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

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Presentation on theme: "Simplifying the Path to Collaboration Solutions Avaya Aura ® Suite Licensing NDA Presentation for Distributors, Partners and Sales June 2013."— Presentation transcript:

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

2 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 3 Call To Action: Avaya Aura ® Suite Licensing https://avaya.my.salesforce.com/apex/sp_ViewDetailPage? Id=a3j LByTAAW or search for “Avaya Aura Suite Licensing” page Sales Portal Have your teams review the full information (offer definition, FAQ, longer presentation, etc.) and keep coming back as new information is posted: 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

4 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 4 Market Trends Personal Enterprise Video Meets Mobile Collaboration 48% Deployed 28% Used 60% UC growth rate driven by personal/ mobile video 40% employees spend >20% of time away from desk 80% Fortune 100 deploying iPhones/iPads of enterprises expect to integrate desktop/mobile video with rooms Over

5 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 5 User Profiles Vary as Employee Needs Differ Power Collaborator Mobile and Virtual Worker Name lookup Name lookup Click-to dial Click-to dial Desktop Video Desktop Video IM/Presence IM/Presence Voic Voic Conference Calls Conference Calls Remote access Remote access Enterprise Features Enterprise Features Single-number reach Single-number reach Device Choice Device Choice Speech-enabled Speech-enabled Ready access to content Ready access to content Conferences Conferences Share content Share content Multi-tasking Multi-tasking BYOD BYOD Voice, video, web Voice, video, web Always on Always on Office Centric

6 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 6 Mobility Mobile and Virtual Worker Office Centric Power CollaboratorFoundation Collaboration Mobility Suite Collaboration Suite A Software Suite for all your User Profiles Foundation Suite

7 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 8 Avaya Aura ® Suite Licensing – Business Value Mix and Match Licensing End-to-End Solution Lower TCO Complete Services 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

9 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 9 Avaya Aura ® Suite Licensing Deskphone license Voice Video IM Presence UC clients for Windows & Mac Voice Mail Avaya Aura Foundation 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 Fixed-mobile convergence Mobile device support Speech based personal assistant Unified Messaging Secure Remote Access Microsoft Lync & Office integration Session Management APIs System Management Survivability Mix & Match per user across the enterprise

10 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 10 Avaya Aura ® Suite Licensing Cost-effective upgrade and purchase path to mobility and collaboration $225new user $70upgrade $0upgrade with UA/SSU $140Conferencing 7 a-la-carte MCU /port Scopia a-la-carte $325new user ($100 from Foundation) $125upgrade $75upgrade with UA/SSU $140Conferencing 7 a-la-carte MCU /port Scopia a-la-carte $525new user ($200 from Mobility) $275upgrade $175upgrade with UA/SSU ~$5500connect 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 Foundation Suite Mobility Suite Avaya Aura CM, SM, SMGR Avaya Aura 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 Collaboration Suite Scopia /user Desktop & Mobile (Room systems extra) Conferencing 7 Full Voice/Web/Video Distributed media architecture 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 Avaya Aura CM, SM, SMGR Avaya Aura 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 Avaya Aura 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 one-X Mobile SIP/iOS/CES Flare for iPad Voice+Web+Video Avaya SBCE Avaya Aura Messaging EC500

11 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 11 License Standard Edition Enterprise Edition Foundation Suite (New) Mobility Suite (New) Collaboration Suite (New) 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 NA Avaya Aura ® Suite Licensing Analog License Available for $40/user Included ala carte Included if CMEE entitlement

12 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 12 Foundation Suite Value for CMEE Upgrade Important Points 1.CMEE R 5/6 customer keep all their existing UC All Inclusive applications when upgrading to Foundation Suite. 2.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 3.Customers will keep software entitlements in PLDS 4.Customers on SSU/UA will stay on current CMEE maintenance contracts including existing and new Foundation Suite Entitlements 5.Customers without SSU/UA will re-cast to Foundation Suite Support Advantage & 4 applications in line 2 will be added at no cost 6.Customers must purchase Foundation Suite Upgrade Advantage to keep next upgrade entitlement on 4 applications in line 2 above

13 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 13 Mobility Suite Value for CMEE Upgrade Option Foundation Suite Application Value (Option 1-12) + Mobility Suite Application Value (Option 13-20)

