1. Why we win against Cisco BE6000
with IP Office

2. The information discussed and presented is Avaya proprietary and intended for the sole use of Avaya associates and authorized Business Partners for the purpose of selling Avaya solutions and services. Use of any of this information by any organization attempting to sell non-Avaya solutions and services is strictly prohibited.

3. Midmarket Trends Productivity BYOD Mobility Virtualization Optimize
Collaborate for taking immediate decisions
BYOD
Limited internal IT staff
Mobility
Minimize exposure to risk
Nearly 50% of employees work outside the office
Virtualization
Midmarket customers want to improve their reachability and productivity, add mobility with secure BYOD strategies, optimize infrastructure, use virtualization while using a cost effective solution that allows them to fight some of their concerns such as limited IT Staff, Exposure to risk, Complexity, real time collaboration and that nearly 50% of employees are working outside the office.
Optimize
infrastructure
Complexity in operations
Cloud Services
Foresights Workforce Employee Survey, Q2 2012 3

4. R9 Avaya IP Office Mobility Video Security Networking Built-in apps
Lower
TCO
2,000 users
MS Lync
Integration
Mobility
Video
Security
Networking
BYOD
Cloud ready
Vertical
Solutions
For all these concerns and trends, IP Office is a great solutions which provides several facilities which we can see at a glance.
Scalability for up to 2,000 users, VMware ready, lower TCO, Built in applications such as messaging, mobility, call recording, VPN connection, MS Lync plug-in, a Web management interface among others.
Besides, IP Office offers a complete solution with IPT, UC, CC, Video, Security and Networking for our customers
For this reason, IP office manages and solves the Midmarket trends that we reviewed in the previous slide
Web
Mgmt
Interface
VMware
Ready
Avaya
Aura
ready

5. Cisco - End of Life Announcement
UC300, UC5X0, BE3000 and BE5000
Avaya IP Office delivers a higher value than those Cisco legacy systems while offering key new features: web management, VMware ready and scalability among others with a cost effective solution.
Cisco legacy systems are EoL since January 2014
BE6000
Cisco announced the End of life of their small and midmarket systems on January The UC 300 and 500, also BE3K and 5K are not sold anymore and basically Cisco is telling all the customers with these legacy systems that they need to migrate to the BE6K.
For that, customers will need to buy a new server, buy new licenses, install the system from scratch and be trained again on how to manage the solution. As you can see, this is basically like buying a new system.
Then, what we need to do I look for customers with this installed based of UC and BE systems and sell the IP Office which delivers higher value with additional key features that these legacy systems didn’t offer such as web management, VMware ready and scalability among others.
2010 Avaya Inc. All rights reserved.

6. 7 13 22 Avaya IP Office Cisco BE 6000 Cisco BE 7000 IPO 500v2 ISR ISR
TDM Trunk
ISR
ISR
SIP Trunk
SBC
Built-in
CUBE
Built-in
CUBE
VPN-Less Access
Built -in
Expressway
Expressway x4
BE6000
Telephony
IP Office SE
CUCM
BE7000
1 server/ 1k users
4-6 VM/svr
CUCM
Messaging
Voic Pro
Unity Connection
Unity Connection
IM/Presence
Built-in
IM/Presence
IM/Presence
Management
Web Manager
Prime Collaboration
Prime Collaboration
Conferencing
Built -in
Built-in
Built-in
Mobility
One-X Mobile Client
Jabber client
Jabber client
911 services
Built-in
Emergency Responder
Emergency Responder
Built-in
Paging
Paging
Paging
VCS
VCS
Video
Radvision SME
Conductor
Conductor
Contact Center CC CC CC
Identity Engines
IDE
Secure Network Svr
Secure Network Svr
# Boxes + Virtual Machines
3 B + 4 VM
3 B + 10 VM
6 B + 16 VM
Total Components 7 13 22
2010 Avaya Inc. All rights reserved.

