1. How to win against Cisco UCM with Avaya Aura
Notice: Avaya obtained this information from industry consultants, customers, published research, trade journals and internal research. To the best of our knowledge, this presentation is based on the most current information available as of the date of printing. Although reasonable efforts have been made to assure freedom from errors, Avaya Inc. is not responsible for the accuracy of the information contained in this document.”
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2. The information discussed and presented is Avaya proprietary and intended for the sole use of Avaya associates and authorized Business Partners for the purpose of selling Avaya solutions and services. Use of any of this information by any organization attempting to sell non-Avaya solutions and services is strictly prohibited.
”DO NOT DISTRIBUTE TO CUSTOMERS OR TO OTHERS OUTSIDE YOUR ORGANIZATION.”
2010 Avaya Inc. All rights reserved.

3. Collaboration Trends vs IT Concerns
Productivity
Business Intelligence
Always-on
Network overloaded!
Security
Quality of service
Customization
3-5 devices per user
Administration
Social Networking
Virtualization
Can’t connect!
Virtualization
BYOD support
CAPEX-OPEX
Cloud Services
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4. Overview
Millions US dollars.
Cisco focus is considered in the following strategies: Enterprise networking, Data Center, Security, Service Provider Networking, Collaboration and Services
Cisco product categories consist of :
Switching (fixed switching, modular switching, and storage);
NGN Routing (high-end routers, mid- range and low-end routers, and other NGN Routing products);
Service Provider Video (connected devices, video software and solutions, cable access and NDS);
Collaboration (unified communications, contact center and Cisco TelePresence);
Wireless; Data Center;
Security;
Other Products consists primarily of emerging technology products and other networking products.
Collaboration considers Unified Communications, Video and Contact Center solutions
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5. Cisco Collaboration Portfolio created by acquisitions, OEM & Partner Components
(October 14, 1998)
(April 13, 1999)
(September 22, 1999)
(June 17, 1999)
Media Gateway
Technology
 August 16, 1999
IP Telephony
Cisco Unified
Communication
Manager
Agent Desktop/ Contact Mgmt
Multichannel
The Network is the Platform (architecture).
Their goal for getting into UC&C was needed something to pull through more infrastructure.
(September 27, 2007)
 November 12, 2003
Conferencing
March 15, 2007 UC
 September 19, 2008
Web Services
Reporting
Present
(December 17, 2013)
(April 19, 2010)
Videoconferencing
Mobile and Cloud
Cisco Collaboration “strategy” is to build their solution by acquisitions and integrate them over the time and by using OEM and 3rd party partners’ products. Also, Cisco does not have in-house product expertise for OEM or partners’ products
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2010 Avaya Inc. All rights reserved.

6. Simpler Team Engagement Licensing Model
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© 2011 Avaya Inc. All rights reserved.

7. Why Avaya Wins Against Cisco with Avaya Aura1
Up 2x Simpler Solution 6
More Flexible Microsoft Lync 2013 Integration 2 7
A Truly Mobile Collaboration Experience
Smarter Bandwidth Administration 3
More Secure Communications 8
At Least 40% Lower TCO or a 9-Month Payback
for a Conferencing Solution 4 9
A Unique and Open Development Solution
More Robust Business Continuity 5
Simpler SIP trunking and VPN-less solution 10
All-In-One Solution
**Details regarding Cisco products are all sourced from public information published by Cisco
”DO NOT DISTRIBUTE TO CUSTOMERS OR TO OTHERS OUTSIDE YOUR ORGANIZATION.”
2010 Avaya Inc. All rights reserved.

8. Unified Attendant Console
Up 2x Simpler Solution 1
CISCO
Avaya Aura provides a complete solution requiring fewer Data Center resources while delivering higher scalability and more flexibility.
Appliances
11 vs. 19
Scalability
Per Call Server
36k vs. 10k
SIP Devices Scalability
Per System
350k vs. 80k
OVA templates
One vs. Multiple
Cisco does not perform any testing or validation on 3rd-party hardware.
Only Cisco UCS servers and VMware vSphere ESXi are supported on R10.
SIP Trunk /
VPN-less Access
TDM Trunks
ASBCE
ISR
Voice Gateway
MG4x0 or
AMS
Expressway
CUBE
ACM
Telephony Core
Publisher
Subscriber
CUCM x4
Unified Communications
ASM
SME
Publisher
Subscriber
One-X
CES PS
AMM
Voice Media Stream
Unified Presence
Unified Attendant Console
SRST Manager
Emergency Responder
Paging
Server
Unified Messaging
AAM
Unity
Audio and Web Conferencing
AAC
WebEx
SMGR/SDM
ADS
SRST
Manager
SRST Manager
Prime Collaboration
Provisioning
Prime Collaboration
Assurance
Administration
Prime Collaboration
Analytics
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2010 Avaya Inc. All rights reserved.

