1. Based on Marketing version + additional info slides March 2011
Avaya IP Office Release 7.0 New capabilities, devices and greater investment protection for your customers Thomas GRAML, Consulting Systems Engineer
Based on Marketing version + additional info slides March 2011

2. Today's Agenda SME Communications Priorities & Roadmap
What's new with IP Office Release 7.0
Key Selling Points
Selling the Healthcare Vertical
Tools Review & Wrap-up
2010 Avaya Inc. All rights reserved.

3. Avaya Strategic Priorities For SME Markets
Simplicity
Customer Service
User Experience
Customer Benefit
Easy to understand, buy and finance
Solutions that help SMEs deliver better customer service and retention
Applications that are intuitive to use
Channel Benefit
Seamless and profitable for channels to learn, sell, install and support
Products that sell and services that save time
Easy deployment and ability to support for channels
The 3 pillars that define the Avaya SME strategy, define our portfolio, and drive our go to market execution are Simplicity, Customer Service, and User Experience.
These priorities apply to both you, our channel partners, and end user customers.
Anything and everything we bring to market must be seamless and simple for the channel to learn and sell, so it is easy for customers to buy.
From a customer service perspective, the channel is our ‘first’ customer, if you will. Without our channel, we have no end user customers. So, just as we strive for simplicity, we also strive to serve our channel customers with products and applications that sell because they meet the marketplace needs as well as save our channel customers time during installation and on-going maintenance. For end user customers, our solutions and offerings need to help them grow.
Our applications must be intuitive to use and easy for our channel to install and support. This continues with IP Office Release 6.1. 3

4. Avaya IP Office Fulfilling Our Roadmap Promise
5.0
IP Office 500
Single, Modular Platform
Scales to 384 users per system, 32 sites
Simple, role-based solutions
AGENT
POWER
USER
MOBILE
WORKER
3.0
4.0
6.0
6.1
7.0
Merlin Integration
PARTNER® Integration
BCM, Norstar Integration Part 1
BCM, Norstar Integration Part 2
Avaya AuraTM Integration
The IP Office system is Avaya’s flagship product for the small and medium enterprise customers. As shown here, the IP Office system provides investment protection for all Avaya small and medium enterprise products. As illustrated, beginning with IP Office Release 3.0, there was support for MERLIN telephones, specifically select modes of the 4400 series digital phones. With IP Office Release 4.0, integration with telephones from the Integral family began. With IP Office Release 5.0, we introduced User Solutions and Group Collaboration editions, which you will learn more about throughout the course. IP Office Release 6.0 introduced support for telephones from the PARTNER ACS product family as well as integration with Avaya Aura. With the acquisition of Nortel Enterprise Solutions, IP Office Release 6.1 focused on integration began support for the series and 1200 series IP phones. IP Office Release 7.0 will further that integration with additional functionality for the 1100 series and 1200 series IP phones plus introduce support for the 7000 series digital phones.
Integral Integration 4
2010 Avaya Inc. All rights reserved.

5. Additional info: platform Support and Licensing
IP Office Release 7 is only supported on the following systems.
IP500
IP500v2
Licensing
Upgrade from any prior release to Release 7 is chargeable (like with Release 6.1 before)
IP Office Release 7 is only supported on the IP500 and IP500v2 control units.
In order to upgrade to Release 7 from a previous release, an upgrade license must be purchased. There are two variants:
• Upgrade to Release 7.0 for sites with over 32 extensions or when expansion modules are used
• Upgrade to Release 7.0 for small sites up to 32 extensions where no external expansion modules are used
No upgrade license is required when installing a new IP500 V2 platform

6. Additional info: Receptionist Licensing Change
If a User has the “Receptionist” enabled, this now only consumes a “Receptionist” license if the User opens a Soft Console Session.
In previous versions of Software the “Receptionist” license was reserved permanently by just checking the box.
A maximum of 4 x Soft Consoles are supported on one IPO system
In R7, there is a slight but important change to the Receptionist License in R7. In previous releases, if a User was defined as a “Receptionist” by checking the User’s “Receptionist” box, they consumed one incidence of the license whether they had started Soft Console or not. In R7, if the Receptionist box is checked against a User, they will only a Receptionist license key when the Soft Console is started. A maximum of 4 Soft Console sessions are supported at any time.

