Avaya Aura: Taking the Next Step
Collaborate NOW! Promotion
Partner Briefing Deck
Last updated: 30th September 2013
AVAYA PROPRIETARY & CONFIDENTIAL
Simplifying Real-Time Collaboration for Everyone
1. Collaborate NOW! Promotion
2. Why Now is the Time for UC
3. User Profile Value in Avaya Aura®
4. Case Studies
5. Next Steps
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2
Enterprise Installed Base Promotion – 3 Updates
1
Promotion Consolidation
3
July to September
October to September 2014
Target: Avaya upgrade AND
Nortel technology refresh
Collaboration Pack for
CS1000 Promotion
2
Target: Nortel heritage base
with gradual migration approach
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Discount Changes
Today From Oct 1st
Min 100 Collaboration Suite licenses
15%
15%
Min 100 Mobility Suite licenses
13%
14%
Min 100 Foundation Suite licenses
11%
7%
3
Installed Base View
30M Lines of upgrade & up-sell opportunity
Avaya Heritage Installed Base
CM6
1.2M Lines
Nortel Heritage Installed Base
R6/7
1.3M Lines
R7.5/7.6
3.1M Lines
CM5
4.9M Lines
CM4 and Below
9.9M Lines
Pre R6
9.7M Lines
The majority of the base requires an upgrade before they can leverage
the innovative applications
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Collaborate NOW! Objective & Availability
Drive applications and reduce the hardware hurdle of
upgrades. In addition, support the rollout of Avaya
Aura® Suite Bundles:
Objective
Target Audience
Availability
• Re-engage customer base, protect from competitive
inroads
• Forklift out old Avaya or Nortel PBXs / Server hardware
and replace current releases
• Establish base of platforms for future collaborative
applications sales
CM5 Installed Base and Below
Nortel Installed Base
1. Technology refresh to Avaya Aura
2. Migration approach – upgrade CS1000 to 7.6 AND
add Avaya Aura at the same time
EMEA
Start date: 8th April 2013
Timeframe
End
date:or Avaya
22policy.
September 2014
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signed agreement
5
Avaya Aura® Suite Licensing
Driving high margin user driven collaboration sales conversations
Mix & Match per user across the enterprise
Optional Video Room connectivity
Collaboration Suite
Optional al-la-carte
Conferencing or Scopia (/port)
Conferencing 7
(Audio/Web/Video)
Mobility Suite
Scopia /user *
Desktop & Mobile
Optional al-la-carte
Conferencing or Scopia (/port)
Foundation Suite
Avaya Aura
CM,SM, SMGR
Avaya Aura
Presence
one-X
Communicator
Avaya
SBC
Flare
for iPad
Voice
Avaya Aura
CM, SM, SMGR
Avaya Aura
Presence
Voice
ACE 6.2
MS Lync
Plug in ACA
CM
Messaging
Core telephony, messaging,
SIP-enabled, with desktop clients,
supporting all phones
Avaya - Proprietary.
One-X
Communicator
Avaya
SBC
Flare
for iPad
Voice/Web/Video
Avaya Aura
CM, SM, SMGR
Flare
for PC
ACE 6.2
MS Lync
Plug in ACA
Avaya Aura
One-X
Mobile/ Messaging
SIP/iOS/CES
Avaya Aura
Presence
ACE
ACE
Flare
for PC
Avaya Aura
One-X Messaging
Mobile/
SIP/iOS/CES
One-X
Communicator
ACE
CM
Messaging
Additionally empowering roaming users,
road warriors and telecommuters, with
UM, mobile clients, and secure BYOD
access
Use pursuant to your signed agreement or Avaya policy.
Flare
for PC
ACE 6.2
MS Lync
Plug in ACA
CM
Messaging
Additionally empowering power
collaborators with video
and multi-modal conferencing
6
Collaborate NOW! Promotion Offer Summary
Three Levels of Discount tied to each new Avaya Aura License Suite
Minimum Number of
ASIPP and/or Upgrade
Licenses
Foundation Suite
Mobility Suite
Collaboration Suite
100
100
100
Incremental Partner Discount
Discounts apply to:
• UC & C Portfolio
• CC Portfolio
• Radvision portfolio
• Data networking
• Upgrade Advantage
• Support Advantage
Exclusions
7%
14%
15%
VSP9000, OEM and non-discountable Products, WFO Maintenance
NOTES:
• Discounts are incremental, eg. If standard discount is 40% and the deal qualifies for Mobility Suite discounts
then the total discount to the partner will be 54%
• Support Advantage discount applies to 1 or 3 year contracts. In the case of a 1 year contract, the second
year renewal will be at the same rate as year 1, subsequent years will be at standard (non-promotional)
pricing
• For the Adriatic’s, Turkey and Middle East & Africa regions, the incremental discount on the endpoints will
max be 12%.
