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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

22

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

16

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