8. 40% to 60% Investment Protection
Avaya IP Office Release 7.0
Enhancement Summary
Convergence
Digital Phones T7000, M7000, Audio Conference Unit
IP Phone 1100/1200 expanded features
40% to 60% Investment Protection
Modular bay expansion supports up to 8 BCM/Norstar digital phones
Expansion chassis supports up to 16 or 30 BCM/Norstar digital phones
RJ21 Connectors speed installation
Data Migration Manager – minimizing install time
Simplifies Deployment
New! 96X1 IP phone support
Embedded VM increased capacity:
2 ports / 15 hours (same as before)
4 ports / 20 hours
6 ports / 25 hours
IP Office R7.0 brings significant content and value in the area of convergence - this is in fact the main convergence release. In addition to this, the release includes functionality that will further enhance the overall quality of the user and partner product experience. The overall result will deliver a solution that connects to literally millions of other existing systems in the global market and that delivers rich UC functionality for partners that makes it easy for them to win in the SME market.
The key values are about investment protection for customers and installation efficiency for partners and customers – this release brings strong value on these two points.
As a first major element, this release will introduce support of BCM/Norstar telephones on IP Office. This includes support for all BCM/Norstar digital telephones (desktop and mobile). Also included are significant enhancements to the features of the BCM IP Phones on IP Office by incorporating better user interface mechanism for feature control from the sets. With this release, IP Office will support the phones that are deployed in the vast majority of BCM/Norstar installations. The support of phones bring between 40% and 60% of investment protection for the BCM/Norstar customer. No other vendor can make that claim.
Three hardware interface modules will be introduced to support the BCM/Norstar digital telephones. There will be a smaller module for BCM/Norstar telephones only, and larger expansion module which will support a mix of BCM/Norstar and IP Office digital telephones.
In addition to phone support, this release also includes capabilities like Data Migration, enhanced wallmount kit, and RJ-21 support on the 16-port and 30-port expansion, which will minimize cost of partners who will install IP Office in context of a migration from BCM or Norstar.
To support our goal to continue innovating in this space, we will roll out a view of our vision for what’s possible in the future for SMEs from Avaya. We’ll also begin that with the delivery of some new elements to IP Office that will bring the <20 solution simplicity of the PARTNER Version to the rest of the world. A key play as well in this release will be the introduction of IP Office on Linux. This will provide an option for those who require greater portability and are seeking an open approach to implementing IP Office. We’ll make the user interface more consumer-like and familiar – and we’ll add new gadgets … so that users of IP Office can mash up their own personal communication portal.
Beyond all of that, this release delivers a significant opportunity for you to migrate the BCM/Norstar installed base to IP Office. Add that to your ability to migrate Merlins, Partners, Integrals or even older models of IP Office … and it further strengthens the value of the IP Office solution and puts you in a unique position to be highly competitive.
Essential Edition Embedded VM storage capacity increased
New! 95xx Digital Phones
IP Office Innovation
Global sub-20 offering
Professional, value priced digital phones
Sophisticated Touchscreen IP Phones
New conferencing devices

9. For BCM and Norstar Customers & Channels
Collaboration With 40%-60% Savings Now supporting BCM/Norstar Digital Phones
For BCM and Norstar Customers & Channels
M-Series and T-Series phone integration
M7000; M7100; M7208; M7310; M7324
T7000; T7100; T7208; T7316(e)
Audio Conference Unit integration
With Digital Mobile Integration
4135, 4145 & 4145EX DECT handsets
Digital Mobile Controller & Base-stations
Customers can keep these and access all the unique value of IP Office
IP Office will support all BCM/Norstar digital telephones – more specifically those are the T7000 series phones, the M7000 phones, and the Digital Conference Unit.
The digital desktop phones will provide the full capability set of IP Office phones when compared to IP Office phones of similar button and display configuration. They will also provide user access to IP Office features in a way that will be intuitive to the user of BCM/Norstar phones.
This very broad support of BCM and Norstar phones on IP Office will allow customers to keep their phones when migrating to an IP Office system and, in this context, will provide between 40 to 60% of investment protection – indeed 40% to 60% is the typical value of phones in a new system installation. In many cases, the investment protection will also go beyond the value of the phones themselves in that migrating to IP Office will be done with minimal rewiring or re-engineering.
IP Office Release 7.0 will also support all BCM/Norstar digital wireless phones together with associated base stations – this includes the 7400 series and the series of DECT digital mobility phone as well as the 7406 and 7406E wireless handsets.
The Digital Mobility Solution scales from 1 to 64 users and can cover an area up to 1.5 million square feet providing a truly campus-wide mobility solution.
The Digital Mobility Solution includes components such as Controllers, Base Stations which provides the actual coverage, Repeaters, a choice of handsets (as shown here), accessories, and deployment tools.
There are 2 models of Controllers that support a maximum number of Base Stations (from 2 to 16) and, therefore, a maximum number of users, again, up to 64 users.
2010 Avaya Inc. All rights reserved.

10. Most Common Features Supported See Below For An Illustration
BCM/Norstar Default Config
Phone connected to IP Office
Not only will installation be simple and time efficient by reusing the digital BCM/Norstar series phones on the IP Office, but also the programming and training.
The Digital telephones will have automatic set configuration. As shown here, there is automatic button mapping providing the user with familiar interaction. Users will also be able to access other IP Office features as well through Short Codes.
Phones will automatically configure itself similar to BCM/Norstar (e.g. Ring again = call back when free)
Majority of commonly used BCM/Norstar features available
All IP Office features can be activated by feature code e.g. cancel call forward all calls (BCM code F#4) = short code #4
“73 percent of buyers did not notice any major difference in the basic features of phones offered by vendors”
Source: Focus Research’s Enterprise Phone Systems Buyer Survey, March 2009 10 10

