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Bob Zimmerer Michael Wallace

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1 Bob Zimmerer Michael Wallace
UC&C Solutions Bob Zimmerer Michael Wallace

2 The Preferred Choice Avaya 23.8% Avaya 30.5%
NEC 3.4% Other 30.0% Huawei 7.3% Other 24.6% Siemens 8.6% Microsoft 5.9% Cisco 17.0% Cisco 23.3% Genesys 17.2% Alcatel-Lucent 8.4% Avaya 23.8% Avaya 30.5% Source: Dell’Oro Group Source: Gartner Stats provided come from: External Market Share Summary, Calendar 2012 Results. And we hold the largest market share in key categories: 23.8% of the Unified Communications market 30.5% of the Contact Center market 10.9% of the Voice Maintenance market 23.7% of the Telephony Systems market Let me explain why Avaya is the preferred choice: Avaya has been the worldwide leader in Unified Communications[1] since the metric was developed by Dell’Oro Group, and continues to lead that market through the latest annual results We continue to maintain a commanding lead over competitors in worldwide Contact Center/ACD market We command a comfortable lead over our competitors in worldwide Voice Maintenance Services and maintain the largest installed base of Telephony lines in the industry Avaya was the market leader in Telephony Systems [2] for calendar year 2012 with an 8 pt lead over our nearest competitor Notes: [1] a subset of Enterprise Telephony; that portion that is considered capable of providing real-time communication and collaboration [2] Telephony Systems includes PBX and IP-PBX Systems Other 29.2% Other 64.1% Siemens 13.7% NEC 9.5% Siemens 7.1% Alcatel-Lucent 7.7% Cisco 16.2% NEC 6.0% Alcatel- Lucent 5.8% Avaya 23.7% Avaya 10.7% Cisco 6.3% Source: Intellicom Analytics Source: Dell’Oro Group

3 Gartner Magic Quadrant
Corporate Telephony Unified Communications

4 Business Used to Lead… Broadband Access Intraweb Mobile Phone
Desk Phone Messaging Conferencing Long Distance Mobile Phone Shared calendars Directories Broadband Access Intraweb A Decade Ago Businesses were technology Leaders. When you walked into the workplace, you were given a select suite of technologies that the company had handpicked to help you do your job. A deskphone with messaging, conferencing and access to inexpensive long distance – much better features than you had at home A mobile phone for work – but very few of us had them for personal use was a work tool, not a personal tool You had shared calendars and directories at the office, but not with your family and friends Broadband access was only in the workplace – most homes had dial-up at best. In some organizations, the internet was restricted to a chosen few. The ability to share files was common in the workplace, but not pervasive at home. In short, employees used to come into the workplace and be driven by the technology available to them. They were more productive at work than at home.

5 But since 2002, things changed
Information & Communication Technologies

6 During that time however…
April 2003 Smart Phone May LinkedIn Aug 2003 Skype Feb Facebook Feb 2005 Youtube July 2006 Twitter Nov Android Jan 2010 iPAD Over the last 8 years, we have seen a tremendous of change. New collaborative and social media technologies have altered the way that we communicate and collaborate. From the advent of smartphones to the introduction of tablets, consumers now have access to powerful mobile computing technology. Add onto that the availability of social media applications across all of these platforms and consumers have become connected, efficient and empowered than ever.

7 Consumers are leading the technology evolution
In fact – consumers have taken over the reigns of technology innovation. Today, over 2/3 of Canadians have a mobile phone. 1/3 have a smart phone, and by the end of the year, up to 50% of Canadians are expected to have a smart phone. Household computer ownership has continued to increase through the last decade, with almost 82% of all households having computers. Of those computers, over 70% are connected to broadband internet. Household broadband now represents 4 times the annual revenue of business broadband services. And finally, consumers are adopting social media at much faster than businesses. 29% of Canadian Businesses are using social media vs 50% of consumers.

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

9 Barriers to UC Adoption

10 Why Does Collaboration Matter?
Traditional Communications Advanced Collaboration Metcalfe’s Law Opportunity for Improvment Value Dunbar's number is a suggested cognitive limit to the number of people with whom one can maintain stable social relationships. Metcalfe's law states that the value of a telecommunications network is proportional to the square of the number of connected users of the system (n2). None of us in this room are old enough to apply this to the origins of the telephone and the exponential value it brought about at the turn of the century. However, most of us can equate this to the invention of the fax machine. I can even remember the Teletype. Dunbar’s Number People Image concept credit: Hutch Carpenter

11 Does Your Collaboration Scale?
Employees Partners Suppliers Customers The larger and more diverse are your personal network of contacts, the higher the quality of your ideas and project work. The larger and more diverse your network, the higher the quality of your ideas Image concept credit: Hutch Carpenter

12 Renaissance Collaboration

13 Collaboration at Warp Speed
A meme (/ˈmiːm/; meem)[1] is "an idea, behavior, or style that spreads from person to person within a culture.“The word meme is a shortening of mimeme, "imitated thing", from mimeisthai, "to imitate“.

14 Are you still Collaborating in the 90s?

15 Or using new technology…
But still communicating the same ways?

16 Are your users Collaborating around IT?

17 What Exactly is Unified Communications?
My definition: “Any combination of communication modes that increases the efficiency, timeliness or substance of collaboration, or enhances business value.” efficiency timeliness substance business value

18 Targeting your Collaboration Efforts
Optimize Infrastructure TCO Productivity applications desktop integration instant messaging mobile apps expert assist hoteling efficiency timeliness cloud SMS virtualization 1-number virtual office consolidation Extend services Personal & mobile video multi-media messaging Business process integration multi-channel CC video kiosk process integration substance business value BYOD work social media integration audio/web/video collaboration disaster preparedness

19 Customer Strategy & Roadmap
Hidden slide for reference. Content of this slide is used as the basis for a dialogue, outlining the categories of initiatives and potential sequence customers are looking at to address their requirements Customer Strategy & Roadmap Tactical Strategic Cost Revenue Optimize Infrastructure Simplification and TCO reduction Bridge from current investments Extensible platform Best of breed vendors Productivity Applications Alerting / Notification Mobility Multimodal Advanced Conferencing Extend Services Branch Extend services beyond enterprise boundaries BYOD Federation Business Process Integratoin Application Enablement Business Workflow Verticalized use cases Customer Care Aura Core Virtualized Environment Aura Messaging Aura Suites G-series gateways / IP Office Identity Engines AAC & Scopia Collaboration Environment Vertical apps & positioning UC + CC Mobility & Collaboration Suite

20 Avaya’s Differentiated Approach
Competitors’ Approach One-size-fits-all Significantly more spend needed to customize Disjointed user experience Built for silos of , voice or data Closed and proprietary Fit for purpose People-first innovation Open and unifying = At Avaya we’ve closely analyzed the competitive landscape. Often our competitors approach solutions from a one-size fits all perspective, meaning your costs to optimize for your specific organization will be high and require more resources to implement. Some competitor’s  focus on backend can mean a disjointed experience for the backend end user. And their architecture of building out separate solutions for , voice and data can make it difficult to create one unified system. Examples: For Cisco - “Higher TCO /vendor lock-in strategy” and “Disjointed User Experience” For Microsoft - “Incomplete solution requires multi-vendor integration” or “Lacks enterprise-class High Availability” For ShoreTel - “Closed and Proprietary” For Genesys - “High TCO / spend to customize” At Avaya we’ve closely analyzed these trends and understand how they impact businesses. This has driven us to approach product development very differently. We focus on 3 core principles: Fit for Purpose: We create and deliver highly focused solutions designed to overcome specific collaborative challenges. People First Innovation: In our quest to enhance business collaboration, we are constantly innovating. But we don’t innovate just to develop the next great technological wonder, we do it so we can solve the collaboration challenges that are occurring every day in the real world. Our solutions are designed to enhance the way people organically communicate and to empower them to communicate the way they would in-person, even when their collaborators are half-a-world away. Open and Unifying: Our solutions are designed to easily integrate with mainstream social media platforms, enterprise business software and with your legacy communications solutions. Not only does this let you to better leverage your existing communications investments, but it allows you unify tools across your organization to empower more efficient and effective interactions with your colleagues and your customers