7. Avaya vs. Cisco solution per market size
UCM
BE7K
BE6K
Aura
IP Office 1K 2K 3K 4K 5K 6K
7K +

8. Why Avaya Wins Against Cisco BE6K with IP Office
1. Richer Mobile Experience
2. More Flexible Solution
3. At Least 2x More Scalable
4. Simpler SIP Trunking and VPN-less Access
5. Easier to Set Up and Administer
Here are the reasons why we are winning against Cisco BE6K with IP Office:
6. Easier Networking Integration
7. At Least 20% Lower TCO
2010 Avaya Inc. All rights reserved.

9. One-X Mobile Preferred Wi-Fi - 3G/4G Connectivity
1. Richer Mobile Experience
CISCO
Jabber
One-X Mobile Preferred
One-X Mobile Preferred offers rich conference controls with click-to-conference, entry/exit notifications, moderate a conference (mute/unmute/disconnect/ isolate).
Geo-Presence uses your Mobile Device GPS to provide your contacts location on a map. You can place a call, send an IM or add that contact to a conference directly from the map view.
The “Follow a user” feature automatically monitors if your contacts are available and you will be notified when their presence status changes.
Allows callback as soon as the calling person is available. ✓
IM/Presence ✓
Wi-Fi - 3G/4G Connectivity ✓ ✓ ✓ ✓
Visual Voice Mail
Callback ✓
Conference Controls ✓
Geo-Presence ✓
Follow a user ✓
IP Office provides a richer mobile experience and in this slide we have a comparison between Jabber and OX Mobile Preferred. Basically, both applications provide IM/Presence, Dual connectivity (Wi-Fi to 4G or 3G), visual voice but IP office also delivers conference controls which help mobile users while on the road to easily click-to-conference, receive entry and exit notifications, moderate a conference by muting/unmuting, disconnecting or isolating participants. The geo-presence feature uses your mobile device GPS to provide your contacts location on a map besides you can effortlessly place a call, send an IM or add that contact to a conference directly from the map view.
Then, follow a user will automatically monitors your contacts and when they are available, you will be notified when their presence status change.
Jabber provides point to point video and if this is a solution needed by a customer then you should position Avaya Video solutions.
With all these features mobile employees will increase their productivity by being able to locate team workers anywhere, anytime to make decisions in real time. ✓
Video p2p
With Avaya, mobile employees can increase their productivity by being able to locate team workers anywhere and anytime to make decisions in real time.
By empowering mobile workers with resources from the office while they are outside.

10. 2. More Flexible Solution
CISCO
CISCO
CISCO
Software Offer
Customer can choose the best environment for their solution: Avaya Appliances or 3rd party servers with Avaya software only. However, Cisco BE runs only on Cisco servers
7821
E-129
7861
9608
7841
9608G1
Line Appearances 2 1* 16 24 4 24
Protocol
SIP
SIP
SIP
H.323
SIP
H.323
VPN client support ✓ ✓
Expansion Module ✓ ✓
Price (Phone + Lic)
$380
$ 1551
$575
$405
$605
$4451
All phones support speaker full-duplex and PoE Class 1
* Supports 2 calls through a Flash key
IP Office provides a more flexible solution as customers can choose the best environment for their solution: Avaya Appliances or 3rd party servers with Avaya software only. However, Cisco BE6000 runs only on Cisco servers.
Additionally, here we are showing the phones that Cisco is frequently positioning and its equivalent on Avaya.
7821 is compared to the new E-129, both are low-end ip phones. The supports 2 line appearances and the E-129 has one but it can handle 2 calls through the use of a Flash key. The price includes phones and licenses because with Cisco uses different licenses for each phone. For example the and 41 need to have at least the Enhanced user connect license which increases the cost per user.
Additionally, if you compare these phones to the 9608 and 9808G, the Avaya phones have more line appearance which will help people depending on their role to handle several calls and having access to any call features required with just a click, expansion modules might be added and VPN clients are supported. With Cisco phones these last 2 facilities are not supported.
Customers will decide which is the best strategy for them by re-using their existing servers and virtualizing IP Office help to reduce the solution footprint or acquiring Avaya servers.
Besides, they will benefit from the increase adjustability of using IP Phones for several business purposes: procurement, services, finance, legal departments and lobbies among others; while having easy to access buttons for using extensive telephony features and attaching expansion modules when needed. With the VPN client, phones can be used at remote sites or home depending on the user’s need.
9608X Expansion Modules (up to 3)
The low-cost 69xx series had only launched in 2009, initially intended to replace analog endpoints, primarily in emerging markets. Cisco, however, found they could be much more competitive as low-cost SIP endpoints across mainstream enterprise accounts. The early demise appears to be due to lack of market uptake based on poor aesthetics, lack of features, and quality issues.
The Cisco® IP Phone 7821 requires a Basic User Connect License (UCL) in order to connect to Cisco Unified Communications Manager. The Cisco® IP Phone 7841 and 7861 require an Enhanced User Connect License (UCL) in order to connect to Cisco Unified Communications Manager.
Customers will decide which is the best strategy for them, by reducing the solution footprint using their existing servers with IP Office virtualized option or acquiring Avaya servers.
Besides, they will benefit from the increase adjustability of using IP Phones for several business purposes, while having easy to access buttons for several call features and they will benefit from the usage of VPN phones in remote sites.
Cisco 7841/7861 require an Enhanced User Connect License (UCL)

