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Go BIGIn the MID Market
• Mark Monday, Vice President, Enterprise Collaboration Solutions
Let’s Talk Mid Market
14 - 16 November 2012 | Cancun, Mexico
A $1.74B* Opportunity
A Differentiated
Solution
Greater Profitability!
12 YearsPost “Y2K”Upgrades
The Time Is Now.
The changing nature of SMB
communications places a premium
on flexibility of different
resources.
IDC 2012
80%Of Midsize business
Allow personal smartphones to be used for business
BYOD will continue to expand.
7.7%CAGR
2012 – 2016WW Mid Mkt
Flexible Workforce Is A Silver Bullet
* Zeus Kerravala, No Jitter, January 24, 2012
“Avaya has laid the groundwork for the company to use mobility as its leverage point.”*
Simple Scalability Means Profitability
Serves 5 to 384
Small, Medium and branch offices
Linux based
Up to 1,000 users on a single site (or across multiple sites)
$2.6B<250
$1.7B100-999
Simple Scalability Means Profitability
To Learn
To Sell
To Order
To Install
To Support1 S
olu
tion
JustCompare
Simple Scalability Means Profitability
More “boxes” to configure
More to install, train
5X the rack space for customers
Multiple platforms
Different software codes
Expensive migration path for customers
Simple Scalability Means Profitability
Multiple platforms
Different software codes
Expensive migration path for customers
“SMBs have unique UC purchasing criteria … Affordable, straightforward UC prices and offerings.” *
-- Gartner (10/25/2012)
Simple Scalability Means Profitability
Avaya Enables Your Business To:
Deliver 25% lower TCO
Cultivate Highly Satisfied Customers
Enjoy Ongoing and Referral Business
Bridge Old Technology with New Innovation
Deliver Affordable, remote support services
Provide software upgrades for future innovation
Avaya Has Made This Easy for You
Midsize Firms Demand “Future Ready” Solutions
Example: Mid Market Proposition
US based Assisted Living 800 users Win: Greenfield site
Brazilian Bank 37 Branch sites Win: vs Cisco and Siemens
Displaced Siemens Highpath
Already Has Midsize Firms Jumping
“This is an outstanding example of how well IP Office (Server Edition) serves the midmarket: simplified, centralized, scalable. We solved a critical call center issue and at the same time delivered a comprehensive, all-IP solution that simplified how they manage their communications.”-- David Dart, Vive Communications , Avaya authorized partner
Serious call center issues with 12-month-old ShoreTel system
More From Gartner …
Providers should also outline metrics to assist end users in quantifying the overall business savings associated with relevant reduced IT staff support or total cost of ownership (TCO) as part of the pricing evaluation.
* Gartner, Competitive Landscape: SMB Unified Communications, North America, 2012, October 25, 2012
Easy to Calculate TCO
Customer’s math
Dispels Competitor ‘malarkey’
Enables your teams to deliver compelling selling
Another Avaya Advantage
Designed for:
Small to Mid
Markets
Designed for:
Mid to Large
Markets
Midsize Edition
Another Avaya Advantage
Favors: Simplicity
Selling, installing, supporting
Favors: Customization
Contact center, FMC, business applications
Midsize Edition
Another Avaya Advantage
Due Summer 2013:Avaya IP Office = Avaya Aura® Branch
Midsize Edition
The Avaya Aura® Advantage
Server consolidation ― Full features on vmware®
Three flexible deployment options
― Software-only (VMware vAppliance)
― Server plus Avaya Aura® application supported by System Platform
― Turnkey UC Collaboration Pod
Enables hosted UC services
NDA – Preview Only
What It Means To You
EZSimpler
Fewer Piece PartsEasier installation
Reduced truck rolls
FasterAccelerated sales cycleQuicker to implementRemote deployments
BetterFor base migrationFor a ‘total solution’
One platform: SME, Branch
What It Means To You
Bigger Constructs With increased scale and surround products
Increased Margins Software, your surround services
Greater Operational EfficiencyOne solution for small, mid and branchP
rofi
tab
ilit
y
What It Means To You
Bigger Constructs With increased scale and surround products
Pro
fita
bilit
y
What It Means To You
Increased Margins Software, your surround services
Pro
fita
bilit
y
What It Means To You
Greater Operational EfficiencyOne solution for small, mid and branchP
rofi
tab
ilit
y
Go BIG in MID
14 - 16 November 2012 | Cancun, Mexico
Get SellingGet Trained Get Certified
Go BIG in MID
14 - 16 November 2012 | Cancun, Mexico
Get SellingRecruit junior staff
for mid-market
while senior staff focus on Avaya
Aura
Get Certified
Go BIG in MID
14 - 16 November 2012 | Cancun, Mexico
Get SellingGet Trained
Send them to school
Only 1/2 day for sales9 ½ days technical
Go BIG in MID
14 - 16 November 2012 | Cancun, Mexico
Get Trained Get Certified
Grab toolkits and sell!
You can break even with one sale