21 Avaya Enables The Power of We™
Right People Right Information Right Time = = = Any device Any location Any modality Any network Contact driven Relevant Contextual analytics Filtered, Prioritized Portable, Accessible Any source, format, media Instant access Work assignment driven Workflow integrated Scheduled Ad-hoc circumstance appropriate I am sure you see how we are moving from an Age of Information to the new Age of Collaboration. Avaya’s technologies enable your organization to bring the right people together with the right information at the right time. We call this “The Power of We.” Nowadays, workers are “always on.” Avaya designs our solutions around today’s mobile and collaboration-oriented users to effectively free employees to access people and information that leads to creativity, idea generation and faster, smarter decisions. Our innovations help customers create a better real-time flow of information that result in more effective communication, producing a deeper level of collaboration. Avaya technology easily integrates people with the information that helps them fuse knowledge into something unexpected, unique and powerful. With increasing pressures on businesses to deliver more with less, The Power of We will help your people collaborate more easily and effectively, deliver increases in productivity and generate the ideas that will drive competitive advantage for your business. 2011 Avaya Inc. All rights reserved.

22 The Ideal Experience for Every Person
Social Media Business Applications Customer and User Experience Virtual Worker Contact Center Power Collaborator Context Content Communications Device Flexibility Our flexible solutions ensure your people are working as efficiently as possible and getting the most value out of their business interactions. Avaya chose to deliver flexible solutions, designed to meet your people’s unique needs because we know that people’s collaboration styles vary based on their responsibilities, situation, location and preferences. (Go through a couple of examples of various users) Power collaborators — People who are constantly communicating with other employees, customers, suppliers, etc. (Ex: Sales people) Visual team collaborators — People who need video communications and screen sharing (Ex: Design) Back office collaborators — People provide operational support (Ex: Finance) Mobile and home collaborators — People who work remotely <CLICK FOR TRANSITION> Our end-to-end solutions are built on the Avaya open architecture to better leverage your existing IT investments, providing you with an easy implementation and a lower total cost of ownership. We offer solutions in 5 key categories: Applications, Integration and Enablement - We provide solutions that can seamlessly integrate into social media channels and business applications. Real Time Video Collaboration - Leverage collaboration in a fluid environment that gets the right people connected at the right time. Contact Center - Create greater organizational alignment that will allow you to be more responsive and deliver better customer care, using the communication channel your customers want. Unified Communications Software, Infrastructure and Endpoints - A comprehensive approach to UC that unifies systems, devices and applications on one platform. Data networking - A fit-for-purpose network is the foundation of your communications system. Office Centric Mobile Worker 22

23 Flexible Solutions Applications, Integration and Enablement
Customer and User Experience Context Content Communications Device Flexibility Applications, Integration and Enablement Unified Communications Software, Infrastructure Contact Center Real Time Video Collaboration Data Networking Contact Center Social Media Business Applications Power Collaborator Virtual Worker Office Centric Mobile Worker Our flexible solutions ensure your people are working as efficiently as possible and getting the most value out of their business interactions. Avaya chose to deliver flexible solutions, designed to meet your people’s unique needs because we know that people’s collaboration styles vary based on their responsibilities, situation, location and preferences. (Go through a couple of examples of various users) Power collaborators — People who are constantly communicating with other employees, customers, suppliers, etc. (Ex: Sales people) Visual team collaborators — People who need video communications and screen sharing (Ex: Design) Back office collaborators — People provide operational support (Ex: Finance) Mobile and home collaborators — People who work remotely <CLICK FOR TRANSITION> Our end-to-end solutions are built on the Avaya open architecture to better leverage your existing IT investments, providing you with an easier implementation and a lower total cost of ownership.” We offer solutions in 5 key categories: Applications, Integration and Enablement - We provide solutions that can seamlessly integrate into social media channels and business applications. Real Time Video Collaboration - Leverage collaboration in a fluid environment that gets the right people connected at the right time. Contact Center - Create greater organizational alignment that will allow you to be more responsive and deliver better customer care, using the communication channel your customers want. Unified Communications Software, Infrastructure and Endpoints - A comprehensive approach to UC that unifies systems, devices and applications on one platform. Data networking - A fit-for-purpose network is the foundation of your communications system. 23

24 The Styles of Solutions Evolve
Functionality Slide Comments Infrastructure Focus Hierarchy Networked Communications Core User Focus Distributed Softswitch Stand Alone Time

25 Evolving towards a Communications Core
Legacy TDM IP Telephony Communications Core Slide Comments SIP Connection Management Connection Management Session Management Analog / ISDN H.323 / Unistim SIP Time

26 Accessing the Communications Core Anywhere
Slide Comments Main Campus SBC VPN Branch Campus Secure Remote Access

27 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 Easy content access Conferences Share content Multi-tasking BYOD Voice, video, web Always on © 2012 Avaya Inc. All rights reserved.

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

29 A Software Suite for all your User Profiles
~$140 For Existing CM Customers: $525 List Price ~$65 $325 List Price Collaboration Suite Mobility Suite Delete two of the next three slides depending on customer ~$40 UM Call $225 List Price UM Call Specifically, we’ve added the features to each suite that meets the needs of the users profiled earlier. Want me to walk you through them? The Foundation Suite delivers {start at bottom left} a highly reliable, survivable, robust communications infrastructure with basic voic {next line from left} with instant messaging, presence and video capabilities, enabled on a Windows PC or Mac, with Lync Integration as well. Of course, these “foundational capabilities” are also there for Mobility and Collaboration Suite. The Mobility Suite adds to all of that, the additional capabilities of {left-to-right} secure enterprise access and mobile device support, with Call Forking, and advanced unified messaging. Again, the Collaboration Suite includes these as well. And finally, the Collaboration Suite adds to all of this, voice, video and web collaboration. Foundation Suite Basic Basic Basic * Approx CDN street price includes current Collaborate NOW promotion

