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Hot! Important Avaya Enterprise Software Pricing Changes Coming in August
Hot! Important Avaya Enterprise Software Pricing Changes
Coming in August
Welcome to Today’s Tele Track
About Westcon Group’s Tele Track Program • A forum to enable you to successfully sell a product, service, solution • Timely and relevant topics for the partner and reseller community • Access to expert speakers with advanced product, service, and
solution knowledge • Privileged information to accelerate sales and build customer loyalty • Exclusive incentives and promotions • An opportunity to have a dialogue about the issues that matter to YOU
Program Notes • All lines placed on mute until the question and answer period • Today’s session is being recorded • Archive recording of the presentation and audio available after the
event on the ConvergencePoint Westcon web site • Follow the operator’s instructions for help with technical issues
Software Pricing Simplification For Avaya Partners
July 16, 2009
© 2009 Avaya Inc. All rights reserved. 4
Agenda
Our Solution
Timeline
Benefits Support
Completed to date
Continuous Improvements to Simplify our Offers
Phase I Design to Win Promotions
Policies
Phase II Price to Win Competitive
Product & Services Pricing
Phase III Software Pricing
Simplification
Implementation Now
5 © 2009 Avaya Inc. All rights reserved.
© 2009 Avaya Inc. All rights reserved. 6
Change with minimal impact during transition
The Challenge
Minimize need for re-quoting Maintain competitive pricing Minimize impact on margins & cash flow for Partner & Avaya
© 2009 Avaya Inc. All rights reserved. 7
Benefits of Software Pricing Simplification
Pricing to the Customer • All software purchases now same price • Volume pricing handled via discount programs • Competitive pricing • Budgeting is simpler
Simplification for Channels • Simpler quoting • Reduction in administration of “price books” • Forecasting Revenue • Customer Contracts • Consistent margin on “Blanket” Special Bids
Exiting Structure
# of Licenses
Price / License
1 – 5
9 Different Price
Points
Different Prices for Every Tier
6 – 10
11 – 25
26 – 50 51 – 100 101 - 250 251 - 500
501 – 1000 1001 +
© 2009 Avaya Inc. All rights reserved. 8
Our Solution The New Software and Software Support Pricing Globally
– 3-Tier Structure for Avaya Aura Core Software Products (Communication Manager, Call Center Elite, CMS)
– 1-Tier Structure all Others
AUGUST 3 # of
Licenses Price / License
Any Single Price SW Products SW Support
Tier 1 Aura® Enterprise Edition Aura Standard Edition Call Center Elite CMS
Tier 2
Tier 3
Price Points -- Competitive Price Structure – Simple and Familiar
© 2009 Avaya Inc. All rights reserved. 9
Timeline July 14, 2009 – Global Channel Notification
August 3, 2009 – New Pricing in ASD & SAP
August 3 to September 14, 2009 Transition Period • Can order current or new software pricing in ASD
• Defend and Grow will support both (current 9 Tier until 9/14/09)
September 14, 2009 – 9 Tier pricing removed in ASD • Quotes exist for 60 days if NOT altered
© 2009 Avaya Inc. All rights reserved. 10
Summary of Price Changes Avaya Aura pricing is neutral or lower
Call Center Elite and CMS pricing is neutral or lower less than 1000 licenses
Minimal impact on other software
© 2009 Avaya Inc. All rights reserved. 11
Avaya Aura Core Software
Avaya Aura Standard Edition
TODAY
Avaya Aura Standard Edition
August 3 # of
Licenses $ / License # of Licenses
$ / License
1 – 5 $320
1-100 $220
6 – 10 $295
11 – 25 $270
26 – 50 $245
51 – 100 $220
101 - 250 $200
101-1000 $190 251 - 500 $$195
501 – 1000 190
1001 + $165 1001+ $165
Avaya Aura Enterprise Edition
TODAY
Avaya Aura Enterprise Edition
August 3 # of
Licenses $ / License # of Licenses
$ / License
1 – 5 $420
1-100 $320
6 – 10 $395
11 – 25 $370
26 – 50 $345
51 – 100 $320
101 - 250 $300
101-1000 $290 251 - 500 $295
501 – 1000 $290
1001 + $265 1001+ $265
North America Pricing
List Price Changes
12
Avaya Aura Core Software
CC Elite
TODAY August 3 # of
Licenses $ / License # of Licenses
$ / License
1 – 5 $840
1 – 100 $680
6 – 10 $820
11 – 25 $790
26 – 50 $750
51 – 100 $710
101 - 250 $540 101 - 250 $525
251 - 500 $380
251 + $270 501 – 1000 $280
1001 + $240
CMS
TODAY August 3 # of
Licenses $ / License # of Licenses
$ / License
1 – 5 820
1 – 100 $680
6 – 10 800
11 – 25 770
26 – 50 730
51 – 100 680
101 - 250 510 101 - 250 $525
251 - 500 360
251 + $270 501 – 1000 265
1001 + 225
North America Pricing
List Price Changes
© 2009 Avaya Inc. All rights reserved.
