Avaya Communicator for Web for Avaya IP Office - Target Markets and Sales Motions Updated November 2015

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 2 Avaya Communicator for Web Integrates IP Office with Cloud Applications Avaya User Experiences Avaya Communication Platforms Communication Enabled Cloud Apps and Web Browsers COMMUNICATOR DesktopMobileWeb Powered by Esna

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 3 Ideal Target Markets – Organizations Moving or Using Cloud-Based Productivity, and CRM Solutions ●5M+ businesses ●50M+ end users ●60% market share in higher education ●58% of Fortune 500 ●12M+ end users ●100K+ customers ●Cloud CRM solutions market leader; 14% market share ●750M end users ●Leading web browser ●Chromebooks fastest growing laptop ●40M+ end users ●31% of all cloud-based business mailboxes are Office 365 New and existing IP Office customers using Salesforce, Google Apps, or Office 365 New and existing IP Office customers that are migrating (or considering) off on-premise Microsoft Exchange 2003/2007 to Google Apps or Office 365 Scopia Desktop users

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 44 How Do You Know if Avaya Communicator for Web is a Great Fit for Your Customer? Is your customer moving from on-premise apps for productivity, and CRM to the cloud or SaaS based solutions? Does your customer use Salesforce.com? Does your customer use Google Apps or Gmail? Does your customer use Office 365? Does your customer have employees that work remote? Does your customer have teams that are geographically dispersed? If you answered “yes” to any of the above – Avaya Communicator for Web + IP Office is an ideal solution for your customer.

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 5 Avaya Communicator for Web – Feature Comparison by Cloud App Google AppsOffice 365Salesforce Collaboration Voice Communication XXX Video Communication XXX Click-to-Call XXX Call Control XXX Softphone Only Mode XXX Instant Messaging XXX Phone Presence XXX Calendar Presence XXn/a Location Sharing XXX Contextual Collaboration Xn/a Share Document XXX Share Web Page XXX Screen Pops n/a X Activity Logging n/a X Create New Record n/a X Web Meeting Services Integration Click-to-Scopia [1] XXX Click-to-Hangout Xn/aX [2] Settings and Administration Select Device XXX In-App Tutorial XXX [1] Requires Esna iLink for Avaya Scopia Desktop [2] Requires Google account

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 6 Google Apps Customers (Google Apps for Work, Google Apps for Education, Google Apps for Government) What they care aboutHow Avaya Communicator for Web helps Avaya’s value to Google Apps users Key Avaya Communicator for Web capabilities Google Apps adoption and user satisfaction Provides missing UC features in Google Apps Be more productive in Google with embedded real-time communications Click-to-voice Click-to-video Click-to-Hangout Unified messaging Work more effectively in Google Drive/Docs Contextual collaboration displays collaborators and their presence in every document in Google Drive Quickly find peers, see their status and start a real time call with them with one click Click-to-voice Click-to-video Click-to-Hangout Click-to-Scopia Location sharing Extend Google Hangouts outside of just Google Users can start a Hangout from any web page and directly inside apps like Salesforce.com Ability to use the communication tools they are most comfortable and familiar with Click-to-Hangout Use Google Hangouts for IM/P Admins can turn off Avaya IM/P and just use Avaya for voice, video and conferencing Ability to choose the tools they want to use Click-to-voice Click-to-video Click-to-Hangout Decision maker: CIO, VP/Director IT

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 7 Office 365 Customers What they care aboutHow Avaya Communicator for Web helps Avaya’s value to Google Apps users Key Avaya Communicator for Web capabilities Office 365 adoption and user satisfaction Provides missing UC features in Office 365 Be more productive in Office 365 with embedded real-time communications Click-to-voice Click-to-video Unified messaging Work more effectively in Office 365 Contextual collaboration displays collaborators and their presence in every document in Office 365 Quickly find peers, see their status and start a real time call with them with one click Click-to-voice Click-to-video Click-to-Scopia Location sharing Use Skype for Business for IM/PAdmins can turn off Avaya IM/P and just use Avaya for voice and video Ability to choose the tools they want to use Click-to-voice Click-to-video Click-to-Hangout Decision maker: CIO, VP/Director IT

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 8 Whether you’re on the marketing team or in R&D, Avaya helps teams to stay connected and productive. Avaya amplifies collaboration Outcomes achieved with Avaya ●Amplify creativity ●Create impactful content ●Rapidly deliver the latest materials ●Remove geographic barriers ●Streamline team meetings ●Reduce travel What Avaya offers ●Embedded voice, video, IM and presence ●Click-to-Call and Conference ●Click-to-meet (Scopia, Hangouts) ●Click-to-collaborate ●Real time communications in document manage apps like Google Apps and Office 365 ●Unified messaging in any cloud or mobile platform Avaya Improves Team Engagement in Google Apps and Microsoft Office 365