11. BCM IP desk phones More than five times the features introduced in 6.1
BCM IP Phone Integration
Phase 2: R7.0
Remote feature keys; status indication and LCD labels (Stimulus emulation)
Remote definition of LCD feature key
Directory Access
Call park
Call pickup
DND
Access Voic
Page
Call forward
Call Log
Conference
Message Waiting
1220
1230
Phase I: R6.1
Auto discovery and provisioning
Busy Lamp with Pickup
IP Office will support the IP phones most commonly sold on BCM. These are the IP Phone 1220, 1230, 1120E, and 1140E together with their associated Key Expansion Module accessories. The phones will be running on IP Office using SIP and will provide access to the end-user features of IP Office.
The capabilities of the phone on IP Office will evolve in three phases. Initially, in R6.1, the phones will have the same capability set as third party SIP Phones supported on IP Office, plus Auto Discovery and Provisioning and Busy Lamp with Pickup. The Auto Discovery and Provisioning is high value in allowing you and your customers to efficiently handle the installations. The capability set will then evolve with R7.0 – at that point, the phone will include enhanced end-user feature control with easier to use interface that will include a greater set of prompts and will be more intuitive and user’s friendly. As a third phase, in the late part of 2011, the phone will also include support for Busy Line Appearance. When reaching that point, the phones will offer the full set of capabilities that will be expected of the vast majority of users.
For smaller installed bases, those less popular phones will not be supported. They include the BCM IP Phone 2000 series, the IP Phone 1210 and the In addition to the lack of popularity, there are architectural limitations with the IP Phone 2000 series which prevent running SIP firmware.
That said, the IP phones that are supported will be delivered through firmware updates which you will be able to upload when doing the IP Office migration – and there will be no physical or mechanical change required to the phones.
The 1100 / 1200 series phones will support the following features on IP Office with Release 6.1:
Basic Call, hold, Transfer (attended/unattended)
Calling Line Identification
Message Waiting
Multiple Call appearances (no line/bridged appearances)
SIP based call forwarding
Use of IP-Office Feature Activation keys with manual process for features like call-forward, Call park/pickup etc. - FACs can be programmed on a button (e.g. CallFwdOn, CallFwdOf)
IP Office based conferencing using Feature Activation keys or local conferencing.
IP Office based Music on Hold
Local programmable Busy lamp keys to show status
Basic CTI support (no out-hook-of, analog phone equivalent)
Auto discovery and auto-provisioning with XML/TFTP/HTTP so installation will flow automatically. IP Office shall be the DHCP server for those phones (where applicable)
Server invoked remote reboot and auto-provisioning - includes version check and download of new software if available from IP Office server.
Turning of licensing requirements on those phones as well as accepting those phones as an Avaya IP phones on IP Office. (By each other recognizing the SIP registration)
Support of applicable Button modules
The following requirements will not be supported in Release 6.1:
SIP based call forwarding – existing support in the SIP3.2 firmware will be disabled
CTI integration
1120E
1140E
LCD and LED
KEMs for 12xx
KEM for 11xx

12. Easy as…. 1 Upgrade… Let’s show you how!2 3
Easy as….
Let’s show you how!
2010 Avaya Inc. All rights reserved.

13. Install The IP Office 500 Enable Phone Integration With New Modules1
Install The IP Office 500 Enable Phone Integration With New Modules
Up to 4 TCM Modules on the IP Office Server
In any mix
Daughter card support
Up to 12 Digital Station Modules
In any mix of DS 16A/30A and DS16/30
8 Port TCM Module
New modules will be introduced on IP Office to allow connecting BCM/Norstar digital phones. These modules are an 8-port digital stations module, a digital expansion modules with 16 or 30 ports.
The smallest of the three will only support BCM and Norstar digital phones and will be 8-ports. The 8-port module will be of similar form factor and architecture as the current 8-port Digital Station IP Office module but again this module will not support connectivity of other IP Office phones or terminals.
The 16-port and 30-port modules will support connectivity of 16 and 30 digital terminal respectively. These two modules will have RJ-21 connectors to enable reuse of cabling at a location where BCM/Norstar is initially installed – therefore accelerating installation time and reducing cost of the installation. The 16 and 30 port module will also be designed to allow later mixing of BCM/Norstar and IP Office phones – this type-mixing capability will be enabled through a software upgrade in the later part of 2011 and will provide a great degree of flexibility for customers who want to us a mix of phone types.
The three new modules (8-port, 16port and 30 port) are planned for introduction as part of the IP Office 7.0 release in 1H2011 (calendar year).
New
DS16A
&
DS30A
Expansion Modules
RJ-21
The modules are only compatible
with IP Office 500v2

14. Data Migration Manager brings:2
Transfer the User and System Data With A New Simple, Fast, Accurate R7.0 Tool
Data Migration Manager brings:
Phone extensions
Users (name)
Greeting messages
Voic messages
Spoken names
Dial plan
Locale
Time Savings*
The Data Migration Tool – planned for IP Office will to help in minimizing the cost and impact of a BCM/Norstar to IP Office migration. The tool will be focused on allowing extraction conversion and transfer of voic mailbox content, voic greetings and associated configuration data. By focusing on these areas, the tool will be simple to use, reliable and will bring high-value. It will not only be value to the partner in minimizing the time spent by the technician at the customer site, but will also be value to the end-customer who will keep their voic content and personal greetings.
The tool will support Norstar v7, BCM200/400/1000 R4, BCM50 R3/R5/R6 and BCM450 R1/R5/R6 as source system.
It is expected that the tool will evolve to handle the extraction, conversion and transfer of Auto-Attendant customer announcements in the future.
Accuracy
* Vs manual transfers of the data.

