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Simplifying the Path to Collaboration Solutions

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1 Simplifying the Path to Collaboration Solutions
Collaboration Suite Mobility Suite Foundation Suite Avaya Aura® Suite Licensing Simplifying the Path to Collaboration Solutions NDA Presentation for Distributors, Partners and Sales June 2013

2 Agenda – Avaya Aura® Suite Licensing
1. Simplify the Path to Collaboration 2. Suite Licensing Details 3. Summary 4. Backup (TCO, Services, Partner Proposition)

3 Call To Action: Avaya Aura® Suite Licensing
This is very important! The new Avaya Aura® Suite Licensing affects the sales of all of our Avaya Aura and UC/Collaboration applications portfolio and: Dramatically simplifies the purchase of Avaya collaboration solutions Aligns with customer business needs for mobility and collaboration Creates an opportunity to drive a higher-value application “mix” Reinforces Avaya strategic directions Is highly competitive with Cisco and Microsoft packages “Foundation Suite” replaces “Essential Suite” for naming content remains the same Sales Portal Have your teams review the full information (offer definition, FAQ, longer presentation, etc.) and keep coming back as new information is posted: https://avaya.my.salesforce.com/apex/sp_ViewDetailPage? Id=a3j LByTAAW or search for “Avaya Aura Suite Licensing” page

4 Market Trends Personal Enterprise Video Meets Mobile Collaboration 60% UC growth rate driven by personal/ mobile video 40% employees spend >20% of time away from desk 80% Fortune 100 deploying iPhones/iPads 48% Deployed 28% Used 40% Room systems get used vs. 64% for PC based systems (Aberdeen), Gartner says 28% Let’s summarize the business challenge: Room systems have great quality but can be difficult to use without support PC’s and Devices offer video collaboration that is easier to use, but the quality isn’t the same and the net result is the same – makes collaboration difficult Now compound that by the fact that people are using more devices to connect Conclusion: We need high quality, Low cost enterprise video collaboration that is intuitive and works across mobile, PC, tablet, and room systems Video/Room 48% of enterprises have deployed video room communications. However on average, only 28% of employees using. – Gartner Over 71% of enterprises expect to integrate desktop/mobile video with rooms - Nemertes Expect 60% video growth rate in UC deployments by 2016 driven by personal and mobile video – Gartner Control of network bandwidth is a key part of selling more pervasive use of video – Gartner Mobile Collaboration BYOD Up to 40% of employees spend >20% of time far from desk – Gartner Over 80% of Fortune 100 deploying iPhones and iPads – Network World 72% of organizations permitting employee-owned devices – Aberdeen Mobility budgets are rising. Overall average growth is 16% for 2013 Over of enterprises expect to integrate desktop/mobile video with rooms 71% 2010 Avaya Inc. All rights reserved.

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 Agenda – Avaya Aura® Suite Licensing
1. Simplify the Path to Collaboration 2. Suite Licensing Details 3. ASD & PLDS Updates 4. Summary 5. Backup (TCO, Services, Partner Proposition)

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 Distributed media architecture
Avaya Aura® Suite Licensing Cost-effective upgrade and purchase path to mobility and collaboration $225 new user $70 upgrade $0 upgrade with UA/SSU $140 Conferencing 7 a-la-carte MCU /port Scopia a-la-carte $325 new user ($100 from Foundation) $125 upgrade $75 upgrade with UA/SSU $140 Conferencing 7 a-la-carte MCU /port Scopia a-la-carte $525 new user ($200 from Mobility) $275 upgrade $175 upgrade with UA/SSU ~$5500 connect Scopia room system to MCU Per user list price in $US Dollars with flexible per-user mix & match licensing Product Licensing & Delivery System (PLDS) manages user licenses per system & supports Suite portability per Avaya’s Global License portability policy Collaboration Suite Optional al-la-carte Conferencing 7 or Scopia (/port) Mobility Suite Conferencing 7 Full Voice/Web/Video Distributed media architecture Scopia /user Desktop & Mobile (Room systems extra) And here are the pricing options for any new or existing customer to move to the Suite bundles. Important to note that if a customer with Standard or Enterprise edition licenses to day does not have to change to Suite licenses until the want to upgrade or need a new license agreement. Also if a customer has an entitlement today on SE or EE, that entitlement remains even if they move to Suite licenses, regardless of the Suite level. So customers today with EC will maintain their entitlement even if they only move to Foundation Suite (now with Mobility and Collaboration, EC is included.) They will need a maintenance agreement and possibly Upgrade Advantage for the feature, this can also be extended without changing to Suite services. But the real advantage would be when they are ready to add Avaya Aura 6.2 they can economically move to a Suite package that offers many more features than their SE or EE licenses. A sample case, for an existing Enterprise Edition user with EC500, to add Flare for iPad, point-to-point video and AA Messaging the license add-on would be well over $200 per user. By moving to Mobility (assuming they have UA or SSU) the same set of features will cost them only $75 plus they get ACA Lync integration, Flare for PC, SBC licenses and ACE licenses as part of the bundle. Even without UA or SSU the cost is only $125 per user. And when you add the benefit that now different users can have different Suite bundle depending on their specific business needs, overall the savings for any enterprise can be significant while providing a more focused & efficient collaboration solution and meeting more of each users business needs. Optional al-la-carte Conferencing 7 or Scopia (/port) one-X Mobile SIP/iOS/CES Flare for iPad Voice, p2p video Avaya SBCE Avaya Aura Messaging EC500 one-X Mobile SIP/iOS/CES Flare for iPad Voice+Web+Video Avaya SBCE Avaya Aura Messaging EC500 Foundation Suite Avaya Aura CM, SM, SMGR Presence, IM Flare for PC Voice, p2p Video one-X Communicator Voice, p2p Video CM Messaging ACA MS Lync plug-in w/video ACE ACE 6.2 Avaya Aura CM, SM, SMGR Presence, IM Flare for PC Voice, p2p Video one-X Communicator Voice, p2p Video CM Messaging ACA MS Lync plug-in w/video ACE ACE 6.2 Avaya Aura CM, SM, SMGR Presence, IM Flare for PC Voice+Web+Video one-X Communicator Voice, p2p Video CM Messaging ACA MS Lync plug-in w/video ACE ACE 6.2