30 Avaya Aura® Suite Licensing
Driving User Profile Driven Collaboration Oriented Sales Conversations Mix & Match per user across the enterprise Optional Video Room connectivity Optional a-la-carte Conferencing or Scopia (/port) Collaboration Suite Mobility Suite Audio, video, web conferencing w/ content sharing and browser access Desktop/mobile video Recording Secure Remote Access Fixed-mobile convergence Mobile device support Speech based personal assistant Unified Messaging Optional a-la-carte Conferencing or Scopia (/port) Secure Remote Access Fixed-mobile convergence Mobile device support Speech based personal assistant Unified Messaging With the new Suites, we provide you with a better value at the base or Foundation level, a base solution that offers full survivability options, complete desktop access for Lync integration and Flare users, essential but with a big business plus. The enterprise that needs to add mobile collaboration will easily recognize the value in the Mobility Suite, a solution that combines all of the security and access options any mobile user will require. Addressing the market demands that communications has to involved mobile users, has to accept personal devices but still has to provide enterprise level security. And finally the power user, the enterprise user that wants full video and audio collaboration will find their solution in the Collaboration Suite. With Avaya Conferencing 7 and Scopia desktop and mobile clients this user will quickly understand how making video accessible and easier to use enhances the business value of enterprise wide video collaboration. But any flexible solution must address that each enterprise will have users with different needs, Foundation up to Collaboration. The new Avaya Aura Suite Licensing directly responds to this need by making the choices selectable on a per user basis, each corporate environment can add as many Essential users, Mobility users and Collaboration users they require, flexibility in addressing each enterprise, offering the best combination of features to meet their company goals. Foundation Suite Deskphone license, voice & video UC clients for Windows & Mac Microsoft Lync & Office integration IM & Presence, Voice Mail Session Management System Management Survivability API toolkit Deskphone license, voice & video UC clients for Windows & Mac Microsoft Lync & Office integration IM & Presence, Voice Mail Session Management System Management Survivability API toolkit Deskphone license, voice & video UC clients for Windows & Mac Microsoft Lync & Office integration IM & Presence, Voice Mail Session Management System Management Survivability API toolkit

31 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

32 Office Centric Analog, digital & IP end points Basic voicemail
UC End Points & Applications Analog, digital & IP end points Basic voic 6-party ad-hoc or meet-me audio conferencing Desktop applications Windows/Mac w/ presence and IM Video-enabled

33 Avaya 9600 IP Deskphones Intuitive, simple-to-use, context-sensitive user interface Business value and investment protection Acoustically engineered; G722 wideband on all phones Leadership in energy efficiency A better communications experience - increased productivity User centric design optimized to user profiles Intuitive, simple-to-use, context-sensitive user interface Business value and investment protection via open standards Open standards, modular architecture, phone applications Acoustically engineered; G722 wideband on all phones Leadership in energy efficiency © 2009 Avaya Inc. All rights reserved.

34 Introducing Avaya Communicator
Integrated UC Client Multi-platform support* Convergence of one-X & Flare Clean, simple UI optimized for device and screen size Instant messaging & presence New multi-media messaging Video enabled Embedded collaboration * iOS and Android full-featured support coming 2014 and into 2015

35 Avaya Communicator for Windows
drag and drop to easily start a conference or transfer a call integrated conference roster with direct participant actions list area with contact name and image, presence indicator and status message hover menu enables single click to call or IM a contact quick access to alternate numbers call appearance with active talker and conference control access staging area to setup ad hoc conferences or start a group IM large, accessible mute button call appearance with single click to add video, start IM or collaborate quick dial field to start a new call

36 Avaya Communicator Video
Continuous presence video Escalate to video call

37 Avaya Communicator Conferencing
Room-based system integration Initiate collaboration

38 Flare Experience: Integrated UC Client
iPad devices Integrated communications and collaboration experience Avaya Flare experience on Windows desktops or iPad devices provide full mobility of a user’s enterprise communication channels. Quote from a reference: “I can take my communication with me wherever I go, without the hassle to disconnect or connect equipment from one place to another. “ Avaya Flare® Experience enables you to log into your company's telephony server and make and receive telephone calls (voice calls and video calls) from your telephone extension via your PC. Using the Avaya Flare client, you can also send messages and instant messages, access your call history, access your Avaya Aura® contacts and Microsoft Outlook contacts, perform an Enterprise directory search, and manage your presence status. Avaya Flare® Experience provides enterprise users with simple access to all the communication tools in a single interface. Avaya Flare® Experience provides automatic integration with Avaya Aura® Conferencing 7. When you log in to a MeetMe conference on Avaya Aura® Conferencing 7 with Avaya Flare® Experience for Windows, you can: • access the Web Collaboration features by clicking the Collaboration button in the main window. • view a graphical representation of the conference and its participants • manage the conference using the built-in moderator controls (when you are logged in as the moderator). You must have access to your company's network to use Avaya Flare® Experience. The following figure shows the components of the main window of Avaya Flare® Experience for Windows. In this figure, there is an active MeetMe conference call. Windows PC

39 UC Integrated Client Roster, Contacts Call/Chat History Presence, IM
Collaborate Presence, IM

40 Foundation Suite includes Office/Lync Integration
Foundation Suite is the entry-level for all new/upgraded systems All users licensed for desktop productivity tools including: Instant Messaging and Presence Lync 2010 and 2013 client integration Soft-client for audio and video calling Application integration for click-to-call and user efficiency Participation in web sharing conferences and video collaboration A key point for our discussion today, is that regardless of the mix of suite licensing that you choose, all users get access to the features within Foundation Suite, specifically, the Avaya Client Applications with Lync integration, or ACA Lync. That means that anyone within your organization who has access to a PC is entitled to use ACA Lync. Another important note, is that the Office-centric user can always participate in web sharing conference calls and full video collaboration sessions, without requiring the advanced Collaboration Suite license. So let’s take a look at the ACA Lync integration. Depending on whether you are talking to a new or existing account, you should outline how you get the customer onto Suite licensing – e.g. if they are on CM5.2.1 they upgrade to current Aura, etc. Foundation Suite

41 Avaya Lync 2013 Integration
Click to dial contact from Group list or chat window Search for contact and call Escalate IM to voice, video and collaboration Conversation window mid-call control Add others to call Respond to incoming call with IM Telephony and video presence For those of you who are not familiar with this screen, this is the Lync 2013 client application. You will notice that there’s a black bar that gets added to the bottom of the Lync pane. With the ACA Lync integration, we install an Avaya softphone “underneath” the Lync interface, and expose only the controls that the user needs to manage their new communication capabilities. In the bottom bar, the user can select what device they want to use for audio – whether that’s their computer via an external headset, their Avaya deskphone, or an alternate phone of their choosing. The user can also quickly initiate conference bridge sessions, and check their voic directly from the bar – the icon will glow red if new messages exist. And the user activates and deactivates call forwarding from here, as well as accessing any Avaya settings. In order to dial a contact from the list, simply right click on the entry, and options will appear to make a voice or video call. Alternately, you can hover your cursor over the contacts presence or picture, and a phone icon will appear with dialing options. You can also do a lookup on the contact or simply type a phone number into the search field. If an IM window is already open, there will be a bottom bar that can also be used to escalate to a voice, video or collaborative session. Once a call is underway, mid-call controls will be available through the bottom bar for things like hold, transfer, DTMF tone-dialing, and audio volume and muting. If the user dials another contact, or accepts an incoming call, the current call is placed on hold. The user can perform a consultative transfer or join the parties together for an ad-hoc conference call. A “toast pop-up” will occur when a call comes in, and the user can accept, or ignore the call, or respond via IM to a Lync user. Lync will also incorporate Avaya’s presence information, indicating when the user is on a call, when voice or video is active. Change Audio Join Bridge Voice Mail Settings/ Forwarding