© 2009 Avaya Inc. All rights reserved. 13
AES 4.0
Old New
# of Licenses $ / Lic $ / Lic
1 – 5 $55
$40
6 – 10 $52
11 – 25 $50
26 – 50 $47
51 – 100 $45
101 - 250 $43
251 - 500 $40
501 – 1000 $38
1001 + $36
IC Multimedia CC
Old New
# of Licenses $ / Lic $ / Lic
1 – 5 $2,185
$1,860
6 – 10 $2,140
11 – 25 $2,020
26 – 50 $2,000
51 – 100 $1,980
101 - 250 $1,840
251 - 500 $1,595
501 – 1000 $1,340
1001 + $1,175
IC Voice CC
Old New
# of Licenses $ / Lic $ / Lic
1 – 5 $1,385
$ 840
6 – 10 $1,340
11 – 25 $1,220
26 – 50 $1,200
51 – 100 $1,180
101 - 250 $1,080
251 - 500 $ 875
501 – 1000 $ 700
1001 + $ 575
Contact Center Software List Price Changes
© 2009 Avaya Inc. All rights reserved. 14
Modular Messaging (New)
Old New
# of Licenses $ / Lic $ / Lic
1 – 5 $78.00
$46
6 – 10 $72.00
11 – 25 $66.00
26 – 50 $60.00
51 – 100 $55.20
101 - 250 $51.00
251 - 500 $48.00
501 – 1000 $46.20
1001 + $45.00
Avaya Proactive Contact (New Agent)
Old New
# of Licenses $ / Lic $ / Lic
1 – 5 $3,300
$2,800
6 – 10 $3,200
11 – 25 $3,100
26 – 50 $3,050
51 – 100 $2,800
101 - 250 $2,550
251 + $2,300
IP Agent (New / Add)
Old New
# of Licenses $ / Lic $ / Lic
1 – 5 $450
$400
6 – 10 $445
11 – 25 $440
26 – 50 $435
51 – 100 $425
101 - 250 $400
251 - 500 $375
501 – 1000 $350
1001 + $325
Contact Center & UC Software List Price Changes
Avaya Small UC Solution* (All Pricing US and $000**)
List Price Changes Typical Installation – Bottom-Line Pricing
*Communication Manager Standard Edition with Modular Messaging (250 Users) **List Prices
Total Current New Hardware 188.2 $ 188.2 $ Software 60.0 $ 56.7 $ Total Product 248.2 $ 244.9 $
3 Year View Software Support 17.2 $ 16.2 $ Upgrades 1.1 $ 1.1 $
Total Solution 266.5 $ 262.2 $
Total 250 Users Current New Hardware $ $ Software $ $
$ $
3 Year View Software Support $ $ Upgrades $ $
Total Solution $ $
15 © 2009 Avaya Inc. All rights reserved.
Avaya Medium UC Solution* (All Pricing US and $000**)
List Price Changes Typical Installation – Bottom-Line Pricing
*Communication Manager Enterprise Edition with Modular Messaging (175 Users) **List Prices
Total Current New Hardware 401.1 $ 401.1 $ Software 154.2 $ 153.3 $ Total Product 555.3 $ 554.4 $
3 Year View Software Support 44.4 $ 44.0 $ Upgrades 17.7 $ 17.6 $
Total Solution 617.5 $ 616.1 $
Total 501 Users Current New Hardware $ $ Software $ $
$ $
3 Year View Software Support $ $ Upgrades $ $
Total Solution $ $
16 © 2009 Avaya Inc. All rights reserved.
