[PARTNER LOGO] Avaya IP Office Release 8.0 Bringing The Power of We To Small and Medium Businesses.
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Transcript of [PARTNER LOGO] Avaya IP Office Release 8.0 Bringing The Power of We To Small and Medium Businesses.
[PARTNER LOGO]
Avaya IP Office Release 8.0
Bringing The Power of We™To Small and Medium Businesses
Agenda
• Executive Summary
• Solution Offers
• Customer Segmentation & Business Proposition
• Training Investments
• Complementary Offers
• Additional Resources & Links
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2
Simplified Installation & Management:• Browser based web Manager for IP
Office Basic Edition• New UC Application Module (coming
soon)
Differentiated Mobility:• Federated IM/Presence across
multiple platforms• Enhanced Mobility extended to
Android devices
IP Office delivers the right solution 100% of the time for 99% of all businesses worldwide
Executive Summary
IP Office R8.0 delivers innovation, simplicity, and an enhanced functionality that enables greater collaboration across all platforms and devices. With IP Office R8.0 the only
thing that is stopping your customers from being successful….is themselves.
3
Enhanced Desktop Integration:• Microsoft Outlook plug-in
• MSFT and Google calendar mining through one X Portal
• SalesForce integration
SOLUTION OFFERS
4
Avaya IP OfficeThe path from Integration to Innovation
IP Office 500Single, Modular Platform
Scales to 384 users per system, 32 sitesSimple, role-based solutions
Integral Integration
PARTNER® Integration
Avaya AuraTM IntegrationBCM, Norstar
Integration Part 2
4.0 6.0 7.0
5.0
MOBILE WORKER
AGENT POWERUSER
Merlin Integration
3.0 6.1
BCM, Norstar Integration Part 1
5
8.0
Innovation
Over200,000 systems
Sold World Wide
Avaya IP Office Differentiated selling for channels
Rich Collaboration.
Uniquely reliable & resilient.
Easy to Customize,
Personalize.
It’s a Hybrid.
One Product. One Model.
68 years MTBF (mean time before failure)
Software, not idle hardware, delivers resiliency
Browser based user solutions Configurable solution based on
types of user 170+ compliant applications via
certified 3rd party developers
Enriched mobility, voice and video desktop experience on cellular
Includes 128 party audio conference bridge
IP, digital, analog or SIP or mix
Greener on IP than the rest
Variety of digital options consume far less energy
Migrate to IP based on customer’s need
Single, modular platform from 5 to 1,000 users
Serves entire SME segment, as they grow
Simplified Installation & Management
Expanded IP DECT options
DifferentiatedMobility
Desktop Application Integration
► “one-X® Mobile Preferred” solution extends UC to Android mobile devices
► Integrated presence, IM, visual voicemail, conferencing & more!
► C110 UC Module provides on-board applications support for IP500v2
► Bundled with Preferred Edition► Browser-based Web Manager for IP
Office Basic Edition (i.e. formerly Essential Edition - Quick Mode)
New! Essential Edition License
► Microsoft® Outlook plug-in► Enhanced one-X Portal for IP Office adds
MS Exchange & Google calendar mining and presence
► Salesforce.com Integration
Avaya IP Office R8.0What’s new
High-quality audio G722 codec support
New! Advanced Edition Reports and Statistics
GROUP COLLABORATION
IP OfficeEssentialEdition
IP Office Preferred EditionPre-requisite: Essential Edition
IP OfficeAdvanced EditionPre-requisite: Preferred Ed.
R8.0 Delivers Right Priced Value Across EditionsHow To Explain Price Changes to Your Sales Channels
Quick Mode
Standard Mode
One Edition License Covers All Users on the Server (I.E. Location)
$50 +$2,395 +$2,295
BEFORE: With 7.0
GROUP COLLABORATION
IP OfficeBasic Edition
IP Office Preferred EditionPre-requisite: Essential Edition
IP OfficeAdvanced EditionPre-requisite: Preferred Ed.
