Better Together
The benefits of selling Avaya
Networking with Avaya UC and CC
14 - 16 November 2012
|
Cancun, Mexico
Technology leader for 30 years
I
Edge Stacking
(BayStack)
Resilient Stacking
Layer 3 Switching
(Passport)
VPN
(Contivity)
1985
1994
Shortest Path
Bridging
Active/Active
Switch Clustering
Identity-Based Access
Energy Efficiency
1998
Simplified
Multicasting
Distributed
Top of Rack
2009
Real-Time Applications Focus
Avaya has shipped over:
100 million voice lines AND 100 million data ports
Collaboration Focus -
Data Center to Desktop
Avaya Desktop
Video Display
Flare on iPad
Network
Management
Avaya Desktop
Video Display
VSP 9000
IMPROVE
TIME-TOVSP 7000
Collaboration
Dynamic
Pods
Data
SERVICE
Center
MANAGE PERFORMANCE
ERS 4000
REDUCE
ERRORS
WLAN 8100
Customer
Care Sets
SR 4134
ERS 8000
Wireless
Sets
ERS 5000
Intelligent Edge
AG 2330
ERS 2500
ERS 3500
Third party
clients
Mobile
clients
VPN Clients
Unified Branch
Secure Mobile Collaboration
VoIP
Desk
Sets
Avaya Desktop
Video Display
Users care about two things
Legacy View of the Enterprise
NETWORK
APPLICATIONS
APPLICATIONS
14 - 16 November 2012
|
Cancun, Mexico
Avaya Networking Strategy
Avaya on Avaya
• Ease of commerce
• Ease of implementation
• Ease of support
• Best in class UC
experience
Ease of
Commerce
• Single quoting system
for UC/CC and
networking
• Validated, pre-tested
solutions
Ease of
Implementation
• IP Office
configuration script
single command
switch config <1 min
• Plug n Play and autoprovision ports <1
min
Disruptive Technologies
• Fabric Connect
• Shortest Path Bridging
(SPB)
• Horizontal switching
Ease of Support
• Hot swap
replacement
with auto-config in <
2 minutes
• VPFM - Integrated
fault, performance
monitoring
Best In-Class
User Experience
• Up to 18x stack
performance
ensures readiness for
real-time applications
• Advanced resilient
stacking ensures
always on availability
Avaya Networking Strategy
Avaya on Avaya
• Ease of commerce
• Ease of implementation
• Ease of support
• Best in class UC
experience
Disruptive Technologies
• Fabric Connect
• Shortest Path Bridging
(SPB)
• Horizontal switching
Simplicity
Business
Continuity
Maximize Benefits
of virtualization
Time to Service
One protocol
replaces many
(STP, OSPF,
BGP, PIM)
Quarantines the
Core from
change,
reducing
errors
Enables
seamless
proactive &
reactive VM
mobility
Empowers realtime service
moves and
additions
Adding Networking to UC & CC
Average CC
Revenue
Per CC Customer
$37K
No
Networking
4x
Average UC
Revenue
Per UC Customer
6x
$129K
With
Networking
$33K
No
Networking
$185K
With
Networking
Networking Substantially Increases Overall Spend
And for you …..
Partner Product Margin
16% - 22%
40% - 60%
PoE for Free promotion
(expires Dec 31st 2012)
Free ERS with IP phones*
Data Networking Deal
Registration
Currently 6% off WPP
Attached with Avaya Aura
(bundled UC + Networking
offer)
Avaya Connect Grow Right
Program (available soon)
Competitor 2
12% - 15%
5% - 8%
70% off
MSRP
Triple 7
Partner Blended Margin
(Product + Services)
Competitor 1
25% - 30%+
25% - 28%
20% Rebate applied to
growth
* For every 24 96x1* IP telephones that a reseller buys, they get an ERS 3500 POE at no charge!
For every 48 96x1* IP telephones that a reseller buys, they get an ERS 4800 POE at no charge!
