who buy end to end solutions spend more money than Customers who just buy UC or CC

0 25 50 75 100 125 150 175 200

UC - With Networking

UC - No Networking

CC - With Networking

CC - No Networking

Avg UC/CC Annual Revenue per Customer (Q3'10-Q2'11)

$37k

$129K

UC customers spent 6X more money with Avaya when sold an end to end solution

Eliminates competitors that can only provide one piece of the solution


Avaya Networking Solutions for the Mid MarketDeliver reliable and secure connectivity for devices

ERS 3500- for remote branch / SME

• 10 and 24 port Gig E• Gigabit uplinks• Support for PoE and PoE+• Models that operate fanless• Local and static routing• Stacking capacity up to 80 Gig (v5.1)

•

ERS 4000- larger sites / wiring closet

• 24 and 48 port Gig E• Gigabit and 10 Gig uplinks• Support for PoE and PoE+• Redundant power• Dynamic routing• Stacking capacity up to 384 Gig

New!

Zero touch IP phone deployments – auto-detect, auto-provision, auto-QoS Automated set up of ERS 3500 with IP Office with a single command! 3-5x more virtual backplane capacity Automatic software and configuration downloads for new units in a stack Industry aligned CLI with robust GUI management


ScalableFuture-proof Wireless

Industry-leading high-scale voice and video performance

Unified, future-proofed architecture

Identity-basedNetwork Access Control

Identity each employee and guest device that enters the network. Apply rules based on User and Device ID, Device & Connection type

OptimizedFor collaborative, real time apps

Over 20% better voice and 30% better video performance than competing networks

Secure Network & Device security

Enforced network security policies and compliance

Secure remote VPN-less access

Solving BYOD Challenges with Avaya WLAN and IDE

WLAN 8100 and Identity Engines


IP Office Support Services are consistent, flexible and simple

Single fee per server Block of Hours still applicable for IPO 8.0 and older Base offer includes:

Remote Technical Support (for both Hardware and Software, 8x5)

Access to Major Software Upgrades

Access to Software Patches and Updates

Enhanced Secure Remote Connectivity SSL/VPN

1, 3 or 5 year prepaid terms Available in Wholesale & CoDelivery Models

Support Services Global Offer Available July ’12 with IPO 8.1

24x7x365 Support

FlexibleMultiple service delivery

options available

ConsistentSame offer elements for

SME and Mid Market

SimpleIndustry standard support

model at a fixed price

Parts Replacement • NBD, 4 hour delivery

• Parts Onsite Installation by Technician – US Only

Optional Add-Ons

* Promotional pricing is currently available.


Wholesale List Price Co-Delivery List Price

Offer Options IP 500 V2

HP DL360G7

Linux

HP DL120G7

Linux IP 500 V2

HP DL360G7

Linux

HP DL120G7

Linux

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 Server

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

With On-Site NBD Advance Parts Replacement

8x5 Rem Tech Support, On-Site NBD APR & S/W Upgrades

$889 $2,257 $1,332 N/A N/A N/A Per Server

24x7 Rem Tech Support, On-Site NBD APR & S/W Upgrades

$1,057 $2,425 $1,499 N/A N/A N/A Per Server

With On-Site 4-Hour Advance Parts Replacement

8x5 Rem Tech Support, On-Site 4-Hour APR & S/W Upgrades


24x7 Rem Tech Support, On-Site 4-Hour APR & S/W Upgrades


Release 8.1 Entry Pricing – 3 Year Prepay Offer also available in 1 year and 5 year pre-pay

Note: 48 options, available in 1, 3 or 5 year terms.On-Site options are available in the US-only.

IP Office Support Services is priced a

few dollars above the price of a above

single major Software Upgrade.


Key Partner BenefitsOffer designed with partner and client input

Flexible Choose Co-Delivery or Wholesale Choice in coverage:

8x5 & 24x7 Parts replacement delivery

options Leverage Avaya onsite services for out-

of-territory sites (US Wholesale only)

Predictable Costs

One price & material code per server with IP Office 8.1

Keep your customers current with Software Upgrades

Minimize cash outlay with Parts options

Easy to quote and order-saves time

Additional Revenue & Cost Reductions Remote access: improves resolution

times, reduces dispatches, enables new revenue streams

Add installation, prof services & annuity service wrapper to base support

Multi-year support options minimize sales / renewal expense

Competitive Industry competitive support pricing Technical expertise from the

manufacturer Options to meet a wide variety of needs

1-5 year terms Optional coverage

Avaya and partners ensure customers receive quality support

Remain engaged with your customers and provide them with continued value

© 2012 Avaya Inc. All rights reserved. 30

Industry Toolkits

TCO paper

Case studies

Promos & Programs

Competitive Sheets

Pricing tools

Roadmaps

Positioning Tools

White Papers

Selling TodayAre You Using All Available Ammunition?


IP Office 8.1 Launch Summary

Avaya’s July Solution Launch

1. Expand the addressable market for IP Office to include the mid-market (up to 1000 users)

2. Deliver the services and footprint efficiency in the mid-market that are indisputably best in class for partner margin and win rate superiority

3. Launch compelling networking, security and video complements to IP Office that deliver the most relevant and complete turnkey mobility and collaboration story available

4. Enable new levels of remote support and diagnostics on IP Office that improve customer service experience, partner service profits

5. Provide a release upgrade subscription in the base manufacturer support that enables a best in class investment protection story and better upsell/revisit opportunities

This represents a significant incremental profit opportunity for Avaya partners

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