1. Simplifying the Path to Collaboration Solutions
Collaboration Suite
Mobility
Suite
Foundation
Suite
Avaya Aura® Suite Licensing
Simplifying the Path to Collaboration Solutions

2. Simplifying Real-Time Collaboration for Everyone
Why Now is the Time for UC
Avaya Aura®
Suite Licensing
Collaborate Now!
One Source

3. Customers Facing Rapid Technology Change New Technologies, Adoption Challenges, Complex Multi-vendor Environment
Tablets by 2016
802
Million
Mobile projects will outnumber PC projects
4:1
Increase in dedicated video soft clients by 2016
400%
Increase in mobile enterprise investments through 2015
30%
Of enterprise will be cloud based by 2015
16%
Source: Gartner 1
Why Now Is the Time for Unified Communications?
The growing demand for unified communications and collaboration (UC&C) solutions is a key part of the overall rebound in technology spending since the financial turndown. According to the technology research firm IDG, UC&C solutions are “poised to become ubiquitous.”2 In a survey of over 1,000 IT and business professionals, IDG found 60% of them planning to implement or upgrade existing UC&C solutions within the next three years. Another analyst projects an 11.2% growth rate in enterprise investments in UC&C through Mobility is a huge factor in the growth of UC&C: the growing presence of smartphones, tablets and other mobile devices in the enterprise took place despite the historically challenging economic environment.
But other factors are also playing a major role:
Business is virtual: The four walls of the enterprise no longer come even close to defining it. Your employees, partners, suppliers and customers can be anywhere. How easy you make it to connect and collaborate increasingly defines who and what you are as a business.
Generational shift: The exit of the Baby Boomers and the rise of the Millennials means more and more people who expect the latest mobile and social networking solutions.
Global competition: New marketplace entrants in Asia and Latin America, unencumbered by legacy systems, take UC&C for granted.
Being green: UC&C solutions have demonstrated proven performance in reducing commuting and business travel.
Video: Video has moved out of dedicated facilities and across the enterprise through casual, cost-effective use on the desktop and on the go, delivering on an expectation that has been talked about for decades.
As a result of these and other factors, while enterprises may differ in the timing of their move to UC&C (according to IDG, the larger the organization, the faster the move), it’s no longer a question of “if” but “when.”
Gartner Symposium on iPads and Beyond: Top Ten Business Applications for Tablets (session) October 2011

4. Simplifying Real-Time Collaboration for Everyone
Why Now is the Time for UC
Avaya Aura®
Suite Licensing
Collaborate Now!
One Source

5. User Profiles Vary as Employee Needs Differ
Depending on role-based tasks, your pitch could point to users that work in a variety ways and need different tools throughout their day. Avaya offers three licensing suites that map to the user profiles of how and where people work: Office Centric, Mobile and Virtual and Power Collaborators. This creates an environment where users have on-demand real-time access to advanced collaboration services and applications that deliver enhanced customer access (service?), improved employee efficiency, and lower total cost of ownership. Your pitch could further be expanded to focus on the profiles that provide maximum impact to the overall success of the business. The next slide provides simple statements to further help with elevator pitch development.
Office Centric
Mobile and Virtual Worker
Power Collaborator
Name lookup
Click-to dial
Desktop Video
IM/Presence
Voic
Conference Calls
Remote access
Enterprise Features
Single-number reach
Device Choice
Speech-enabled
Ready access to content
Conferences
Share content
Multi-tasking
BYOD
Voice, video, web
Always on
© 2012 Avaya Inc. All rights reserved.

6. A Software Suite for all your User Profiles
Mobile and Virtual Worker
is the key to productivity
Office Centric
Power Collaborator
Requires solid communications
Achieves success through
Collaboration
Foundation
Mobility
Collaboration Suite
Foundation Suite
Mobility Suite

7. Simplifying Real-Time Collaboration for Everyone
Why Now is the Time for UC
Avaya Aura®
New Avaya Aura® Suite Licensing
Collaborate Now!
Next Steps