14 - 16 November 2012
|
Cancun, Mexico
Simple Attach Opportunities
• Opportunity: Growth in Mobility, BYOD and Video
•
Attach: ERS 4000/5000 with Avaya Aura sales and IP phones
• Opportunity: 64% of SME’s are upgrading legacy systems to UC
•
Attach: ERS 3000/4000 with Avaya converged IP Office & IP phones
• Opportunity: Virtualization of UC
•
Solution: Avaya Collaboration POD
14 - 16 November 2012
|
Cancun, Mexico
Ease of Implementation
Scenario: Pinnacle Company has to install 5 different
converged IP Office Systems in different customer sites.
Using ERS 3500 quick start installation script…
Voice centric
installer unpack
equipment
Connects to
ERS 3500
Types one
command;
switch is set up
in under a
minute
Error free deployments - in minutes rather than hours without specialized data expertise
Ease of Support
Scenario: Apex Company’s most strategic customer is
hosting an event where there will be a significant increase in
voice and video traffic. With Avaya SLAMon..
Real-time traffic
is simulated to
proactively
measure
performance
Potential
issues and
their root
cause is easily
identified
Changes are
implemented
prior to the
event
Proactive performance monitoring
addresses issues before they arise
Best in Class User Experience
Scenario: Steve, a VP at a financial institution, participates
in a video conferencing call with important clients.
At login,
network detects
he is running
Scopia client,
then
Checks for
viable
network
resources for
a high QoE
Pending
resources,
assigned to a
dedicated video
service
Reduces Complexity - Ensures Optimal Experience
Pre-integrated solutions…
Introducing Avaya Collaboration Pod
Rapid deployment of real-time apps
Management
Applications
Networking
Integrated
Solution
Compute
Storage
Integrates network,
compute, storage,
management and
applications as a
single solution offering
And Improved Value
3 Year TCO
@ 10,000 ports
($M)
Up to:
3,000
Energy
50%
energy
costs
50%
capital
costs
70%
maintenance
costs
2,500
Maintenance
2,000
Product
1,500
1,000
Than the competition
500
-
Avaya
HP
Cisco
Juniper
Source: Miercom, 2011 (*Outside of the test set)
Rothesay Netherwood School
Independent, co-educational boarding & day school
Required 21st Century-Ready network infrastructure
Embrace BYOD to enhance learning environment
Problem
 Students increasingly
bringing personal devices
 Security & network
capacity concerns
 Aging network
infrastructure
 Empower teachers to
enhance learning
environment
Solution
 End to End Avaya
network
− IP Office
− IP Phones
− ERS 4000 and 5000
series
− WLAN 8100 series
− Identity Engines
− Unified Management
Value
 Embrace BYOD securely
 Enhanced Collaboration
 High availability network
 Complete end to end
solution
“Our goal is to build 21st century classrooms with interactive tools that help students learn in new
ways. With Avaya, we now have a powerful network that is up to the task and can support the steps
we’re taking to improve learning. We are able to get everything we need from Avaya—delivered in
one fully integrated package.”
—Tammy Earle, Director of Technology, Rothesay Netherwood School
Recent Press
“Avaya's genuine open standards
approach gives us confidence that
we are protecting our existing
investment and still futureproofing our network to easily
accommodate future innovations.“
Harald Nordås, Sparebanken
Vest
“Of all the presentations, Avaya's SPB
talk was the only one to provide an
example of a production
deployment. It mentioned a hospital
deploying SPB to support a
multitenant environment.”
Jim Duffy, Network World
“By using the Avaya VENA
Enterprise Fabric …We now find
ourselves in the pleasantly
refreshing position of being able to
consistently say 'yes we can'.“
Phil Taylor, Leeds Metropolitan
University
Avaya is the company that is
stepping in with a true, holistic
BYOD proposal that covers all the
pieces.“
Zeus Kerravala, ZK Research
“Avaya Identity Engine can identify
the device and the user based on his
or her login credentials,
"fingerprint" it, and register it
accordingly, based on supplied
policies.”
Ted Samson, InfoWorld
Avaya Identity Engines allows us to
tailor the level of network access
based on both the user and device,
minimizing the risk of security
breaches and ensuring confidentiality
of patient data. "
—Mark Starry, Concord Hospital
Recent Customer Announcements
*
*
*
* Avaya VENA Fabric references
*
*
Summary
An all-Avaya solution ensures
a full service experience
• Win Faster
• Accelerate Time to Service
On
• Resolve issues faster
• Optimize User experience
14 - 16 November 2012
|
Cancun, Mexico