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 9 Salesforce.com Customers (Sales Cloud, Service Cloud) Decision maker: LOB – VP Sales, Salesforce Admin, Sales Ops Influencer: IT – CIO, VP/Director IT What they care aboutHow Avaya Communicator for Web helps Avaya’s value to Salesforce.com users Key Avaya Communicator for Web capabilities Accurate and timely sales and service activity data in Salesforce to improve decision making Track and log incoming and outgoing calls, and online meetings (Scopia) End users no longer have to worry about data entry; ops/admins/leadership have accurate and timely data Click-to-call (voice/video) Schedule Scopia Activity tracking Create new contact Increase stickiness and keep users inside Salesforce Users can communicate with others without leaving Salesforce Provide tools that end users can actually use and benefit from Click-to-call (voice/video) Call pops Activity tracking Create new contact Schedule Scopia Focus on sales/service not Salesforce administration Automatically log customer interactions and provide tools that streamline sales processes Automate key sales communications processes so sales and service pros can focus on the customer Click-to-call (voice/video) Call pops Activity tracking Create new contact Schedule Scopia

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 10 ●Identify sales activities that produce results ●Spot top and low performing sales reps ●Shorten sales cycles ●Streamline sales processes ●Accelerate response time to customer questions and RFPs Outcomes achieved with Avaya ●Embedded voice, video, IM and presence ●Click-to-Call and Conference ●Click-to-meet (Scopia, Hangouts) ●Screen pops of customer records natively in Salesforce Sales Cloud, Service Cloud and Community Cloud ●Unified messaging with any cloud or mobile platform ●Integration with most cloud-based CRM solutions What Avaya offers Avaya improves sales performance Avaya helps optimize sales processes and performance by accurately monitoring, tracking and identifying sales activities that deliver the best results. Avaya Impacts Sales Outcomes

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 11 Avaya enables service teams to delight their customers by addressing their questions and issues efficiently and effectively. Avaya enables better service Outcomes achieved with Avaya ●Resolve service issues faster ●Improve customer satisfaction ●Reduce on-hold call times ●Decrease service costs ●Reduce travel ●Collaborate more effectively with team members ●Share best practices and insights more easily What Avaya offers ●Embedded voice, video, IM and presence ●Click-to-Call-Conference ●Click-to-meet (Scopia) ●Screen pops of customer records natively in Salesforce Service Cloud and Community Cloud ●Unified messaging with any cloud or mobile platform ●Integration with leading cloud- based customer service solutions Avaya Improves Customer Service Performance

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 12 Existing IP Office Customers Decision maker: IT – CIO, VP/Director IT What they care aboutHow Avaya Communicator for Web helpsAvaya’s value to IP Office users Get more value from their investment in IP Office Extend IP Office’s communication and collaboration inside cloud-based business apps Give user the freedom to choose the tools they use to communicate with others; users can leverage their desktop or mobile client, if that is what they are comfortable using, and now they have a third option of communicating right from their browser. Make communicating easier for end usersAllows IP Office users to make voice/video calls right from their Chrome or IE browser Provide communications tools that fit the way people work, not the other way around. Reduce IT hassle of deploying and managing communications client No desktop software to deploy or manage; updates are automatically pushed down to users Give IT the ability to focus on strategic initiatives that impact productivity and growth.

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 13 Supported versions of IP Office IP Office Preferred Edition IP Office Server Edition IP Office Select IP Office Release or later required Avaya one-X Portal required Per user license and requires users to have one of the following licenses: Mobile Worker, Office Worker, Teleworker, Power User Salesforce integration requires Salesforce Open CTI and works with Salesforce Enterprise or Unlimited edition Prerequisites

Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy 14 Collateral and Sales Tools Avaya Sales & Partner Portal Page communicator-for-webhttps://sales.avaya.com/en/general/avaya- communicator-for-web Sales & Partner Pitch Pack Fact Sheet Offer Definition FAQ Customer Presentation Sales and Tech Connect Training Recording Avaya.com Training Sales & Tech Connect Partner KT Presentation and Recording Demo Avaya Communicator for Web added to the Power Demo Kit for IP Office Demo Avaya enabled with Avaya Communicator for Web Briefing Centers being enabled