11 Avaya Aura® Suite Licensing
Included ala 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

12 Foundation Suite Value for CMEE Upgrade
Important Points CMEE R 5/6 customer keep all their existing UC All Inclusive applications when upgrading to Foundation Suite. Extension to Cellular, one-X Mobile/CES, one-X Portal and AES Unified Desktop will not appear on the Foundation Suite Upgrade order out of ASD Customers will keep software entitlements in PLDS Customers on SSU/UA will stay on current CMEE maintenance contracts including existing and new Foundation Suite Entitlements Customers without SSU/UA will re-cast to Foundation Suite Support Advantage & 4 applications in line 2 will be added at no cost Customers must purchase Foundation Suite Upgrade Advantage to keep next upgrade entitlement on 4 applications in line 2 above Avaya New & Upgrade use weighted Collaboration adoption as follows Avaya New 50% Integration PC&SP 30% Integration Tablet Avaya NA Tablet Cisco 50% Audio & Web 20% Video Avaya Upgrade 30% Integration Tablet 30% Audio & Web 20% Audio, Web & Video +U 15% of Street for Integration & Conferencing Microsoft weighted: 100% Integration (IM) NA Integration Tablet 50% Audio, Web & Video Device Mix AV1:0% New Phones AV2:0% New Phones + 25% Headsets AV3:50% New Phones Av4: 50% New Phones + 25% Headsets Microsoft: 50% New Phones + 50% Headsets © 2011 Avaya Inc. All rights reserved.

13 Mobility Suite Value for CMEE Upgrade Option
Foundation Suite Application Value (Option 1-12) + Mobility Suite Application Value (Option 13-20) Avaya New & Upgrade use weighted Collaboration adoption as follows Avaya New 50% Integration PC&SP 30% Integration Tablet Avaya NA Tablet Cisco 50% Audio & Web 20% Video Avaya Upgrade 30% Integration Tablet 30% Audio & Web 20% Audio, Web & Video +U 15% of Street for Integration & Conferencing Microsoft weighted: 100% Integration (IM) NA Integration Tablet 50% Audio, Web & Video Device Mix AV1:0% New Phones AV2:0% New Phones + 25% Headsets AV3:50% New Phones Av4: 50% New Phones + 25% Headsets Microsoft: 50% New Phones + 50% Headsets © 2011 Avaya Inc. All rights reserved.

14 Upgrade, Merge and Parking Policy
Can’t mix Suite Licensing and CM STD/CMEE on the same System Can move licenses between CM STD R6 to CM STD R6 System Can move licenses between CMEE R6 to CMEE R6 Systems All Parked licenses will upgrade to Suite Licenses after June 3, Requires CM R6 system to move to Suite Licensing All Upgrades & Merges will be to Suite Licenses after June 3, Requires CM R6 system to move to Suite Licensing Current License Release Suite License Cost CMEE (must have maintenance coverage) Release 6 Foundation Suite $0 CM STD with SSU/UA CM STD $70 Avaya New & Upgrade use weighted Collaboration adoption as follows Avaya New 50% Integration PC&SP 30% Integration Tablet Avaya NA Tablet Cisco 50% Audio & Web 20% Video Avaya Upgrade 30% Integration Tablet 30% Audio & Web 20% Audio, Web & Video +U 15% of Street for Integration & Conferencing Microsoft weighted: 100% Integration (IM) NA Integration Tablet 50% Audio, Web & Video Device Mix AV1:0% New Phones AV2:0% New Phones + 25% Headsets AV3:50% New Phones Av4: 50% New Phones + 25% Headsets Microsoft: 50% New Phones + 50% Headsets Current License Release Suite License Cost CMEE with SSU/UA Release 5 or earlier Foundation Suite $0 CMEE Release 5 or Earlier $70 CM STD with SSU/UA CM STD © 2011 Avaya Inc. All rights reserved.