15. Easily Replace BCM or Norstar Wall Mount and Cable Management3
Easily Replace BCM or Norstar Wall Mount and Cable Management
Wall-mounting of IP Office 500 and expansion module
IP Office 500 server
Cable management system provides neat, fast install
DS Expansion Module
The introduction of a new IP Office wall-mount kit will allow for installation of IP Office in the many locations where a BCM or Norstar system is installed in a wall-mounted fashion and with very little space around it. This will also be of value for green field installation of IP Office in space constrained locations as well. For deployments of IP Office that have 3 or more chassis, 19inch racks are commercially available.
Applicable to deployments with one or two chassis
For three or more chassis, 19inch racks are commercially available
Esthetically pleasing
Cable management
Single user install 15 15

16. Tell The Full Story Give Customers A Path
GROW
With IP Office 95xx or 96xx
HD video and audio Conferencing
User solutions
DevConnect Application Partners
UPGRADE
IP Office
Retain 70% T/M series phones
Up sell new Sleek 95xx Phones.
Preferred Edition
Expanded Conference Bridge
Office Worker solution
IDENTIFY
BCM50/450
T/M series Phones
Voice Messaging
Unified Messaging
Meet me conferencing
2010 Avaya Inc. All rights reserved.

17. If They Seek Savings Show them How Only Avaya Can Protect Their Investments
Keep the phones, change the core hardware
Grow with IP Office applications and built in value
Protect your installed base!
 Number of Users 10 30 50
100
200
IP Office with phones
$4,082
$16,141
$25,280
$44,300
$81,010
Re-use phones
$2,500
$9,535
$14,270
$22,280
$35,970
$ saving
$1,582
$6,606
$11,010
$22,020
$45,040
Protected Investment
39%
41%
44%
50%
56%
When migrating from BCM/Norstar to IP Office at least a control unit and a new hardware card/module (TCM-8, DS30/16A) are required. Phones can be kept as they are supported by these new modules. The complete new system is a typical IP Office system with control unit, combo card (where making sense), different other modules as well as phones.
The IP Offcie configuarion has IP office 500v2, mix of Combo cards, TCM8, DS16A/30A, analog and/or PRI, (and supporting module(s)) Essential Edition (10 user) Preferred Edition for 30 users and above and a phone Mix 10%1403, 10% 1408, 60% 1416, 10% 9504, 10% 9508
IP office 500v2, mix of Combo cards, TCM8, DS16A/30A, analog and/or PRI, (and supporting module(s)) Essential Edition (10 user) Preferred Edition 30 users and above.
Phone Mix :10%1403, 60% 1408, 10% 1416, 10% 9504, 10% 9508 17
2010 Avaya Inc. All rights reserved.

18. Why Upgrade Now? Benefits to Existing Avaya Customers
What does IP Office mean to new customers?
More value – IP Office has equal or lower price points than Norstar, and drives more capability through software applications
It’s a single, simple platform that price effectively scales from 5 to 1,000 users
It’s future proof – IP Office is a platform that can serve either the very basic or the highly sophisticated customer and leverages cutting-edge technology
The Norstar End of Sale announcement still provides peace of mind to existing customers as they can still expand or upgrade their Norstar systems for 3 years, as well as get support for the next 6 years. Finally, there is a clearly articulated roadmap – as I mentioned, we will bring the best of BCM to IP Office in the first calendar quarter of 2011
© 2011 Avaya Inc. All rights reserved.

19. Upgrading to IP Office: A Case Study 150 employee, 5 location firm, upgrades and keeps T7000 phones
BCM 50, T7000 series digital phones
IP Office 500 v2, TCM8 Module, T7000 phones, 9508 phones, Power User, Audio Conferencing, IP Phones for remote staff
Migrate all locations to IP Office
Investment protection in a system viable for the foreseeable future
Keep agents in constant touch with without incurring cell phone charges
Conference bridge to accommodate large number of participants
Future
Challenge
Jan 2011
Preserved investment made in existing T7000 series sets
Power user lets agents leverage WiFi to make calls without using cellular
128-party, “meet-me” conference bridge allows flexible setup with maximum headroom
CHALLENGE
looking for a product with larger conference bridge, with the ability to enable mobile agents to use mobile handsets and/or laptops without incurring costly cell phone charges. Since they were already using the Avaya BCM platform, protecting that investment was a critical requirement – and any new product they would migrate to would need to be available for a long time to come.
SOLUTION
office installed an IP Office 500v2 running release 7.0 software, and re-used their existing Nortel Digital and IP Handsets. For executives that may be working at different locations – or at home – IP Hardphones with VPN capability were provided. The IP Office Power User package was leveraged to ensure rapid call handling options, as well as reduce the cell phone charges the agents would incur while on the road. Finally, to measure and track customer service, IP Office Advanced Edition was selected.
selected IP Office primarily to ensure there was a solution to help migrate their existing legacy Nortel Norstar and BCM platforms. Avaya’s reputation and track record in the industry, along with the outstanding R&D team acquired through the acquisition of Nortel Enterprise Solutions, reassured them of the commitment made to the SME space and the continued design of the best SME product out there.
VALUE CREATED
Investment protection –existing investment in the Nortel T7000 series sets was preserved by re-using them on the IP Office platform. With IP Office R7.0, a small business can realize between 40 – 60% investment protection when moving from an existing Norstar or BCM to IP Office, ensuring continuity and saving cost.
Reduced costs – By leveraging IP Office Power User, agents are now able to make and receive calls on their laptops, just as if they were in the office. The IP Office Softphone – a key component of the Power User solution – lets agents take advantage of WiFi networks in hotel rooms or airports, and significantly reduces the charges incurred through mobile phone use.
Improved employee collaboration – On the Norstar and BCM platforms, was limited with how many parties could join a conference call. With agents – not to mention clients - that could be literally anywhere in the world, having a larger, built-in conference bridge was a must. With the built-in, 128-party conference bridge, IP Office eliminates the need to procure additional license keycodes to increase bridge capacity, and allows to hold conference calls for larger parties on an ad-hoc or scheduled basis.
Value
2010