8. Mix and Match Licensing
Avaya Aura® Suite Licensing – Business Value
Select different licensing suites based on the unique needs of different users to help ensure that the right people are accessible and empowered to make well-informed decisions rapidly - anywhere, anytime
Create a complete collaborative experience through new application features
Avoid paying for features a user may not require by fine tuning feature selection through mix and match licensing
Support Advantage and Managed Services are available to match customer’s needs; new bundled pricing provides savings
Mix and Match Licensing
End-to-End Solution
Now new customers, the new Suite Licensing provides a great opportunity to offer this customer the best Avaya Aura collaboration features on a per user basis. And the new bundles make it easier to understand exactly what features are included and what areas of business UC they are targeting.
We suggest any offer should be based on the Mobility Suite. The solution most in demand today is support for the mobile user. BYOD, support for consumer devices, extension of office communications to any geography are all key requests for any enterprise when they begin to look into UC solutions and move beyond IP telephony. The Mobility Suite directly addresses this need by combining the best Avaya Aura mobility features such as Flare for the iPad and one-X Mobile, enabling the consumers smart device as an important component of the business communication network. Since one-X communicator and Flare for PC is already included in the Foundation Suite (and as such is part of the Mobility offer) the user is provided with a complete UC solution from the desktop to the remote office, telecommuters to road warriors. With Session Border Controller enabled per user, the remote access is secure and efficient, SBC will support VPN-less secure connectivity. And with the Avaya Aura Messaging license all Mobility users have the full function messaging and voic capabilities available to them.
The Collaboration Suite will enable those users that require an easy to access, valuable to use video interface from their desktop or mobile client plus Avaya Aura Conferencing 7 to support full video, web or audio conferencing and the full Avaya Flare experience. Complete video and conferencing solution, open collaboration to accelerate any business.
And the basic, Foundation level user has all of the key core features such as SIP and survivability along with enhanced desktop communication tools to provide a basis for future upgrades when needed..
And since we permit a combination of licenses per enterprise, the system can be designed to best meet each user’s needs; mobility, collaboration or basic features whichever the user requires.
Lower TCO
Complete Services

9. Mix & Match per user across the enterprise
Avaya Aura® Suite Licensing
Deskphone license
Voice
Video IM
Presence
UC clients for Windows & Mac
Voice Mail
Microsoft Lync & Office integration
Session Management
APIs
System Management
Survivability
Foundation
Suite
Mobility
Suite
Avaya Aura Foundation Suite +
Fixed-mobile convergence
Mobile device support
Speech based personal assistant
Unified Messaging
Secure Remote Access
Now new customers, the new Suite Licensing provides a great opportunity to offer this customer the best Avaya Aura collaboration features on a per user basis. And the new bundles make it easier to understand exactly what features are included and what areas of business UC they are targeting.
We suggest any offer should be based on the Mobility Suite. The solution most in demand today is support for the mobile user. BYOD, support for consumer devices, extension of office communications to any geography are all key requests for any enterprise when they begin to look into UC solutions and move beyond IP telephony. The Mobility Suite directly addresses this need by combining the best Avaya Aura mobility features such as Flare for the iPad and one-X Mobile, enabling the consumers smart device as an important component of the business communication network. Since one-X communicator and Flare for PC is already included in the Foundation Suite (and as such is part of the Mobility offer) the user is provided with a complete UC solution from the desktop to the remote office, telecommuters to road warriors. With Session Border Controller enabled per user, the remote access is secure and efficient, SBC will support VPN-less secure connectivity. And with the Avaya Aura Messaging license all Mobility users have the full function messaging and voic capabilities available to them.
The Collaboration Suite will enable those users that require an easy to access, valuable to use video interface from their desktop or mobile client plus Avaya Aura Conferencing 7 to support full video, web or audio conferencing and the full Avaya Flare experience. Complete video and conferencing solution, open collaboration to accelerate any business.
And the basic, Foundation level user has all of the key core features such as SIP and survivability along with enhanced desktop communication tools to provide a basis for future upgrades when needed..
And since we permit a combination of licenses per enterprise, the system can be designed to best meet each user’s needs; mobility, collaboration or basic features whichever the user requires.
Collaboration Suite
Avaya Aura Mobility Suite +
Content sharing
Audio conferencing
Video conferencing
Web conferencing
Browser access with firewall traversal to voice, video, content sharing
Desktop/mobile video
Recording
Mix & Match per user across the enterprise

