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Avaya Aura: Taking the Next Step Collaborate NOW! Promotion Partner Briefing Deck Last updated: 30 th September 2013 AVAYA PROPRIETARY & CONFIDENTIAL.

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Presentation on theme: "Avaya Aura: Taking the Next Step Collaborate NOW! Promotion Partner Briefing Deck Last updated: 30 th September 2013 AVAYA PROPRIETARY & CONFIDENTIAL."— Presentation transcript:

1 Avaya Aura: Taking the Next Step Collaborate NOW! Promotion Partner Briefing Deck Last updated: 30 th September 2013 AVAYA PROPRIETARY & CONFIDENTIAL

2 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 2 Simplifying Real-Time Collaboration for Everyone 1.Collaborate NOW! Promotion 2.Why Now is the Time for UC 3.User Profile Value in Avaya Aura ® 4.Case Studies 5.Next Steps

3 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 3 Enterprise Installed Base Promotion – 3 Updates Target: Nortel heritage base with gradual migration approach July to September Target: Avaya upgrade AND Nortel technology refresh October to September 2014 Collaboration Pack for CS1000 Promotion Discount Changes TodayFrom Oct 1 st Min 100 Collaboration Suite licenses 15% Min 100 Mobility Suite licenses 13%14% Min 100 Foundation Suite licenses 11%7% Promotion Consolidation 1 2 3

4 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 4 Installed Base View 30M Lines of upgrade & up-sell opportunity CM4 and Below 9.9M Lines CM6 1.2M Lines CM5 4.9M Lines Avaya Heritage Installed BaseNortel Heritage Installed Base R6/7 1.3M Lines R7.5/ M Lines Pre R6 9.7M Lines The majority of the base requires an upgrade before they can leverage the innovative applications

5 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 5 Collaborate NOW! Objective & Availability Objective Drive applications and reduce the hardware hurdle of upgrades. In addition, support the rollout of Avaya Aura® Suite Bundles: Re-engage customer base, protect from competitive inroads Forklift out old Avaya or Nortel PBXs / Server hardware and replace current releases Establish base of platforms for future collaborative applications sales Target Audience CM5 Installed Base and Below Nortel Installed Base 1.Technology refresh to Avaya Aura 2.Migration approach – upgrade CS1000 to 7.6 AND add Avaya Aura at the same time Availability EMEA Timeframe Start date: 8 th April 2013 End date: 22 September 2014

6 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 6 Avaya Aura ® Suite Licensing Driving high margin user driven collaboration sales conversations Foundation Suite Avaya Aura CM,SM, SMGR Avaya Aura Presence Flare for PC Voice one-X Communicator CM Messaging MS Lync Plug in ACA ACE ACE 6.2 Mobility Suite Avaya Aura CM, SM, SMGR Avaya Aura Presence Flare for PC One-X Communicator CM Messaging MS Lync Plug in ACA ACE ACE 6.2 One-X Mobile/ SIP/iOS/CES Flare for iPad Voice Avaya SBC Avaya Aura Messaging Collaboration Suite Avaya Aura CM, SM, SMGR Avaya Aura Presence Flare for PC One-X Communicator CM Messaging MS Lync Plug in ACA ACE ACE 6.2 One-X Mobile/ SIP/iOS/CES Flare for iPad Voice/Web/Video Avaya SBC Scopia /user * Desktop & Mobile Conferencing 7 (Audio/Web/Video) Avaya Aura Messaging Mix & Match per user across the enterprise Optional al-la-carte Conferencing or Scopia (/port) Optional Video Room connectivity Core telephony, messaging, SIP-enabled, with desktop clients, supporting all phones Additionally empowering roaming users, road warriors and telecommuters, with UM, mobile clients, and secure BYOD access Additionally empowering power collaborators with video and multi-modal conferencing

7 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 77 Collaborate NOW! Promotion Offer Summary Three Levels of Discount tied to each new Avaya Aura License Suite Foundation SuiteMobility SuiteCollaboration Suite Minimum Number of ASIPP and/or Upgrade Licenses 100 Incremental Partner Discount Discounts apply to: UC & C Portfolio CC Portfolio Radvision portfolio Data networking Upgrade Advantage Support Advantage 7%14%15% Exclusions VSP9000, OEM and non-discountable Products, WFO Maintenance NOTES: Discounts are incremental, eg. If standard discount is 40% and the deal qualifies for Mobility Suite discounts then the total discount to the partner will be 54% Support Advantage discount applies to 1 or 3 year contracts. In the case of a 1 year contract, the second year renewal will be at the same rate as year 1, subsequent years will be at standard (non-promotional) pricing For the Adriatic’s, Turkey and Middle East & Africa regions, the incremental discount on the endpoints will max be 12%.