20. For All IP Office Customers New Options to Add Advanced Phones
Avaya 9608
Avaya 9621G / 9641G
Avaya 9504
Avaya 9508
High End, Color Screen
IP Desk phones supported by IP Office 500v1 and v2 only
LCD, paperless, Economy
Digital, paperless
8 dual LED buttons
Up to 24 programmed buttons
Full Duplex Speakerphone
Support new BM12 and existing BM24
Touch screen, color, GigE phones
10 emulated LED buttons
up to 24 programmed buttons
Customizable faceplate
Bluetooth ready and USB (9641G)
9641 supports new BM12 and existing BM24
4-line LCD Display
4 Dual Red/Green LED buttons
4 Interactive Softkey buttons
Up to 12 programmable keys
Two- Way Speakerphone
3.8 inch LCD Display (181*120) with backlight.
8 Dual Red/Green LED buttons
4 Interactive Softkey button
Up to 24 programmable keys
12-button expansion modules (max 3)
IP Office Release 7.0 will support 3 new IP phones from the Avaya one-X desk phone 96x1 series. The phones provide a high end solution offering large color and touch screens, paperless labels, and enhanced audio quality. IP Office integration includes features, menus, centralized call log, centralized contacts and visual voice. The 9608 and 9641G support connection of the 12 button module.
The 9608 phone is a cost-effective, phone with paperless labels. There are 8 dual LED (red / green) buttons, with up to 24 programmable buttons.
The 9621 and 9641 phones are color, touch screen phones that can emulate up to 10 LED buttons on screen (with up to 24 buttons in total). Both are GigE and have low power consumption, and are a great fit for vertical applications such as hospitality, or a receptionist or call center agent that must quickly respond to customer inquiries.
In a recent evaluation of energy consumption by the Tolly Group, Avaya 9600 series phones consumed 40-60% less energy than the comparable Cisco 7900 series phones. Over 80% of the overall energy consumption of VoIP systems can be attributed to the VoIP phones, and Avaya was validated by Tolly to use 45% less energy, produce 45% less CO2, and lower the electrical expense by 45% vs. Cisco!
Also with IP Office Release 7.0 is support for the new 9504 and Digital phones. The 9504 has a 4 line LCD display with dual red/green LED buttons. There are also 4 interactive soft key buttons. Users can scroll the next 2 pages providing up to 12 programmable buttons. There are dedicated buttons for Messaging, Contacts, Menu, Call Log, Headset, Speakerphone, Mute and Volume.
The 9508 digital phone has a larger display and is backlit. As shown, there are 8 dual red/green LED buttons and, just like the 9504, there are 4 interactive soft key buttons. Users can scroll the next 2 pages, but because there are more buttons surrounding the display, users can access up to 24 programmable buttons. The 9508 does support up to 3 of the 12 button expansion modules. 20
2010 Avaya Inc. All rights reserved. 20

21. 96x1 sets – additional information
Firmware files too big to be serviced through IP Office HTTP transmission
external HTTP server required for firmware upgrade
free application available on support.avaya.com:
New power supply if PoE is not used:
IP PHONE SNGL PT POE INJCTR SPPOE-1A
1151 type power supply is not supported

22. Adds New Range Of Conference Phones Complementing IP Office Unique Conferencing Capabilities
Range of sleek, professional, Full Duplex Conference phones
Superior voice quality
Omni-direction speakers and microphones
Expansion Microphones
SIP or Analog
SD Card for Call Recording
Don’t forget Preferred Edition!
2010 Avaya Inc. All rights reserved.

23. Conference phones – additional info
3 versions supported:
AVAYA B149 ANLG CONF PHONE
AVAYA B159 ANLG CONFERENCE PHONE
AVAYA B179 SIP CONF PHONE
analog phones available now, SIP phone available later