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7
WHAT’S IN IT
FOR THE PARTNER
Advantages

Target the industry’s largest installed base of enterprise communications systems: 50 million users worldwide

Re-engage and protect your customer base: lead with high margin applications value while addressing hardware
and software upgrade requirements

Build on Suite Licensing messages of simplicity, added value and strong applications position with time-limited
promotions pricing
Saving Elements
►7-15% of LIST price – applicable to:
► UC & Collaboration Portfolio
► Contact Center
► Networking
► Radvision
► Upgrade Advantage
► Support Advantage
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WHAT’S IN IT
FOR THE CUSTOMER
Advantages
SIP consolidation
for savings –
entrée into UC
Mobility applications
to bring your company
to the next level
Collaborative User
experiences with
Integrated video tools
Comprehensive
world-class support
Saving Elements
Avaya Aura
Upgrade User
Licenses (min.
100 required)
All Avaya
Common
Servers
G-Series
Gateways
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96X1
Phones
Networking
Radvision
Elite
6000 MCU & Endpoints
9
WHAT’S IN IT
FOR THE CONTACT CENTER CUSTOMER
Advantages
Enterprise wide
Engagement
Right Media,
Right Time
Actionable
Insight
Comprehensive
world-class support
Saving Elements
SMS
Call Center Elite
Licenses
Call
Management
System
CMS
Hard
ware
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Multi-Media
Elite
*agent interface
Phones
Servers
Networking
Radvision
Elite
6000 MCU & Endpoints
10
Calculation Examples
Example
1
2
3
4
Quantity of Suite Licenses ordered
Foundation
80
200
300
1000
Mobility
20
150
100
75
Promo
Comments
Discount
Collaboration
90
100
50
25
None
As there is not at least 100
upgrade licenses in any of the
suite this design is not eligible for
promo discounts
15%
The highest promotional discount
is eligible on the deal as there
are at least 100 Collaboration
Suite licenses
14%
Not enough Collaboration Suite
licenses to qualify for the 15%,
but enough Mobility Suite
licenses to qualify for 14%
7%
Not enough Mobility or
Collaboration Suite upgrade
licenses to qualify for 14-15% but
more than enough Foundation
Suite upgrade licenses to qualify
for the 7% incremental discount
Note: although the Aura Suite license determines the promotional discount level,
the actual discount is applicable to the entire deal including HW, SW, Contact
Center, Radvision, Networking, Upgrade Advantage and Support Advantage,
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except
OEM products and VSP9000
Quoting & Ordering
 Step 1
– Add the appropriate Campaign Code to your upgrade opportunity in
SFDC.
– “Collaborate NOW! EMEA” for Avaya Heritage upgrades and migrations
– “Collaborate NOW! EMEA Nortel” for Avaya Nortel upgrades and migrations
 Step 2:
– Follow the simple rules of this promotion design your upgrade using
the Avaya Solution Designer (ASD) and upload it in SAP
 Step 3:
– Raise an SSR for special discount, indicating in the comment
section that this is a request for Collaborate NOW! promotional
discounts
 Step 4:
– The Avaya Deals Desk will confirm your promotional pricing back (on
a best effort basis the SLA is to respond within 24 hours), with the
approval number
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MPGs Eligible for Promotional Discounts
Avaya Pricing Model MPG
1P – HW (Red UC HW, SMEC)
2P – SW (Red UC SW)
3P – PERI (Endpoints)
4P – HW2 (Blue Voice HW)
5P – SW2 (Blue Voice SW, Red Contact Center)
6P – DATA (Networking)
7P – OEM
8P – RADVISION
1S – Maintenance Services
2S – Professional Services
3S – Operations Services
Collaborate NOW! Discounts?
Y
Y
Y*
Y
Y
Y
N
Y
Y
N
N
* Note: the maximum discount on endpoints for the Adriatic’s, Turkey and
Middle East & Africa regions is 12%.