14 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 14 Upgrade, Merge and Parking Policy Current LicenseReleaseSuite LicenseCost CMEE (must have maintenance coverage) Release 6Foundation Suite$0 CM STD with SSU/UARelease 6Foundation Suite$0 CM STDRelease 6Foundation Suite$70 1.Can’t mix Suite Licensing and CM STD/CMEE on the same System 2.Can move licenses between CM STD R6 to CM STD R6 System 3.Can move licenses between CMEE R6 to CMEE R6 Systems 4.All Parked licenses will upgrade to Suite Licenses after June 3, Requires CM R6 system to move to Suite Licensing 5.All Upgrades & Merges will be to Suite Licenses after June 3, Requires CM R6 system to move to Suite Licensing Current LicenseReleaseSuite LicenseCost CMEE with SSU/UARelease 5 or earlierFoundation Suite$0 CMEERelease 5 or EarlierFoundation Suite$70 CM STD with SSU/UARelease 5 or EarlierFoundation Suite$0 CM STDRelease 5 or EarlierFoundation Suite$70

15 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 15 Licenses: $210* SA (3 yrs.) $28 4.4%/yr. UA (3 yrs.): $38 6%/yr. Avaya Aura CM STD Users $205 (GPL)/$185 (US) / $210* /$240 Avaya Aura Presence with IM Avaya Aura System Manager License: $225 CM Std $276 (3 yr. TCO) For 12% increase in TCO a low ($33) over 3 years customers receive $268 in additional application value over CM STD today* Foundation Suite $309 (3 yr. TCO) SA (3 yrs.) $43 6.3%/yr. UA (3 yrs.): $41 6%/yr. 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 vs. CM Standard (just IPT)

16 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 16 Roaming users, road warriors and telecommuters, enabled with mobile clients, secure VPN-less access and advanced messaging AAC7w Audio/Web/Video Flare tablet Avaya Aura ® Suite Licensing – Services Pricing Mobility Suite Collaboration Suite $325 new user / $125 upgrade/ $75 w/UA Per month From $2.20SA Essential Retail From $2.82SA Preferred Retail From $1.63UA, Upgrade Advantage From $4.25Managed Assist new user From $4.75Managed Operate new user Power collaborators using premium video, plus audio/web/video $525 new user / $275 upgrade/ $175 w/ UA Per month From $3.75SA Essential Retail From $4.80SA Preferred Retail From $2.63UA, Upgrade Advantage From $4.25Managed Assist new user From $4.75Managed Operate new user 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 Foundation Suite Avaya Aura with Survivability, Desktop Clients and Video $225 new user / $70 upgrade/ $0 w/ UA Per month From $1.15SA Essential Retail From $1.48SA Preferred Retail From $1.13UA, Upgrade Advantage From $4.25Managed Assist new user From $4.75Managed Operate new user * per-user Scopia ships FQ3 Scopia * Desktop & Mobile

17 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 17 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. Flexible Support Services Options for Avaya Aura ® Suite Licensing 1 2 3

18 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 18 Without Subscription With Subscription Analog to FoundationRecast Agreement SE to FoundationRecast Agreement$ 0KMAT – Contract Remains in Place SE to MobilityRecast AgreementAdditive – Uplift Code Only SE to CollaborationRecast AgreementAdditive – Uplift Code Only EE to Foundation$ 0KMAT – Contract Remains in Place EE to MobilityAdditive – Uplift Code Only EE to CollaborationAdditive – Uplift Code Only Foundation to MobilityAdditive – Uplift Code Only Foundation to CollaborationAdditive – Uplift Code Only Mobility to CollaborationAdditive – Uplift Code Only B5800 to FoundationRecast Agreement ASIPP to Foundation (Nortel Migration) Recast Agreement Services Guidelines for Uplifting R6 Licenses within new Avaya Aura ® Suite Licensing 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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 19 Services Guidelines for Upgrading R5 Analog, Standard or Enterprise Edition to Foundation, Mobility and Collaboration Suites 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 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) 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 license upgrade Recast Support Agreement Order $0KMAT Code Recast Support Agreement Order Additive (delta) Code Enterprise Edition R5 Order license upgrade Recast Support Agreement Order $0KMAT Code Recast Support Agreement Order Additive (delta) Code

20 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 20 Collaboration Suite with Scopia Video * Collaboration Suite  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 * per user Scopia ships FQ3

21 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 21 Collaboration Suite – Scopia Components Adding HD Room Conferencing Concurrent Port Licensing List: $5500 per license Ordered separately – future availability Scopia User License Includes Scopia Desktop/Mobile Gateway Software (client downloads are “free”) Scopia Management Software Collaboration Suite Per-user license includes: * Per-user Scopia ships FQ3 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

22 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 22 Collaborate NOW! Objectives & Availability Objectives 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 2013 to September 2013 Promotion Fit Complimentary to Triple 7 (CS1000 Install Base) and Avaya’s applications strategy

23 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 23 Collaborate NOW! Promotion Offer Summary Three Levels of Discount tied to each new Avaya Aura License Suite Foundation SuiteMobility SuiteCollaboration 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: 1.Minimum order of 50 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 *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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 24 ASD support for Avaya Aura Suite Licensing  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. Key points