24. IP Office R6.1 – Group Video Conferencing Bringing the power of video conferencing to SMEs
High definition video solution for small workgroups
Up to 4-parties can participate on a bridge with the Avaya Video Conferencing System
Display sold separately
Conduct video calls on a single site or over a Multi-site Network
Choice of video endpoints
Avaya IP Office Video Softphone (Power User or Teleworker)
Avaya 1010 / 1040 Video Conferencing Systems
Polycom VVX
Grandstream GXV3140
Point-to-point video calls supported at single site and over Multi-site Network
Connect and collaborate
Ad-hoc or scheduled meetings
Point-to-point or multi-user across dispersed work teams, and time zones
Reduce travel disruptions and expense
Enhance communications
Provides HD video
Leverages “visual communications” such as body language and expressions
Avaya 1010
list $4,500
no multi-party capability
intended for desktop use
20-26” recommended HD display size (sold separately)
16:9 aspect ratio, 720p 30fps
1.0 Mbps bandwidth utilization at 720p 30fps
max resolution: 1024x576 pixels
Audio: camera with built in microphone, HDTV Speakers
Requires 3rd-party IP end-point license on IP Office
Avaya 1040
list $13,000
4-party capability
dual screen, dual microphone
intended for Mid-Large Conference Room - Wall Mount or Media Center
50-65” recommended HD display size (sold separately)
16:9 aspect ratio, dual video: 1080p 30fps / 720p 5fps; 720p 60fps / 720P 5fps; 720p30 / pfs
1.7 Mbps bandwidth utilization at 1080p 30fps
max resolution: 1280x720 pixels
Audio: 1-MicPod, HDTV speakers, options: Additional MicPod or Integrated Conference phone
Third-party SIP video phones:
Grandstream GXV3140 around $300 list
Polycom VVX $1099 list 24 24

25. IP Office R6.1 – Group Video Conferencing Sample Usage Scenario
Avaya 1040 Video Conferencing System
4-party MCU
Avaya 1010 Video Conferencing System
New York Headquarter
IP Office
Small Community
Network
IP Office Video Softphone (*) updated to support HD-Video
Requires HD ready camera on the PC
Compatible for HD Video with other Video endpoints
IP Office Video softphone now supporting „Busy Lamp“ functionality including „Pickup“.
Allows people to monitor other uses extension
New tab for Busy lamp keys, can be easily detached.
User can pick up a ringing call of another extension he is monitoring.
Enhanced productivity e.g. when working in a team.
Monitored users do not need to use softphone, can monitor other IP Office phones as well.
(*) part of Power User or Teleworker (no Avaya or 3rd-party IP end-point license required)
London Office
Beijing Office
Polycom VVX 1500
IP cloud
IP Office Video Softphone
Home user in Frankfurt 25
© 2009 Avaya Inc. All rights reserved. 25

26. New Ruggedized Handsets for DECT R4 Ideal For Industrial Environments
Ruggedized industrial handsets
Avaya 3740
Avaya 3749
Shockproof (2 meters)
Liquid and dust protected
Black and white Backlight display
Loudspeaker / hands free
Four way navigation key
Intrinsically Safe
High risk areas, mining, refineries, etc
Color with Backlight
Bluetooth support for headsets
Gas and Dust protected
Position sensor (man down/no movement) for integration into security systems
There are 2 new handsets available for DECT R4 systems with IP Office Release 7.0: and 3749 handset models.
Both are ideal for industrial environments. While both handsets have a backlit display, the 3740 has a black and white graphical user interface while the 3749 has a color display GUI. Under optimal conditions, both handsets have 150 hours of standby time and 18 hours of talk time. Both also support text messaging. While both handsets have loudspeaker and can operate in a hands-free mode, the 3749 also supports a blue tooth headset 26
2010 Avaya Inc. All rights reserved. 26

27. DECT R4 enhancements – additional info
Simplified installation with Provisioning Service
Improved display:
status indication
enhanced, context sensitive Call Services menu
name & number on incoming calls

28. Simplified Management for <20 Market Extends to Global Markets
"Set It and Forget It"
Key system functionality
Voice Mail coverage on all sets
Up and running with basic functionality in ~10 minutes.
Administration via:
PC GUI application (Simplified Manager)
Telephone User Interface (TUI)
Here is a closer look at Essential Edition Quick Mode –
As mentioned there is support for up to 100 phones:
1400 series and the new 9500 series digital phones
ETR series phones (from the PARTNER ACS product family) which are available in North America only
7000 series digital phones (ideal for migration purposes)
And industry standard analog phones or devices
From a trunking perspective:
1 T1 or E1
Up to 20 SIP trunks
Up to 32 analog lines
And up to 12 BRI channels (available outside North America)
The flexible administration –TUI and the Simplified Manager GUI provide the ability for the system to be up and running with basic capabilities in approximately 10 minutes and the complete system can be up and running in under 30 minutes. Conveniently, by default all users have voic coverage.
What does this mean for existing IP Office Essential Edition – Norstar Version and IP Office Essential Edition – PARTNER® Version customers? Upgrade to IP Office Release 7.0 and they can take advantage of the new series digital telephones and the 7000 series digital phones when migrating from Norstar or BCM.
100 PHONES:
14xx & 95xx Series
ETR Series (NAR only)
Norstar T-Series
Norstar M-Series
Analog
64 TRUNKS:
(1) T1/PRI or E1
SIP (up to 20)
Analog (up to 32)
BRI (up to 12) 28
2010 Avaya Inc. All rights reserved. 28

29. Customer Service At The Desktop Customized one-X portal Enhances Agent Productivity
Agents have desktop control with one-X Portal for IP Office
Login/out of Huntgroups
Change Agent State
Busy Not Available
After Call Work
Enter Reason codes
For users of Avaya one-X® Portal for IP Office, a new gadget is available. Designed with Customer Service agents in mind, user’s will be able to quickly and efficiently control their Log In and Log Out status. Agents can change their state – After Call Work, Busy Not Available. Additionally, with Busy Not Available state, users can enter a Reason Code which provides greater insight into how their day is being spent so adjustments can be made accordingly.
With preferred Edition, managers can now determine if call recordings have been tampered with.
Verified Call Recordings
Messages can be checked for evidence of tampering
2010 Avaya Inc. All rights reserved.