One Edition License Covers All Users on the Server (I.E. Location)
IP OfficeEssential Edition
New
$50 +$1,895 +$2,295$495
Problem: Too much value
in STD mode for $50
Modes are too confusing
Too wide a gap in price to jump to Preferred
AFTER: With 8.0
Raised price & increased value
Added mobility for all users
Reduced price & increased value
Added preferred mobility with power user
Solution: Simplify by
eliminating “modes”
Re-allocate pricing to minimize gap
Add value to strengthen proposition
Avaya IP Office Essential EditionThe Best Value for the Money
IPO Essential Edition UC 320 Small Business Edition 3000 Link Pro 160
$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
$ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $ $
Avaya Value• Mobility for all users
with SIP/T1
• Scales to 384 users on single platform
• Native SIP trunks
• TUI or Web GUI programming
• Visual Voice
Can add:• up to 2 Remote worker
solutions• Multisite support• TDM or IP for
trunk/phones• DECT support• UC apps with upgrade to
Preferred Edition
Areas to exploit:• Cheaper for <15 but
does not scale above 24 users
• Limited conferencing• More expensive
SPA500 phones needed to get features
• No TUI• Pure IP Play only
Areas to exploit:• Requires separate PC
server (included)• Pure IP play only• URL GUI• May need third party
for SIP support
Areas to exploit:• VM and AA optional,
not included (3 options t o choose from
• 900MHZ cordless (3810 equiv)
Areas to exploit:• Limited scale• Only scales to 25 on
one system, 50 across 10
• Pure IP Play• 10 SIP, + 6 analog line
limit
*What they have that we don’t:• Built-in WiFi
*What they have that we don’t:• Can add UC apps
*What they have that we don’t:• Optional broadband
module for UMS/softphone click to dial and up to 12 remote IP phones
*What they have that we don’t:• Desktop cordless
/mobility handset• PBX or Key modes
10
25
For 10 user constructs $ is approx. $1,000For 25 user constructs $ is approx. $2,000
* Comparing Essential Edition ONLY
Customer Segmentation and Business Propositions
• Current Avaya customers with legacy products
• Expanding or Greenfield
• Desires Mobility, UC and or CC functionality
• Seamless Desktop integration to select mobile devices
• Lower TCO – Green product
• Investment Protection and easy migration path
• Simple to understand, purchase and finance
• Innovative productivity applications
• Traditional key-system customers
• PBX customers <250
• Heritage Avaya legacy customers
• Healthcare and Hospitality and Professional Services verticals
Market Segment
Customer Type
Customer Positioning
Avaya IP Office R 8.0
Manage Your Office from Your Mobile Device
Lower Your TCO with a Greener
Solution
Integrate Communications
& Business Applications
Integration with Salesforce.com® and Microsoft® Outlook enables SMEs to embed communications into their desktop
Seamless integration between your office desktop and your mobile devices
Real-time business collaboration and federated presence across multiple platforms
It’s greener - C110 UC Module consumes less power than external server
Up to 5% lower TCO over 5 years than server-based installations*
Hybrid DECT enables SME to retain infrastructure; save $
Avaya IP Office R8.0What it means for your SME prospects and customers
*Research was conducted independently by The Tolly Group, and The Tolly Group was compensated by Avaya for conducting the study
Maximizes Revenue
Opportunity
Strengthens Selling
Proposition
Lowers Your Cost of Sale, Support
Web-based management reduces overhead and maintenance costs
Reduce installation times by more than 90 minutes over server-based installations
Improve applications attach ratePull through white label mobile services / trafficExpands sales opportunity through integration with
Microsoft Outlook and Salesforce.com
Installation made easier by consolidating applications on a single “plug and play” module
External Windows server, licenses, and skill set not required
Avaya IP Office R8.0What it means for you
What Avaya brings to you
Programs to offset costs, fuel growth, increase margins Robust functionality which includes; mobility, Salesforce integration,
Microsoft Exchange integration, point to point video and voice conferencing; all address’ customer hot buttons, increase loyalty
Upgrade capabilities open the door to complete solution sales Easy migration path from legacy products
Increase Margin
MDF programs,Promotions, Expanded
Product portfolios
Avaya programs help marketing dollars go further! Tested programs provide quicker ROI with a lower “touch”
Simplified installation increases margins, decreases time on premise, improves customer satisfaction accelerates project closure
Learn, Sell and Maintain one product platform that scales the SME Market
Reduce CostMarket Leaders Campaigns, Partner Marketing Central,
Streamlined training,One product line
Utilize AFS leasing options to increase cash on hand AS Advanced funding option puts 50% of margin in your hands at the