10. Avaya Aura Conferencing
Avaya Aura® Suite Licensing Matching Users with Collaboration Solutions
Optional Video Room connectivity
Mix & Match
per user
across the enterprise
Optional a-la-carte Conferencing or Scopia (/port)
Collaboration Suite
Mobility Suite
Avaya Aura
CM, SM, SMGR
Presence
Flare
for PC CM
Messaging
MS Lync
Plug in ACA w/ Video
ACE
ACE 6.2
One-X
Mobile/
SIP/iOS/CES
for iPad
Voice
Avaya
SBCE
Avaya Aura Conferencing
(Audio/Web/Video)
Scopia /user
Desktop & Mobile
Optional a-la-carte Conferencing or Scopia (/port)
Avaya
SBCE
EC500
Avaya Aura
Messaging
Foundation Suite
Avaya Aura
CM,SM, SMGR
Presence
Flare
for PC
Voice CM
Messaging
MS Lync
Plug in ACA w/ Video
ACE
ACE 6.2
Flare
for iPad
Voice/Web/Video
One-X
Mobile/
SIP/iOS/CES
The new Suites are not using new features, they are just bundling the features that Avaya offers in more efficient packages, simpler to understand, specifically addressing the needs of the business user.
As you can see with the new Suites, we provide you with a better value at the base or Foundation level, a base solution that offers full survivability options, complete desktop access for Lync integration and Flare users, essential but with a big business plus.
The enterprise that needs to add mobile collaboration will easily recognize the value in the Mobility Suite, a solution that combines all of the security and access options any mobile user will require. Addressing the market demands that communications has to involved mobile users, has to accept personal devices but still has to provide enterprise level security.
And finally the power user, the enterprise user that wants full video and audio collaboration will find their solution in the Collaboration Suite. With Avaya Conferencing 7 and Scopia desktop and mobile clients this user will quickly understand how making video accessible and easier to use enhances the business value of enterprise wide video collaboration.
But any flexible solution must address that each enterprise will have users with different needs, Foundation up to Collaboration. The new Avaya Aura Suite Licensing directly responds to this need by making the choices selectable on a per user basis, each corporate environment can add as many Essential users, Mobility users and Collaboration users they require, flexibility in addressing each enterprise, offering the best combination of features to meet their company goals.
EC500
one-X
Communicator
w/Video
one-X
Communicator
w/Video
Avaya Aura
CM, SM, SMGR
Avaya Aura
Presence
one-X
Communicator
w/Video
ACE
Flare
for PC
ACE 6.2 CM
Messaging
MS Lync
Plug in ACA w/ Video
Product Licensing & Delivery System (PLDS) manages user licenses per system & supports Suite portability per Avaya’s Global License portability policy

11. Collaboration Suite – Scopia User Capabilities
Scopia User License
Own a Scopia Virtual Meeting Room  (Access Number)
Schedule meetings
Initiate Ad-hoc meetings
Full meeting access with Scopia Mobile & Desktop
Audio, Video and Collaboration
Complete meeting moderation capabilities
Easily host guest users with Scopia Desktop & Scopia Mobile
Once the customer purchased the Collaboration Suite License he is entitled to get the SCOPIA user license for Desktop/Mobile video collaboration.
The customer also entitled to get all the related SW – SCOPIA Desktop & SCOPIA Management
In order to deploy it the customer need to order separately the SCOPIA Elite for the Aura Collaboration Suite.
In the future the customer will be able to purchase concurrent rooms licenses allowing him to connect Room endpoints to a SCOPIA meeting. Without such licenses he will only be able to connect with SCOPIA desktop and Mobile clients.