15 Foundation Suite vs. CM Standard (just IPT)
For 12% increase in TCO a low ($33) over 3 years customers receive $268 in additional application value over CM STD today* CM Std Foundation Suite (3 yr. TCO) (3 yr. TCO) $276 $309 UA (3 yrs.): $41 6%/yr. UA (3 yrs.): $38 6%/yr. SA (3 yrs.) $ %/yr. SA (3 yrs.) $ %/yr. License: $225 Avaya Aura CM STD Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP Avaya Aura Session Manager CMM (VM) Flare PC or 1XC or 1XC MAC Pt to Pt Video ACA for Microsoft OCS/LYNC with /DCE ACE server & API Licenses Licenses: $210* Avaya Aura CM STD - 1001+ Users $205 (GPL)/$185 (US) / $210* 1-100 /$240 Avaya Aura Presence with IM Avaya Aura System Manager

16 Avaya Aura® Suite Licensing – Services Pricing
Support Advantage and Managed Services are key services offers Full compliment of Support Advantage offers Bundle savings apply to Support & Upgrade Advantage Managed Services offers AAC7w Audio/Web/Video Flare tablet Scopia * Desktop & Mobile Mobility Suite Collaboration Suite Foundation Suite Roaming users, road warriors and telecommuters, enabled with mobile clients, secure VPN-less access and advanced messaging Power collaborators using premium video, plus audio/web/video Avaya Aura with Survivability, Desktop Clients and Video $225 new user / $70 upgrade/ $0 w/ UA Per month From $1.15 SA Essential Retail From $1.48 SA Preferred Retail From $1.13 UA, Upgrade Advantage From $4.25 Managed Assist new user From $4.75 Managed Operate new user $325 new user / $125 upgrade/ $75 w/UA Per month From $2.20 SA Essential Retail From $2.82 SA Preferred Retail From $1.63 UA, Upgrade Advantage From $4.25 Managed Assist new user From $4.75 Managed Operate new user $525 new user / $275 upgrade/ $175 w/ UA Per month From $3.75 SA Essential Retail From $4.80 SA Preferred Retail From $2.63 UA, Upgrade Advantage From $4.25 Managed Assist new user From $4.75 Managed Operate new user * per-user Scopia ships FQ3

17 Flexible Support Services Options for Avaya Aura® Suite Licensing
Mix and Match Customer can mix and match new license types at the same site/sold-to Simple and Flexible Migration Path Customers with SE or EE licenses with an upgrade subscription (+U or UA) can move to Foundation, Mobility or Collaboration Suites without a support contract recast Existing pricing will be honored until renewal or recast Gradual Partner Training Adoption To sell co-delivery on any new Aura Suite, partner training for all bundle components must be complete. Migration period with promotional discount will be given to qualified partners to complete training for any bundles There will be an incremental 10% discount on Wholesale price for any suite for any Aura Co-delivery Authorized partners. This discount expires on September 30, A Blanket Special bid process will be communicated. Contract can be taken to co-delivery at renewal if training requirements are completed; this is one time option only; if wholesale is renewed, contract must remain wholesale; Integrated Applications (any bundle sold and a la carte applications part of that bundle) must have the same service delivery method. Ex. Foundation licenses with additional one-X Communicator sold a la carte must have same delivery since Foundation bundle includes one-X Communicator. 1 2 3

18 Services Guidelines for Uplifting R6 Licenses within new Avaya Aura® Suite Licensing
Without Subscription With Subscription Analog to Foundation Recast Agreement SE to Foundation $ 0KMAT – Contract Remains in Place SE to Mobility Additive – Uplift Code Only SE to Collaboration EE to Foundation EE to Mobility EE to Collaboration Foundation to Mobility Foundation to Collaboration Mobility to Collaboration B5800 to Foundation ASIPP to Foundation (Nortel Migration) Additional Scenarios for Upgrading from older releases are outlined in the Support Advantage Sales Scenario Guide at https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j L3jAAAS&cat=Sales+Collateral

19 Services Guidelines for Upgrading R5 Analog, Standard or Enterprise Edition to Foundation, Mobility and Collaboration Suites Upgrading to Foundation Suite Upgrading to Mobility or Collaboration Suite Existing License Type Sales Motion Without Upgrade Subscription (SS or SA) With Upgrade Subscription (SSU or SA+UA) Analog R5 Order license upgrade Recast Support Agreement Standard Edition R5 Order $0KMAT Code Order Additive (delta) Code Enterprise Edition R5 Additional Scenarios are outlined in the Support Advantage Sales Scenario Guide at https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j L3jAAAS&cat=Sales+Collateral

20 Collaboration Suite with Scopia Video*
* per user Scopia ships FQ3 Industry Unique Per User Licensing for Video Unmatched Video Experience with Scopia Desktop/Mobile Bring Your Own Device (BYOD) – Go Mobile! Easily Connect people inside and outside the organization Collaboration Suite

21 Collaboration Suite – Scopia Components
* Per-user Scopia ships FQ3 Scopia User License Includes Scopia Desktop/Mobile Gateway Software (client downloads are “free”) Scopia Management Software Collaboration Suite Per-user license includes: New Scopia Elite MCU model for Avaya Aura Collaboration Suite List: $50,000 *Ordered Separately via ASD Cannot reuse existing Elite 5000 or 6000 series MCU 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. Adding HD Room Conferencing Concurrent Port Licensing List: $5500 per license Ordered separately – future availability

22 Collaborate NOW! Objectives & Availability
Drive applications, enable hardware upgrades and support the rollout of Avaya Aura® Suite License Bundles: Re-engage customer base, position the value of Real Time Collaboration Upgrade hardware and software with current releases Establish base of platforms for future collaborative applications sales Simplify upgrade ordering process through ASD Target Audience CM4 Installed Base and Below + Midsized Business Template (MBT) Global opportunity of ~ 100K systems and ~ 65M users Regional Availability Americas (US, Canada, CALA) + EMEA Timeframe April to September 2013 Promotion Fit Complimentary to Triple 7 (CS1000 Install Base) and Avaya’s applications strategy

23 Collaborate NOW! Promotion Offer Summary
Three Levels of Discount tied to each new Avaya Aura License Suite Foundation Suite Mobility Suite Collaboration Suite* Minimum Number of Upgrade Licenses 100 Mix and Match? Yes Incremental Partner Discount 12% 13% 14% Discount Applies to Avaya Common Servers (including application servers) G Series Gateways 96X1 Phones Avaya Aura® Upgrade User Licenses Networking Solutions (excluding Avaya WiFi solutions) Scopia Elite MCU model for Avaya Aura Collaboration Suite (1 June 2013) 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: 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 * Collaboration Suite Licenses will not launch until 1 June 2013 but will be included in the promotion and ASD on 4 March for quoting (but not ordering) purposes.