42 Avaya Outlook Integration
Outlook integration “hover” on contact to initiate dial/contact options Outlook Contacts Dial right from Outlook or Search and dial from Lync But the Lync client isn’t where most people spend their time. With ACA Lync, the user can dial contacts right from their Outlook s. Simply hover over the sender or any recipient in the header, and an options box will appear. {click} Similarly, the user’s own Outlook contacts can be dialed from the business card view, or by right clicking on the contact. Alternately, the Lync client can also be used to lookup the user’s local Outlook contacts, and dialed directly from there. {click} ACA Lync also simplifies the process of inviting participants to meetings; a new drop-down will be available in Outlook meeting invites to add the user’s meet-me conference details automatically. {click} Once a meeting is scheduled, the user or host can dial into their conference directly from a drop-down in the meeting reminder, or the meeting details itself. Join/Host meetings easily Drop-down from invite or meeting details Simplify meeting invites Auto-populate dial-in and web conference details

43 Browser Integration and Video Support
Dial right from browser and other Office applications Phone numbers highlighted in IE and Chrome Google apps too The ACA Lync integration will also highlight telephone numbers that appear in the user’s Internet Explorer or Google Chrome browser. This can be a huge time-saver, especially when you think of use cases where the user is consistently calling from a web application. e.g. Sales representative, using a web-based CRM system. {click} And don’t forget that desktop video is included for all users too. With the video capabilities of ACA Lync, the user can call any Avaya video enabled end-points, room-based systems and Avaya Scopia meeting rooms, not just another Lync user. That means that the users choice of client does not prohibit them from participating in the conversation - This is something that Lync alone cannot do – it requires additional gateway technology to make calls outside of the Lync user community. Video included! All users get free entitlement Call other Avaya video enabled end-points and soft clients Initiate video into to room-based systems and Avaya Scopia virtual meeting rooms

44 Conferencing Integration
Avaya Client Applications “Wizard” used to collect users’ conference dial-in and passcode information Instant collaboration from Lync 2013 New Share My Bridge Feature: send details, dial-in and launch web collaboration with one click Participants can launch web conference directly from hyperlink or cut and paste Let’s look at how ACA integrates your meet-me conference bridges. The first time the user opens Outlook after ACA is installed, a “wizard” will run, which will ask what conference bridges the user has available. It can either scan the user’s Outlook for the information, or the user can manually enter their bridge details. This is also a powerful tool for admins who manage the meeting invites for multiple execs, as the ACA wizard can be used to manage up to 10 separate bridges. {click} As shown earlier, the Outlook client uses this information to publish details into meeting invites, but it is also incorporated into the Lync 2013 experience, allowing the user to share his/her bridge information via the IM window. With only one click, the user can send the dial-in number and web link details, call into the bridge with the passcode, and initiate the web conference. There’s also an icon to copy the detail to the clipboard, so the user can the info to someone who is not a Lync user. All of the conferencing shown in this deck is not predicated on using Avaya Aura Conferencing – the conference bridge info can be any audio and web service. Obviously there will be an upsell opportunity with AAC7, but it should not be seen as an obstacle if the customer is not currently using our AAC7.

45 Understanding Lync Client Access License (CALs)
Standard CAL $36 IM & Presence PC-to-PC voice & video Enterprise CAL $123 Adds conferencing capabilities Plus CAL $123 Enterprise voice features; “PBX replacement” E-CAL/EA requires mandatory ~25% Software Assurance Still requires server software Hidden, but should be reviewed with customer if they do not clearly understand MS also will not allow anything other than Exchange for UM, so that user license needs adding. Lync Licensing Guide August 2013

46 Microsoft Lync Licensing Overview
Standard CAL = IM/Presence Lync to Lync Voice/Video Enterprise CAL = Conferencing Plus CAL = Enterprise Voice (IPT) Exchange UM is only VM for Lync Enterprise Voice – Requires Exchange Enterprise CAL Lync Client $36/User (Not Shown) is included in Windows Office Professional Plus Software Assurance (Upgrades) is 25% per year 3 year contract Windows Server CAL Hidden, but should be reviewed with customer if they do not clearly understand Not Required for Avaya Integration Exchange Enterprise CAL On Premises Server CAL Lync Standard CAL 2013 ($36) Lync Enterprise CAL 2013* ($123) Lync Plus CAL 2013* * Requires Lync Standard CAL Lync Server 2013 ($3646) SQL Server Windows Server Exchange Server The Microsoft Lync solution consists of Lync Server and Client Access Licenses CALS. There are additional applications licenses that need to be purchased to deploy the Microsoft Lync solution, Those licenses are Exchange Enterprise CAL which provide Unified Messaging which is the only Microsoft supported Voice Mail solution for Lync Enterprise Voice. Windows Server licenses are the server OS that the Microsoft Lync application runs on. The SQL software is the database software for Microsoft Lync. The bulk of the software licensing costs are a result of the 3 Client Access Licenses. The Standard CAL provides the user with IM and Presence and Lync to Lync audio and video calling. This is point to point no conferencing capabilities are included. The Enterprise CAL provides the audio and video conferencing for 3 or more parties and web conferencing and desktop sharing. The Plus CAL provides the Enterprise Voice or PBX capabilities needed to connect to the PSTN, dial plan etc. It is important to determine if the customer has purchased an Enterprise Licensing agreement. There are two types of Enterprise Agreements that include Microsoft Lync CALS. They are the Core CAL Suite and the Enterprise CAL Suite. The Core CAL Suite includes the Lync Standard CAL and the Enterprise CAL Suite includes both the Lync Standard and Enterprise CAL as well as Exchange Enterprise CAL. It is important to know the type of Enterprise Agreement so you know which Lync CALS the customer already has and which are included in the TCO analysis. If the customer has NOT purchased and Enterprise Licensing Agreement (Core CAL or Enterprise CAL suite) the customer will purchase under a select purchase plan a la carte or pay as you go model. The next slide provides the information on when each license is included in the TCO modeling. Software assurance is the only option for customers to purchase an upgrade it is 25% of the CAL and server licenses annually with a 3 year minimum contract. If the customer let the Software assurance contract lapse they will be required to pay 100% of the license costs when they upgrade to the next software release. Microsoft historically releases new software every 3 years an example is Lync 2010 and Lync 2013 respectively. License purchase styles: Core CAL Suite Enterprise CAL Suite No Enterprise Agreement = “Select” Source: Microsoft Lync Licensing Guide Published March 2013

47 Different Lync Integration Methods
ACA Client Integration Remote Call Control (RCC) SIP Trunking Relationship Communications Core Communications Core Communications Core Worth explaining if there is someone technical in the audience