12. Collaboration Suite – Scopia Clients
720p Continuous Presence
Up to 28 participants in a single layout
Mac & Windows support
IOS & android support
Built-in firewall traversal
SCOPIA Mobile
SCOPIA Desktop

13. Collaboration Suite – Scopia Management
New Scopia Elite MCU model for
Avaya Aura Collaboration Suite
*Ordered Separately via ASD
1U Chassis
Runs up to 800 Scopia Users1
Unlimited scalability – Just add more servers

14. Collaboration Suite – Scopia Software
Installed on a dedicated server (Win 2008)
Upto 40,000 Scopia Users
Manages up to 25 MCUs
Licensing via Aura WebLM Licensing server
Installed on a dedicated server (Win 2008)
Upto 250 concurrent Desktop/Mobile calls per server
Built-in Firewall traversal
Scalable using external Load balancer

15. Suite licenses can be mixed – Foundation, Mobility and Collaboration
Customer FAQ
Licenses in a single host must be either SE/EE or Suite – can’t mix older with new
Customer at R6.x (SE or EE) can add licenses to their existing system without moving to Suite licenses (minus the extra features)
Suite licenses can be mixed – Foundation, Mobility and Collaboration
We can provide a little more detail as to what will the new Suite Licensing mean for existing customers?
The initial response to this question is until they upgrade to the latest version of Avaya Aura, there is no change for them. Existing licenses will continue and the features they have today will be available.
But the key for any customer not on Avaya Aura 6.2 today is there will be great benefits if they upgrade. By moving to 6.2 then they can have access to all of the new mobility and collaboration features to help their business communications.
We suggest that for most customers the best migration strategy is to move up to the Mobility Suite, this gives them all of the BYOD and mobile interface features that probably a majority of their users will need and are probably asking for today. Now if they have a set of power collaboration users, executives that need desktop video or sales managers they want video capabilities, the Collaboration Suite license is their best solution. And for the other users, not mobile or not video, we can offer the Foundation Suite, more features than any standard edition user today at a very reasonable cost.
Best of all, they can mix these licenses within their own enterprise, they can decide how many Mobility users, how many Collaboration users and design a enterprise communication solution that meets the needs of every users and fits the needs of every user.
New service offerings are also developed to integrate with the new user licenses. Depending on the user license the cost for Support Advantage is designed to support the specific features and capabilities that user might have. We also recommend that each new Suite license include Upgrade Advantage, we have found that to be of great value to any enterprise customer and when they are making the decision to migrate to the latest Avaya Aura 6.2 features it is a perfect time to offer the UA solution. In the next section of the course we will provide more details as to costs for any existing customer to move to the Suite Licensing model.
Any existing entitlement is maintained (EC500, AES Unified Desktop) when moving to any Suite license
Support Advantage and Managed Services are available to match customer’s needs; new bundled pricing provides savings

16. Avaya Aura® Suite Licensing
Included
a la carte
Included if CMEE entitlement
License
Standard Edition
Enterprise Edition
Foundation Suite
(New)
Mobility Suite
Collaboration Suite
Avaya Aura CM, System Manager
Avaya Aura IM/Presence
Avaya Aura Session Manager
Survivability (LSP, Survivable Core)
Communication Manager Messaging (basic VM)
one-X Communicator
one-X Mobile with Client Enablement Services
Extension to Cellular
Desktop Video
Flare PC / one-X Communicator Mac
Microsoft Lync Desktop Integration w/ACA NA
Flare iPad
Avaya Aura Messaging
SBCE & Remote Access
Avaya Aura Conferencing
Scopia Desktop & Mobile
Analog License Available for $40/user

17. Simplifying Real-Time Collaboration for Everyone
Why Now is the Time for UC
Avaya Aura®
New Avaya Aura® Suite Licensing
Promotions
One Source

18. Promotions UC Contract Center Networking IP Office –SME
Collaborate Now –
Collaboration Pack
Triple M – Octel/Intuity –S/H/Implementation
Elite suites – EMC, AEP, One x Agent, Supervisor, Control manager, Speech Analytics (direct only), etc – building block
25% discount off WPP – to 10/23 –Refuse to Lose
Substantial discount with UC success promo – 12% promotion UC
Contract Center
Networking
IP Office –SME

19. Promotion Tied to Avaya Aura® Suites
Foundation Suite
Mobility Suite
Collaboration Suite
Minimum Number of Licenses
100
Mix and Match?
Yes
Incremental Discount + ++
+++
Discount Applies to
All Avaya Common Servers (including application servers), G Series Gateways, 96x1 Phones, application licenses and data solutions on the same purchase order
Call Center Inclusion
Call Center Elite, CMS and the Elite Multichannel feature pack can all be added at the discount level applicable to the appropriate Avaya Aura Suite.  Terms and conditions:
1.Minimum order of 20 Call Center Elite agents
2.Either a new CMS or CMS upgrade is required
3.The number of CMS agents must = number of Call Center Elite upgrade licenses
Promotion Runs Until 24 September 2013!

