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Avaya - Confidential. Win in Mid Market with Avaya IP Office - Release 8.1 Data Networking Comprehensive Services Flexible, Scalable and Future Ready!. Today’s Discussion. Overview Avaya Portfolio and Positioning Avaya IP Office 8.1 What’s New How to solution sell up market
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Avaya - Confidential Win in Mid MarketwithAvaya IP Office - Release 8.1Data NetworkingComprehensive ServicesFlexible, Scalable and Future Ready!
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
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 integration • e.g. ACE, Lync, FMC Data 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.
Flexible Workforce Handsets, smart phones, desktop, tablets Home, work, on the road Scalable Solution IP Digital Analog SIP 5 - 1,000 users in one or more offices SME, Mid Market, Branch Adaptable office from key system to UC Your Future Investment Protection Flexible Architecture Savings, Low TCO
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 8.1 ObjectiveExtend Reach to Mid Market • $6.67Billion Opportunity* • Collaboration and Mobility are among their top spending priorities • Major change in mindset over last 3 years** Why Mid Market *RDA, Includes UC, CC, Networking and services ** Inside the Midmarket, a 2011 Perspective - IBM
Avaya IP Office R8.1 • What’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 & networkingoffers! • 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 1000 • Users on single site or multi-site (500 users per server) Up to 100 • Voice Messaging ports sharing the same Linux server Up to Gateway for Analog & Digital sets 500 • one-X ®Portal users on a dedicated server Up to 200 • one-X ®Portal users sharing the same Linux server Up to • All IP or Mixed Deployment – Your choice • Centralized Licensing • Centralized Management Simplified Deployment Simplified Install
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 Avaya IP Office Server Edition Primary Server SIP IP Phones Secondary Server adds 500 Users Avaya IP Office 500v2 Expansion System Avaya IP Office for Linux Expansion System PRI/T1 Analog Digital IP
Avaya IP Office Server EditionWhat You Need To Know • 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 EditionPowerful Resiliency, and Voice Messaging Redundancy Secondary Server Primary Server Voice Messaging Expansion System Resilience for all IP Phones in the network Digital/Analog
Avaya IP Office Editions Flexible, scalable options based on customer needs Preferred Edition (UC with Preferred Mobility) Advanced Edition (UC with Call Center) Adds to previous: Adds to previous: Essential Edition (IP Telephony/Essential Mobility) • 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 • 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 Basic Edition (Basic telephony) Adds to Previous: • 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 • Key System • Single site only • Digital/Analog phones only • Auto-attendant • 64 party ad hoc conferencing • Voicemail & voicemail to email 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 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 OPTIONAL +$2,995 NPL (Total: $3,540)
R8.1: Avaya IP Office Server Edition Adds 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 Office Worker Power User Receptionist Midsize Business Seeking greater scale, lower TCO and simple deployment and management • Note: • Cannot add Advanced Edition to the Server Edition
Avaya IP Office Server EditionEasy to manage, seamless to upgrade Server Edition
Delivers Audio, IM & Presence capabilities over 3G and WiFi Apple iPad and Microsoft Windows Feature set and device interoperability expand over time More Flexibility for the WorkforceAvaya Flare® Communicator Delivering the World’s Most Flexible Workforce
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)* Easy upgrade based on software on an SD card It’s built into the IP Office and relabeled as B5800 * Must be Avaya Aura certified to sell the Avaya Aura SD card.
Avaya Session Border Controller Coming soon to Avaya IP Office! Ideal for Mid Market • 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
Solutions Surround Expand Your Selling, Aim Higher
Avaya Networking…. Supporting IP Office In SME & Mid Market A technology leader. Building faster, more reliable networks that reduce complexity. All while reducing total cost of ownership by up to 50%. Identity Engines
Customers who buy end to end solutions spend more money than Customers who just buy UC or CC $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 ERS 4000 - larger sites / wiring closet New! • 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) • 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 • 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
Solving BYOD Challenges with Avaya WLAN and IDE • Identity-based • Network Access Control • Identity each employee and guest device that enters the network. Apply rules based on User and Device ID, Device & Connection type • Secure • Network & Device security • Enforced network security policies and compliance • Secure remote VPN-less access WLAN 8100 and Identity Engines • Scalable • Future-proof Wireless • Industry-leading high-scale voice and video performance • Unified, future-proofed architecture • Optimized • For collaborative, real time apps • Over 20% better voice and 30% better video performance than competing networks
Support Services Global Offer Available July ’12 with IPO 8.1 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 Optional Add-Ons 24x7x365 Support • Parts Replacement • NBD, 4 hour delivery • Parts Onsite Installation by • Technician – US Only Consistent Same offer elements for SME and Mid Market Flexible Multiple service delivery options available Simple Industry standard support model at a fixed price * Promotional pricing is currently available.
Release 8.1 Entry Pricing – 3 Year Prepay Offer also available in 1 year and 5 year pre-pay IP Office Support Services is priced a few dollars above the price of a above single major Software Upgrade. Note: 48 options, available in 1, 3 or 5 year terms. On-Site options are available in the US-only.
Key Partner BenefitsOffer designed with partner and client input Avaya and partners ensure customers receive quality support • 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 • 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) • 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 Remain engaged with your customers and provide them with continued value
Selling TodayAre You Using All Available Ammunition? Reminder … Roadmaps TCO paper Case studies Promos & Programs Competitive Sheets Pricing tools Industry Toolkits Positioning Tools White Papers
Avaya’s July Solution Launch • Expand the addressable market for IP Office to include the mid-market (up to 1000 users) • Deliver the services and footprint efficiency in the mid-market that are indisputably best in class for partner margin and win rate superiority • Launch compelling networking, security and video complements to IP Office that deliver the most relevant and complete turnkey mobility and collaboration story available • Enable new levels of remote support and diagnostics on IP Office that improve customer service experience, partner service profits • Provide a release upgrade subscription in the base manufacturer support that enables a best in class investment protection story and better upsell/revisit opportunities IP Office 8.1 Launch Summary This represents a significant incremental profit opportunity for Avaya partners