48 Adding Enterprise Voice with Lync
Branch Office Lync PC User VoIP Gateway Smart Mobile PSTN DMZ Reverse Proxy Microsoft Survivable Branch Appliance Internet Load Balancer Edge Server WAN Microsoft ELA Plus CAL It’s highly likely that the reason you are in this presentation situation, is that there is some Microsoft bigot(s) within the customer environment that think Lync is their solution for next generation “PBX replacement”. This sequence of slides is directly targeted at subverting those messages. Before we show you how easily an Avaya Aura system can be integrated with Lync, it’s important to compare and contrast how Microsoft would have you add Enterprise voice to Lync’s IM&P. {For simplicity, all the Microsoft infrastructure typically implemented is not shown here – you may want to comment on that.} Most customers have, or are entitled to Lync with the Standard Client Access License or CAL. The Lync Standard CAL is often bundled for customers with their Microsoft Office licensing, and this leads many customers to the incorrect conclusion that “we already own the Lync licensing”. The Standard CAL only entitles the customer to IM&P, and peer-to-peer voice and video; that’s right, only calling within the customer’s Lync environment. So let’s look at what needs to be added in order to provide a true, Enterprise voice solution with Lync. {click} for each bullet/build Since Lync is a PC-based solution, any device that doesn’t run Windows needs some form of gateway technology. Support for analog phones and fax machines will require an analog gateway. Of course, getting to the PSTN requires trunk connectivity, so another gateway is required for VoIP translation. Or if SIP trunking is being used, a Session Border Controller is required Let’s not forget about the basics - voic ; since Microsoft supports only their product, you’ll need to add Exchange Unified Messaging. You’ll also need more Lync licensing too; while the Enterprise CAL enables collaboration capabilities, it’s not mandatory for Enterprise Voice, that’s what the Plus CAL is for. However, Microsoft will typically include both in their special offer under a 3-year Enterprise License Agreement, all wrapped up in a pretty bow, complete with a 25% annual surcharge for Software Assurance. (Enterprise and Plus CALs are $123/each) What about remote or home users? Well they need access from outside your Enterprise, and the Lync architecture requires Load Balancers, Reverse Proxies and Edge servers for that. How about Call Centre? Most customers have some sort of call centre, even if it is just an internal IT help desk line. And what about those Branch offices? How does Lync extend voice services across the WAN? Many of the same needs of the head office will exist in each branch location, and will require more gateways. What about survivability in the event of a WAN outage? Microsoft will recommend a Survivable Branch Appliance, or SBA. So it’s not looking so “free” after all, is it? Let’s throw another wrench into the mix. SIP Call Centre? Exchange UM Lync Server SBC Enterprise CAL Standard CAL PSTN VoIP Gateway Analog Gateway Lync PC User IP Phone Fax Analog Phone

49 Third-Party Components in Lync Solution
Branch Office Lync PC User VoIP Gateway Smart Mobile PSTN DMZ Reverse Proxy Microsoft Survivable Branch Appliance Internet Load Balancer Edge Server WAN Backup Data Center Microsoft ELA Plus CAL We all know that Microsoft is primarily a software company; they’ll need specialized partners to deliver their total enterprise voice solution. Again, {click} for each bullet/build: For those customers who try to use only a PC for audio, you’ll need headsets. Very few office environments are conducive to using the PC speakers, and the embedded microphone is rarely up to the task of delivering quality recording. Don’t forget that you’d need to unlock your keyboard just to answer a call. There’s no shortage of manufacturers out there who will make a phone for you to use with Lync. But don’t you already have phones? One of Microsoft’s arguments for Lync is that you don’t need to buy replacement phones. In practice, it doesn’t turn out that way, and customers end up buying both headsets and handsets. Again, there’s a number of Microsoft partners that can provide the VoIP and analog gateways, As well as the Session Border Controller and The Survivable Branch Applicance Oh, and don’t forget about load balancers for the remote users. And for the call centre, there will again be many partners happy to put their call centre solution on top of all this. Ironically, another selling point that Microsoft pushes, is that going with a Lync Enterprise voice solution minimizes the complexity as there are less vendors to deal with. Does this look like less to you? SIP Call Centre Exchange UM Lync Server SBC Enterprise CAL Standard CAL PSTN VoIP Gateway Analog Gateway Lync PC User IP Phone Fax Analog Phone

50 Adding Lync Integration to Avaya
Branch Office Lync PC User Smart Mobile PSTN DMZ Avaya SBC Internet G430 w/ LSP VPN Switch Premise-based or Office 365 WAN R5.2.1 voice only R6.2.2 video support Active Directory Standard CAL So now let’s look at what it would it would take to do the reverse – that is, adding Lync to your existing Avaya Aura voice. Most of what you see here, you likely already have so, that’s why the screen already looks full. {Maybe there’s some things you don’t have: perhaps you haven’t gone to SIP trunks yet, so don’t have a Session Border Controller. Or maybe you haven’t deployed Session Manager, so those servers may not be there}. This represents a typical existing Avaya customer; effectively, you have an Enterprise-class voice system, but want to integrate to your Microsoft Office and Lync applications. Again, {click} for each bullet/build: First, your Communication Manager needs to be at R5.2.1 or above to support ACA Lync voice, or R6.2.2 for voice and video support. From a Lync perspective, you only need the Standard CAL to support the ACA Lync integration; most customers already own this, and have likely deployed this to give them IM&P. The Lync instance can exist as either a premise-based deployment, or Office 365 cloud-based services. Microsoft Active Directory is the source for ACA Lync user information; again, most customers already have AD deployed, but we wanted to call out this dependency. There are no additional servers required either from the Avaya side or Microsoft Lync. The ACA integration is installed entirely on the desktop. Through a software configuration tool {available on our site}, a customer admin simply builds the “dot msi” files for the ACA Lync integration. Then through your normal PC software distribution method, the ACA Lync software is pushed out to each of the PCs, and the next time the user logs onto Windows, the ACA Lync software will ask for the user’s Avaya telephony password and log them in. They will not be prompted again and ACA Lync will auto-login each time the user restarts a session. And that’s it. I’ve (the author) personally downloaded the configurator tool and installed this for other customers in less than 10 minutes, with no intervention or support required from the customer’s IT team. SIP Avaya SBC Aura CM/SM Lync Server PSTN G450 Lync PC User Avaya IP Phone Fax Analog Phone

51 The True Cost of UC Ownership
Nemertes 2014 IP Telephony and UC Cost Data “Microsoft… it’s still the most costly to operate.” “Avaya is the most affordable for integrated UC” Operational costs drive TCO, not capital Implementation costs secondary to opex Data from net new installs Upgrades are small fraction of figures shown Even if net new, it would still be less to use ACA Lync with a new Aura system What we’ve just outlined is what we believe to be the lowest risk method of using Lync as an element of your Enterprise communications strategy. We know that it is also the lowest cost. But you don’t need to take our word for it. The research firm, Nemertes (neh-mer-tees) recently finished their 2014 study of IP Telephony and UC Cost Data, and not surprisingly, came to the same conclusion as they did in You can read the quotes from Robin Gareiss yourself, but in the blog noted at the bottom of the slide, she calls out Microsoft as the most expensive UC solution, five times… do you think she is trying to make a point? Furthermore, she again points out, as she did in 2013, that the operational costs are the biggest challenge for customers’ IT budgets. Customers with existing Avaya systems have already absorbed the cost of training and certification, and less staff time is used maintaining an existing system versus implementing a new one. And consider that the data they are using is for new systems – we’re here today talking about a potential upgrade to your Aura system, which is arguably much less than the capital requirements of a new system. But even if we used the net new data shown by Nemertes, an Avaya system with ACA Lync is still about half of a Microsoft Lync-based solution.

52 Customer Lync Enterprise Voice Experiences
By Linzi Sheldon King County, WA — King County's new multimillion-dollar telephone system is causing dropped calls and other problems for the public and county employees. "I've heard from a lot of my constituents," King County Councilmember Rod Dembowski said. "I've heard from some of my mayors, when they try to reach our office, that they're frustrated. The county is spending about $18.6 million to replace about 11,250 old phones with high-tech new ones that use the Internet and run Microsoft Lync. Presenter’s call if this slide is shown or not… depending on the audience, this may not go over well, or it might be good shock value. However, it certainly supports the sales play here. Also, if you do the math, you will see that King County spent $1,600/phone (to date) – shocking, by any standard. And customers are finding out, unfortunately the hard way, that despite the promises of “free Lync” and low TCO, that Lync is not ready to be a replacement for purpose-built solutions like Avaya. Why re-engineer something to be something that it’s not, when you can simply add it on to your Avaya system?

