Avaya IP Ofice Mid Market emea roadshow

Avaya Mobile Collaboration Solutions for SME and Mid Market

DATE

Presented by:

© 2011 Avaya Inc. All rights reserved. 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


Why Mid Market?


The Mid Market Opportunity is Compelling

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%


xxx,000s

Avaya IP Office

Designed for Small to Midsized Enterprises

10,000

Small Medium Mid Market Large Fortune 1000

Avaya Aura®Designed for Midsized to the Largest Enterprises

# of Users

Avaya Aura® Solution for Midsize Enterprises

10 100 250 1000

Avaya Aura®

Avaya StrategyTake IP Office Up Market

Ideal for established businesses seeking

cost-effective consolidation of

assets and streamlined growth

Ideal for small to midsize businesses seeking cost-effective growth and built-in value

5


Avaya IP Office


Re-capture The GapTake Share In Midsize Markets

Ideal for small to midsize businesses seeking cost-effective growth and built-in value

Avaya IP OfficeNew offer for Midsize Enterprises

A v a y a I P O f f i c eN o t J u s t f o r S m a l l B u s i n e s s A n y m o r e



Avaya Aura®

Ideal for established businesses seeking

cost-effective consolidation of

assets and streamlined growth

6


Avaya IP Office


Enable Channels to Sell ‘Edge In’Make Connection to Large Enterprises Branch Offices Seamless

Avaya IP OfficeCreate new offer for Midsize Enterprises

Office

Office

Office

A v a y a I P O f f i c eN o t J u s t f o r S m a l l B u s i n e s s A n y m o r e



Avaya Aura®

7


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


SinglePlatform

Scalable from

5-1,000users

Single-site or Multi-site

SME,Midmarket,

orBranch

Distributed or

Centralized

Internal or External

Applications

Appliance,S/W only, or

Hybrid

Investment Protection

/ Cost Effective

Unique Consistent

User Experience

Hardware and Software

Investment Protection

New & Legacy IP, Digital, or Analog Endpoints

Convergence platform for

Norstar, BCM, & Partner

Flexible Architectures – Migrate at your

own paceIntegration

HandsetsDesktopMobileTablet In the Office TeleworkerOn the Road Home

Enterprise BranchSME

Mid-Market

IP Office

Avaya IP OfficePlatform of your choice


http://avaya-news.com/channelftp2/documents/mobile_Collab_Demo.wmv


IP Office 8.1 Solution


At a Glance – Key for Mid Market

R8.0

Single Site Capacity:

384

Multi-Site Capacity:

1,000 across up to 32 sites/nodes

Single Site Capacity:

1,000

R8.1

Multi-Site Capacity:

1,000 across up to 32 sites/nodes

+ Centralized licensing

+ Centralized management


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. 15Avaya – Confidential

Are You Leading With Mobile Collaboration?Android and iPhone sales are 70%+ of the market

New Service

PackSet Status

Search Directory

Start IM Chat

Track Chats

Manage Conference Calls

Geo-Presence

Visual Voicemail

Already available

on Android,iPhone

(GA: 4/30)


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 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


User Solutions Matrix – Options for the Flexible WorkforceAs of Release 8.1

One number – business to cell

Call control via smart phone (GUI) or cell phone (* codes)

Listen to email

n/a n/a n/a

n/a n/a

Outlook /SFDC plug-ins Unified messaging IM, presence Full conference control Flare iPad & Windows

n/a

n/a n/a

Outlook /SFDC plug-ins Unified messaging IM, presence Full conference control

Telecommuter mode Video soft phone

One number – business to cell

Call control via smart phone (GUI) or cell phone (* codes)

Listen to email

IM, presence Full conference control Geo presence Centralized directory Meet me conferencing

Outlook /SFDC plug-ins Unified messaging IM, presence Full conference control Flare iPad & Windows

Telecommuter mode Video soft phone

Essential

Preferred

Server

Essential

Preferred

Server

Essential

Preferred

Server

Essential

Preferred

Server

Mobile WorkerEssential

Office Worker

Tele- Worker

Power User

Available on the following Editions:

Mobile Desktop


Selling To All Market SegmentsYou can compete by simply changing software packages

ProductToday

Product Future Software Edition (system wide)

Business size

Market Need e.g. Competition

IP Office

500(Up to 384 users per system)

Future: Linux Server, IP Office 500 (As a server or

a gateway)

