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Transcript of Avaya - Confidential. © 2012 Avaya Inc. All rights reserved. 2 Avaya - Confidential Today’s...
Win in Mid Marketwith
Avaya IP Office - Release 8.1Data Networking
Comprehensive Services
Flexible, Scalable and Future Ready!
Avaya - Confidential
© 2012 Avaya Inc. All rights reserved. 2Avaya - Confidential
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
© 2012 Avaya Inc. All rights reserved. 3Avaya – Confidential
Positioning:It’s about what they want to buy
Not what we want to sell
© 2012 Avaya Inc. All rights reserved. 4Avaya – Confidential
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 integratione.g. ACE, Lync, FMCData Networking
Avaya Support Services
© 2012 Avaya Inc. All rights reserved. 5Avaya – Confidential
We create the most
Flexible Workforce.
With a Scalable Solution.
That delivers now and for Your Future.
Communications for Your Growing Business.
© 2012 Avaya Inc. All rights reserved. 6Avaya – Confidential
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
© 2012 Avaya Inc. All rights reserved. 7Avaya - Confidential
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
© 2012 Avaya Inc. All rights reserved. 8Avaya – Confidential
Avaya IP Office R8.1
© 2012 Avaya Inc. All rights reserved. 9Avaya – Confidential
Avaya IP Office 8.1 ObjectiveExtend Reach to Mid Market
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%
© 2012 Avaya Inc. All rights reserved. 10Avaya – Confidential
Avaya IP Office R8.1What’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 & 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
© 2012 Avaya Inc. All rights reserved. 11Avaya – Confidential
Introducing 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)
500 one-X ®Portal users on a dedicated server
Simplified Install
Sim
plified
Dep
loym
ent
Up to
200 one-X ®Portal users sharing the same Linux server
Up to
Up to
All IP or Mixed Deployment – Your choice
Centralized Licensing
Centralized Management
100 Voice Messaging ports sharing the same Linux server
Up to
© 2012 Avaya Inc. All rights reserved. 12Avaya - Confidential
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
© 2012 Avaya Inc. All rights reserved. 13Avaya – Confidential
IP Office Server EditionImplementation Example
SIPAvaya IP Office Server Edition Primary ServerIP Phones
PRI/T1AnalogIP Digital
Avaya IP Office for Linux Expansion System
Avaya IP Office 500v2 Expansion System
Secondary Server adds 500 Users
© 2012 Avaya Inc. All rights reserved. 14Avaya – Confidential
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
© 2012 Avaya Inc. All rights reserved. 15Avaya – Confidential
Avaya IP Office Server EditionPowerful Resiliency, and Voice Messaging Redundancy
Resilience for all IP Phones in the network
Digital/Analog
Primary Server Secondary Server
Expansion System
Voice Messaging
© 2012 Avaya Inc. All rights reserved. 16Avaya – Confidential
Advanced Edition (UC with Call Center)
Preferred Edition (UC with Preferred Mobility)
Essential Edition (IP Telephony/Essential
Mobility)
Basic Edition (Basic telephony)
• 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)• Basic call control on mobile
devices• 128 party ad hoc conferencing• Up to 4 remote phones/system
• 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
Adds to Previous:
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
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
• 64 party ad hoc conferencing• Voicemail & voicemail to
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)O
PT
ION
AL
© 2012 Avaya Inc. All rights reserved. 17Avaya – Confidential
R8.1: Avaya IP Office Server EditionAdds 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
Midsize BusinessSeeking greater scale, lower TCO
and simple deployment and managementNote: • Cannot add Advanced Edition
to the Server Edition
Office Worker
Power User
Receptionist
© 2011 Avaya Inc. All rights reserved. 18
Avaya IP Office Server EditionEasy to manage, seamless to upgrade
Centralized Management
One view,
All locations, groups, users
Centralized Licensing
Share licenses across sites
Monitor license usage
Secure Remote Access
Less truck-rolls
Broadband speeds using
SSL-VPN
Server Edition
© 2012 Avaya Inc. All rights reserved. 19Avaya – Confidential
More Flexibility for the WorkforceAvaya Flare® Communicator
Delivers Audio, IM & Presence capabilities over 3G and WiFi
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
© 2012 Avaya Inc. All rights reserved. 20Avaya – Confidential
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.
© 2012 Avaya Inc. All rights reserved. 21Avaya - Confidential
Avaya Session Border Controller Coming soon to Avaya IP Office!
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
Ideal for Mid
Market
© 2012 Avaya Inc. All rights reserved. 22Avaya – Confidential
Solutions SurroundExpand Your Selling, Aim Higher
© 2012 Avaya Inc. All rights reserved. 23Avaya – Confidential
Identity Engines
A technology leader.