24 ASD support for Avaya Aura Suite Licensing
Key points CM Configurator in New System and Upgrades & Additions Existing, Merge & Target Screens Foundation is in System Offer drop-down. Initially named Enterprise Core (re-named to Foundation in March) New entry for US & ROW No change for EMEA New line items for Mobility & Collaboration (enter # licenses) Number of Foundation licenses are calculated based on the total number of ports (TDM, IP) less Mobility & Collaboration licenses Support Advantage is required. ASD will provide an error message/warning for non-compliant designs. We will show how ASD can be used for entering Suite licensing. ASD does not change much but there are some new screen items to suppor the ne Suite licensing. Looking at the CM Configurator, in New System or Upgrades & Additions sections is where you will see the information entries for Suites. You will find screens for Existing Systems, Merge systems or Target systems. Foundation is shown in the drop-down (it will appear as Enterprise Core for a few months, this is leftover from the EMEA Suite evaluation in 2012, it is equivalent to Foundation. There will be specific entry blocks for Mobility and Collaboration Suite licenses that you will provide for the quotation and design. ASD will calculate the number of Foundation licenses based on the total number of users you have entered after subtracting the number of Mobility and Collaboration users you enter. Please remember that Support Advantage is required for all new Suite licenses and the system will generate an error message if the design is not compliant.

25 ASD support for Avaya Aura Suite Licensing
Key points Avaya SBC-AE is in CI. Does not affect ordering of Mobility Suite When Avaya SBC Hardware is ordered a PM review is triggered VPN-less remote worker with Flare Exp iPad and the Avaya SBCE R6.2, with a single SM and an Aura 6.2 or greater environment. VPN-less remote worker with Mobile SIP iOS 6.2 and the Avaya SBCE R6.2, with a single SM and an Aura 6.2 or greater environment. We will show how ASD can be used for entering Suite licensing. ASD does not change much but there are some new screen items to support the new Suite licensing. Looking at the CM Configurator, in New System or Upgrades & Additions sections is where you will see the information entries for Suites. You will find screens for Existing Systems, Merge systems or Target systems. Foundation is shown in the drop-down (it will appear as Enterprise Core for a few months, this is leftover from the EMEA Suite evaluation in 2012, it is equivalent to Foundation. There will be specific entry blocks for Mobility and Collaboration Suite licenses that you will provide for the quotation and design. ASD will calculate the number of Foundation licenses based on the total number of users you have entered after subtracting the number of Mobility and Collaboration users you enter. Please remember that Support Advantage is required for all new Suite licenses and the system will generate an error message if the design is not compliant.

26 ASD Communication Manager – New System
Select Enterprise Core Enter Qty for Mobility & Collaboration licenses The New System screen. From the drop-down menu (upper right) for System Offer you can select the Enterprise Core designation (this will be updated to Foundation shortly after GA.) You can then add the number of Mobility and Collaboration user licenses the customer requires. ASD will calculate the number of Foundation licenses based on the total number of users you had previously entered minus the Mobility and Collaboration users. That will be the only change from a typical ASD design as it is entered today. The rest of the information that is required is similar to what is needed for any Avaya Aura configuration. ASD calculates the required number of Foundation (Enterprise Core) licenses

27 Communication Manager Upgrades & Additions
Select Enterprise Core for existing and/or merging licenses Enter quantities of existing and/or merging licenses for Mobility & Collaboration For an upgrade or addition of users to an existing Suite based system, again the only changes are in the screen where you now select Foundation (Enterprise Core for a temporary period.) You enter the existing Mobility and Collaboration licenses and on the Merging Software screen you enter the number of merging licenses per Suite. Based on the totla number of licenses you have entered ASD will calculate the number of Foundation licenses required.

28 Communication Manager Upgrades & Additions
Target System Screen Select Enterprise Core Enter quantities of NEW licenses for Mobility & Collaboration And then the ASD interface for a Target system, in this case again you select Foundation (Enterprise Core) as the System Offer, you will be asked to enter the number of new Mobility & Collaboration licenses and in the section below the number of licenses either Mobility or Collaboration that will need to be upgraded or uplifted. Very straightforward and easy to complete the new Suite based ASD configuration. Enter quantity of licenses to be upgraded (uplifts) ASD calculates the required number of Foundation (Enterprise Core) licenses:

29 Agenda – Avaya Aura® Suite Licensing
1. Simplify the Path to Collaboration 2. Suite Licensing Details 3. Summary 4. Backup (TCO, Services, Partner Proposition)

30 Summary New Suite Licensing simplifies pricing and Lowers TCO for Mobility and Collaboration sales plays. Drives higher ASP/Margins for Channel Partners Complete GA is June 3, 2013 (EOS for SE/EE) Partners should check Sales and Service certification requirements Portal Page: https://avaya.my.salesforce.com/apex/sp_ViewDetail Page?Id=a3j LByTAAW

