Avaya – Confidential© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
Why we win against Cisco BE6000with IP Office
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 2
The information discussed and presented is Avaya proprietary and intended for the sole use of Avaya associates and authorized Business Partners for
the purpose of selling Avaya solutions and services. Use of any of this information by any
organization attempting to sell non-Avaya solutions and services is strictly prohibited.
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 3
Cloud Services
Virtualization
Productivity
Optimize
infrastructure
BYOD
Mobility
3
Nearly 50% of
employees
work outside
the office
Minimize exposure to risk
Limited internal IT staff
Collaborate
for taking
immediate
decisions
Complexity in operations
Midmarket Trends
Foresights Workforce Employee Survey, Q2 2012
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 4
Avaya IP Office
Mobility Video
Security Networking
2,000 users
BYOD
Avaya Auraready
VerticalSolutions
VMwareReady
Web Mgmt
Interface
Built-in apps
Lower TCO
Cloud ready
MS LyncIntegration
R9
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 55
Cisco - End of Life Announcement
Avaya IP Office delivers a higher value than those Cisco legacy systems while offering key new
features: web management, VMware ready and scalability
among others with a cost effective solution.
UC300, UC5X0,
BE3000 and BE5000
BE6000
Cisco legacy systems are
EoL since January 2014
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 66
Messaging
Telephony
Mobility
Management
Conferencing
TDM Trunk
Voicemail Pro
Web Manager
Built -in
One-X Mobile Client
ISR
Built-in
Jabber client
Prime Collaboration
BE7000
1 server/ 1k users
4-6 VM/svr
Unity Connection
CUCM
IM/Presence
IPO 500v2
SIP Trunk CUBE Built-in
IM/Presence Built-in
VPN-Less Access Built -in Expressway
Paging Built-in Paging
Video
Contact Center CC CC
Radvision SME
VCS
Conductor
911 services Built-in Emergency Responder
IP Office SE
Identity Engines
IDE Secure Network Svr
Avaya IP Office
ISR
Built-in
Jabber client
Prime Collaboration
BE6000
Unity Connection
CUCM
IM/Presence
CUBE Built-in
Expressway
Paging
CC
VCS
Conductor
Emergency Responder
Secure Network Svr
Cisco BE 6000 Cisco BE 7000
# Boxes + Virtual Machines
Total Components
3 B + 4 VM
73 B + 10 VM
136 B + 16 VM
22
x4
SBC
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 7
Avaya vs. Cisco solution per market size
1K 2K 3K 4K 5K 6K 7K +
IP Office
Aura
BE6K
BE7K
UCM
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 88
Why Avaya Wins Against Cisco BE6K with IP Office
1. Richer Mobile Experience
2. More Flexible Solution
3. At Least 2x More Scalable
4. Simpler SIP Trunking and VPN-less Access
5. Easier to Set Up and Administer
6. Easier Networking Integration
7. At Least 20% Lower TCO
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 9
Jabber One-X Mobile Preferred
Visual Voice Mail
Wi-Fi - 3G/4G Connectivity
✓ ✓
✓ ✓
IM/Presence
1. Richer Mobile Experience
Geo-Presence
Conference Controls
Callback
Follow a user
✓
✓
✓
✓
✓ ✓
With Avaya, mobile employees can increase their productivity by being able to locate team workers anywhere and anytime to make decisions in real time.By empowering mobile workers with resources from the office while they are outside.
Video p2p ✓
One-X Mobile Preferred offers rich conference controls with click-to-conference, entry/exit notifications, moderate a conference (mute/unmute/disconnect/ isolate).
Geo-Presence uses your Mobile Device GPS to provide your contacts location on a map. You can place a call, send an IM or add that contact to a conference directly from the map view.
The “Follow a user” feature automatically monitors if your contacts are available and you will be notified when their presence status changes.
Allows callback as soon as the calling person is available.
CISCO
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7821 E-129
Protocol
2
SIP
Line Appearances
2. More Flexible Solution
Expansion Module
VPN client support
Customers will decide which is the best strategy for them, by reducing the solution footprint using their existing servers with IP Office virtualized option or acquiring Avaya servers.
Besides, they will benefit from the increase adjustability of using IP Phones for several business purposes, while having easy to access buttons for several call features and they will benefit
from the usage of VPN phones in remote sites.
Price (Phone + Lic) $380
7861 9608 7841 9608G1
16
SIP
$575
4
SIP
$605
24
H.323
$405
24
H.323
$4451
1*
SIP
$ 1551
Cisco 7841/7861 require an Enhanced User Connect License (UCL)
✓ ✓
✓ ✓
Software Offer
Customer can choose the best environment for their solution: Avaya Appliances
or 3rd party servers with Avaya software only.
However, Cisco BE6000 runs only on Cisco servers
All phones support speaker full-duplex and PoE Class 1
* Supports 2 calls through a Flash key
CISCO CISCO CISCO
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 11
3. At Least 2x More Scalable
1,000
2,000Users
60
512Audio
Conf ports
24
200Messaging
Ports
100
250Call Center Agents
Cisco BE6000
Avaya IP Office
Avaya IP Office helps customers to easily grow as their business expands
without forcing a platform change
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 12
SIP Trunking Security
Avaya SBC delivers secure treatment for SIP trunking connections
Avaya SBC is a single solution that
offers higher security at a lower cost.