8 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 8 WHAT’S IN IT FOR THE PARTNER Advantages ►7-15% of LIST price – applicable to: ►UC & Collaboration Portfolio ►Contact Center ►Networking ►Radvision ►Upgrade Advantage ►Support Advantage ►7-15% of LIST price – applicable to: ►UC & Collaboration Portfolio ►Contact Center ►Networking ►Radvision ►Upgrade Advantage ►Support Advantage Saving Elements  Target the industry’s largest installed base of enterprise communications systems: 50 million users worldwide  Re-engage and protect your customer base: lead with high margin applications value while addressing hardware and software upgrade requirements  Build on Suite Licensing messages of simplicity, added value and strong applications position with time-limited promotions pricing

9 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 9 WHAT’S IN IT FOR THE CUSTOMER Advantages Saving Elements SIP consolidation for savings – entrée into UC Mobility applications to bring your company to the next level Comprehensive world-class support Avaya Aura Upgrade User Licenses (min. 100 required) G-Series Gateways 96X1 Phones Networking Collaborative User experiences with Integrated video tools All Avaya Common Servers Radvision Elite 6000 MCU & Endpoints

10 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 10 WHAT’S IN IT FOR THE CONTACT CENTER CUSTOMER Advantages Saving Elements Comprehensive world-class support Call Center Elite Licenses CMS Hard ware Multi-Media Elite *agent interface Phones Servers Networking Call Management System SMS Enterprise wide Engagement Right Media, Right Time Actionable Insight Radvision Elite 6000 MCU & Endpoints

11 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 11 Calculation Examples Example Quantity of Suite Licenses ordered Promo Discount Comments FoundationMobilityCollaboration None As there is not at least 100 upgrade licenses in any of the suite this design is not eligible for promo discounts % The highest promotional discount is eligible on the deal as there are at least 100 Collaboration Suite licenses % Not enough Collaboration Suite licenses to qualify for the 15%, but enough Mobility Suite licenses to qualify for 14% % Not enough Mobility or Collaboration Suite upgrade licenses to qualify for 14-15% but more than enough Foundation Suite upgrade licenses to qualify for the 7% incremental discount Note: although the Aura Suite license determines the promotional discount level, the actual discount is applicable to the entire deal including HW, SW, Contact Center, Radvision, Networking, Upgrade Advantage and Support Advantage, except OEM products and VSP9000

12 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 12 Quoting & Ordering  Step 1 –Add the appropriate Campaign Code to your upgrade opportunity in SFDC. –“Collaborate NOW! EMEA” for Avaya Heritage upgrades and migrations –“Collaborate NOW! EMEA Nortel” for Avaya Nortel upgrades and migrations  Step 2: –Follow the simple rules of this promotion design your upgrade using the Avaya Solution Designer (ASD) and upload it in SAP  Step 3: –Raise an SSR for special discount, indicating in the comment section that this is a request for Collaborate NOW! promotional discounts  Step 4: –The Avaya Deals Desk will confirm your promotional pricing back (on a best effort basis the SLA is to respond within 24 hours), with the approval number

13 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 13 MPGs Eligible for Promotional Discounts Avaya Pricing Model MPGCollaborate NOW! Discounts? 1P – HW (Red UC HW, SMEC)Y 2P – SW (Red UC SW)Y 3P – PERI (Endpoints)Y* 4P – HW2 (Blue Voice HW)Y 5P – SW2 (Blue Voice SW, Red Contact Center)Y 6P – DATA (Networking)Y 7P – OEMN 8P – RADVISIONY 1S – Maintenance ServicesY 2S – Professional ServicesN 3S – Operations ServicesN * Note: the maximum discount on endpoints for the Adriatic’s, Turkey and Middle East & Africa regions is 12%.

14 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 14 Information & Resources  Collateral – available on the promo page – click herehere –Offer Definition –Partner presentation –Partner Cheat Sheet –Customer presentation –Customer fact sheet  Useful links –Collaborate NOW! End User web page – click herehere –The Avaya Aura Savings Estimator – click herehere –Making the Most of the Latest Avaya Aura Capabilities Video – click herehere –Avaya Aura: Taking the Next Steps Whitepaper – click herehere  Questions? Send en to

15 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 15 Simplifying Real-Time Collaboration for Everyone 1.Collaborate NOW! Promotion 2.Why Now is the Time for UC 3.User Profile Value in Avaya Aura ® 4.Case Studies 5.Next Steps

16 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 16 Enterprise UsersCustomers Point of Customer Service Point of Employee Productivity ECONOMY POLICY CLOUD MOBILITY SOCIAL BYOD The Speed of Business is Accelerating Requires New Internal and External Collaboration Tools