31 Customer Presentation Fact Sheet
Resources Sales Portal Offer Definition FAQ Partner Presentation Customer Presentation Fact Sheet https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j LByTAAW or search for “Avaya Aura Suite Licensing” Under Business Tools

32 Agenda – Avaya Aura® Suite Licensing
1. Simplify the Path to Collaboration 2. Suite Licensing Details 3. Summary 4. Backup (TCO, Services, Partner Proposition)

33 TCO

34 Foundation Suite vs. CM Standard plus a la carte apps
CM Std + a la carte applications 52% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $577 UA (3 yrs.): $74 6%/yr. SA (3 yrs.) $ %/yr. Foundation Suite Licenses: $410* (3 yr. TCO) $309 Avaya Aura CM STD - $ Users Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP - $25 Avaya Aura Session Manager $21 ($150 per port /7.5) CMM (VM) - $35 Desktop Clients - $40 (average of all clients options) Pt to Pt Video - $42 ACE server & API Licenses - $62 (per 1000 user installation) UA (3 yrs.): $41 6%/yr. SA (3 yrs.) $ %/yr. 46% discount on license Suite - *may be greater depending on choice of desktop applications License: $225 Avaya Aura CM STD Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP Avaya Aura Session Manager CMM (VM) Flare PC or 1XC or 1XC MAC Pt to Pt Video ACA for Microsoft OCS/LYNC with /DCE ACE server & API Licenses

35 Foundation Suite vs. CM Standard (just IPT)
For 12% increase in TCO a low ($33) over 3 years customers receive $268 in additional application value over CM STD today* CM Std Foundation Suite (3 yr. TCO) (3 yr. TCO) $276 $309 UA (3 yrs.): $41 6%/yr. UA (3 yrs.): $38 6%/yr. SA (3 yrs.) $ %/yr. SA (3 yrs.) $ %/yr. License: $225 Avaya Aura CM STD Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP Avaya Aura Session Manager CMM (VM) Flare PC or 1XC or 1XC MAC Pt to Pt Video ACA for Microsoft OCS/LYNC with /DCE ACE server & API Licenses Licenses: $210* Avaya Aura CM STD - $205 (GPL) $185 (US) Users /$ /$ Avaya Aura Presence with IM Avaya Aura System Manager

36 Mobility Suite vs. CM Standard plus a la carte apps
CM Std + a la carte applications 51% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $948 UA (3 yrs.): $ %/yr. SA (3 yrs.) $ %/yr. Mobility Suite Licenses: $665* (3 yr. TCO) Avaya Aura CM STD - $ Users Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP - $25 Avaya Aura Session Manager $21 ($150 per port /7.5) CMM (VM) - $35 Desktop Clients - $40 (average of all clients options) Pt to Pt Video - $42 ACE server & API Licenses - $62 (per 1000 user installation) Flare for iPad - $100 Ext to Cellular w/1X Mobile or 1XMobile IOS - $60 Avaya Aura Messaging (UM) - $65 Avaya Session Border Controller + Remote Worker $30 ($90 per port /3) $462 UA (3 yrs.): $58 6%/yr. SA (3 yrs.) $ %/yr. 51% discount on license Suite - *may be greater depending on choice of desktop applications License: $325 Avaya Aura CM STD Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP Avaya Aura Session Manager CMM (VM) Flare PC or 1XC or 1XC MAC Pt to Pt Video ACA for Microsoft OCS/LYNC with /DCE ACE server & API Licenses Flare for iPad Ext to Cellular w/1X Mobile or 1XMobile IOS Avaya Aura Messaging (UM) Avaya Session Border Controller + Remote Worker $

37 Collaboration Suite vs. CM Standard plus a la carte apps
CM Std + a la carte applications 53% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $1592 UA (3 yrs.): $ %/yr. SA (3 yrs.) $ %/yr. Collaboration Suite Licenses: $1104* (3 yr. TCO) Avaya Aura CM STD - $ Users Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP - $25 Avaya Aura Session Manager $21 ($150 per port /7.5) CMM (VM) - $35 Desktop Clients - $40 (average of all clients options) Pt to Pt Video - $42 ACE server & API Licenses - $62 (per 1000 user installation) Flare for iPad - $100 Ext to Cellular w/1X Mobile or 1XMobile IOS - $60 Avaya Aura Messaging (UM) - $65 Avaya Session Border Controller + Remote Worker $30 ($90 per port /3) AAC7 w/Flare iPad & PC - $190 Scopia Mobile & Desktop Clients - $249* Inclusion Date TBD $748 UA (3 yrs.): $95 6%/yr. SA (3 yrs.) $ %/yr. 53% discount on license Suite - *may be greater depending on choice of desktop applications Avaya Aura CM STD Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP Avaya Aura Session Manager CMM (VM) Flare PC or 1XC or 1XC MAC Pt to Pt Video ACA for Microsoft OCS/LYNC with /DCE ACE server & API Licenses Flare for iPad Ext to Cellular w/1X Mobile or 1XMobile IOS Avaya Aura Messaging (UM) Avaya Session Border Controller + Remote Worker $ AAC7 w/Flare iPad & PC Scopia Mobile and Desk top Clients – Inclusion Date TBD License: $525