time of sale Improve cash flow by lowering “payable to receivable” gap
Realize Cash Quickly
Avaya Financial Services(AFS)
How Partners Benefit by doing business with Avaya
R 7.0
IP Office Adds Differentiated MobilityGrows Stronger With Every Release
AvayaIP Office
Nortel IP and digital phone support
Nortel data migration tool
Simplified administration for sub-20 market WW
New conferencing phones
IP Office UC extends to Android
Outlook Plug-in New option for
“server-less” UC with Preferred Edition (1Q 2012)
Contact Center Coaching /silent intrusion & whisper page
Web management for Quick Mode
IP Office UC extends to iPhone
Remote SSL/VPN Access
Federated presence
Multi-site CCR Web management
for other editions Hybrid cloud Avaya Flare®
Experience
*Planned; Subject to change
R 8.0 *2012+
Reseller
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Reseller and Customer offers for IP Office
Incentives to ensure success IP Office sales Software attach Training Competitive attack
FY’12 SME Promotions and ProgramsAvaya helps reduce cost
Customer
Makes buying decisions easier Try and buy Buy-back Trade in Trade up Rebates Investment Protection
COMPLIMENTARY OFFERS
17
Avaya - Confidential
Key Verticals Targeted byIP Office release 8.0 Services Vertical - Legal Services Vertical - Finance
Customer Profile
• Highly mobile workforce• Require high degree of collaboration
with colleagues and clients• Need to have accurate and efficient
billing management• Need to hire temp workers• Call recording integral to business
• Need sales/service staff to be easily accessible
• Must provide a high degree of customer service
• Need to manage costs• Often operate across multiple sites
Key Value Propositions
• Anytime, anywhere access• Improved AR turnover• Attract and hire workers regardless of
location
• Anytime, anywhere access• Prompt, personalized customer service• Seamless collaboration across multiple
sites
Solutions
Core Solution
IP Office Preferred EditionPower User / one-X® Mobile Preferred for IP OfficeCTI Integration
Efficient Office
IP Office Advanced EditionPower User / one-X® Portal for IP Office
Premier Partner Solutions
Computer Instruments (Enhanced IVR/Paging/Messaging)AMC (CRM Integration)RSI , Tiger (Call Accounting)Datel (Call Reporting), NMS Adaptive (Call Recording, 3rd party app integration)
Avaya IP Office R8.0 - Premier Partner SolutionsIntegrating Professional Services solutions for SMEs
Avaya – Confidential
►EZ Demo gets a makeover►Also available on iPad►Available soon in French,
German & Russian►Updated ROI Calculator►Updated Collateral and
tools►New Posters & Screensaver
Download IP Office EZ Demo: Go to Safari on iPad (must be running latest OS on iPad)
http://avayaezdemo.level0help.com
New Tools!Sales Tool Kit for R8.0
Avaya – Confidential
Industry Toolkits
TCO paper
Competitive Sheets
BCM Feature Matrix
EC Tool
Case Studies
Roadmaps
Positioning Tools
White Papers
Don’t forget the full arsenal!Complete set of tools to help you win
• Download the EZ Demo Sales tool– Laptop: http://partner.avaya.com/ptlWeb/spCP/CS2011121135038381009 – iPad from safari on iPad: http://avayaezdemo.level0help.com
• Understand verticals – Differentiate!• Learning Resources…
– SME Portal http://partner.avaya.com/ptlWeb/smbs/spHome
– Look for the Avaya IP Office R8.0 sales toolkit
– Take the Course:• R8.0 Delta• APSS
Avaya IP Office R8.0Call to action
TRAINING INVESTMENTS
The New Avaya Learning Center Changes you need to understand!
What’s Changing?– Effective October 31, 2011
www.avaya-learning.com will have a new look and feel
Who’s Affected?– Sales– Partners – Customers
Why Does It Matter?– Cleaner and more intuitive– Guest Access to view product and solution
training– User training materials available
Learning Resources– On Sales/Partner Portal
– New Avaya Learning Center coming 31 October
Avaya Learning Commercial Price Offer (CPO)
• What’s New?
– Global pricing framework will be applied to Avaya Technical Training (excludes Sales and Design training)
• Instructor Led (ILT) – Virtual Instructor Led (vILT) – Web-based (WBT)
– Effective November 7, 2011
• Who’s Affected?
– Partners and Customers
• Why Does It Matter?
– Leverages a single Global Price list which eliminates complexity of different pricing country to country
– Based upon competitive benchmarking of comparable offers in each market in each theatre.
• Learning Resources
– On Sales/Partner Portal• Revised Global Pricing for Technical Training
• Revised Global Pricing for Technical Training FAQs
New to IP Office - Training Requirements
Course Name Course Number Delivery method
IP Office Sales – APSS
Selling IP Office (APSS)2S00040W
Web-based 3 hrs
Selling IP Office Assessment (APSS) ASC00121AENWeb-based
1 hr
Avaya is offering two methods to continue your learning; Virtual instructor Led via Web.Alive or In person Instructor led.