4. Simpler SIP trunking and VPN-less access
SIP Trunking Security
Cisco CUBE manages secure treatment for SIP trunking connections
Secure VPN-less Access for Mobile Devices
Avaya SBC provides VPN-less access for mobile and remote users
Secure VPN-less Access for Mobile Devices
Cisco Expressway offers VPN-less access for remote workers. It is designed and sold exclusively with UCM 9.1 and later.
CISCO
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Set up
2 hours 4.5 hours
On going
Configuration
Basic Features
1 minute 2 minutes
Advanced Features
1 - 2 minutes 3 – 4 minutes
5. Easier to Set up and Administer
Avaya IP Office delivers a single image software inclusive of
all applications, making it easier to set up and to administer.
This saves on average 50% of your IT staff
time
Avaya IP Office functions as a VPN
concentrator for connecting VPN
phones in just one server. Besides, VPN
phones can be configured directly at
the remote location for faster deployments
55% faster
50% faster
50% faster
• Set up time includes all the necessary steps to make a system operational including software installation, configuration, and testing. It applies to all key components including call control, messaging, UC, conferencing, management interface and trunking.
• Basic feature configuration includes creating a new user, adding a voicemail or changing a password.• Advanced feature configuration considers adding UC clients.
Avaya IP Office offers secure connectivity for VPN phones.
And allows an easy configuration directly at the
remote location.
Cisco needs a different gateway for managing secure connectivity for remote VPN
phones. Also, the VPN phones need to be configured at the
main site and then delivered to the remote site to be deployed.
CISCO
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Auto SetupFor deployment cases where there might not be a data networking specialist on site, ERS 3500/4000 provides an automated script to enable fast, error free installation when deployed with IP Office. It only requires to issue a single command, “run ip office”, and it will automate the entire set up process on the ERS 3500/4000 switch delivering: • Voice and Data VLANs• The IP address management on the ERS • The IP address for IP Office file server• QoS policies for connecting IP phones.
6. Easier Networking Integration
Customers deploying ERS 3500/4000
switches with IP Office, enjoy increasing
operational simplicity. They will configure the
switch with just one command, as well as
simplify ongoing adds, moves and changes
This helps ensure fast setup and error free
deployment in branch offices
Video: http://www.youtube.com/watch?v=8kGicfz3EgU
ERS switch can save nearly one hour on configuration time and labor cost.
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 1515
7. At Least 20% Lower TCO
Partners can now win more business by including monitoring, consulting and any value added services with IP Office deals, while providing a cost effective solution
User scenarios consider IP infrastructure (servers + gateways/routers), mid-range IP phones, trunks, audio conferencing, messaging, 20% collaboration client and 3 years service support plus upgrades.
Cost per user based on a 3 years cost
10 50 100 300 500 1000 $-
$500.00
$1,000.00
$1,500.00
$2,000.00
$2,500.00
Cisco BE6000
Avaya IP Office
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 16
Awards and Recognitions
• Positioned as a Leader in Gartner Magic Quadrants
– Unified Communications
– Contact Center Infrastructure
– Corporate Telephony
• “Positive” rating in Gartner MarketScopes
– Group Video Systems
– IVR Systems and Enterprise Voice Portals
– Unified Communications for the SMB, North America
– Unified Communications for the SMB, Western Europe
• North America
– (2013) Product Leadership Award – Software-based Video Conferencing Solution
– (2013) Market Share Leadership Award – Inbound Contact Routing Systems
• APAC
– (2013) Vendor of the Year – Inbound Contact Routing Systems
– (2013) Customer Value Enhancement Award – Self Services in Contact Center (IVR)
– (2012) Inbound Contact Routing Systems Vendor of the Year
– (2012) Customer Value Enhancement Award for Self Services in Contact Center
• SE Asia
– (2013) Growth Excellence Award – Video Collaboration Market
– (2013) Market Share Leadership Award – Contact Center Applications
• EMEA
– (2012) Market Share Leadership Award – Inbound Contact Routing Systems
• Global
– (2012) Videoconferencing and Telepresence Endpoints New Product Innovation Award
• Edison Award– Third Edison Award for Innovation in
Collaboration and Communications• IDC MarketScape
– A leader in Worldwide Unified Communications and Collaboration
• Current Analysis Intelligence Report– Outbound Contact Express; positive
analyst perspective• Info~Tech
– 2013 Video Conferencing Vendor Landscape Award (Champion status)
• InfoComm– 2013 Best of Show Award for SMB:
Avaya Video Collaboration Solution for IP Office• TMC
– 2012 Speech Technology Excellence Award for Avaya Aura® Experience
Portal• Speech Technology
– 2012 Star Performer Award for Avaya/Aurix
– 2012 Vendor Contender Award for Speech Analytics, Aurix
• MIC Research Institute– Contact Center Market Leader in
Japan
Others Recognitions
• 2012 PilotHouse Award: Radvision, an Avaya
Company, Ranked First in Market Challenger Category
• 2012 PilotHouse Market Leader Award for IP Contact
Center
Avaya collaboration solutions have been recognized worldwide in different regions
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy. 1717
Why Avaya Wins Against Cisco BE6K with IP Office
1. Richer Mobile Experience
2. More Flexible Solution
3. At Least 2x More Scalable
4. Simpler SIP Trunking and VPN-less Access
5. Easier to Set Up and Administer
6. Easier Networking Integration
7. At Least 20% Lower TCO