38 Foundation Suite vs. CM Enterprise
15% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $362 UA (3 yrs.): $48 6%/yr. SA (3 yrs.) $ %/yr. Foundation Suite Licenses: $265 (3 yr. TCO) $309 Avaya Aura EE - $ Users Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP Avaya Aura Session Manager CMM One-X Communicator AES Unified Desktop Extension to Cellular One-X Mobile UA (3 yrs.): $41 6%/yr. SA (3 yrs.) $ %/yr. 15% discount on license Suite - may be greater depending on choice of desktop applications License: $225 Avaya Aura CM STD Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP Avaya Aura Session Manager CMM (VM) Flare PC or 1XC or 1XC MAC Pt to Pt Video ACA for Microsoft OCS/LYNC with /DCE ACE server & API Licenses Foundation Suite has removed Extension to Cellular and one-X Mobile (clear match to use cases) with added value Desktop Video, Flare for PC, ACA MS Lync Plug In w/DCE and ACE Toolkit (can be leveraged for ACE MS Lync integration for Nortel installed base)

39 Mobility Suite vs. CM Enterprise plus a la carte apps
CM EE + a la carte applications 42% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $798 UA (3 yrs.): $ %/yr. SA (3 yrs.) $ %/yr. Mobility Suite Licenses: $564 (3 yr. TCO) $462 Avaya Aura EE - $ Users Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP Avaya Aura Session Manager CMM One-X Communicator AES Unified Desktop Extension to Cellular One-X Mobile Pt to Pt Video - $42 ACE server & API Licenses - $62 (per 1000 user installation) Flare for iPad - $100 Avaya Aura Messaging (UM) - $65 Avaya Session Border Controller + Remote Worker $30 ($90 per port /3) UA (3 yrs.): $58 6%/yr. SA (3 yrs.) $ %/yr. 42% discount on license Suite - *may be greater depending on choice of desktop applications License: $325 Avaya Aura CM STD Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP Avaya Aura Session Manager CMM (VM) Flare PC or 1XC or 1XC MAC Pt to Pt Video ACA for Microsoft OCS/LYNC with /DCE ACE server & API Licenses Flare for iPad Ext to Cellular w/1X Mobile or 1XMobile IOS Avaya Aura Messaging (UM) Avaya Session Border Controller + Remote Worker $

40 Collaboration Suite vs. CM Enterprise plus a la carte apps
CM EE + a la carte applications 48% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $1428 UA (3 yrs.): $ %/yr. SA (3 yrs.) $ %/yr. Collaboration Suite Licenses: $1003* (3 yr. TCO) $748 Avaya Aura EE - $ Users Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP Avaya Aura Session Manager CMM One-X Communicator AES Unified Desktop Extension to Cellular One-X Mobile Pt to Pt Video - $42 ACE server & API Licenses - $62 (per 1000 user installation) Flare for iPad - $100 Avaya Aura Messaging (UM) - $65 Avaya Session Border Controller + Remote Worker $30 ($90 per port /3) AAC7 w/Flare iPad & PC - $190 Scopia Mobile & Desktop Clients - $249* Inclusion Date TBD UA (3 yrs.): $95 6%/yr. SA (3 yrs.) $ %/yr. 48% discount on license Suite - *may be greater depending on choice of desktop applications License: $525 Avaya Aura CM STD Avaya Aura Presence with IM Avaya Aura System Manager Avaya Aura ESS/LSP Avaya Aura Session Manager CMM (VM) Flare PC or 1XC or 1XC MAC Pt to Pt Video ACA for Microsoft OCS/LYNC with /DCE ACE server & API Licenses Flare for iPad Ext to Cellular w/1X Mobile or 1XMobile IOS Avaya Aura Messaging (UM) Avaya Session Border Controller + Remote Worker $ AAC7 w/Flare iPad & PC Scopia Mobile and Desk top Clients – Inclusion Date TBD

41 Targets and Transition paths
Transactional/Subscription* (SSU or UA or UPP) 70 / 0 Foundation SIP & UC Desktop Apps for all users Remove IPT only upgrade at 42/user (120 with Uplift previously) Install Base Avaya Aura Standard Edition Target or earlier Upgrade Aura 6.2.1 125 / 75 Mobility (Transaction / Subscription) Collaboration 275 / 175 Installed Base Nortel CS1K Release 7.5 or earlier Additional Benefits above CM STD upgrade Avaya Aura Presence with IM Avaya Aura ESS/LSP Avaya Aura Session Manager CMM (VM) Flare PC or 1XC or 1XC MAC Pt to Pt Video ACA for Microsoft OCS/LYNC with /DCE ACE server & API Licenses Message: Delivering a lot more value in an upgrade Upsell Mobility and Collaboration Mix and Match Benefit of Virtualization lowers hardware deployment and support costs Foundation Advanced Mobility and Collaboration Replace 58/user upgrade Customer keep all existing UCAI entitlements Plus add new entitlements 70 / 0 Install Base Enterprise Edition Target CM5.2 or earlier Upgrade Aura 6.2.1 125 / 75 Mobility (Transaction / Subscription) Collaboration 275 / 175 Message: Upsell Mobility & Collaboration Mix and Match Benefit of Virtualization lowers hardware deployment and support costs Additional Benefits above CMEE upgrade Flare PC or 1XC MAC Pt to Pt Video ACA for Microsoft OCS/LYNC with /DCE ACE server & API Licenses