25 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 25 ASD support for Avaya Aura Suite Licensing  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. Key points

26 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 26 ASD Communication Manager – New System Select Enterprise Core Enter Qty for Mobility & Collaboration licenses ASD calculates the required number of Foundation (Enterprise Core) licenses

27 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 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

28 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 28 Communication Manager Upgrades & Additions Target System Screen Select Enterprise Core Enter quantities of NEW licenses for Mobility & Collaboration Enter quantity of licenses to be upgraded (uplifts) ASD calculates the required number of Foundation (Enterprise Core) licenses:

29 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 30 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 https://avaya.my.salesforce.com/apex/sp_ViewDetail Page?Id=a3j LByTAAW Summary

31 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 31 Resources https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j LByTAAW or search for “Avaya Aura Suite Licensing” Under Business Tools Sales Portal Offer Definition FAQ Partner Presentation Customer Presentation Fact Sheet

32 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 34 Licenses: $410* SA (3 yrs.) $93 7.6%/yr. UA (3 yrs.): $74 6%/yr. 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) License: $225 46% discount on license Suite - *may be greater depending on choice of desktop applications CM Std + a la carte applications $577 (3 yr. TCO) 52% discount on 3 yr. TCO (Lic+SW Services) Foundation Suite $309 (3 yr. TCO) SA (3 yrs.) $43 6.3%/yr. UA (3 yrs.): $41 6%/yr. 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 vs. CM Standard plus a la carte apps

35 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 35 Licenses: $210* SA (3 yrs.) $28 4.4%/yr. UA (3 yrs.): $38 6%/yr. Avaya Aura CM STD - $205 (GPL) $185 (US) Users /$ /$ Avaya Aura Presence with IM Avaya Aura System Manager License: $225 CM Std $276 (3 yr. TCO) For 12% increase in TCO a low ($33) over 3 years customers receive $268 in additional application value over CM STD today* Foundation Suite $309 (3 yr. TCO) SA (3 yrs.) $43 6.3%/yr. UA (3 yrs.): $41 6%/yr. 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 vs. CM Standard (just IPT)

36 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 36 Licenses: $665* SA (3 yrs.) $ %/yr. UA (3 yrs.): $120 6%/yr. 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) License: $325 51% discount on license Suite - *may be greater depending on choice of desktop applications CM Std + a la carte applications $948 (3 yr. TCO) 51% discount on 3 yr. TCO (Lic+SW Services) Mobility Suite $462 (3 yr. TCO) SA (3 yrs.) $79 8.1%/yr. UA (3 yrs.): $58 6%/yr. 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 $ Mobility Suite vs. CM Standard plus a la carte apps

37 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 37 Licenses: $1104* SA (3 yrs.) $ %/yr. UA (3 yrs.): $213 6%/yr. 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 License: $525 53% discount on license Suite - *may be greater depending on choice of desktop applications CM Std + a la carte applications $1592 (3 yr. TCO) 53% discount on 3 yr. TCO (Lic+SW Services) Collaboration Suite $748 (3 yr. TCO) SA (3 yrs.) $ %/yr. UA (3 yrs.): $95 6%/yr. 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 Collaboration Suite vs. CM Standard plus a la carte apps

38 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 38 Licenses: $265 SA (3 yrs.) $49 6.1%/yr. UA (3 yrs.): $48 6%/yr. 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 License: $225 15% discount on license Suite - may be greater depending on choice of desktop applications CM Enterprise $362 (3 yr. TCO) 15% discount on 3 yr. TCO (Lic+SW Services) Foundation Suite $309 (3 yr. TCO) SA (3 yrs.) $43 6.3%/yr. UA (3 yrs.): $41 6%/yr. 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) Foundation Suite vs. CM Enterprise

39 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 39 License: $325 42% discount on license Suite - *may be greater depending on choice of desktop applications CM EE + a la carte applications $798 (3 yr. TCO) 42% discount on 3 yr. TCO (Lic+SW Services) Mobility Suite $462 (3 yr. TCO) SA (3 yrs.) $79 8.1%/yr. UA (3 yrs.): $58 6%/yr. 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 $ Licenses: $564 SA (3 yrs.) $ %/yr. UA (3 yrs.): $102 6%/yr. 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) Mobility Suite vs. CM Enterprise plus a la carte apps

40 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 40 License: $525 48% discount on license Suite - *may be greater depending on choice of desktop applications CM EE + a la carte applications $1428 (3 yr. TCO) 48% discount on 3 yr. TCO (Lic+SW Services) Collaboration Suite $748 (3 yr. TCO) SA (3 yrs.) $ %/yr. UA (3 yrs.): $95 6%/yr. 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 Licenses: $1003* SA (3 yrs.) $ %/yr. UA (3 yrs.): $181 6%/yr. 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 Collaboration Suite vs. CM Enterprise plus a la carte apps