BasicEdition <25

Telephony Panasonic, Toshiba

EssentialEdition 20-99

IP TelephonyWith Essential

Mobility

Aastra, Cisco, Shoretel

PreferredEdition

21-250

Unified Communications with

Preferred Mobility

Cisco, Mitel, Shoretel

AdvancedEdition

UC with Contact Center

cQ3 2012Linux Server,

With IP500 Gateway Option

ServerEdition

100-1000

Unified Communications with

Preferred Mobility

Cisco, Mitel, Shoretel

Avaya Aura®Branch SD Card 100+

Avaya Aura applications

Cisco, Siemens, Microsoft


Infrastructure & Endpoint

Options

Maintenance & ServiceOptions

DataMulti-site OptionsMulti Media EndpointsCentralized

Management

Avaya IP Office Multi-Site Solution

Rich UC Options

Mobile Desktop

Deployment Options

Avaya Server, All IP

IPO Mid-market DVD & Server

Avaya Server, Hybrid

IPO Mid-market – DVD, Server & Gateway

Gateway for Analog & Digital sets

IP500v2 for Analog & Digital Sets

Avaya IP Office Support Services (IPOSS) GLOBALSERVICES

Single SW Server Edition SW License


NetworkNetwork

Centralized Licensing

Integrated Multi-site Web Manager

Integrated Multi-site Management

Plug-n-Play remote site installation – Ignition

Intuitive and user friendly - Browser based

Centralized upgrades, back-up and restore

Secure Remote Access with SSL-VPN

Secure remote access at broadband speeds

Firewall and NAT traversal

Eliminate truck-rolls

Centralized Licensing with Single Image Distribution

Share licenses across sites

Central image repository

Common database with templates

4 Hour Web Based Training

Avaya IP Office Support Services (IPOSS)

HPDL360

500 IP users 200 1x Portal Power users

100 VMPro ports

HPDL120

250 IP users100 1x Portal Power users

40 VMPro ports

Two Server Choices

1000 users across single site OR 32 nodes

Avaya IP Office Multi-Site SolutionWhat’s New


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 EditionEnables Greater Scalability, Flexibility and Choice

Gateway for Analog

& Digital sets

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

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

500 one-X ®Portal users on a dedicated server

Simplified Install

Sim

plified

Dep

loym

ent

Up to

Up to

Up to

All IP or Mixed Deployment – Your choice


Centralized Management


Avaya IP Office Server EditionEasy to manage, seamless to upgrade

Centralized Management

One view,

All locations, groups, users


Share licenses across sites

Monitor license usage

Secure Remote Access

Less truck-rolls

Broadband speeds using

SSL-VPN


Two New Options For UC – Available Now!One for Small Business, Another for Medium

Linux-based module Supports up to 200 users

Up to 50 power user solutions and includes 20 voicemail ports

Single slot card for IP Office 500 Not tied to Microsoft or Linux

updates and licensing < 30 Minutes to Install List Price $2995

Includes Preferred Edition software; Essential and Basic pre-requisites are required

O p t i o n 1Avaya IP Office

Unified Communications Module

Linux-based sourced server Supports up to 1000 users

Up to 250 users solutions and 40 voicemail ports

Ships with Linux OS and applications SW images (same as Linux applications DVD)

Scales to full capacity of IP Office: 384 per site/1000 users across up to 32 nodes/sites

List Price $3500 (Preferred Edition sold separately)

O p t i o n 2Avaya IP Office

Applications Server

3.1Ghz CPU 12 GB RAM 250 GB HDD Rack mountable Option for Redundant

power supply

5X 2XUser

CapacityVoicemailCapacity


More Flexible Workforce

Options

More Future Value, Built-in

Seamless integration between your office desktop and your mobile devices, including iPad and Windows

Real-time business collaboration and federated presence across multiple platforms

Growth options that extend cost-effective migration to mid market and large enterprise

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

Avaya IP Office R8.1What it means for your SME prospects and customers

Greater Scale with Ease of Deployment

Increases ability to scale at a single site from 384 to 1,000Greater efficiency with centralized licensing and managementEasy to add right-priced enterprise-class networking and

security via ERS 3500 and SBC


New Market Opportunity

Larger Constructs

Lowers Your Cost of Sale, Support

New IP Office Service Support offer, along with SSL/VPN capability will make your service delivery more profitable

Fewer truck rolls and faster service mean less time and resource per ticket … and bottom line savings

Strong Mid Market Play - 2 ½ X the current capacity in 8.0 for a single site; with easier deployment vs competition

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 drive customers to add UC to the configuration

ERS 3500, Service Support offer and SBC all provide new ways to surround each IP Office with solution selling