20. What’s In It For the Customer
Saving Elements
Advantages
SIP consolidation
for savings – entrée into UC
Comprehensive
world-class support
Radvision Elite 6000 MCU
Mobility applications
to bring your company to the next level
Collaborative User experiences with integrated video tools
Avaya Aura Upgrade User Licenses
*Must have a min. of 100 Licenses
For Avaya’s installed base customers, this promotion provides a completing incentive to deploy new applications and upgrade their core Avaya Aura architecture at the same time. Customers receive:
A SIP based collaboration core that provide the potential for both immediate cost savings and the scalability, reliability and flexibility to take them into the future
Access to a simplified and comprehensive selection of UC clients as contained in the new Avaya Aura® Suite License structure
Applications to meet current business imperatives and establish new, more effective ways of doing business
World class support from Avaya – a leader in unified communications, customer contact solutions and services.
Networking
All Avaya Common Servers
G-Series Gateways
96X1 Phones
Promotion runs from April 1 – September 24, Collaboration Suite Licenses will not launch until 1 June 2013 but will be included in the promotion and ASD on 4 March for quoting purposes.

21. What’s In It For the Contact Center Customer
Saving Elements
Advantages
Comprehensive
World-class Support
Enterprise-wide
Engagement
Radvision Elite 6000 MCU
Right Media, Right Time
Actionable Insight
Call Center Elite
Licenses
*Must have a min. of 20 Licenses
For Avaya’s installed base contact center customers, this promotion provides a completing incentive to deploy new applications and upgrade their core Avaya Aura architecture at the same time. Customers receive:
A SIP based collaboration core that provide the potential for both immediate cost savings and the scalability, reliability and flexibility to take them into the future
Access to a simplified and comprehensive selection of UC clients as contained in the new Avaya Aura® Suite License structure
Applications to meet current business imperatives and establish new, more effective ways of doing business
World class support from Avaya – a leader in unified communications, customer contact solutions and services.
Call Center Elite, CMS and the Elite Multichannel feature pack can all be added at the discount level applicable to the appropriate Avaya Aura Suite. Terms and conditions:
Minimum order of 50 Call Center Elite agents
Either a new CMS or CMS upgrade is required
The number of CMS agents must = number of Call Center Elite upgrade licenses
Phones
Servers
Networking
Call Management System
Multi-Media Elite
*agent interface
CMS Hardware

22. Introduction to One Source Design & Ordering Tools, simplified pricing and discounts – much more
June 2,1013

23. Description of APM Material Price Groups (MPGs)
Avaya Corporate Presentation
Description of APM Material Price Groups (MPGs)
Products (9)
Services (3)
HW (on-going MPG for hardware components) Mix of various BUs but weighting mostly Red UC 1P
MS Maintenance services 1S 2P
SW (on-going MPG for software components) Mix of various BUs but weighting mostly Red UC
APS Professional services 2S
PERI (on-going MPG for peripheral devices) Mix of telsets and other devices from various BUs 3P
AOS Operate services 3S
HW2 Mix of various BUs. Most Blue h/w except Data 4P
SW2 Mix of various BUs and includes Red CC. Most Blue s/w except Data
Other (1) 5P
SYSTEM Non-discountable items 1Z
DATA (on-going MPG for DATA components) Includes components of DATA portfolio 6P
OEM (on-going MPG for OEM components) Mix of various BUs, mostly Red 7P
Video (effective Mar 13)
MPG for Radvision hardware and software 8P
SMEC (effective May 13)
MPG for Red IP Office hardware and software 9P
© 2011 Avaya

24. RESULTS TO DATE:
A1S has improved speed and quality of quote and order processes by more than 75%
87% reduction in quote time
average time for 5-location quote dropped from 27 to 3.5 minutes
75% increase in automation
electronic transmission increased from 21% to 87% of all Avaya orders
92% faster order processing
reduced average order time from 15 to days
50% faster special pricing approvals
reduced Special Bids response time from 3 days to 1.5 days