Building faster, more reliable networks that reduce complexity.
All while reducing total cost of ownership by up to 50%.
Avaya Networking….Supporting IP Office In SME & Mid Market
© 2012 Avaya Inc. All rights reserved. 24Avaya - Confidential
Customers who buy end to end solutions spend more money than Customers who just buy UC or CC
0 25 50 75 100 125 150 175 200
UC - With Networking
UC - No Networking
CC - With Networking
CC - No Networking
Avg UC/CC Annual Revenue per Customer (Q3'10-Q2'11)
$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
© 2012 Avaya Inc. All rights reserved. 25Avaya - Confidential
Avaya Networking Solutions for the Mid MarketDeliver reliable and secure connectivity for devices
ERS 3500- for remote branch / SME
• 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)
•
ERS 4000- larger sites / wiring closet
• 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
New!
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
© 2012 Avaya Inc. All rights reserved. 26Avaya – Confidential
ScalableFuture-proof Wireless
Industry-leading high-scale voice and video performance
Unified, future-proofed architecture
Identity-basedNetwork Access Control
Identity each employee and guest device that enters the network. Apply rules based on User and Device ID, Device & Connection type
OptimizedFor collaborative, real time apps
Over 20% better voice and 30% better video performance than competing networks
Secure Network & Device security
Enforced network security policies and compliance
Secure remote VPN-less access
Solving BYOD Challenges with Avaya WLAN and IDE
WLAN 8100 and Identity Engines
© 2012 Avaya Inc. All rights reserved. 27Avaya – Confidential
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
Support Services Global Offer Available July ’12 with IPO 8.1
24x7x365 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, 4 hour delivery
• Parts Onsite Installation by Technician – US Only
Optional Add-Ons
* Promotional pricing is currently available.
© 2012 Avaya Inc. All rights reserved. 28Avaya – Confidential
Wholesale List Price Co-Delivery List Price
Offer Options IP 500 V2
HP DL360G7
Linux
HP DL120G7
Linux IP 500 V2
HP DL360G7
Linux
HP DL120G7
Linux
Remote Technical Support & S/W Upgrades
8x5 Rem Tech Support & S/W Upgrades $599 $599 $599 $540 $540 $540 Per Server
24x7 Rem Tech Support & S/W Upgrades $767 $767 $767 $691 $691 $691 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
With On-Site NBD Advance Parts Replacement
8x5 Rem Tech Support, On-Site NBD APR & S/W Upgrades
$889 $2,257 $1,332 N/A N/A N/A Per Server
24x7 Rem Tech Support, On-Site NBD APR & S/W Upgrades
$1,057 $2,425 $1,499 N/A N/A N/A Per Server
With On-Site 4-Hour Advance Parts Replacement
8x5 Rem Tech Support, On-Site 4-Hour APR & S/W Upgrades
$1,071 $3,307 $1,796 N/A N/A N/A Per Server
24x7 Rem Tech Support, On-Site 4-Hour APR & S/W Upgrades
$1,238 $3,474 $1,964 N/A N/A N/A Per Server
Release 8.1 Entry Pricing – 3 Year Prepay Offer also available in 1 year and 5 year pre-pay
Note: 48 options, available in 1, 3 or 5 year terms.On-Site options are available in the US-only.
IP Office Support Services is priced a
few dollars above the price of a above
single major Software Upgrade.
© 2012 Avaya Inc. All rights reserved. 29Avaya – Confidential
Key Partner BenefitsOffer designed with partner and client input
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)
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
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
Avaya and partners ensure customers receive quality support
Remain engaged with your customers and provide them with continued value
© 2012 Avaya Inc. All rights reserved. 30
Industry Toolkits
TCO paper
Case studies
Promos & Programs
Competitive Sheets
Pricing tools
Roadmaps
Positioning Tools
White Papers
Selling TodayAre You Using All Available Ammunition?
© 2012 Avaya Inc. All rights reserved. 31Avaya – Confidential
IP Office 8.1 Launch Summary
Avaya’s July Solution Launch
1. Expand the addressable market for IP Office to include the mid-market (up to 1000 users)
2. Deliver the services and footprint efficiency in the mid-market that are indisputably best in class for partner margin and win rate superiority
3. Launch compelling networking, security and video complements to IP Office that deliver the most relevant and complete turnkey mobility and collaboration story available
4. Enable new levels of remote support and diagnostics on IP Office that improve customer service experience, partner service profits
5. Provide a release upgrade subscription in the base manufacturer support that enables a best in class investment protection story and better upsell/revisit opportunities
This represents a significant incremental profit opportunity for Avaya partners