Avaya IP Office R8.1What it means for you

© 2011 Avaya Inc. All rights reserved. 27Avaya – Confidential

Why should an Avaya Aura only partner be interested in IP Office?It’s All About Delivering Value to Your Business

Feature Benefit Value

Streamlined Training (1/2 day sales + 10 days technical)

Easy on-boarding, can recruit junior staff for mid-market while senior staff focus on Aura

Quicker RoI

Scale from 5 to 1000 users, share many phones & apps with Aura

Minimise training & maintenance stock $$

Lower operation costs & improved reseller margins

Very competitive value/price Easy to position against competition, minimises need for special bids

Faster sales cycle, better reseller margins

Built-in UC apps server (IP Office UC Module or mid-market offer)

Easy to upsell user apps, lower cost of installation

Higher revenue per sale, better margins

Hybrid solution (supports IP, digital & analogue)

Can sell to any type of SME customer

Maximise your opportunities and sales efficiency

Competitive IP Office Support Services offer (S/w support and S/w upgrades over 1, 3 or 5 yrs)

Lower cost of support, higher attach rate

Simplified process and improved margins on maintenance services


Aura ME Solutions Overview


Communication Manager

Communication Manager Utility Services

Communication Manager Messaging

Session Manager

System Manager

Presence Services

Application Enablement Services

Avaya Aura Solutions for Midsize Enterprise

Applications include:

Single path install, fast, less costly

Utility server including Enterprise Directory

Server

Secure remote monitoring

(SAL)

Avaya Aura® Solution for Midsize Enterprise

System Platform virtualization

Target 200 to 2400 users,Up to 250 locations


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

Avaya Aura® ME


Avaya Aura ME Roadmap

Avaya Aura ME 6.2

High Availability

Feb ‘13April ‘12

Avaya Aura ME 6.3

Aura 6.3 Components

Installation & Serviceability

TCO / Opex Improvements

Summer ‘13

Avaya Aura ME 7.0

Aura 7.0 components

Embedded Avaya Aura Conferencing(Reduced capacity, audio & web only initially)

Avaya Aura ME 6.2 Increased capacities

2400 users1000 CC Agents

June ‘12


Which Solution to Position


Avaya PortfolioServes the market based on varying customer types and needs

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


Avaya Choices for Midsize EnterpriseWhich one is best suited for my customer?

Small to MidsizeCustomer Need

Midsize to LargeCustomer Need

Avaya IP Office Avaya Aura® ME

Multi-site management with Active Directory synchronization and SSO

Centralized management with pre-defined templates for installation

Up to 500 users per system - scales to 1,000 users, 32 sites

Up to 2400 users per system - scales to hundreds of thousands

Basic call center with analytics value package

Best-in-class Contact Center or Advanced Desktop Collaboration

Built-in resiliency,Build up redundancy

Seamless Core and Branch Survivability

All in one appliance Open, standards-based architecture

Single, Modular

Single,Virtual


If > 1,000, >32 sitesIf < 1,000 users, <32 sites

If No If Yes

If No

If YesIf No

If Yes

What is the max number of employees & locations in the company? (single or multi site)

Is FMC (Mobile presence & IM) the primary customer requirement?

Is multi-party web + video collaboration an immediate requirement?

Is multi-channel contact centre an immediate requirement?

Avaya IP Office

Avaya IP Office or Avaya Aura® Avaya Aura®

Avaya IP Office or Avaya Aura® Avaya Aura®

Avaya Aura®

Avaya IP Office or Avaya Aura®

If No If Yes

Is High Availability or customized application integration required?(eg. Microsoft Lync or IBM or other 3rd party)

Avaya Aura® Avaya IP Office

Avaya IP Office or Avaya Aura®

Choosing the Right Solution for your Customer

LESS ABOUT SIZE

MORE ABOUT VALUE


IP Office R8.1 Pricing


Advanced Edition (UC with Call Center)

Preferred Edition (UC with Preferred Mobility)

Essential Edition (IP Telephony/Essential Mobility)

Basic Edition (Basic telephony)

$50 NPL

+$495 NPL (Total: $545)

+$1,895 NPL (Total: $2,440)

+$2,295 NPL (Total: $4,735)

• 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)

• Full “Meet me” audio conferencing w/user passwords

• Unlimited multi-level auto attendant

• Scalable, resilient voicemail• No limit on VPN

phones/system (w/Teleworker)

• Call recording

Adds to previous:

• Basic call control on mobile devices

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

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

• Ability to add user solutions – Desktop on mobile device, HD video conferencing, IM/presence, calendar mining, Outlook & Salesforce integration

N/A: User solution, multi-site options Options: Receptionist, Multi-site Adds Options: Power User, Office 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)

OP

TIO

NA

L


R8.1: Avaya IP Office Server EditionAdds 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 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


AdvancedEditionPreferred

Edition

With R8.1, We’ll Add Server EditionThink of it as Preferred Edition for the Linux Server … and More!