30. One-X Portal – additional info
New Agent & World Clock gadgets
Improvements:
Telecommuter & Twinning at the same time
Extend to mobile / retrieve from mobile button
Directory search improvements
Directory search improvements:
Search a contact by number or part of the number
Search results shows the field where match is found on mouse hover
2010 Avaya Inc. All rights reserved.

31. Verified Call Recording –additional info
Option to encrypt recordings
New interface on VM Pro
Can be used together with Contact Store
Contact Store does not provide tampering check option
NOTE: VRL is NOT support on Linux VM Pro.
2010 Avaya Inc. All rights reserved.

32. CCR – additional info new SYSTEM statistics more phones supported
real time data on systemwide activity
more phones supported
Nortel digital phones
Video Softphone & Nortel SIP phones
Limitation: no DND reasons / can‘t login agents through CCR Control panel
user interface changes
Some of the user interface changes:
Option to open reports in new window
Possibility to store historical reports on CCR harddrive for up to one year
Wallboard logoff button!
2010 Avaya Inc. All rights reserved.

33. SIP Enhancements Simplify Install And Provide Customers Greater Choice of Service Provider Offers
Easy, accurate configuration
Template Based Provisioning
Transparent Fax over G.711
More Choice from your Service Provider
Multiple SIP trunks deployed to single IP address
Take advantage of different rate plans from the same SP
‘Codec Lockdown’ gives you greater flexibility on iTSP implementations
Template Based Provisioning: SIP trunk template-based provisioning will allow administrators to more easily configure IP Office SIP trunks. This reduces the programming time and minimizes the risk of configuration errors. Template access is available through Manager in either Quick Mode or Standard Mode.
Multiple SIP Trunks Resolved to a Single IP Address: This feature supports multiple SIP trunks to be provisioned with different SIP domains that resolve through Domain Name System (DNS) to the same IP address. The additional flexibility can accommodate cases where multiple trunks are purchased from the same ITSP, with different plan/rate types, to provide the most cost effective trunk solution with the most appropriate service levels. In other cases, ITSPs may be using multiple outbound proxies or SBC’s for redundancy or load balancing.
Code Lock-Down: Codec lock down is disabled by default Some SIP User Agents (UA) supply Session Description Protocol (SDP) answers with multiple codecs in the SDP answer. If multiple codecs are listed, it means that the UA is capable of making use of any of those codecs during a session. In compliance with RFC 3264, section 10.2, IP Office will now perform a codec lockdown in such scenarios. The introduction of this feature allows IP Office to support a greater number of ITSP implementations.
Transparent Fax Over G.711: Transparent fax over G.711 is now implemented in a similar way to how T.38 fax is handled in earlier IP Office releases. When the fax feature is enabled on a particular SIP line, a new configuration parameter allows the administrator to choose between T.38 or G.711 fax. Once the fax is detected by the IP Office, the fax method parameter is queried to determine which codec to use. All restrictions and engineering rules that exist for T.38 fax over SIP lines are also applicable to fax over G This enhancement applies to both trunks and phones
2010 Avaya Inc. All rights reserved.

34. Industry Selling With DevConnect Partners Innovative solutions to penetrate new markets, boost deal size
Over 170 Applications Partners
Opportunities for new markets not currently accessible with IP Office
Differentiates you from your competition
Increase your chances to win!
Understanding verticals enables you to become better versed and to speak ‘their language.’ Customers will feel comfortable with your recommendation because you understand their business and what business pain points impact their ability to generate revenue and what areas assist them in generating revenue they hadn’t realized. You will be able to map IP Office applications to their business problems. With knowledge of the vertical and IP Office, sales cycles will be shorter and your ability to generate revenue will be faster.
What this means for Partners
Increased revenue opportunity
Improved margins from software
Repeatable business (verticals)
Take share from competition 34

35. Why Healthcare? Competitive Solution With IP Office & DevConnect
Small and medium healthcare organizations are increasing their technology spending
Over $10B spent in 2008 on telecommunications*
Practices looking to use technology to improve efficiency and margins
We can solve their challenges
Cost containment – need to accomplish more in terms of quality, service, and support with less resources and at less cost
Staff shortages – number of experienced medical professionals dwindling, more expensive to attract and retain
Customer Satisfaction – Health providers and doctors need to meet governmental targets
Improving the quality of care and increasing patient satisfaction while generating profitable revenue are key drivers for these firms
Understanding verticals enables you to become better versed and to speak ‘their language.’ Customers will feel comfortable with your recommendation because you understand their business and what business pain points impact their ability to generate revenue and what areas assist them in generating revenue they hadn’t realized. You will be able to map IP Office applications to their business problems. With knowledge of the vertical and IP Office, sales cycles will be shorter and your ability to generate revenue will be faster.
* - source: AMI Partners study on hospitality firms – May, 2009 35 35