17 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 17 Customers Facing Rapid Technology Change New technologies, adoption challenges, complex multi-vendor environment Tablets by Million Mobile projects will outnumber PC projects 4:1 Increase in dedicated video soft clients by % Increase in mobile enterprise investments through % Of enterprise will be cloud based by % Source: Gartner

18 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 18 End User Line of Business IT Meeting The Needs Of All Your Constituents Faster Execution Customer Experience Increase Productivity Problem Resolution ! Decrease Cost Simplify Maintenance Integrate Systems Deploy New Services Anywhere, Anytime Social Networking Relevant Information Any Device, Any Modality

19 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 19 Simplifying Real-Time Collaboration for Everyone 1.Collaborate NOW! Promotion 2.Why Now is the Time for UC 3.User Profile Value in Avaya Aura ® 4.Case Studies 5.Next Steps

20 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 20 User Profiles vary as Employee Needs Differ Office Centric Power Collaborator Mobile and Virtual Worker Foundation Mobility Collaboration Name Lookup, Click-to-Dial, Desktop Video, IM/Presence, Voic , Conference Calls. Remote access, Enterprise features, Single-number reach, device choice, speech-enabled, consume content. Multi-tasking, any device, Host voice/video and web conferences, share content.

21 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 21 Mobility Mobile and Virtual Worker Office Centric Power Collaborator Additionally empowering roaming users, road warriors and teleworkers with UM, mobile clients and secure BYOD access Maximing productivity for power and visual collaborators with video and multi-modal conferencing Foundation Collaboration Mobility Suite Collaboration Suite Provides core telephony, messaging, SIP-enabled, with desktop soft clients, Including video, supporting all phones Foundation Suite A Software Suite for all your User Profiles

22 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 22 Foundation Suite Avaya Aura CM,SM, SMGR Avaya Aura Presence Flare for PC Voice CM Messaging MS Lync Plug in ACA w/ Video ACE ACE 6.2 one-X Communicator w/Video Mobility Suite Avaya Aura CM, SM, SMGR Avaya Aura Presence Flare for PC CM Messaging MS Lync Plug in ACA w/ Video ACE ACE 6.2 One-X Mobile/ SIP/iOS/CES Flare for iPad Voice Avaya SBCE Avaya Aura Messaging one-X Communicator w/Video EC500 Collaboration Suite Avaya Aura CM, SM, SMGR Avaya Aura Presence Flare for PC CM Messaging MS Lync Plug in ACA w/ Video ACE ACE 6.2 One-X Mobile/ SIP/iOS/CES Flare for iPad Voice/Web/Video Avaya SBCE Scopia /user * Desktop & Mobile Avaya Aura Conferencing (Audio/Web/Video) Avaya Aura Messaging one-X Communicator w/Video EC500 Foundation Suite Mobility Suite Collaboration Suite Mix & Match per user across the enterprise Driving user-profile driven, collaboration-oriented, sales conversations Optional al-la-carte Conferencing 7 or Scopia (/port) Optional Video Room connectivity A Software Suite for all your User Profiles

23 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 23 Simplifying Real-Time Collaboration for Everyone 1.Collaborate NOW! Promotion 2.Why Now is the Time for UC 3.User Profile Value in Avaya Aura ® 4.Case Studies 5.Next Steps

24 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 24 Case Study BC Hydro: Taking the Next Step in Communications  Dated phone system nearing end-of-life  Lack of effective mobility solutions for highly mobile work force  Smooth migration required for 10,000 lines across 200 locations  Need to reduce total cost of ownership Problem  Able to reduce technical staff administering the communications solution and shift them to other priorities  Enhanced mobility and “reach-ability” for employees  Simplified Move / Add / Change tasks get employees up and running more quickly Value  Avaya Aura ® Communication Manager, Session Manager and System Manager for simplified deployment, management and administration  EC500 for one number access  one-X Communicator for full featured laptop mobility Solution “Avaya’s system has really transformed how our IT department – and BC Hydro – conducts business. It used to take five employees to manage the phone system; now it’s a two person job. Members of our IT department have been able to focus on other areas.” Major utility providing reliable energy to over 1.8 million customers across 57,000 km of transmission lines with 6,0000 employees

25 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 25 Case Study Parkview Health: SIP for Real-Time Collaboration  Improve & accelerate communications among mobile caregivers and other staff  Deliver data from monitoring devices to mobile staff in real-time  Unify a decentralized voice network without a complete forklift of legacy switches Problem  Accelerated work flows and efficiencies resulting in more time for bedside care  Integration with other smart technologies for real-time access to data that supports patient care and safety  Cost savings on SIP connectivity  Ease of integration with legacy switches  Value  Avaya Aura Session Manager and Communication Manager for an integrated SIP based collaboration core  The Mobile Activity Assistant improves collaboration and accelerate work flow by consolidating nurse call alerts, critical result notifications, stat requests, and co-worker messages onto one application on a mobile device. Solution “Parkview chose Avaya because the company strongly supports our vision that advanced mobile communications are key to providing outstanding health care and the best patient experience.” Not-for-profit healthcare provider serving a community of over 820,000 residents, with 8,000 staff and 8 hospitals distributed across North East Indiana