EssentialEdition

Server E

ditionBasicEdition

• Office Worker• Power user


IP Office Editions and User Solutions OptionsAligns Value to Benefits


EditionEssentialEdition

BasicEdition

$50 NPL+$495 NPL($545 total)

+$1895 NPL($2440 total)

+$2295 NPL($4735 total)

BASIC•Key System•Single site only•Digital/Analog

phones only•Auto-attendant•64 party ad hoc

conferencing•Voicemail &

voicemail to email•N/A: User solution,

multi-site options

ESSENTIAL• 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•Options: Multi-site

Receptionist

PREFERRED•Full “Meet me” audio conferencing

w/user passwords•Unlimited multi-level auto attendant •Scalable, resilient voicemail•No limit on VPN phones/system

(w/Teleworker)•Call recording•Options: User solutions – HD video

conferencing, IM/presence, calendar mining, Outlook & Salesforce integration

ADVANCED•Track, measure customer service•Password protected call recording w/ search, replay, archiving•Alarm notifications, Detailed actionable reports• Interactive Voice Response (IVR)•Text To Speech, Visual Basic Scripting•PC Wallboard•Options: Agent, Supervisor

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

OP

TIO

NA

L

New!


Avaya Mid Market Pricing

Includes Power Up with IP Office Promotion


Completing the Solution:

IP Office Support Services


IP Office Support Services

Confidence with an Up-to-Date

Network

Expertise with Manufacturer

Support

Assurance with Accelerated

Response Times

With IP Office Support Services you can ensure your customers’ communications are running smoothly at all times

Choose the right support services to fit your customers’ specific environments


IP Office Support Services are consistent, flexible and simple

Single fee per node* Base offer includes:

Access to Major Software Upgrades Remote Technical Support (for both

Hardware and Software, 8x5 Mon-Fri) Software Patches and Updates Enhanced 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 Tech 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 or 4 hour delivery

Optional Add-Ons

* Promotional pricing is currently available.


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


New integrated SSL VPN Remote Access Improve diagnostic access to accelerate time to resolution

IP Office Remote Access Benefits for the Partner and Customer:

Faster troubleshooting

Simplified deployment

Reduces truck rolls

Supports remote software upgrades

Secure, high speed access

Always-on availability

Key features IP Office embedded SSL/VPN client at

customer site

Avaya SSL/VPN gateway (AV Gateway software) at the site

Access through firewall and NAT

Broadband speeds

Username/password coupled with server side certificate authentication

(Avaya or Partner)


Building Your Maintenance OfferA quick and easy thought process to determine what you need

Fixed price per server

Single order code

EZ Quote, EC Services, GPPC, Manual Price Book, Disty Tools

Maintenance

1, 3 or 5 year term

Support 8x5 or 24x7

Parts coverage

4hr or NBD

Wholesale Co-delivery

No

No

Customer at risk

One Part NumberFixed Price per Server


Promotional Entry Pricing – 3 year Global list (in USD) Offer also available in 1 year and 5 year pre-pay

Note: 48 options, available in 1, 3 or 5 year terms

Wholesale List Price Co-Delivery List Price

Offer Options IP 500 V2

HP DL360G7

Linux Server

HP DL120G7

Linux Server IP 500 V2

HP DL360G7

Linux Server

HP DL120G7

Linux Server

Remote Technical Support & S/W Upgrades

8x5 Rem Tech Support & S/W Upgrades $599 $599 $599 $540 $540 $540 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

RT

S+

UP

arts

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


Promotional Entry Pricing – 1 year Global list (in USD) Offer also available in 3 year and 5 year pre-pay

Note: 48 options, available in 1, 3 or 5 year terms.