9. Branch Platforms Cisco CME, SRST and E-SRST Capacity on ISRs G2
ISR 3925E
ISR 3945
ISR 3945E
ISR 4451
250 / 730 / 730
Phones
400/1350/1350
Phones
350/1200/1200
Phones
450 / 1500 / 1500
Phones
450 / 1800 / -
Phones
Large Branch
ISR 2921
ISR 2951
100 / 100 / 100
Phones
150 / 250 / 250
Phones
Medium Branch
ISR 2901
ISR 2911
Three existing modes:
mode cme, mode srst or mode esrst.
Different Operating Systems
Different administration
Complexity
35 / 35 / 35
Phones
50 / 50 / 50
Phones
Small Branch
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10. Scenario # 1 5,500 stations; 1 main site and 4 remotes sites
Main site: 4000 stations
Remote site 1: 800 stations
Remote site 2: 150 stations
Remote site 3: 200 stations
Remote site 4: 350 stations
No HA required neither for any voice nor UC application
1500 IP Trunks
Video / Web / Voice Conference
Centralized AAA
Analog ports
48 at the main site
24 at each remote site
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11. CISCO UCC Diagram WAN MAIN SITE REMOTE SITE 1 REMOTE SITE 2
Prime Collaboration
Publisher
(1)
Unified Presence
Paging Server
Emergency Responder
WebEx Collaboration
Server
Publisher
Unity
Expressway
ESRST Manager
Subscriber
(1)
Subscriber
(4)
Voice Media Stream
WebEx Collaboration
Server
Unified Attendant Consoles
CUBE
Voice Gateway 224
Voice Gateway 224
ISR 3925
(1)
ISR 3925
(2)
ISR
(1)
ISR (3)
Subscriber
(1.1)
Virtual Machine
IP Phones
Analog Devices
Soft Clients
Mobile Devices
WAN
Hardware
REMOTE SITE 1
REMOTE SITE 2
REMOTE SITE 3
REMOTE SITE 4
ISR 3925E
Voice Gateway 224
Voice Gateway
ISR 2951
Voice Gateway 224
Voice Gateway
ISR 2951
Voice Gateway 224
ISR 3925
Voice Gateway 224
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12. AVAYA AURA Diagram WAN MAIN SITE REMOTE SITE 3 REMOTE SITE 4
ASMR
ACM
Presence Server
AAC
AAM
ASBCE
ONE X CES
VPFM
ASM
AMM
AMS
G430 1 G
G450 G
IP Phones
Analog Devices
Virtual Machine
Soft Clients
Mobile Devices
WAN
Hardware
REMOTE SITE 2
REMOTE SITE 3
REMOTE SITE 4
REMOTE SITE 1
G450/S8300
G450/S8300
G450/S8300
G450/S8300
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13. If a growth to the previous scenario is required …
8,500 stations; 1 main site and 4 remotes sites
Main site: 4,500 stations
Remote site 1: 900 stations
Remote site 2: 350 stations
Remote site 3: 300 stations
Remote site 4: 450 stations
HA required at the main site for the following applications
Call server
Crisis alert
SIP Trunking
AAA
VPN-less connectivity
2,500 IP Trunks
Distributed AAA
Analog ports
85 at the main site
24 at remote sites 1, 3 and 4
40 at remote site 2
If this customer had MCS servers, he would need to replace all these servers with the UCS servers before upgrading to R10.0!!!
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14. CISCO UCC Diagram WAN MAIN SITE REMOTE SITE 1 REMOTE SITE 2
Prime Collaboration
WebEx Collaboration
Server
Publisher
(1)
Unified Presence
Paging Server
Emergency Responder HA
Unity HA
Publisher
(1.1)
Expressway
(N+1)
Subscriber
(1)
Subscriber
(2)
Subscriber
(4)
Voice Media Stream
WebEx Collaboration
Server
Subscriber
(1.1)
Emergency Responder HA
Unified Attendant Consoles
Unity HA
Expressway
(N+1)
Subscriber
(1.1)
CUBE HA
Voice Gateway 224
Voice Gateway 224
Voice Gateway 224
Voice Gateway 224
CUBE HA
ISR
(1)
ISR
(1)
ISR
(2)
ISR (3)
Virtual Machine
IP Phones
Analog Devices
Soft Clients
Mobile Devices
Hardware
WAN
New Appliance
REMOTE SITE 1
REMOTE SITE 2
REMOTE SITE 3
REMOTE SITE 4
ISR 3925E
ISR 3925
ISR 3925
Voice Gateway 224
ISR 3925
Unity Express
Voice Gateway
Voice Gateway 224
Voice Gateway 224
Voice Gateway 224
Unity Express
Unity Express
Voice Gateway 224
Unity Express
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15. AVAYA AURA Diagram WAN MAIN SITE REMOTE SITE 3 REMOTE SITE 4
ASMR
ACM
Presence Server
AAC
ASBCE
ACM HA
AAM
ONE X CES
VPFM
ASM
ASM N+1
AMM
AMS
ASBCE HA
G430 1 G
G450
Virtual Machine
IP Phones
Analog Devices
Soft Clients
Mobile Devices
Hardware
WAN
New Appliance
REMOTE SITE 2
REMOTE SITE 3
REMOTE SITE 4
REMOTE SITE 1
G450/S8300
G450/S8300
G450/S8300
G450/S8300
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16. Smarter Bandwidth Administration2
Avaya Session Manager supports a truly converged voice and video bandwidth management with centralized administration and control by allowing voice to use bandwidth from unused video allocations when network conditions are required and vice versa.
1 Mbps
3 Mbps
If the 3 Mbps dedicated for video are unused, voice traffic can use the complete 4Mbps when required.
Using 1Mbps for audio from the video pipe during a peak hour will save at least 20% of your bandwidth consumption
Cisco bandwidth administration among sites is based on the Call Admission Control (CAC) method which is a static mechanism that tracks separately bandwidth for audio and video calls made among devices in different locations within a cluster or among different clusters.
1 Mbps
CISCO
3 Mbps
If the 3 Mbps dedicated for video are unused, voice traffic
can not be used for voice traffic.
Ex. Assigning 1Mbps for voice traffic and 3Mbps for multimedia traffic
Commissioned by Avaya
Customers can take advantage of a dynamic bandwidth management to optimize WAN links and saving at least 20% of the cost using Session Manager for multimedia traffic.
”DO NOT DISTRIBUTE TO CUSTOMERS OR TO OTHERS OUTSIDE YOUR ORGANIZATION.”
2010 Avaya Inc. All rights reserved.

