Avaya - Confidential
Win in Mid Market
with
Avaya IP Office - Release 8.1
Data Networking
Comprehensive Services
Today’s Discussion
Overview
Up to
– 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
© 2012 Avaya Inc. All rights reserved.
Avaya - Confidential
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Positioning:
It’s about what they want to buy
Not what we want to sell
© 2012 Avaya Inc. All rights reserved.
Avaya – Confidential
3
Avaya Portfolio
Serves 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
© 2012 Avaya Inc. All rights reserved.
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Communications for Your Growing Business.
We create the most
Flexible Workforce.
With a Scalable Solution.
That delivers now and for Your Future.
© 2012 Avaya Inc. All rights reserved.
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Handsets, smart phones, desktop, tablets
Home, work, on the road
IP Digital
© 2012 Avaya Inc. All rights reserved.
Analog SIP
5 - 1,000 users in
one or more offices
SME, Mid Market,
Branch
Adaptable office from
key system to UC
Investment Protection
Flexible Architecture
Savings, Low TCO
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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
© 2012 Avaya Inc. All rights reserved.
TMC – Product of the YEARIP 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
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Avaya IP Office R8.1
© 2012 Avaya Inc. All rights reserved.
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Avaya IP Office 8.1 Objective
Extend Reach to Mid Market

Why
Mid Market
© 2012 Avaya Inc. All rights reserved.
$6.67Billion
Opportunity*

Collaboration and
Mobility are among their
top spending priorities

Major change in mindset
over last 3 years**
Spend focus
2009
Today
%
Cost reduction
53%
21%
32% 
Customer focus
11%
31%
20% 
Innovation
11%
16%
5% 
*RDA, Includes UC, CC, Networking and services
** Inside the Midmarket, a 2011 Perspective - IBM
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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 & 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.
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Introducing Avaya IP Office Server Edition
Enables Greater Scalability, Flexibility and Choice
 Users on single site or multisite (500 users per server)
Up to
Up to
Up to
Up to
 Voice Messaging ports
sharing the same Linux server
 one-X ®Portal users
sharing the same Linux server
 one-X ®Portal users
on a dedicated server
 All IP or Mixed Deployment –
Your choice
 Centralized Licensing
 Centralized Management
© 2012 Avaya Inc. All rights reserved.
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IP Office Server Edition
Wins 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.
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IP Office Server Edition
Implementation Example
IP Phones
Avaya IP Office Server
Edition Primary Server
SIP
Secondary Server
adds 500 Users
Avaya IP Office 500v2
Expansion System
Avaya IP Office for Linux
Expansion System
IP
© 2012 Avaya Inc. All rights reserved.
Digital
PRI/T1
Analog
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Avaya IP Office Server Edition
What 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
© 2012 Avaya Inc. All rights reserved.
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Avaya IP Office Server Edition
Powerful Resiliency, and Voice Messaging Redundancy
Secondary Server
Primary Server
Voice Messaging
Expansion System
Resilience for all
IP Phones in the
network
Digital/Analog
© 2012 Avaya Inc. All rights reserved.
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Avaya IP Office Editions
Flexible, scalable options based on customer needs
Essential Edition
(IP Telephony/Essential
Mobility)
Basic Edition
(Basic telephony)
• Key System
• Single site only
• Digital/Analog
phones only
• Auto-attendant
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
Preferred Edition
Advanced Edition
(UC with Preferred Mobility)
(UC with Call Center)
Adds to previous:
Adds to previous:
• 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
Adds All Options: Power User, Office
Worker, teleworker, mobile worker
Adds Options: Agent,
Supervisor
• 64 party ad hoc conferencing
• Voicemail & voicemail to
email
Very Small,
single site
basic needs
Add Receptionist, and
Multi-site
Small,
can be multi-site with
mobility needs
© 2012 Avaya Inc. All rights reserved.
Small to Midsize
growing, with UC needs
OPTIONAL
No user solutions, or multisite options
+$2,995 NPL
Small to Midsize
with customer
service center
(Total: $3,540)
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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
Midsize Business
Seeking greater scale, lower TCO
and simple deployment and management
© 2012 Avaya Inc. All rights reserved.
Office
Worker
Power
User
Receptionist
Note:
• Cannot add Advanced Edition
to the Server Edition
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Avaya IP Office Server Edition
Easy to manage, seamless to upgrade
Centralized
Management
Centralized
Licensing
One view,
All locations,
groups, users
Share licenses
across sites
Monitor license
usage
Secure
Remote
Access
Less truck-rolls
Broadband
speeds using
SSL-VPN
Server Edition
© 2011 Avaya Inc. All rights reserved.
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More Flexibility for the Workforce
Avaya Flare® Communicator
 Delivers Audio, IM &
Presence capabilities
over 3G and WiFi
 Apple iPad and
Microsoft Windows
 Feature set and device
interoperability expand over
time
Delivering the World’s Most Flexible Workforce
© 2012 Avaya Inc. All rights reserved.
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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
After
 Just sell Avaya IP Office 500
“edge in” by adding a software SD
card (at POS or later)*
 Migrating from IP Office to the
B5800 required a forklift
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.
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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,
Ideal for
Mid
Market
Avaya
SBCAE
Untrusted Network
(Internet, Wireless, etc.)
intuitive and easy-to-manage
– Enterprise feature set with
Security upgrade option
– Advanced toll fraud protection
– Remote worker – VPN’less
security solution
Inside the Midmarket, a 2011 Perspective - IBM
© 2012 Avaya Inc. All rights reserved.
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Solutions Surround
Expand Your Selling, Aim Higher
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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%.
© 2012 Avaya Inc. All rights reserved.
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Customers who buy end to end solutions spend
more money than Customers who just buy UC or CC
Avg UC/CC Annual Revenue per Customer
(Q3'10-Q2'11)
$37k
CC - No Networking
$129K
CC - With Networking
UC - No Networking
UC - With Networking
0
25
50
75
100
125
150
175
200
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.
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Avaya Networking Solutions for the Mid Market
Deliver reliable and secure connectivity for devices
ERS 3500
ERS 4000
- for remote branch / SME
- 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
Avaya - Confidential
•© 2012 Avaya Inc. All rights reserved.
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Solving BYOD Challenges with Avaya WLAN and IDE