Wholesale List Price Co-Delivery List Price

Offer Options IP 500 V2

HPDL360G7

Linux

HPDL120G7

Linux IP 500 V2

HPDL360G7

Linux

HPDL120G7

Linux

Remote Technical Support & S/W Upgrades



With NBD Advance Parts Replacement (APR)

8x5 Rem Tech Support, NBD APR & S/W Upgrades $284 $611 $390 $256 $550 $351 Per Server

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

RT

S+

UP

arts

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


Offer Structure Competitor 1 Competitor 2 Avaya IP Office Support Services

Next Business Day Parts Replacement – Phones

Remote Monitoring (Proactive)

On-Site

Per-Incident On-Site available under 8x5 or 24x7 support Partner Provided or Per-hour

Partner Provided or Per-hour

Partner Provided or Avaya Optional offer-US

Only

Value-Add Remote Support

All Foundation Support Options below

24x7 Remote Technical Assistance

Foundation Support

Optional Parts Replacement

8x5 Next Business Day excluding terminals

Remote Technical Support

8x5 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)

Competitive Comparison: Avaya is well positioned Offer Structure and Scope


Comparison Details• Average Wholesale net price• 24x7 Remote Technical Support• Software Upgrades• NBD Advanced Parts Replacement (APR)

• Avaya is 16-90% less than Competitor 1 • Avaya is 50-90% less than Competitor 2

Across all configurations

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10 IPT 10 IPT 25% UC



100 IPT 100 IPT 25% UC

250 IPT 250 IPT + 30% UC

500 IPT 500 IPT + 30% UC

750 IPT 750 IPT + 30% UC

1000 IPT 1000 IPT + 30% UC

Wholesale 1 Year Per User Maint + S/W Upgrade

Competitive Comparison: WholesaleAvaya is more affordable than the Competition


Comparison Details• 24x7 Remote Technical Support• Software Upgrades• NBD Advanced Parts Replacement (APR)• average Co-delivery net price

• Avaya is up to 80% less than Competitor 1• Avaya is 20-85% less than Competitor 2

Across all configurations

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100 IPT 100 IPT 25% UC

250 IPT 250 IPT + 30%

UC

500 IPT 500 IPT + 30%

UC

750 IPT 750 IPT + 30%

UC

1000 IPT 1000 IPT + 30%

UC

Co-Delivery 1 Year Per User Maint + S/W Upgrade

Competitive Comparison: Co-DeliveryAvaya is more affordable than the Competition


Avaya and Partners are better together serving our customers

Flexible Wholesale or Co-Delivery Parts replacement options Avaya on-site support for out

of territory customers

Predictable Costs Single fee per node Customers always on latest

software Minimize cash outlay and

inventory write-offs with Avaya parts replacement

Attractive Margins Remote access reduces truck

rolls Add installation, professional

and annuity service wrappers 3 and 5 year support options

minimizes renewal expense

Competitive Industry leading pricing and

features Avaya Technical expertise Options for every need

Avaya and partners ensure customers receive quality support

Remain engaged with your customers and provide them with continued value



Avaya Networking


Introducing ...Avaya Ethernet Routing Switch 3500

• Resilient stacking*, robust QoS, wide range of security features• List price up to 50% lower than equivalent models in existing

portfolio

Enterprise-class at SME Pricing!

New!

* Stacking will not be available with the initial 5.0 release. It is planned for 5.1 release (Target GA: cQ1 2013)

New Enterprise-class portfolio of compact switches

– 8 and 24 port models

– 10/100 and Gigabit Ethernet

Delivers cost effective Gigabit connectivity for the ‘value’ Edge

Extends the value of ERS stackable portfolio to SME’s

– Interconnect via Ethernet in v5.0

– Stacking available in v5.1

Offers investment protection

Ethernet Routing Switch 3500 SeriesOverview & Highlights

Cost effective Gigabit and Fast Ethernet connectivity for SMEs

Automated set-up with Avaya IP Office (POR v5.0.1)

Fanless models for quiet operation Full PoE+ support Consistent Value Proposition with

existing Ethernet Routing Switch portfolio

Highlights

Further Information:http://www.avaya.com/usa/product/ethernet-routing-switch-3500-series

http://www.avaya.com/usa/product/ethernet-routing-switch-3500-series


Highlights

Ethernet Routing Switch 4500 Series

Highly scalable solution to empower Convergence

–10/100 or 10/100/1000 to the Desktop

–Power-over-Ethernet & QoS

– fail-safe 320Gbps stacking

–high-speed local switching & Dynamic Layer 3 Routing

Integrated Access Control

–802.1X with extensions

Delivers 99.999% reliability to the Network Edge

10/100/1000 & 10G Switches10/100 Switches

Overview & Highlights

Further Information:http://www.avaya.com/usa/product/ethernet-routing-switch-4500-series

Enable the Converged Fast or Gigabit Ethernet Desktop

Comprehensive access control options

Reduce costs further with Avaya Energy Saver

Scalable, pay-as-you-grow


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 Avaya IP Office

Plan of Record (v5.0.1) No

Centralised Management Yes Yes

Enterprise Features Yes Yes

Lifetime Warranty Yes Yes

* Some features may differ from models not included in the promotion bundles

Reducing Operating Costs

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

Avaya’s Lifetime Warranty


Avaya Session Border Controller


Avaya Session Border Controller Coming soon to Avaya IP Office!

