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[PARTNER LOGO] Avaya IP Office Release 8.0 Bringing The Power of We To Small and Medium Businesses.

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Presentation on theme: "[PARTNER LOGO] Avaya IP Office Release 8.0 Bringing The Power of We To Small and Medium Businesses."— Presentation transcript:

1 [PARTNER LOGO] Avaya IP Office Release 8.0 Bringing The Power of We To Small and Medium Businesses

2 Agenda Executive Summary Solution Offers Customer Segmentation & Business Proposition Training Investments Complementary Offers Additional Resources & Links 22 2

3 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

4 SOLUTION OFFERS 4

5 Avaya IP Office The path from Integration to Innovation IP Office 500 Single, Modular Platform Scales to 384 users per system, 32 sites Simple, role-based solutions Integral Integration PARTNER ® Integration Avaya Aura TM Integration BCM, Norstar Integration Part 2 4.06.07.05.0 MOBILE WORKER AGENT POWER USER Merlin Integration 3.06.1 BCM, Norstar Integration Part 1 5 8.0 Innovation

6 Over 200,000 systems Sold World WideOver 200,000 systems Sold World Wide Avaya IP Office Differentiated selling for channels Rich Collaboration. Uniquely reliable & resilient. Easy to Customize, Personalize. Its a Hybrid. One Product. One Model. 68 years MTBF (mean time before failure) Software, not idle hardware, delivers resiliency 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 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 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 customers need 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 customers need Single, modular platform from 5 to 1,000 users Serves entire SME segment, as they grow Single, modular platform from 5 to 1,000 users Serves entire SME segment, as they grow

7 Simplified Installation & Management Expanded IP DECT options Differentiated Mobility Desktop Application Integration one-X® Mobile Preferred solution extends UC to Android mobile devices Integrated presence, IM, visual voicemail, conferencing & more! 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) 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 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 R8.0 Whats new High-quality audio G722 codec support New! Advanced Edition Reports and Statistics

8 GROUP COLLABORATION IP Office Essential Edition IP Office Preferred Edition Pre-requisite: Essential Edition IP Office Advanced Edition Pre-requisite: Preferred Ed. R8.0 Delivers Right Priced Value Across Editions How 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 BEFORE: With 7.0 GROUP COLLABORATION IP Office Basic Edition IP Office Preferred Edition Pre-requisite: Essential Edition IP Office Advanced Edition Pre-requisite: Preferred Ed. One Edition License Covers All Users on the Server (I.E. Location) IP Office Essential 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 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

9 Avaya IP Office Essential Edition The Best Value for the Money IPO Essential Edition UC 320 Small Business Edition 3000Link 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 dont: Built-in WiFi *What they have that we dont: Can add UC apps *What they have that we dont: Optional broadband module for UMS/softphone click to dial and up to 12 remote IP phones *What they have that we dont: Desktop cordless /mobility handset PBX or Key modes 10 25 For 10 user constructs $ is approx. $1,000 For 25 user constructs $ is approx. $2,000 * Comparing Essential Edition ONLY

10 Customer Segmentation and Business Propositions

11 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

12 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 Its 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 R8.0 What 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

13 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 rate Pull through white label mobile services / traffic Expands 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 R8.0 What it means for you

14 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 Cost Market 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

15 R 7.0 IP Office Adds Differentiated Mobility Grows Stronger With Every Release Avaya IP 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+

16 16 Reseller and Customer offers for IP Office Incentives to ensure success IP Office sales Software attach Training Competitive attack Incentives to ensure success IP Office sales Software attach Training Competitive attack FY12 SME Promotions and Programs Avaya helps reduce cost

17 COMPLIMENTARY OFFERS 17

18 Avaya - Confidential Key Verticals Targeted by IP Office release 8.0 Services Vertical - LegalServices 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 Edition Power User / one-X® Mobile Preferred for IP Office CTI Integration Efficient Office IP Office Advanced Edition Power 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, 3 rd party app integration) Avaya IP Office R8.0 - Premier Partner Solutions Integrating Professional Services solutions for SMEs

19 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 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