36. It’s Not Just Doctor Offices Integrating Healthcare Solutions
For doctors’ offices (practitioners, specialists, clinics)
Automated appointments, pre-surgical reminders, and post-discharge follow-up
Total mobility for doctors and/or delegates without disclosing mobile or home numbers
Automated lab result reader and prescription refill
Past due invoice reminders
Specialists are free to seamlessly roam across office locations
For healthcare facilities (hospitals, nursing homes, etc)
Within the healthcare vertical, think beyond the traditional doctors offices and consider Nursing Homes and care facilities. For example, residents can have access to voic , the facility can provide accurate billing, and staff can provide premier service during normal and emergency situations.
For doctors offices, be sure to reinforce the mobility (both on-site and off- site) capabilities of one number access doctors and staff can have without disclosing personal telephone numbers (home and mobile). Doctors can differentiate themselves, provide top-rated service to their patients by freeing up staff to perform those more important tasks, and reduce lost revenue with applications such as appointment reminder, access to lab results, and prescription refill.
By coupling these solutions with the IP Office recommendation, you will be able to set yourself apart from the competition and be that trusted advisor and consultant.
On-site mobility and call routing for staff
Scheduled health checks / daily reminders
Housekeeping status for beds / rooms
Immediate notification of 999/112 calls
Resident phone and voic access
Call accounting and billing
Automated appointments, pre-surgical reminders, and post-discharge follow-up
2010 Avaya Inc. All rights reserved.

37. Avaya IP Office and DevConnect Designed to Deliver……
e-IVR Appliances (US / EMEA)
Example of Integration: Tailored Patient Alerts
Hotel Pro (EMEA)
Meteor SE (EMEA)
Adaptive CTI (UK/US)
Shadow CMS (Global)
DV4 / DV2000 (Global) 37
2010 Avaya Inc. All rights reserved. 37

38. New Tools! Sales Tool Kit for R 7.0
EZ Demo gets a makeover
Available on iPad – Now!
Updated ROI Calculator
Updated Collateral and tools
New Posters & Screensaver
The IP Office EZ Demo gives Partners a way to demonstrate IP Office without carrying all the equipment to a customer’s site. It runs on any PC or laptop without any connection to IP Office! The Partner or sales person is completely in control, and can make calls, chat, create conferences, and more.
There is also text and an option to have voice narration for guidance. The demo can be customized to include the Partner’s name and logo, as well as website address, and lets you leave it behind for you customers to “try before they buy”.
The IP Office EZ Demo can be accessed on the Avaya Partner Portal at the URL shown here.
Download IP Office EZ Demo: Go to Safari on iPad
(must be running latest OS on iPad)
Laptop PC version also available on Portal:

39. Don’t Forget The Full Arsenal! Full Set of Tools to help you win!
Reminder …
Industry Toolkits
TCO paper
Competitive Sheets
BCM Feature Matrix
EC Tool
Case Studies
The IP Office EZ Demo gives Partners a way to demonstrate IP Office without carrying all the equipment to a customer’s site. It runs on any PC or laptop without any connection to IP Office! The Partner or sales person is completely in control, and can make calls, chat, create conferences, and more.
There is also text and an option to have voice narration for guidance. The demo can be customized to include the Partner’s name and logo, as well as website address, and lets you leave it behind for you customers to “try before they buy”.
The IP Office EZ Demo can be accessed on the Avaya Partner Portal at the URL shown here.
Roadmaps
Positioning Tools
White Papers

40. Avaya IP Office Release 7.0 Summary
Simplicity
Customer Service
User Experience
Hardware modules supporting Investment Protection
RJ21 speeds upgrades
User & System Data transfer from BCM/Norstar to IP Office
Simplified manager to access <20 user market
Focus on Healthcare with solutions delivered in partnership with DevConnect Partners
Compliments Hospitality focus in R6.1
Support of BCM/Norstar Digital (IP phones in R6.1) with consistent user experience thanks to feature parity
Sleek, Gigabit color Touchscreen IP phones
Paperless digital phones
New, high audio quality Conference phones complimenting IP Office conferencing
The 3 pillars that define the Avaya SME strategy, define our portfolio, and drive our go to market execution are:
Simplicity
Customer Service
And User Experience
These priorities are for the channel and end user customers.
Anything and everything we bring to market must be seamless and simple for the channel to learn and sell, so it is easy for customers to buy.
From a customer service perspective, the channel is our ‘first’ customer, if you will. Without our channel, we have no end user customers. So, just as we strive for simplicity, we also strive to serve our channel customers with products and applications that sell because they meet the marketplace needs as well as save our channel customers time during installation and on- going maintenance. For end user customers, our solutions and offerings need to help them grow.
Our applications must be intuitive to use and easy for our channel to install and support. This continues with IP Office R6.0. 40 40

41. Call To Action Download the EZ Demo Sales tool
Laptop:
iPad from safari on iPad:
Understand verticals – Differentiate!
Learning Resources…
SME Portal
Look for the Avaya IP Office 7.0 sales toolkit
Take the Course:
R7.0 Delta
APSS
2010 Avaya Inc. All rights reserved.

42. DANKE !