42 Targets and Transition paths
Lead with Mobility Suite and Collaboration Suite Mix and Match to user profiles Foundation 225 Greenfield New 325 Mobility 525 Collaboration S8300 Avaya Aura 50/100/150/200 user bundles eliminated S8300 Solution (product and maintenance) TCO Increasing between 5-15% for just IPT only configurations Positioning Messages for standalone S8300 Avaya Aura Bundle Prospects Need Basic IPT or Price Sensitive Position IP Office Optional Power User for Mobility and Collaboration Better Match to Customers Needs Less Complexity/Lower TCO Faster Install Reduced Maintenance Support Costs Better Margins for Partners Lower Complexity and Cost for Distributors Positioned Strongly versus ShoreTel & similar regional vendors

43 Positioning Foundation Suite on S8300 <200 user standalone sales
Before with Standard Edition S8300 Bundles Now Sell the Value of Foundation Suite license Alternative IP Office Option Fixed bundle pricing 50/100/150/200 user Voice Mail not included No Desktop Clients No advanced survivability No SIP capabilities Flexible Per User Pricing Flare for PC/one-X C with Video Voice Mail Included ACA Microsoft Plug in LSP Survivability licensing included Ready for SIP with SM licenses 300,000 systems worldwide Robust IP and UC capabilities Built-in 128-port conferencing bridge IPO 8.x with many new Mobility capabilities Also now with Scopia interoperability 3 yr TCO example Partner Cost/User 412/user* 3 yr TCO example Partner Cost/User 301/user* 3 yr TCO example Partner Cost /User 347/user* *Average across 100 and 250 user examples with identical 9600 phone mix, and similar product capabilities. S8300 before and after examples include Support Advantage wholesale. IP Office assumes partner provides maintenance. No installation costs were included. Discount assumptions represent average into channel

44 Collaboration Suite – Scopia User Capabilities
* Per-user Scopia ships FQ3 Collaboration Suite 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.

45 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

46 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

47 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

48 SERVICES

49 Avaya Client Services Continuum
Increased Value Based on Customer Needs COS UC,CC,Data,Video Operate Service + Customized Elements: Multi-vendor Support Custom SLAs Client Process Integration Dedicated Engineering Local Only Support Custom Billing/Reporting OSS/BSS eBonding OpEx AV Applications & Infrastructure Managed Assist and Operate Service Desk Incident Management Problem Management Service Management Service Monitoring & Reporting Configuration Management Release Management Change Management Capacity Management Availability Management Help Desk Includes Onsite + Parts Release Management Add-on Separate Offers PCS CSM Onsite or Parts Support Advantage Preferred Support Advantage Essential Support Services Managed Services * Available Q4 FY2012 ** Available FY2013

50 Partner Support Scenarios – Services Impacts
Customer has Enterprise Edition and wants to buy Foundation Licenses. What is the Service Impact? What happens to the EC 500 application? There is no Service Impact. Customer keeps EC500 application Contract remains in place. Scenario 1 Customer has Enteprise Edition and wants to buy Mobility Licenses. What is the Service Impact? What happens to the EC 500 application? There is no service impact to the EC 500 application. If uplifting from EE R6 to Mobility, there will be an additive Uplift code only (with or without subscription) If upgrading from EE R5 to Mobility: With Subscription, Order Additive (delta) code, Without Subscription: Recast Support Agreement Scenario 2 Additional Scenarios for Upgrading from older releases are outlined in the Support Advantage Sales Scenario Guide at https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j L3jAAAS&cat=Sales+Collateral

51 Partner Support Scenarios – Services Impacts
Customer has Foundation and wants to buy Aura Messaging a la carte. What is the Service Impact? Partner does not have to match service delivery or coverage. Scenario 3 Scenario 4 Customer has Foundation and a la carte Aura Messaging and wants to uplift Foundation licenses to Mobility. What is the Service Impact? Partner must sell same delivery coverage as the a la carte sold for Aura Messaging licenses. This is because Aura Messaging is in the Mobility bundle. Additional Scenarios for Upgrading from older releases are outlined in the Support Advantage Sales Scenario Guide at https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j L3jAAAS&cat=Sales+Collateral

52 Avaya Aura Suite Licensing
Additional Resources Support Advantage Managed Services Support Advantage Sales Scenario Guide Support Advantage Sales Playbook Support Advantage – portal page Teresa Mitrou Support Services Offer Management, Operations Services – portal Avaya.com – external facing Josh Strub Managed Services PLM, at Avaya Aura Suite Licensing One stop shop portal Offer Definition

53 PARTNERS

54 Avaya Aura® Suite Licensing Partner Authorizations Summary
Bundle Sales Authorization Implement Authorization Co-Delivery Maintenance Authorization Foundation Suite UC Sales Authorization Product-level Authorization required on each product to be implemented OR Avaya or Authorized Third-Party can implement any or all products Product-level Authorization required on all products in bundle Mobility Suite Collaboration Suite UC and Radvision Scopia Sales Authorizations

55 Avaya Aura® Suite Licensing Partner Sales Authorizations Detail
Bundle Sales Authorization Requirements Foundation Suite UC Sales Authorization required: Min. 2 APSS UC Credentials Min. 1 APDS UC Credential Mobility Suite Collaboration Suite UC and Radvision Scopia Authorizations required for complete solution: Collaboration Suite Licenses require: + Radvision Hardware (to activate Scopia licenses) requires: Min. 2 APSS Radvision Scopia Credentials Min. 1 APDS Radvision Scopia Credential Min. 1 Radvision Scopia Demo Kit APSS APSS APDS

56 Avaya Aura® Suite Licensing Partner Implement Authorizations Detail
Bundle Implement Authorization Options: Foundation Suite Partner chooses any or all of: Communication Manager and CM Messaging Session and System Manager one-X Soft Clients (for one-X Communicator) Agile Communication Environment (ACE) Mobility Suite Partner chooses any or all of Foundation Suite components, plus: one-X Soft Clients (for one-X Mobile) Aura Messaging Session Border Controller Enterprise Collaboration Suite Mobility Suite components, plus: Aura Conferencing Radvision Scopia ACIS OR ACSS Should a partner choose not to become Implement Authorized for any product or products in a bundle, Avaya Professional Services or another authorized partner can provide implementation services on those bundle components.