53 Why UC for Mobile and Virtual Workers?
Companies with 1,000 BYOD devices spend on average $170,000US more than organizations with corporate policies (Aberdeen) 40-50% of cellular calls are made and received while the user is in the office and in range of wifi (AMI-Partners) 3 1 (Web Wise Business, BT Research); 2 (Pearn Kandola, The Psychology of Effective Communications); 3 (Boost the Bottom Line with Mobile UC, Frost and Sullivan)

54 Mobile and Virtual Worker
UC End Points & Applications Office-centric features PLUS Extension-to-Cellular Session Border Controller Mobile device UC applications Unified Messaging

55 Extension to Cellular Single Number and Voicemail
Receiving an Incoming Call 2 Communication Manager uses defined EC500 call routing for user’s primary extension (eg. DN 5000 ) Aura Communication Manager 1 A call is originated to the Enterprise DN or DID of the one-X user (DN 5000) 3 EC 500 extends incoming call to mobile phone; up to 5 destinations may be entered 3 Aura CM sends the call to the IP set for DN 5000 and the IP set begins to ring PSTN Cellular Network (CDMA/GSM) User (DN 5000) has two devices: An IP Phone Mobile Phone 4 Mobile phone is answered, but line appearance remains active on desk phone; user can return to desk and pick up line, disconnecting mobile Single Number and Voic

56 Extension to Cellular Single Number and Voicemail
Extending a Call to Mobile Device 2 Communication Manager uses defined EC500 call destination for DN 5000 and creates conference Call is in progress on desk phone; user presses “Extend Call” feature button 1 Aura Communication Manager 3 EC 500 extends to mobile phone defined for DN 5000 PSTN Cellular Network (CDMA/GSM) User (DN 5000) has two devices: An IP Phone Mobile Phone 4 Mobile phone is answered, user hangs up desk phone and is free to move about Single Number and Voic

57 Avaya Mobile Solutions
Support for most popular devices Carrier independent Adapts to infrastructure Telephony, UC and Collaboration Simplified provisioning BYOD security Ease-of-use Single-client simplicity

58 Today: Avaya Mobile Clients
Avaya One-X Mobile SIP for iOS R6.2 SIP Lite Avaya Communicator for Android 2.0 Avaya One-X Mobile R6.2 UC

59 Avaya Mobile Clients Evolution
Avaya Communicator for Android 2.0 Avaya Communicator for iPhone 2.x Simplified user provisioning Administrative control and BYOD security Single client adaptability to evolving Avaya environments Intuitive User Experience without exposing complexity Mobile-enriched Aura core EC500 6.2 SIP one-X CES

60 one-X Mobile iPhone Clients
one-X Mobile Lite one-X Mobile SIP iOS one-X Mobile Voice Cellular Wi-Fi Data Cellular/Wi-Fi Telephony/UC Basic Telephony Rich Telephony Telephony +UC Requirements CM (EC500) CM (SIP Line) CM, one-X CES User Mobile Office Professional Campus-centric Road Warrior

61 one-X® Mobile Single Number and Voicemail Receiving an Incoming call 2
One-X CES updates EC500 call routing for user’s primary extension (eg. DN 5000 ) Aura Communication Manager One-X Client Enablement Services 3 A call is originated to the Enterprise DN or DID of the one-X user (DN 5000) 4 EC 500 extends incoming call to mobile and any other number entered using one-X Mobile (eg. Home phone) Aura CM sends the call to the IP set for DN 5000 and the IP set begins to ring PSTN Internet Cellular Network (CDMA/GSM) Cellular Network (CDMA/GSM) Data Connection one-X user (DN 5000) has three devices: An IP Phone one-X Mobile equipped Smartphone Home Phone 1 one-X Mobile user creates/selects phone(s) to ring with primary extension and one-X Mobile client updates one-X CES using available mobile data connection (2G,3G, Wi-Fi) Single Number and Voic

62 one-X® Mobile Originating a Call from Mobile
5 Having established the user leg of the call, one-X CES signals Aura CM to bridge a 2nd call to the real destination received in step (1). 3 Aura Communication Manager One-X CES signals the Aura CM to make a call to the call back number chosen by the one-X Mobile user. one-X CES DN 4000 6 The call arrives at the set of DN 4000 with the Enterprise CLID of the one-X Mobile user. PSTN One-X CES acknowledges the call attempt Internet Cellular Network (CDMA/GSM) Cellular Network (CDMA/GSM) Note: The call back destination can be any phone number (e.g. a home phone, a temporary office phone, etc.) 2 Data Connection to one-X CES Once the call from the Aura CM is answered at the call back destination, one-X CES initiates a 2nd call to the real destination. 4 1 one-X Mobile user would like to make a call to DN The mobile call attempt is sent from the one-X Mobile client to one-X CES over a secure data connection.

63 Avaya one-X® Mobile SIP for iOS
VoIP over Wi-Fi, 3G/LTE without Cellular Dual-Mode support SIP / cellular handoff Single Number Reach Incoming calls to office ring on mobile (shows caller ID) Can be combined w/ EC500 to ring other devices Single Identity Outbound mobile calls are handled by enterprise call server Receiving line shows office ID (hidden mobile number) Low cost mobile communications Enterprise routing for toll avoidance “Free” Wi-Fi connectivity replaces cellular use Single Voice Mail Shares common enterprise voic box Enterprise Voic enforcement (EC500) Enterprise Communication Features Search corporate directory and local contacts Mid-call features, Call persistence, Bridged line appearance Support SES 5.2, SM 6.x iOS 4+ one-X Mobile SIP for iOS – current feature set, but may have minor changes UC features not available in this release such as visual voic , presence, IM, etc Features: SIP endpoint, Interop Tested with CM 5.1/SES5.2 and CM6/SM6 over Wi-Fi and 3G Cellular networks Runs on IOS 4 or later devices only: iPhone, iPod and iPad Dial plan integration and PSTN Access Call Persistence – user can navigate to and user other applications while on a call. Audible/Visual alerting of Incoming Call even when in another application Basic Calling Features: Make/End Call, Hold/Unhold, Mute/Unmute Transfer – Direct / Consultative Conference – Direct/ Consultative 3 Line Appearances Message waiting indicator Speed Dial, Redial - The user can add numbers to or delete numbers from the speed dial list. The user can Redial last number dialed, also dial pad for DTMF such as when joining a conference Keypad for DTMF dialogs. Call History (see incoming and outgoing calls) Contact Management (iPhone Contact Integration) – ability to see contacts from iPhone contacts Voice over WiFi – this has been a key feature for many customers to have the ability to communication Enable data devices such as iPad and iPod touch Encoding support – compliant with common voice and coding schemes – supports different kinds of voice encoding including G711, G729 and G722 voice encoding. Speaker & Microphone control. User Preferences – Emergency Number, Dialing rules, account, audio, etc. Directory integration with Active Directory/LDAP directories Supports “road warrior” mode only (Telecommuter mode not supported) Internationalization supported, but only US English delivered in Rel 1 App is distributed through the Apple iTunes App Store 63