11. 3. At Least 2x More Scalable
Cisco BE6000
Avaya IP Office
1,000
2,000
Users 60
512
Audio Conf ports 24
200
Messaging Ports
IP Office provides at least a 2 times more scalable solution as it supports up to 2,000 users vs 1,000 with BE6K
The maximum audio conferencing ports is 512 vs 60, for messaging this is 200 vs 24 and the agents that can be managed is 250 vs 100.
For example, if Cisco is proposing a solution to a customer that has 600 users, then the BE6K will be the best solution but if after some time this customer grows and passes the 1000 agents. Cisco will be proposing the BE7K which is suitable for 1000 to 5000 users but this means that customers need to buy another server, move licenses and install the system again.
This is like buying shoes for your kids, if you know they are growing faster then, you will buy the ones that give room to grow without buying new shoes in the short-term.
For all these reasons, IP Office helps customer to easily grow as their business expands without forcing a platform change
Avaya IP Office helps customers to easily grow as their business expands without forcing a platform change
100
250
Call Center Agents

12. 4. Simpler SIP trunking and VPN-less access
CISCO
SIP Trunking Security
Avaya SBC delivers secure treatment for SIP trunking connections
SIP Trunking Security
Cisco CUBE manages secure treatment for SIP trunking connections
Avaya SBC is a single solution that offers higher security at a lower cost.
Secure VPN-less Access for Mobile Devices
Cisco Expressway offers VPN-less access for remote workers. It is designed and sold exclusively with UCM 9.1 and later.
Secure VPN-less Access for Mobile Devices
Avaya SBC provides VPN-less access for mobile and remote users
Simpler SIP trunking and VPN-less access
Avaya SBC is a single-box solution addressing security issues in SIP networks, providing both SIP trunks security and VPN less access for mobile and remote users.
On the opposite side, Cisco needs CUBE software which is installed on a router for providing SIP trunking and another application will be required for delivering VPN less access, this solution is the Expressway. The Expressway is designed for and sold exclusively with UCM 9.1 and above. So if there are customers using a R8 and they need a VPN less solution, then they will need to upgrade their systems to the latest release. In the end, customers will need to buy 2 different applications for SIP trunks and VPN less access.
Therefore, position the ASBCE as a single solution that offers higher security at a lower cost.
2010 Avaya Inc. All rights reserved.