Yes, IP Office supports SIP trunking 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



96x1 IP Phones and IP Office to Aura Branch Conversion


Yes, They’re Back! (GA: April 9th)96x1 IP Phones, including the 9611

Avaya 9608 / 9611G Avaya 9621G / 9641GHigh End, Color Screen

IP Desk phones supported by IP Office 500v1 and v2 only

8 dual LED buttons / paperless labels Up to 24 programmed buttons Full Duplex Speakerphone USB and GigE (9611) 12 button module support

Touch screen, color, GigE phones 10 emulated LED buttons Up to 24 programmed buttons Full Duplex Speakerphone Customizable faceplate Bluetooth and USB (9641G) 12 button module support (9641G)

Consumes 40-60% less power than comparable Cisco phones!


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.


Scalability Extends to Avaya Aura®

Serving Branch Markets With Avaya IP Office

Before IP Office-only

certified partners could not sell this

After IP Office-only

partners can sell this

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 Avaya Aura,

including the SD card.


Competitive Positioning


Competitive Landscape in the Mid Market

Notes:1. Competitive assessment is based on

Avaya internal research2. Detailed competitive analysis are

available for all listed competitive products from the Avaya Partner portal


Avaya IP Office priced lower than competition across all configurations

Avaya Aura Solution for Midsize Enterprise priced up to 32% lower with UC included

Configuration Avaya IP Office

Avaya Aura® Solution for

Midsize Enterprise

Cisco (UK) Mitel (UK) Alcatel-Lucent (DE) Siemens (DE)

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

Compare Value for Unified CommunicationsAvaya solutions pricing* at parity or lower vs. competition

* Street price discounts of Avaya and competitor solutions based on Intellicom benchmark study, September 2011


Promotional Offers

1. IP Office Power Up2. IP Office Data Bundle 2


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.

https://avaya.reg4events.com/powerup/


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

+ +


IP Office Data Bundle 2 Details

Products and Eligibility – ERS 3500-PWR+ (10/100 and Gig),

optional ERS 4500-PWR (10/100 and Gig)

– Pan-EMEA via Distribution

– Must be sold as part of converged IP Office sale including IP handsets

– Bundle options dependent on # of IP handsets included

Offer: Very aggressive discounts on Bundles based on:– Starter Kit: 24/48 ports 10/100 (1st

switch(es) @ lowest price

– Expansion Kit(s): 24/48 ports 10/100 (for additional switches) @ premium price

– Gigabit Options: Starter and Expansion kit(s) @ premium price

– ERS 4500 Options: Starter and Expansion kit(s) @ premium price

Discounts– ERS only - Please ask your distributor

Timeline– Promo Start Date: 1st June 2012– Promo End Date: 30th Sept 2012– Based on Sales Out date

Mechanism– Marketing SBA for each bundle and

standard back-end Disti rebate– Besides SOIR reporting obligations,

Avaya may ask for proof of purchase with IPO for each customer

– Can be combined with other IPO-only promotions

Collateral– Available from SME Portal

Further Information– [email protected]

mailto:[email protected]


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



Bundle Options – ERS 3500


Qualifying # of Handsets

# LAN Ports

Bundle Components* Qty Part Code(s) Bundle Price

1-8 8 3510GT-PWR+ 1 AL3500A14-E6 Ask your distributor

9-24 24 3526T-PWR+ 1 AL3500A11-E6 Ask your distributor






# LAN Ports

Bundle Components* Qty Part Code(s) Bundle Price







10/100 Ethernet Connectivity

Gigabit Ethernet Connectivity

Bundle Options – ERS 4500



# LAN Ports

Bundle Components*

Qty Part Code(s) Bundle Price

1-8 N/A N/A - N/A N/A9-24 24 4526T-PWR 1 AL4500A13-E6 Ask your distributor25-48 48 4550T-PWR 1 AL4500A12-E6 Ask your distributor