64 One-X Mobile SIP iOS Deployment options for Secure VoIP Private
Avaya Aura SBC VPN Access WLAN/802.11i Public WLAN 3G/4G Cell Data VPN When using VPN calls can move cleanly between Wi-Fi and Cellular Data. Wi-Fi priority is an iOS setting Calls initiated by VPN on Wi-Fi will move to Cell Data if Wi-Fi becomes unavailable in presence of cell data coverage Calls initiated by VPN on cell data will move to Wi-Fi when user moves into known Wi-Fi coverage zone (Wi-Fi must be previously configured on iPhone) VoIP Wi-Fi enabled by default. Wi-Fi connectivity is given priority over 3G/4G connectivity if both are present. Cell Data disabled by default to protect against a scenario where users unknowingly generate high mobile data charges. Users must manually enable VoIP over Cellular Data. Home/ Hot Spot Off-site: SIP connection can be established through an SBC or via VPN Tunnel using a 3rd party VPN app On-site: Native i security (eg. WPA2) can be used for securing on-site WLAN access

65 Call Handover one-X Mobile SIP 6.2
VoIP to Mobile 1 Active SIP call over Wi-Fi (or 3G/4G) connection User wants to handover call to cellular voice network and taps “Handover to Cellular Network” button. One-X Mobile initiates the Extend Call feature of CM via SIP connection w/ Session Manager Aura Session Manager 2 Aura Communication Manager 4 Call arrives on iPhone native dialer 3 Aura CM makes a call to the mobile phone number 5 User answers and joins call in progress. CM drops the SIP call. Cellular Network (CDMA/GSM)

66 Call Handover one-X Mobile SIP 6.2
Mobile (EC500) to VoIP 3 User selects active call appearance and joins call in progress. CM drops the EC500 Call (Aura 6.2 FP2) Aura Session Manager Aura Communication Manager 2 Device associates with WLAN AP and one-X client registers with SM 1 Active EC500 cellular call. Either initiated from client, or received via single number Cellular Network (CDMA/GSM)

67 Avaya one-X Mobile 6.2 - Lite View
Join Call button triggers Active Appearance Select FNE dialing to join an active call Lite indicator/ SIP toggle Feature menu of configured FNEs Dial-Pad dialing auto-prefixed with Idle Appearance Select FNE for Aura dial-through outbound calling Settings screen for dial rules, FNEs and client logging Features Button launches feature menu (shown on right) Favorites List can be built from local contacts Recents List shows call log of outbound calls (w/o FNE pre-fixes) All iOS contacts + Corporate Directory search (req’s ActiveSync)

68 Avaya one-X Mobile 6.2 - SIP View
Multiple Line Appearance Line Appearance SIP indicator/ Lite toggle Control Buttons (Hold/unhold, mute, speakerphone) Simultaneously manage multiple calls Keypad dial conversion rules Handoff button initiates Extend Call to Cellular interface Features button launches feature menu Recents shows SIP and Lite call activity All iOS contacts + Corporate Directory search (req’s ActiveSync) Settings screen for dial rules, SIP Settings and client logging

69 Application Specific Security
Firewall Application Level Security Proxy (Policy Application, Threat Protection Privacy, Access Control) Firewall When we talk about comprehensive application-layer security, you can relate to it by looking at the other types of applications being secured in the enterprise. For example, enterprises deploy proxies to scan all traffic entering the enterprise, looking for viruses and security threats. Similarly, web traffic is often secured via a proxy, that is looking for unsafe traffic or enforcing corporate policies on web traffic. In both those examples, the proxy function can introduce slight delays in the forwarding of traffic because neither application is expected to perform in strict real time. Just like a proxy is used for those applications, the Unified Communications and VoIP applications also need a proxy function to be properly secured. And unlike those other functions, the appliance performing that proxy function must operate in real-time, because UC applications like VoIP, video conferencing, telepresence, instant messaging and collaboration cannot be delayed in any significant way. The Avaya Session Border Controller Advanced for Enterprise appliance serves as that proxy for UC. With the Avaya SBCE architecture and platform specifications, key security functions can be performed on traffic with only 10 milliseconds of latency for signaling and 50 microseconds of latency for media. It is important to note that the Avaya SBCE does not replace your existing firewalls or data and network layer security devices. Instead, it augments and complements them. For example, if your firewalls have ports opened to allow VoIP and UC traffic to proceed through unimpeded. But this means nothing is actively scanning that traffic to look for threats or intrusion. Avaya SBCE fills that gap by conducting active, real-time proxying, IDS, and firewalling on the traffic that your network firewall just passes through. Avaya SBCE Complements Existing Security Architecture

70 Secure Remote Worker with Avaya SBC
Presence Server System Manager Communication Manager Avaya Aura Conferencing Aura Messaging Session Manager Avaya Aura® Avaya SBCE Personal PC or iPad devices App secured into the organization, not the device One number UC anywhere The Business customer is now facing an evolving world where users are no longer confined inside the walls of the Enterprise. Trends towards mobile access to system resources, telecommuting, and BYOD are creating the need to deliver SIP-based UC and collaborative services to these remote users in flexible yet secure manner. ASBCE 6.2 delivers a new solution to this need in the following diagram: In the diagram, Remote Workers need to access services via the Internet. Client registrations are addressed to the ASBCE, authenticated, and passed to the Aura core. Client/user service profiles and information is then relayed back to the client in a secure environment that does not require a VPN access or VPN client to be installed in the user’s client device. This gives a simplified, flexible and secure access to SIP/UC services without the need for VPN for SIP communications Untrusted Network (Internet, Wireless, etc.)

71 Avaya one-X® Speech Personal Assistant
Effective Message, Calendar, and Contact Management ‘Make a call.’ …to one of your contacts, somebody within your corporate directory or simply speak the number you want to call! ‘Schedule a reminder.’ …and let yourself be called at any number and reminded, so you won’t forget any of your tasks or appointments! ‘Send a message.’ …to a contact, to a voic mailbox or somebody within your corporate directory. ‘When am I free today?’ …keep track of your time wherever you are! ‘Read my messages.’ …voic and/or . Filter by status or by sender. You can reply, forward, delete, … ‘Follow Me!’ …and have all your calls flexibly forwarded to you wherever you are.

72 Power Collaborator Office-centric features PLUS
UC&C Applications Office-centric features PLUS Mobile & Virtual worker PLUS Audio conferencing including video and web sharing Video collaboration

73 Leveraging the Power of Avaya Aura®
Avaya Aura® Conferencing + Avaya Flare® Experience Avaya Aura® Conferencing 7 Avaya Aura® There is a strong set of ideas behind Avaya Aura Conferencing 7.0 That it  is a multi-modal multimedia conference  product What a moderator creates and participants join is a conference session (not an audio  conference, or a web conference or video..) Every conference session can be created with any media type (audio, web or video) and other media can be added to or subtracted from  the conference while it is in progress All conference controls apply to the conference session– and translated as applicable to the media active in the conference That the concept of cascaded conferences  (with any/all media) is central to Avaya Aura Conferencing 7.0 and every conference is by default treated as cascaded unless the deployment topology itself prevents that. Standout features relevant to Audio/Web Highly Scalable – Can support up to 150,000 provisioned users of which up to 7,500 can be active concurrently. Distributed Architecture  for Audio conferencing – allows on-premise system deployment with significant bandwidth savings for a large multi-site organization. Integrated Voice+Content Collaboration – eVoice (enhanced Voice) conferencing with content sharing enabled with variety of clients (Flare on Windows/iPad, Collaboration Agent on Windows/iPhone) Multiple Deployment Options – Of note a single server deployment can support up to 500 concurrent audio and 500 concurrent web sessions. Stateful Failover – The Application Server (control server) can failover while preserving the state of all active conferences Dynamic Bandwidth Management -  (based on user priority and real-time re-allocation of bandwidth between conference participants) User Interface/Experience – Drives the compelling Flare User Experience Session Based, Unified Audio, Web & Video* Collaboration Supports BYOD Scale to Thousands of Desktops Highly Efficient Bandwidth Management * Intended plan for future roadmap. Refer to disclaimer on Slide #2