26 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 26 Case Study Emory: Enabling the BYOD Campus  Employees roaming campus typically not connected to university communications  Too many incompatible devices to support  Use of personal phones requires tracking too many contact numbers  Need to control TCO for IT Problem  IT issues are minimal  Able to leverage expanding BYOD iPad use  Staff can establish their own “office identity” anywhere  Expect to simplify “roaming” and drive improved staff accessibility and productivity  Reduce LD costs  Fun! Value  Early access customer now planning Flare Communicator roll-out to faculty with iPads  Extending use of existing Avaya Aura ® infrastructure and shared back-end apps  Interoperates with Avaya Desktop Video Devices and other mobile clients being used by staff Solution “Combines Avaya software engineering expertise with all the strengths of the iPad. The result is great voice quality, high reliability and a beautiful user interface that looks like it was built for how we work today. It’s the only ‘phone’ I have on my desk right now.” Renowned private research university in Atlanta, Georgia Also one of the Southeast’s leading healthcare systems 3,000 faculty members, 50 locations, 52,000 endpoints

27 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 27 Case Study Boyd Bros: Collaboration Wherever You Go…  Critical shortage of qualified drivers in the transportation industry  Keeping qualified people on staff when they relocate  Providing sales personnel with mobility options  Need to lower TCO and streamline management Problem  Competitive advantage in hiring and retaining drivers  Cost avoidance in training new employees: $50K+/year  300% increase in home agent productivity  80% improvement system management time  Easy to establish home offices and mobility options Value  Consolidated Avaya Aura ® communications platform  Avaya one-X ® for mobility, presence, teleworking, contact center and home agent capabilities  Emergency home and remote virtual office choices  Easy to add HD video conferencing for relationship- building with drivers Solution Midsize transportation company based in Clayton, Alabama Over 1000 trucks hauling time-sensitive steel/building materials Recognized as “Best Fleet To Drive For” (2010 Truckload Carrier Assoc.) “Avaya has helped us to create a more effective and mobile workforce, and to continue building a highly collaborative culture.”

28 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 28 Simplifying Real-Time Collaboration for Everyone 1.Collaborate NOW! Promotion 2.Why Now is the Time for UC 3.User Profile Value in Avaya Aura ® 4.Case Studies 5.Next Steps

29 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 29 Next Steps  Engage with your CAM on plan to work the base  Avaya Aura Taking the Next Steps - WhitepaperWhitepaper  Making the Most of Avaya Aura Capabilities - VideoVideo  Avaya Aura Savings Estimator Avaya Aura Savings Estimator  Fact Sheet (Customer Facing – in progress)  Starting Collaborating NOW!

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31 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 31 Collaborate NOW! Summary  Target the industry’s largest installed base of enterprise communications systems: 50 million users worldwide  Re-engage and protect your customer base: lead with high margin applications value while addressing hardware and software upgrade requirements  Build on Suite Licensing messages of simplicity, added value and strong applications position with time-limited promotions pricing

32 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 32 Enterprise-wide Collaboration Solutions Faster collaboration, smarter decisions, better business Service Provider s Standard Media Web Social Networks Stores Branches Customers Partners Suppliers Avaya Aura ® Avaya Networking Service Providers Apps Contact Center Apps Contact Center Apps Collaboration Apps Collaboration Apps Social Media Apps Social Media Cloud Services AvayaLive Office Centric Power Collaborator Virtual Worker Mobile Worker

33 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 33 Avaya Aura Solution Components  Avaya Aura ® common enterprise-wide foundation for all communications and collaboration applications  Avaya Flare ® Experience for iPad and Windows for powerful mobile decision making and knowledge sharing  Avaya one-X ® for smartphones, desktops, speech access, and home teleworking, plus web conferencing for iPhone Avaya ACE ™ for multivendor application integration including Microsoft Lync  Avaya Session Border Controller for Enterprise for secure SIP trunks and remote VPN-less access (2Q ’13)  Avaya Conferencing 7 for multimodal capabilities - for audio or video conference calls, information sharing  Scopia Desktop & Mobile for extending video collaboration to any desktop and mobile device, anywhere  Avaya Services (Professional, Support, Managed) driving more effective user adoption, improved performance and faster ROI.


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