Avaya Large UC Solution* (All Pricing US and $000**)
List Price Changes Typical Installation – Bottom-Line Pricing
*Communication Manager Standard Edition with Modular Messaging (2750 Users) **List Prices
Total Current New Hardware 1033.1 $ 1033.1 $ Software 654.7 $ 657.5 $ Total Product 1687.8 $ 1690.6 $
3 Year View Software Support 167.1 $ 168.3 $ Upgrades 22.3 $ 22.8 $
Total Solution 1877.2 $ 1881.7 $
Total 3,218 Users Current Hardware $ Software $
$
3 Year View Software Support $ Upgrades $
Total Solution $
17 © 2009 Avaya Inc. All rights reserved.
Avaya Small CC Solution* (All Pricing US and $000**)
List Price Changes Typical Installation – Bottom-Line Pricing
*Communication Manager Enterprise Edition, Modular Messaging (1540 Users), CC Elite (51 Users), CMS (51 users), and IP Agent (51 Users) **List Prices
Total Current New Hardware 285.8 $ 285.8 $ Software 199.1 $ 195.5 $ Total Product 484.9 $ 481.2 $
3 Year View Software Support 50.7 $ 50.4 $ Upgrades 20.3 $ 20.2 $
Total Solution 555.9 $ 551.8 $
Total Current New Hardware $ $ Software $ $
$ $
3 Year View Software Support $ $ Upgrades $ $
Total Solution $ $
Avaya Medium CC Solution* (All Pricing US and $000**)
List Price Changes Typical Installation – Bottom-Line Pricing
*Communication Manager Standard Edition (300 users), Modular Messaging (1200 Users), CC Elite (170 Users), CMS (170 users), IP Agent (170 Users), CC BA (170 Users), CCE Voice (170 Users), CCE Multi (170 Users), CMS Supervisor (75 Users), VP (48 Users), and AES (170 Users) **List Prices
Total Current New Hardware 390.3 $ 390.3 $ Software 694.1 $ 702.4 $ Total Product 1084.4 $ 1092.7 $
3 Year View Software Support 164.7 $ 165.3 $ Upgrades 66.0 $ 66.2 $
Total Solution 1,315.1 $ 1,324.2 $
© 2009 Avaya Inc. All rights reserved. 20
Avaya Solution Designer
Q: What Pricing A: 9 Tier or SSP
Note: Between 3rd August and 14th September, partners can configure designs, applying either the old pricing to the configuration or the new pricing to the configuration. (Within a given configuration, product pricing codes cannot be mixed and matched between old and new.)
Example: CM and Call Center Elite must utilize the same pricing structure. Add MM new configurator new choice.
© 2009 Avaya Inc. All rights reserved. 21
Simple Price Comparison Tool Comparison Tool and Price File will be available to Partners on July 16
Mapping File of Current to New Codes
© 2009 Avaya Inc. All rights reserved. 23
FAQs
Maintenance Renewals – SS Licenses renewed at rate paid in previous period. SS+U licenses are at present rate.
Blanket Special Bids (BSB) will be honored if discount is by MPG or material code priced the same. If BSB specifies a price (which is now different) it should be re-submitted.
New pricing will NOT be substituted on existing orders. If re-ordered, the previous pre-approved discount may not apply to the new order. Customers and Partners can cancel an order. Cancellation and restocking fees may apply.
Full set of FAQs on Portal
© 2009 Avaya Inc. All rights reserved. 24
Support
Simplified Software Pricing (Posted July 16)
Price Comparison Tool for US Theatre Portal>Sales Tools>Design/Proposal/Pricing/>Software Simplification
FAQs (Posted July 16)
Deals Desk
Additional Support – [email protected] or [email protected]
© 2009 Avaya Inc. All rights reserved. 25
Summary
New Simplified Software Pricing
Minimal impact during transition
Competitive pricing
Channel and Customers get the benefits
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