41 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 41 Upgrade Aura Install Base Avaya Aura Standard Edition Target or earlier Targets and Transition paths Mobility Collaboration 70 / / / 175 Foundation Install Base Enterprise Edition Target CM5.2 or earlier SIP & UC Desktop Apps for all users Remove IPT only upgrade at 42/user (120 with Uplift previously) Upgrade Aura Advanced Mobility and Collaboration Replace 58/user upgrade Customer keep all existing UCAI entitlements Plus add new entitlements Mobility Collaboration (Transaction / Subscription) 125 / / 175 (Transaction / Subscription) Foundation 70 / 0 Transactional/Subscription* (SSU or UA or UPP) 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 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 Message: Upsell Mobility & Collaboration Mix and Match Benefit of Virtualization lowers hardware deployment and support costs 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 Installed Base Nortel CS1K Release 7.5 or earlier

42 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 42 Greenfield Targets and Transition paths New Lead with Mobility Suite and Collaboration Suite Mix and Match to user profiles Mobility Collaboration Foundation 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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 43 Positioning Foundation Suite on S8300 <200 user standalone sales Before with Standard Edition S8300 Bundles  Fixed bundle pricing 50/100/150/200 user  Voice Mail not included  No Desktop Clients  No advanced survivability  No SIP capabilities Now Sell the Value of Foundation Suite license  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  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  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 Alternative IP Office Option 3 yr TCO example Partner Cost /User 347/user* 3 yr TCO example Partner Cost/User 412/user* 3 yr TCO example Partner Cost/User 301/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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 44 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 Collaboration Suite – Scopia User Capabilities Collaboration Suite * Per-user Scopia ships FQ3

45 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 46 Collaboration Suite – Scopia Management New Scopia Elite MCU model for Avaya Aura Collaboration Suite  1U Chassis  Runs up to 800 Scopia Users 1  Unlimited scalability – Just add more servers *Ordered Separately via ASD

47 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 47  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 Collaboration Suite – Scopia Software

48 SERVICES

49 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 49 Avaya Client Services Continuum Support Advantage Essential Support ServicesManaged Services Support Advantage Preferred Onsite or Parts 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 COSUC,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 * Available Q4 FY2012 ** Available FY2013 CSM PCS Release Management Add-on Separate Offers Increased Value Based on Customer Needs

50 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 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. 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 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 1 Scenario 2

51 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 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. 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 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.

52 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 52 Additional Resources  Support Advantage Sales Scenario Guide Support Advantage Sales Scenario Guide  Support Advantage Sales Playbook Support Advantage Sales Playbook  Support Advantage – portal page Support Advantage  Teresa Mitrou Support Services Offer Management, at  Operations Services – portal Operations Services  Avaya.com – external facing Avaya.com  Josh Strub Managed Services PLM, at Support Advantage Managed Services Avaya Aura Suite Licensing  One stop shop portal One stop shop portal  Offer Definition Offer Definition

53 PARTNERS

54 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 54 Avaya Aura ® Suite Licensing Partner Authorizations Summary

55 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 55 Avaya Aura ® Suite Licensing Partner Sales Authorizations Detail APSS APDS

56 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 56 Avaya Aura ® Suite Licensing Partner Implement Authorizations Detail ACIS 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. OR

57 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 57 Avaya Aura ® Suite Licensing Partner Maintain Authorizations Detail 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.

58 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 58 Partner Certification Requirements Implementation CertificationsMaintenance 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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 59 Partner Business Models: Foundation Suite Partner Business Models Revenue OpportunitiesPartner 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) Product margins Installation & Systems Integration revenue SA commissions (Retail) or margins (Wholesale) Up to* 198 (77 on demand) UC Sales & Design and installation for all products Up to $14,100** Sales, Installation, and Maintenance Product margins Installation & Systems Integration revenue 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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 60 Partner Business Models: Mobility Suite Partner Business Models Revenue OpportunitiesPartner 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) Product margins Installation & Systems Integration revenue SA commissions (Retail) or margins (Wholesale) Up to* 360 (83 on-demand) UC Sales & Design and installation for all products Up to $32,300** Sales, Installation, and Maintenance Product margins Installation & Systems Integration revenue 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 © 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 61 Partner Business Models: Collaboration Suite Partner Business Models Revenue OpportunitiesPartner 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) Product margins Installation & Systems Integration revenue SA commissions (Retail) or margins (Wholesale) 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 Product margins Installation & Systems Integration revenue Co-Delivery margins 970 (130 on-demand) UC + Radvision Sales & Design and maintenance for all products $57,400** training + $23,000 demo equipment (est.) * - 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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