49-72 724550T-PWR 4526T-PWR

1 1

AL4500A12-E6 AL4500A13-E6

Ask your distributor

73-96 96 4550T-PWR 2 AL4500A12-E6 Ask your distributor

97-120 1204550T-PWR 4526T-PWR

2 1

AL4500A12-E6 AL4500A13-E6


10/100 Ethernet Connectivity

Gigabit Ethernet ConnectivityQualifying # of Handsets

# LAN Ports

Bundle Components*

Qty Part Code(s) Bundle Price (Disti)

1-8 N/A N/A - N/A N/A9-24 24 4524GT-PWR 1 AL4500A15-E6 Ask your distributor25-48 48 4548GT-PWR 1 AL4500A14-E6 Ask your distributor

49-72 724548GT-PWR 4524GT-PWR

1 1

AL4500A14-E6 AL4500A15-E6


73-96 96 4548GT-PWR 2 AL4500A14-E6 Ask your distributor

97-120 1204548GT-PWR 4524GT-PWR

2 1

AL4500A14-E6 AL4500A15-E6


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


Supporting Collateral & Tools

Reseller Promo Bulletin

Reseller and Customer Presentations

ERS 3500 and 4500 Fact Sheets

77

Available from the SME Portal

http://portal.avaya.com/ptlWeb/spCP/CS20069281994046093/C20101224161941875039/SN20101224164121860014/SN20101224164121860014


Tools to Win Mid Market Customers


Industry Toolkits

TCO paper

Case studies

Promos & Programs

Competitive Sheets

Pricing tools

Roadmaps

Positioning Tools

White Papers

Selling TodayAre You Using All Available Ammunition?


Awareness Check – Are you using these tools?:

EZ Demo

ROI Tool

Testimonials

Positioning Guide

Do you know what this quarter’s

promotions are?Use Case Tool

Sales Pro Tool

Content Syndication


Partner Marketing CentralSelf Service Demand Generation Tool

Responder sites and premium content

Email and oft

Newsletter

Postcard and DM

Telemarketing script

Poster and Print ad

Online banner

SME Social Media content

Seminar in a Box

Relationship Marketing

PMC is a web tool that offers our WW partners the ability to review, customize and download all demand generation materials supporting

Avaya’s launches at no cost!

Marketing Quick Start

Guides

http://pauldunay.com/social-media-and-the-contact-center-for-dummies-wiley/


Why use MarketLeaders?

No out-of-pocket costs: All programs can be funded using Marketing Development Funds (MDF), which means no out-of-pocket expense for partners.

No experience necessary: Partners do not have to have any marketing experience to benefit from these powerful marketing and lead generation tools.

Dedicated team: The MarketLeaders team is uniquely attuned to your business and has dedicated and knowledgeable team members able to offer expertise and assistance every step of the way.

The MarketLeaders program helps Avaya partners reach prospects, generate leads, and build awareness using turnkey programs offered at special reduced Avaya rates.

Turnkey Programs Available

Lead Generation: Appointment Setting Email and Telemarketing Registration Generation BANT Leads Multi-Touch Email and Direct Mail Blitz Day Programs Lead eNurturing

Marketing and Training: Webinars Website Analysis and Design Search Engine Optimization Social Media Road Shows and Trade Show support List Services and subscriptions Video production Selling and Marketing Training

LEARN MORE: www.avayamarketleaders.com


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

http://portal.avaya.com/ptlWeb/so/CS201212512412962051

http://avaya.tiekinetix.com/interface


FEEDBACK

Online Survey please click here

http://www.surveymonkey.com/s/ZGCBGWL


Q & A


BACK UP


CASE STUDY – FASHION & RETAIL

Business Value and ResultsThe IP Office solution delivered by Avaya and its partner is scalable and supports FitFlop’s growth:

Cost Effective - because IP Office is modular & flexible, the installed systems can grow as locations move - even to temporary sites - without a single investment becoming redundant. As all international calls between US and UK are routed over SCN there are considerable savings on call costs. Besides the mobility solution saves roaming costs for employees travelling between US, UK and the manufacturing locations in Asia.

Improved Customer Service – FitFlop (shoes) and its sister brand Soap & Glory (cosmetics) can share the IP Office system while keeping their own identity (multi-tenanting). A centralised receptionist can deal with overflow calls and is aware of staff availability (presence) whatever their location. Thanks to Customer Call Reporter, customer calls are tracked and quality of response has improved.

Better internal communication through Mobility - key users are able to hot-desk and be reachable on their unique number with only a single voicemail to manage. All users, incl. receptionists & mobile workers, can see each others’ presence for better team communications.