13. 5. Easier to Set up and Administer
Avaya IP Office delivers a single image software inclusive of all applications, making it easier to set up and to administer. This saves on average 50% of your IT staff time
Avaya IP Office functions as a VPN concentrator for connecting VPN phones in just one server. Besides, VPN phones can be configured directly at the remote location for faster deployments
Set up
2 hours hours
On going
Configuration
Basic Features
1 minute minutes
Advanced Features
1 - 2 minutes – 4 minutes
CISCO
55% faster
Avaya IP Office offers secure connectivity for VPN phones. And allows an easy configuration directly at the remote location.
Cisco needs a different gateway for managing secure connectivity for remote VPN phones. Also, the VPN phones need to be configured at the main site and then delivered to the remote site to be deployed.
50% faster
IP office is easier to set up and administer.
We can install, configure and test that an IP Office is ready to be used in 2 hours but Cisco BE6K will required 4.5 hours because several virtual machines will need to be installed such as CUCM for call control, Unity for messaging, Prime collaboration for management and IM/presence among others.
Customers that need VPN phones at remote locations can easily configure the Avaya phone directly from the remote location. But with Cisco VPN phones, they need to be configured at the main site and then delivered to the remote site to be deployed. And another gateway for VPN tunnels will be needed.
For this, IP Office can be set up 55% faster than BE6K
For ongoing configuration changes, IP office is 50% faster. An administrator that is working on a basic configuration for adding a new user or a voic , will only need 1 minute with IP office versus 2 minutes for BE6K. And for adding UC clients for smartphones, tables or laptops, Be6K will require between 3 to 4 minutes meanwhile IP Office can manage it in less then 2 minutes.
IP Office Web manager is a great interface for administrator which helps to complete tasks easily and within minutes. This is a friendly interface which can be used just like an IPad or iPhone by turning on and off the features that a user will need.
Avaya IP Office delivers a single image inclusive of all applications, making it easier to set up and to administer. This saves on average 50% of your IT staff time
Besides, IP Office functions as a VPN concentrator for connecting VPN phones in just one server. And the VPN phones can be configured directly at the remote location for faster deployments.
50% faster
Set up time includes all the necessary steps to make a system operational including software installation, configuration, and testing. It applies to all key components including call control, messaging, UC, conferencing, management interface and trunking.
Basic feature configuration includes creating a new user, adding a voic or changing a password.
Advanced feature configuration considers adding UC clients.

14. 6. Easier Networking Integration
Auto Setup
For deployment cases where there might not be a data networking specialist on site, ERS 3500/4000 provides an automated script to enable fast, error free installation when deployed with IP Office. It only requires to issue a single command, “run ip office”, and it will automate the entire set up process on the ERS 3500/4000 switch delivering:
Voice and Data VLANs
The IP address management on the ERS
The IP address for IP Office file server
QoS policies for connecting IP phones.
Customers deploying ERS 3500/4000 switches with IP Office, enjoy increasing operational simplicity. They will configure the switch with just one command, as well as simplify ongoing adds, moves and changes
This helps ensure fast setup and error free deployment in branch offices
ERS switch can save nearly one hour on configuration time and labor cost.
Easier Networking Integration consist on the auto set up process of Avaya switches, when we are integrating the IP office with Avaya ERS switches, this provides an automated script to enable fast, error free installation when deployed with IP Office. It only requires to issue a single command, “run ip office”, and automates the entire set up process on the ERS 3500/4000 switch delivering:
Voice and Data VLANs
Sets IP address management on ERS
Sets IP address for IP Office file server
QoS policies for connecting IP phones.
Lets analyze this graphic where we have 3 options for setting up a switch and here we are presenting the differences on configuration time and labor costs
Manual – User must manually configure each switch port – generally with multiple parameters, When installing IP Office on non-Avaya switches - that is the process required for any network switch in the market, you need data expertise and this requires nearly 60 minutes which converted to dollars is approximately 125 dollars
Prompted set up – User enters VLAN IDs, IP addresses and static route information; QoS policies are automatically defined, when installing IP Office with custom settings - just 2 mins of time which represents 4 dollars based on our first case.
Auto set up – Single command configures all switch ports with pre-defined defaults. No data expertise and is done in just 1 minute and just 2 dls of labor cost.
Customers deploying ERS 3500/4000 switches with IP Office, enjoy increasing operational simplicity. They can configure the switch with just one command, as well as simplify ongoing adds, moves and changes needed
This helps ensure fast setup and error free deployment in branch offices
Video:  