57 Avaya Aura® Suite Licensing Partner Maintain Authorizations Detail
Maintenance Bundle Support Options: Avaya-Delivered Maintenance Partner Co-Delivered Maintenance Foundation Suite Support Advantage Foundation or Preferred (Retail / Wholesale) Upgrade Advantage Foundation or Preferred (Retail / Wholesale) Co-Delivery Maintenance Authorization for: ACSS - Avaya Aura® Communication Manager and CM Messaging - Embedded ACSS - Avaya Aura® Session Manager and System Manager No Change from Current CMEE Authorization Mobility Suite Above plus: ACSS - Avaya one-X® UC Soft Clients ACSS - Avaya Aura® Messaging ACSS - Avaya Session Border Controller Enterprise Collaboration Suite Above plus: ACSS - Avaya Aura® Conferencing (R7.x) ACSS - Radvision Scopia® Solution ACSS ACSS Partners wishing to offer co-delivery maintenance contracts for a licensing bundle must hold a Co-Delivery Maintenance Authorizations for all products included in that bundle. There is no ACIS for SM/SMGR, so Implementation is part of the ACSS.

58 Partner Certification Requirements
Implementation Certifications Maintenance Certifications Foundation Suite ACIS - Avaya Aura® Communication Manager and CM Messaging - Embedded (R6.X) ACSS - Avaya Aura® Session Manager and System Manager ACSS - Avaya one-X® UC Soft Clients (for one-X Communicator) ACIS - Avaya Agile Communication Environment ACSS - Avaya Aura® Communication Manager and CM Messaging - Embedded ACSS - Avaya Aura® Session Manager and System Manager Mobility Suite Above, plus: ACSS - Avaya Aura® Messaging ACSS - Avaya one-X® UC Soft Clients (for one-X Mobile) ACSS- Avaya Session Border Controller Enterprise Above, plus: ACSS - Avaya one-X® UC Soft Clients ACSS - Avaya Aura® Messaging ACSS - Avaya Session Border Controller Enterprise Collaboration Suite Above, plus: ACSS - Avaya Aura® Conferencing (R7.x) ACSS - Radvision Scopia® Solution Partners wishing to offer co-delivery maintenance contracts for a licensing bundle must hold a Co-Delivery Maintenance Authorizations for all products included in that bundle. Partners must hold an Implement Authorization or subcontract installation to Avaya Professional Services or another authorized partner for all products installed from that bundle. For pricing and availability of training, go to Avaya Learning at

59 Partner Business Models: Foundation Suite
Revenue Opportunities Partner Training Hrs $ Cost to Partner Sales Only (Avaya installs & maintains) Product margins APS margins SA commissions (Retail) or margins (Wholesale) 56.5 hrs (all on-demand) UC Sales & Design $0 Sales and Installation (Avaya maintains) Installation & Systems Integration revenue Up to* 198 (77 on demand) UC Sales & Design and installation for all products Up to $14,100** Sales, Installation, and Maintenance Co-Delivery margins 548 (100 on-demand) UC Sales & Design and maintenance for all products $31,500** * - partners may selectively acquire Implement Authorizations and rely on Avaya or authorized third parties to implement products for which they are not authorized ** - US list price, for exact pricing & discounts, see

60 Partner Business Models: Mobility Suite
Revenue Opportunities Partner Training Hrs $ Cost to Partner Sales Only (Avaya installs & maintains) Product margins APS margins SA commissions (Retail) or margins (Wholesale) 56.5 hrs (all on-demand) UC Sales & Design $0 Sales and Installation (Avaya maintains) Installation & Systems Integration revenue Up to* 360 (83 on-demand) UC Sales & Design and installation for all products Up to $32,300** Sales, Installation, and Maintenance Co-Delivery margins 792 (112 on-demand) UC Sales & Design and maintenance for all products $47,000** * - partners may selectively acquire Implement Authorizations and rely on Avaya or authorized third parties to implement products for which they are not authorized ** - US list price, for exact pricing & discounts, see

61 Partner Business Models: Collaboration Suite
Revenue Opportunities Partner Training Hrs $ Cost to Partner Sales Only (Avaya installs & maintains) Product margins APS margins SA commissions (Retail) or margins (Wholesale) 75 (all on-demand) UC Sales & Design and Radvision Sales & Design $0 training + $23,000 demo equipment (est.) Sales and Installation (Avaya maintains) Installation & Systems Integration revenue Up to* 458 (102 on-demand) UC + Radvision Sales & Design and installation for all products Up to $42,700** training + $23,000 demo equipment (est.) Sales, Installation, and Maintenance Co-Delivery margins 970 (130 on-demand) UC + Radvision Sales & Design and maintenance for all products $57,400** training * - partners may selectively acquire Implement Authorizations and rely on Avaya or authorized third parties to implement products for which they are not authorized ** - US list price, for exact pricing & discounts, see

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