74 Avaya Aura® Conferencing 7.2 Video
with Avaya Flare® Experience for Windows and iPad Avaya Aura Conferencing Very high-scale distributed media architecture up to 7,500 full audio/web/video conferencing sessions 720p SVC HD video switching Dramatically reduced bandwidth with media cascading Powerful content sharing across Flare, PC/Mac web-browsers and smartphones Avaya Flare Experience Easy one-click video Efficient point-to-point SIP video Drag and drop multi-party conference with video, audio and content Call into rich Scopia video rooms When we first introduced Avaya Aura Conferencing and Flare experience We said that it is easy on IT, easy on users, and easy on budgets The story is only getting better From an IT perspective, We are working with an analyst and with a paper that will be published shortly we can show that we have the lowest bandwidth that is a function of our cascading architecture, dynamic bandwidth management, and the use of SVCs it is easy to manage with unified management through Aura System Manager unified dial plan through Aura Session Manager It has its high scale with 7,500 sessions per system, and up to 2,000 sessions per conference It is highly available providing stateful failover of the application server ensuring that conferences can continue in the event of a failure And an N+1 or N+M configuration of the media servers meaning that users can be served from an alternate media server in the event of a failure there Easy on the user Customers have given us high praise for the people-centric collaborative experience They like the simplicity of the integrated UC capabilities And all the conference controls that they have to make meetings much more efficient The “instant on” capability from the iPad gets customers very excited Flare offers high fidelity experiences … We talk about this as not only 720p HD video, but HD wideband audio as well And the collaboration agent for browsers, iOS, and now Android makes it easy for people to share in a collaborative session Easy on the budget Ultimately means having the lowest TCO among UC solutions The forthcoming white paper will prove that out Some customers have found that the cascading architecture for even voice alone, is sufficient enough to drive the business case. It has factored into the business case for On Avaya which is driving us forward for deploying Avaya Aura Conferencing for use internally with Avaya At a sub $300 TCO per user over 3 years, it provides a payback of about 18 months vs using subscription based audio, video, web based services

75 Avaya Aura Conferencing Conferencing and Collaboration services across multiple devices
Avaya Aura Conferencing Client for Apple iPhone and Android Avaya Flare Experience Apple iPad Avaya Aura Conferencing Collaboration Agent Browser Avaya Flare Experience MS Windows © 2011 Avaya Inc. All rights reserved.

76 Avaya Aura Conferencing 7.2
Initiate screen share and collaboration Audio and video right from the web browser Initiate recording Share entire screen application or whiteboard Recent speaker list Access recordings For participants who use web browsers, the Collaboration Agent provides tools for managing and participating in conferences and sharing information. Participants inside or outside the organization can join the conference quickly by logging into the URL provided by the conference owner With 7.2, audio and video capabilities are available on the Collaboration Agent. Once a user joins the conference, they can opt to turn audio and or video on. Here the self view and the active talker is shown. While conferencing by voice or voice activated video, any user with a web browser can participate in conferences, share data, view participants, and communicate by messages, Participants have access to: List of other participants, Ability to mute or un-mute a participant, select a participant, and right click to pull up a menu option. Share all or some of their desktop, specific applications, documents, or virtual whiteboards Send messages, annotate shared content, write minutes The presenter can store presentation materials in advance and retrieve them in seconds when during the conference. At the end of each collaboration session, a Meeting Report is automatically generated and can be accessed from the Collaboration Agent. These reports contain the following information: Meeting minutes (including action items, notes, keywords and questions) Library files that have been shared (including individual pages and slides) Whiteboard, desktop, screenshot, and application sharing events Also with the 7.2 release, the system records audio, data, messages and conference events. (recording of videos coming in release 7.3). Moderators have the ability to store recording files in their own personal Recording Library. Roster list for participant management Access to stored docs

77 AAC 7.2 Playback Control Hover for playback controls
Slide sorter scrolling view Display area for active speaker Selectable playback activities Download content to local PC

78 Recording Attributes – End User perspective
Moderators initiate and/or terminate recording from: GUI - Collaboration Agent interface TUI - DTMF *2 to toggle AAC 7.2 conferences can be recorded automatically (Auto record) Recording status indicator when recording is in progress. A conference-wide enunciator plays when recording is initiated A user line specific enunciator plays when one joins into a conference that is being recorded. I’ve hidden these more detailed slides

79 Default Settings in CA - Recording
Auto-Start recording option Recording starts with the conference start: When the moderator joins, for typical conference flow -or- When the first participant joins Fast Start conferences Recording stops when Moderator exits or selects Stop. For conferences that are set to continue after the Moderator leaves, the recording stops when the last participant leaves the conference.

80 Playback: Roster Roster view Roster view Sort by Name or by Role
Active Speaker Toggle and indicator

81 Playback: Download recording
Choose (MP3 or SWF) Std Windows download dialog

82 Audio/Video in CA – End User perspective
Collaboration Agent No Video window No option for Audio and Video settings! Audio and Video in the Collaboration Agent Basic controls Self-View Video Active Speaker indicator

83 Audio/Video in CA – Setup Note: The flow at GA will be different but will have similar options
New option to start an Audio and Video call in Collaboration Agent when logging in both as a user or as a guest You can cancel and join CA as usual (no Audio and Video) Tuning Wizard option Test and choose audio and Video devices that are available in your machine Must NOT have any other Softphone or App using the audio and video resources

84 Audio/Video in CA – End User perspective
Audio, Web and Video conferencing using your browser only!!

85 Avaya Aura Delivers Industry Lowest Operating Cost
Avaya Aura drives lowest operating cost! Source: Nemertes Research 2013: DN Operational Cost Drives Stark Differences in First‐Year Telephony, UC First‐Year Cost © 2011 Avaya Inc. All rights reserved.

86 Enterprise with 2,000 Users and 100% UC
1. Comparision TCO 5 years 2. General Evaluation on all four categories Avaya offers a lower TCO (product, implementation, maintenance) over 5 years Avaya proposed the most competitive offer regarding Architecture, Technology/Features, Price and accomplishment to requirements. © 2012 Avaya Inc. All rights reserved.

87 References ~5500 endpoints & 35 locations to-date
Replacing 39 CS1k, Meridian and 3 x Cisco systems Managed by 2 full-time admins + 1 contract ~2000 endpoints & 40 locations to-date Continuing to grow/expand sites worldwide Managed by 2 telecom admins ~1800 endpoints & 10 locations to-date End state of over 16 sites with another 14 x SIP only locations Managed by 3 telecom admins

88 Chasing the Puck Chasing the Puck
The idea behind these two slides, is that if we wait till the next best UC tool comes out, that we will never catch up

89 “Skate to where the puck will be”
There’s no time like the present to start moving towards the goal

90 Canucks closing slide Proudly Powered by
Avaya powers the Vancouver Canucks with Networking infrastructure and Communications Services. Proudly Powered by

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