15. Cost per user based on a 3 years cost
7. At Least 20% Lower TCO
Cost per user based on a 3 years cost
In this is side we are showing that IP Office delivers at least 20% lower TCO. Here we have different sizing scenarios from 10 to a 1000 users.
All the scenarios include the IP infrastructure (servers + gateways/routers), mid-range IP phones, trunks, audio conferencing, messaging, collaboration for 20% of the users and 3 years CSSS plus upgrades.
As you can see in all the scenarios, IP Office offers a lower TCO, besides Partners can win more business by adding value added services, monitoring and consulting to customers when selling IP Office, while always delivering a cost effective solution.
Partners can now win more business by including monitoring, consulting and any value added services with IP Office deals, while providing a cost effective solution
User scenarios consider IP infrastructure (servers + gateways/routers), mid-range IP phones, trunks, audio conferencing, messaging,
20% collaboration client and 3 years service support plus upgrades.
2010 Avaya Inc. All rights reserved.

16. Awards and Recognitions
Avaya collaboration solutions have been recognized worldwide in different regions
Others Recognitions
Positioned as a Leader in Gartner Magic Quadrants
Unified Communications
Contact Center Infrastructure
Corporate Telephony
“Positive” rating in Gartner MarketScopes
Group Video Systems
IVR Systems and Enterprise Voice Portals
Unified Communications for the SMB, North America
Unified Communications for the SMB, Western Europe
North America
(2013) Product Leadership Award – Software-based Video Conferencing Solution
(2013) Market Share Leadership Award – Inbound Contact Routing Systems
APAC
(2013) Vendor of the Year – Inbound Contact Routing Systems
(2013) Customer Value Enhancement Award – Self Services in Contact Center (IVR)
(2012) Inbound Contact Routing Systems Vendor of the Year
(2012) Customer Value Enhancement Award for Self Services in Contact Center
SE Asia
(2013) Growth Excellence Award – Video Collaboration Market
(2013) Market Share Leadership Award – Contact Center Applications
EMEA
(2012) Market Share Leadership Award – Inbound Contact Routing Systems
Global
(2012) Videoconferencing and Telepresence Endpoints New Product Innovation Award
Edison Award
Third Edison Award for Innovation in Collaboration and Communications
IDC MarketScape
A leader in Worldwide Unified Communications and Collaboration
Current Analysis Intelligence Report
Outbound Contact Express; positive analyst perspective
Info~Tech
2013 Video Conferencing Vendor Landscape Award (Champion status)
InfoComm
2013 Best of Show Award for SMB: Avaya Video Collaboration Solution for IP Office
TMC
2012 Speech Technology Excellence Award for Avaya Aura® Experience Portal
Speech Technology
2012 Star Performer Award for Avaya/Aurix
2012 Vendor Contender Award for Speech Analytics, Aurix
MIC Research Institute
Contact Center Market Leader in Japan
In this slide, we have some of the awards and recognitions for Avaya solutions and how analyst are rating the different products.
For example: Gartner has provide positive rating for our Small and Medium Business solutions in North America and Western Europe, also InfoComm deliver in 2013 the Best of Show Award to the Video Collaboration solution for IP Office.
2012 PilotHouse Award: Radvision, an Avaya Company, Ranked First in Market Challenger Category
2012 PilotHouse Market Leader Award for IP Contact Center
2010 Avaya Inc. All rights reserved.

17. Why Avaya Wins Against Cisco BE6K with IP Office
1. Richer Mobile Experience
2. More Flexible Solution
3. At Least 2x More Scalable
4. Simpler SIP Trunking and VPN-less Access
5. Easier to Set Up and Administer
I just want to summarize that here we have the 7 facts why we are wining position IP Office against Cisco BE6k.
If you need additional information regarding these facts or other solutions you might be interested, visit the Competitive War Room at the Competitive Intelligence Section.
Have a happy selling!
6. Easier Networking Integration
7. At Least 20% Lower TCO
2010 Avaya Inc. All rights reserved.

18. 2010 Avaya Inc. All rights reserved.