Identity-based
Secure
Network Access Control
Network & Device security
Identity each employee and guest
device that enters the network. Apply
rules based on User and Device ID,
Device & Connection type

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
© 2012 Avaya Inc. All rights reserved.
Optimized
For collaborative, real time apps

Over 20% better voice and 30% better
video performance than competing
networks
Avaya – Confidential
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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
Optional Add-Ons
24x7x365 Support
Parts Replacement
• NBD, 4 hour delivery
• Parts Onsite Installation by
Technician – US Only
 Access to Software Patches and Updates
 Enhanced Secure Remote Connectivity SSL/VPN
 1, 3 or 5 year prepaid terms
 Available in Wholesale & CoDelivery Models
Consistent
Flexible
Simple
Same offer elements for
SME and Mid Market
Multiple service delivery
options available
Industry standard support
model at a fixed price
© 2012 Avaya Inc. All rights reserved.
* Promotional pricing is currently available.
Avaya – Confidential
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Release 8.1 Entry Pricing – 3 Year Prepay
Offer also available in 1 year and 5 year pre-pay
Wholesale List Price
IP 500 V2
HP
DL360G7
Linux
HP
DL120G7
Linux
8x5 Rem Tech Support & S/W Upgrades
$599
$599
24x7 Rem Tech Support & S/W Upgrades
$767
8x5 Rem Tech Support, NBD APR & S/W Upgrades
24x7 Rem Tech Support, NBD APR & S/W Upgrades
Co-Delivery List Price
IP 500 V2
HP
DL360G7
Linux
HP
DL120G7
Linux
$599
$540
$540
$540
Per Server
$767
$767
$691
$691
$691
Per Server
$792
$1,705
$1,089
$715
$1,535
$979
Per Server
$959
$1,872
$1,256
$866
$1,687
$1,130
Per Server
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
$889
$2,257
$1,332
N/A
N/A
N/A
Per Server
$1,057
$2,425
$1,499
N/A
8x5 Rem Tech Support, On-Site 4-Hour APR & S/W
Upgrades
$1,071
$3,307
$1,796
N/A
24x7 Rem Tech Support, On-Site 4-Hour APR & S/W
Upgrades
$1,238
$3,474
$1,964
N/A
Offer Options
Remote Technical Support & S/W Upgrades
With NBD Advance Parts Replacement (APR)
With 4-Hour Advance Parts Replacement
With On-Site NBD Advance Parts Replacement
8x5 Rem Tech Support, On-Site NBD APR & S/W
Upgrades
24x7 Rem Tech Support, On-Site NBD APR & S/W
Upgrades
With On-Site 4-Hour Advance Parts Replacement
© 2012 Avaya Inc. All rights reserved.
IP Office Support
N/A
Services
isN/A
pricedPeraServer
few dollars above
the price of a above
N/A
N/A
Per Server
single major
Software
Upgrade.
N/A
N/A
Per Server
Note: 48 options, available in 1, 3 or 5 year terms.
On-Site options are available in the US-only. Avaya – Confidential
28
Key Partner Benefits
Offer designed with partner and client input
Avaya and partners ensure customers receive quality support
Flexible
Predictable Costs
 Choose Co-Delivery or Wholesale
 Choice in coverage:
 8x5 & 24x7
 Parts replacement delivery
options
 Leverage Avaya onsite services for outof-territory sites (US Wholesale only)
 One price & material code per server
with IP Office 8.1
 Keep your customers current with
Software Upgrades
 Minimize cash outlay with Parts options
Competitive
 Industry competitive support pricing
 Technical expertise from the
manufacturer
 Options to meet a wide variety of needs
 1-5 year terms
 Optional coverage
 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
Remain engaged with your customers and provide them with continued value
© 2012 Avaya Inc. All rights reserved.
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Selling Today
Are You Using All Available Ammunition?
Roadmaps
TCO paper
Case studies
Promos & Programs
Competitive Sheets
Pricing tools
Industry Toolkits
Positioning Tools
White Papers
© 2012 Avaya Inc. All rights reserved.
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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
© 2012 Avaya Inc. All rights reserved.
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