Solution Avaya IP Office Systems networked across 5

sites through Small Community Network (SCN) Mobility + Centralised receptionist Customer Call Reporter (CCR)

Challenge

FitFlop™ has grown from a small company with just 5 people to an international company with over 140 persons worldwide. FitFlop was looking for a flexible communications solution that could cope with the group’s growth strategy.

Its older analog solution no longer met the customer’s needs. With over 10 million sales globally, quality of customer service needed to be class-leading.


Future: Web Manager for All EditionsSetting A New Direction For How to Manage/Administer

The Avaya Difference:

Available Now on Basic Edition

Planned expansion to

other Editions

Dashboard USER Incoming Outgoing System

e.g. Snapshot of all e.g. MACs e.g. IVR e.g. Int’l calls e.g. Music on hold

Brings most commonly used functions up front

for easy access. Just click “Advanced” tab for greater customization.


IP Office (Server Edition) BE 3000/UCME 3000/6000 Shoregear (ALL)

$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $

$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $

$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $

Avaya Value• Scales to 1000 at a single site

• Resilient and redundant architecture. All users fail over on fallback node.

• Centralized management & licensing across 32 sites

• Mobility on iPhone & Android – include IM, Presence, calendar integration

• 128-party secure meet-me conference

• IP Desk phone anywhere. No VPN required – (via Remote Worker feature)

• Hybrid & SIP built in

Gaps:• Limited to IP only

• Multiple platforms - need to know which to use for various configurations, scalability

• Rip and replace when expanding

• Limited voice ports and mailboxes (12 on UCME3000, 24 on 6000 )

• Limited conferencing

Gaps:• Limited to IP only - analog support

sacrifices 5 IP Ports (as does each conference port)

• Multiple boxes - need to know which to use for various configurations, scalability

• N+1 redundancy story does not scale

• Third party ‘SIParator’ required ‘ for SIP line support

• Expensive add on conference options

• No IM/Presence on Android client

100

200

400

Assumes 3 sites at 100 users, 4 sites for 200 users, 7 sites for 400 users.

Compare Value for Unified CommunicationsAvaya IP Office 8.1 With Server Edition


IP Office 500Single, Modular PlatformScales to 384 users per systemCan network up to 32 sites, 1000 usersSimple, role-based solutions

Integral Integration

PARTNER® Integration

Avaya AuraTM Integration

BCM, Norstar Integration

4.x 6.x 7.x

5.x

MOBILE WORKER

AGENT POWERUSER

Merlin Integration

3.x

Reinforce This.Our Proven Commitment for their Future

Android, iPhone

8.x


How We’re Delivering

ScalableServe:Small,

Midsize or Branch

Deploy:Scale,

Single or Multi-site

Branch: Distributed

or Centralized

Implement:Appliance, S/W only or

with Gateway

Integrate: Internal or External

Apps

Flexible

Any Device:Handset, desktop,

cell, tablet

Any Place:Office, home,

on the road

Any Collaboration: Conferencing, IM,

Geo-location,Video, etc.

Any User:CxO, sales staff, HR, service

agents, etc.

Any Industry:

Medical, Legal,

Retail, Gov, etc.

FutureGrows

with you:

Protects investments

Delivers instant

savings:Up to 60% for BCM, Merlin, PARTNER®,

Norstar, Integral, etc.

Connects your path:

Easy migration to Avaya Aura

Saves Energy:Greener

options for phones and

failover

Builds in value:

ACD, 128party conferencing, call recording, SIP Trunking

etc.


IP Office Editions and User Solutions OptionsStarts with Customer Segments and Needs

Small to Midsize, customer service center

Small to Midsize, growing with UC needs

Small, multi-site with mobilitySmall,

single site

Mid M

arket


IP Office Editions and User Solutions OptionsAligns Capabilities to Needs



BasicEdition

• Mobile Worker• Tele-worker• Office Worker• Power user

• Customer Service Agent• Customer Service Supervisor

• Receptionist

TelephonyIPT

w/mobilityUC, w/preferred

mobilityUC and

Call Center

Editions are building blocks by

design

Essential requires Basic Preferred requires Essential Advanced requires Preferred

Upgrading is easy


IP Office Editions and User Solutions OptionsAligns Price to Value



BasicEdition

$50 NPL+$495 NPL($545 total)

+$1895 NPL($2440 total)

+$2295 NPL($4735 total)

• one-X mobile included

• one-X mobile included• $169 Power User• $99 Office Worker

• one-X mobile included• $359 Customer Service Agent• $429 Customer Service Supervisor

Date post:	13-Sep-2014
Category:	Technology
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