IP Office Implement – ACIS
IP Office Hardware and Data Components
AVA00916WENWeb-based
6 hrs
IP Office Implementation WorkshopATC01225VEN
ATC01225IEN
Virtual Instructor led or Instructor led
5 days
ACIS - Avaya IP Office Implementation Exam 6401.1
Pearson Vue Testing Center
2 hrs
Enhanced Support Requirement – Optional - ACSS
IP Office Advanced Applications and Troubleshooting
ATI00484VEN
AT100484IEN
Virtual Instructor Led or Instructor Led
5 days
ACSS Small & Medium Enterprise Communications Exam 3000.3
Pearson Vue Testing Center
2 hrs
Effective 11/7/11
Currently AuthorizedOptional Training – Understand the latest release
For Partners currently APSS authorized, or planning to refresh their Sales and Implementation credential this course is recommended. There is no additional assessment required.
Course Name Course Number Delivery method
Avaya IP Office Sales Delta R7.0 training
1S000410 Web-based
0.5 hrs
Avaya IP Office Technical Delta R7.0 training
5S00001W Web-based
2 hrs
Avaya IP Office Sales Delta R 8.0 training 1S00137O
Web-based
0.5 hrs
Avaya IP Office Technical Delta R 8.0 training 4S00003W
Web-based
2 hrs
Course Name Course Number Delivery method
IP Office Video Installation Class 0S00153WWeb-based
1 hrs
For Partners currently APSS authorized, and are interested in selling IP Office Video solutions, Avaya has introduced a new video sales course.
New – IP Office Video Training
Additional TrainingIP Office Essential Edition
Course Name Course Number Delivery method
Selling IP Office 2S00040WWeb-based
3
Selling IP Office Assessment (APSS) ASC00121AENWeb-based
1 hr
IP Office Essential Edition – PARTNER ® Version Installation** ATC01993WEN
Web-based
Self-paced
IP Office Essential Edition - Quick Mode Installation 4S00001W
Web-based
2 hrs
Partners who traditionally sold PARTNER ® ACS and Norstar and would like to continue selling our – IP Office Essential must complete the following training:
For Partners currently APSS Authorized and would like additional training on IP Office Essential Edition – Norstar Version (Middle East/North Africa only)
Course Name Course Number Delivery method
IP Office Essential Edition – Norstar Version ATC01973WEN
Web-based
2 hrs
Selling IP Office – Training offered in language!
Course Name Course Number Delivery method
Selling IP Office 2S00040WWeb-based
3 hrs
Selling IP Office (Russian)* 2S00041WWeb-based
3 hrs
Selling IP Office (Mandarin)* TBD - NEWWeb-based
3 hrs
Selling IP Office (Assessment) ASC00121AENWeb-based
1 hr
Selling IP Office (Assessment - Russian)
2S00041OWeb-based
1 hr
Selling IP Office (Assessment – Mandarin)
TBD - NEWWeb-based
1 hr
*Mandarin and Russian will be available at the end of the calendar year.
Selling IP Office Delta Training – Training offered in language!
Course Name Course Number Delivery method
Selling IP Office - Update Release 8.0 (German)
1S00141OWeb-based
0.5 hrs
Selling IP Office - Update Release 8.0 (French)
1S00144OWeb-based
0.5 hrs
Selling IP Office - Update Release 8.0 (Italian)
1S00142OWeb-based
0.5 hrs
Selling IP Office - Update Release 8.0 (Spanish)
1S00143OWeb-based
0.5 hrs
Selling IP Office - Update Release 8.0 (Russian)*
1S00145OWeb-based
0.5 hrs
Selling IP Office - Update Release 8.0 (Mandarin)*
TBD - NEWWeb-based
0.5 hrs
*Mandarin and Russian will be available at the end of the calendar year.
Selling IP Office R 7.0 Delta Training – Training offered in language! Available NOW!
Course Name Course Number Delivery method
Selling IP Office - Update Release 70 (German)
1S00042OWeb-based
0.5 hrs
Selling IP Office - Update Release 7.0 (French)
1S00045OWeb-based
0.5 hrs
Selling IP Office - Update Release 7.0 (Italian)
1S00043OWeb-based
0.5 hrs
Selling IP Office - Update Release 7.0 (Spanish)
1S00044OWeb-based
0.5 hrs
Steps to achieve the SME Expert Badge
SME Expert Designation Achieved!
Service Assessment Requirement
Credential Requirements:
SME Expert Benefits!
•2 APSS•2 Advanced Certifications held by 2 unique individuals *
•SME Expert Remote Assessment
Marketing
• SME Expert Logo• Current Analysis Membership• Partner Locator preference • Lead routing preference certain
theatres
Financial
•Marketing Dev. Funds
Technical
• Remote GSS Support for implementations
• Direct access to the GSS Backbone for Maintenance
•Input to product development Via (GRIP)
* Could include: 2 ACSS OR 1 ACSS & 1 ACIS OR 1 ACSS & 1 PA-Implement OR 1 ACS and 1 PA-Implement