20 Avaya – Confidential Industry Toolkits TCO paper Competitive Sheets BCM Feature Matrix EC Tool Case Studies Roadmaps Positioning Tools White Papers Dont forget the full arsenal! Complete set of tools to help you win

21 Download the EZ Demo Sales tool –Laptop: http://partner.avaya.com/ptlWeb/spCP/CS2011121135038381009http://partner.avaya.com/ptlWeb/spCP/CS2011121135038381009 –iPad from safari on iPad: http://avayaezdemo.level0help.comhttp://avayaezdemo.level0help.com Understand verticals – Differentiate! Learning Resources… –SME Portal http://partner.avaya.com/ptlWeb/smbs/spHome 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 R8.0 Call to action

22

23 TRAINING INVESTMENTS

24 The New Avaya Learning Center Changes you need to understand! Whats Changing? – Effective October 31, 2011 www.avaya- learning.com will have a new look and feelwww.avaya- learning.com Whos 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 PortalSales/Partner Portal – New Avaya Learning Center coming 31 October

25 Avaya Learning Commercial Price Offer (CPO) Whats 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 Whos 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 PortalSales/Partner Portal Revised Global Pricing for Technical Training Revised Global Pricing for Technical Training FAQs

26 New to IP Office - Training Requirements Course NameCourse NumberDelivery method IP Office Sales – APSS Selling IP Office (APSS) 2S00040W Web-based 3 hrs Selling IP Office Assessment (APSS)ASC00121AEN Web-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 AVA00916WEN Web-based 6 hrs IP Office Implementation Workshop ATC01225VEN 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

27 Currently Authorized Optional 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 NameCourse NumberDelivery method Avaya IP Office Sales Delta R7.0 training 1S000410Web-based 0.5 hrs Avaya IP Office Technical Delta R7.0 training 5S00001WWeb-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 NameCourse NumberDelivery method IP Office Video Installation Class0S00153W Web-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

28 Additional Training IP Office Essential Edition Course NameCourse NumberDelivery method Selling IP Office 2S00040W Web-based 3 Selling IP Office Assessment (APSS)ASC00121AEN Web-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 NameCourse NumberDelivery method IP Office Essential Edition – Norstar Version ATC01973WEN Web-based 2 hrs

29 Selling IP Office – Training offered in language! Course NameCourse NumberDelivery method Selling IP Office2S00040W Web-based 3 hrs Selling IP Office (Russian)*2S00041W Web-based 3 hrs Selling IP Office (Mandarin)*TBD - NEW Web-based 3 hrs Selling IP Office (Assessment)ASC00121AEN Web-based 1 hr Selling IP Office (Assessment - Russian) 2S00041O Web-based 1 hr Selling IP Office (Assessment – Mandarin) TBD - NEW Web-based 1 hr *Mandarin and Russian will be available at the end of the calendar year.

30 Selling IP Office Delta Training – Training offered in language! Course NameCourse NumberDelivery method Selling IP Office - Update Release 8.0 (German) 1S00141O Web-based 0.5 hrs Selling IP Office - Update Release 8.0 (French) 1S00144O Web-based 0.5 hrs Selling IP Office - Update Release 8.0 (Italian) 1S00142O Web-based 0.5 hrs Selling IP Office - Update Release 8.0 (Spanish) 1S00143O Web-based 0.5 hrs Selling IP Office - Update Release 8.0 (Russian)* 1S00145O Web-based 0.5 hrs Selling IP Office - Update Release 8.0 (Mandarin)* TBD - NEW Web-based 0.5 hrs *Mandarin and Russian will be available at the end of the calendar year.

31 Selling IP Office R 7.0 Delta Training – Training offered in language! Available NOW! Course NameCourse NumberDelivery method Selling IP Office - Update Release 70 (German) 1S00042O Web-based 0.5 hrs Selling IP Office - Update Release 7.0 (French) 1S00045O Web-based 0.5 hrs Selling IP Office - Update Release 7.0 (Italian) 1S00043O Web-based 0.5 hrs Selling IP Office - Update Release 7.0 (Spanish) 1S00044O Web-based 0.5 hrs

32 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


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