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13
Information & Resources
 Collateral – available on the promo page – click here
– Offer Definition
– Partner presentation
– Partner Cheat Sheet
– Customer presentation
– Customer fact sheet
 Useful links
– Collaborate NOW! End User web page – click here
– The Avaya Aura Savings Estimator – click here
– Making the Most of the Latest Avaya Aura Capabilities Video –
click here
– Avaya Aura: Taking the Next Steps Whitepaper – click here
 Questions? Send en email to emeapromotions@avaya.com
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Simplifying Real-Time Collaboration for Everyone
1. Collaborate NOW! Promotion
2. Why Now is the Time for UC
3. User Profile Value in Avaya Aura®
4. Case Studies
5. Next Steps
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The Speed of Business is Accelerating
Requires New Internal and External Collaboration Tools
BYOD
Enterprise
Customers
Users
CLOUD
Point of
Customer
Service
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Point of
Employee
Productivity
16
Customers Facing Rapid Technology Change
New technologies, adoption challenges, complex
multi-vendor environment
4:1
Mobile
projects will
outnumber
PC projects
400%
802
30%
16%
Million
Increase in
dedicated
video soft
clients by 2016
Tablets by
2016
Increase in
mobile
enterprise
investments
through
2015
Of enterprise
will be cloud
based by 2015
Source: Gartner
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Meeting The Needs Of All Your Constituents
Customer
Experience
Problem
Resolution
Increase
Productivity
Faster
Execution
Decrease
Cost
Simplify
Maintenance
Integrate
Systems
Deploy New
Services
Anywhere,
Anytime
Any Device,
Any Modality
Relevant
Information
Social
Networking
Line of
Business
IT
End User
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Simplifying Real-Time Collaboration for Everyone
1. Collaborate NOW! Promotion
2. Why Now is the Time for UC
3. User Profile Value in Avaya Aura®
4. Case Studies
5. Next Steps
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19
User Profiles vary as Employee Needs Differ
Power Collaborator
Office Centric
Name Lookup, Click-to-Dial,
Desktop Video, IM/Presence,
Voicemail, Conference Calls.
Foundation
Mobile and Virtual Worker
Remote access,
Enterprise features,
Mobility
Single-number reach, device choice,
speech-enabled, consume content.
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Multi-tasking, any device,
Host voice/video and web
conferences, share content.
Collaboration
20
A Software Suite for all your User Profiles
Foundation Suite
Mobility Suite
Collaboration Suite
Provides core telephony,
messaging, SIP-enabled,
with desktop soft clients,
Including video,
supporting
all phones
Office Centric
Additionally empowering
roaming users, road
warriors and teleworkers
with UM, mobile clients
and secure BYOD access
Maximing productivity for
power and visual
collaborators with video
and multi-modal
Power
Collaborator
conferencing
Mobile and Virtual Worker
Foundation
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Mobility
Collaboration
21
A Software Suite for all your User Profiles
Driving user-profile driven, collaboration-oriented, sales conversations
Mix & Match per user across the enterprise
Optional Video Room connectivity
Optional al-la-carte
Conferencing 7 or Scopia (/port)
Collaboration Suite
Mobility Suite
Foundation Suite
Optional al-la-carte
Conferencing 7 or Scopia (/port)
Avaya Aura Conferencing
(Audio/Web/Video)
Scopia /user *
Collaboration
Suite
Desktop
& Mobile
Mobility Suite
Avaya
SBCE
Avaya Aura
One-X Messaging
Mobile/
SIP/iOS/CES
Flare
for iPad
EC500
Voice
Foundation Suite
Avaya Aura
CM,SM, SMGR
Avaya Aura
Presence
one-X
Communicator
w/Video
Voice
ACE 6.2
MS Lync
Plug in ACA w/ Video
CM
Messaging
Flare
for iPad
EC500
Avaya Aura
CM, SM, SMGR
Avaya Aura
Presence
ACE
ACE
Flare
for PC
Avaya
SBCE
Flare
for PC
ACE 6.2
MS Lync
Plug in ACA w/ Video
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one-X
Communicator
w/Video
Voice/Web/Video
Avaya Aura
CM, SM, SMGR
Avaya Aura
One-X
Mobile/ Messaging
SIP/iOS/CES
Avaya Aura
Presence
one-X
Communicator
w/Video
ACE
CM
Messaging
Flare
for PC
ACE 6.2
MS Lync
Plug in ACA w/ Video
CM
Messaging
22
Simplifying Real-Time Collaboration for Everyone
1. Collaborate NOW! Promotion
2. Why Now is the Time for UC
3. User Profile Value in Avaya Aura®
4. Case Studies
5. Next Steps
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23
Case Study
BC Hydro: Taking the Next Step in Communications
Major utility providing reliable energy to over 1.8 million
customers across 57,000 km of transmission lines with 6,0000
employees
Problem
 Dated phone system nearing
end-of-life
 Lack of effective mobility
solutions for highly mobile
work force
 Smooth migration required
for 10,000 lines across 200
locations
 Need to reduce total cost of
ownership
Solution
 Avaya Aura® Communication
Manager, Session Manager
and System Manager for
simplified deployment,
management and
administration
 EC500 for one number
access
 one-X Communicator for full
featured laptop mobility
Value
 Able to reduce technical
staff administering the
communications solution
and shift them to other
priorities
 Enhanced mobility and
“reach-ability” for employees
 Simplified Move / Add /
Change tasks get
employees up and running
more quickly
“Avaya’s system has really transformed how our IT department – and BC Hydro – conducts
business. It used to take five employees to manage the phone system; now it’s a two person
job. Members of our IT department have been able to focus on other areas.”
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Case Study
Parkview Health: SIP for Real-Time Collaboration
Not-for-profit healthcare provider serving a community of
over 820,000 residents, with 8,000 staff and 8 hospitals
distributed across North East Indiana
Problem
 Improve & accelerate
communications among
mobile caregivers and other
staff
 Deliver data from monitoring
devices to mobile staff in
real-time
 Unify a decentralized voice
network without a complete
forklift of legacy switches
Solution
 Avaya Aura Session Manager
and Communication Manager
for an integrated SIP based
collaboration core
 The Mobile Activity Assistant
improves collaboration and
accelerate work flow by
consolidating nurse call alerts,
critical result notifications, stat
requests, and co-worker
messages onto one
application on a mobile
device.
Value
 Accelerated work flows and
efficiencies resulting in more
time for bedside care
 Integration with other smart
technologies for real-time
access to data that supports
patient care and safety
 Cost savings on SIP
connectivity
 Ease of integration with
legacy switches
 •
“Parkview chose Avaya because the company strongly supports
our vision that
advanced mobile communications are key to providing outstanding health care and the
best patient experience.”
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25
Case Study
Emory: Enabling the BYOD Campus
Renowned private research university in Atlanta, Georgia
Also one of the Southeast’s leading healthcare systems
3,000 faculty members, 50 locations, 52,000 endpoints
Problem
 Employees roaming campus
typically not connected to
university communications
 Too many incompatible
devices to support
 Use of personal phones
requires tracking too many
contact numbers
 Need to control TCO for IT
Solution
 Early access customer now
planning Flare Communicator
roll-out to faculty with iPads
 Extending use of existing
Avaya Aura® infrastructure
and shared back-end apps
 Interoperates with Avaya
Desktop Video Devices and
other mobile clients being
used by staff
Value
 IT issues are minimal
 Able to leverage expanding
BYOD iPad use
 Staff can establish their own
“office identity” anywhere
 Expect to simplify “roaming”
and drive improved staff
accessibility and productivity
 Reduce LD costs
 Fun!
“Combines Avaya software engineering expertise with all the strengths of the iPad. The
result is great voice quality, high reliability and a beautiful user interface that looks like it
was built for how we work today. It’s the only ‘phone’ I have on my desk right now.”
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26
Case Study
Boyd Bros: Collaboration Wherever You Go…
Midsize transportation company based in Clayton, Alabama
Over 1000 trucks hauling time-sensitive steel/building materials
Recognized as “Best Fleet To Drive For”
Problem
 Critical shortage of qualified
drivers in the transportation
industry
 Keeping qualified people on
staff when they relocate
 Providing sales personnel
with mobility options
 Need to lower TCO and
streamline management
Solution
 Consolidated Avaya Aura®
communications platform
 Avaya one-X® for mobility,
presence, teleworking,
contact center and home
agent capabilities
 Emergency home and
remote virtual office choices
 Easy to add HD video
conferencing for relationshipbuilding with drivers
(2010 Truckload Carrier Assoc.)
Value
 Competitive advantage in
hiring and retaining drivers
 Cost avoidance in training
new employees: $50K+/year
 300% increase in home
agent productivity
 80% improvement system
management time
 Easy to establish home
offices and mobility options
http://www.networkworld.com/news/2011/031611-avaya-boyd-uc.html
“Avaya has helped us to create a more effective and mobile workforce,
and to continue building a highly collaborative culture.”
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Simplifying Real-Time Collaboration for Everyone
1. Collaborate NOW! Promotion
2. Why Now is the Time for UC
3. User Profile Value in Avaya Aura®
4. Case Studies
5. Next Steps
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Next Steps
 Engage with your CAM on plan to work the base
 Avaya Aura Taking the Next Steps - Whitepaper
 Making the Most of Avaya Aura Capabilities - Video
 Avaya Aura Savings Estimator
 Fact Sheet (Customer Facing – in progress)
 Starting Collaborating NOW!
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