17. More Secure Communications
Fully Protected 3
Not Protected
CISCO
*AES 256 Encryption
Avaya enables fully protected communications over several user scenarios:
Encrypted user + Unencrypted user = Encrypted call
Transcoding and MoH
0% vs. 38% (G.711) Degradation of the available DSP resources
2 steps vs. 33 steps to enable encryption
H323 and SIP vs SIP only
P2P and Conference encryption
vs P2P encryption 4
Encryption: Y/N 4
Encryption: s-TFTP server, IP Sec, IP Phones certificates, SRST, etc 1
Encrypted 1
Non-Encrypted
Encrypted
Non-Encrypted 2 1
G.711
G.711
G.729 3
IP Sec 2
WAN
IP Sec
Transcoding not supported
G.729
WAN 4
G.729
Fewer DSPs 2 3 5 3 6
G.711
G.711
*Avaya Aura 7
Encrypted
Encrypted
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18. More Robust Business Continuity4
CISCO
Full featured resilient branch survivability with the MG4x0 and the S300D server as survivable remote configuration.
It supports up to 1,000 IP phones.
Local and Geographical survivability run the same software as the main site to provide maximum transparency and a single point of administration.
Avaya EXPERT Systems, with over 30,000 Artificial Intelligence Algorithms, automatically diagnose and resolve system alarms.
Avaya Diagnostic Server enables end-to-end performance testing of voice, video and data traffic with hop-by-hop QoS visibility between agents
Unique to Avaya, administration changes can be applied to the backup server during failover mode.
SRST provides limited call feature during WAN failure.
E-SRTS doesn’t provide advanced features such as: ACD, paging, mobile connect and detail CDR records.
E-SRST needs a different management tool: Cisco Unified SRST Manager. NA
If the Publisher is offline, system changes are not allowed (dial plan, stations, hunt groups, etc.). Publisher cannot be backed up by another unit in the cluster.
Avaya Aura provides end-users the same telephony features regardless of where they are located. Business flexibility allows changes in case of a disaster or extended outage making a failover fully transparent to end users and administrator without disrupting the operation and business functions by a server failure.
”DO NOT DISTRIBUTE TO CUSTOMERS OR TO OTHERS OUTSIDE YOUR ORGANIZATION.”

19. Simpler SIP trunking and VPN-less solution5
CISCO
Avaya SBC:
Delivers a more secure treatment for SIP trunking connections and VPN- less access for mobile and remote users.
Cisco CUBE delivers secure SIP trunking.
Cisco Expressway provides VPN- less access for remote workers. It is designed and sold exclusively with the UCM 9.1 and later release.
Voice and Multimedia
2,000 
10,000
VPN-less
VPN Less multimedia sessions with Encryption
Traffic inspection, DoS and
spoofing protection
SIP Trunk sessions
VM Ware support
Call preservation
B2B video and voice sessions
SIPREC
WebRTC
Voice
Voice and Multimedia NA
500
Partial 
4500 w/ ISR 4451
ISR 
ISR dependent
All solutions support Media anchor, TLS/SRTP, HA and Geographic redundancy.
Avaya SBCE is a single solution that offers higher security, scalability and more features at a lower cost.
”DO NOT DISTRIBUTE TO CUSTOMERS OR TO OTHERS OUTSIDE YOUR ORGANIZATION.”
2010 Avaya Inc. All rights reserved.

20. More Flexible Microsoft Lync 2013 Integration6
CISCO
AC Lync 6.4
CUCI Lync 9.7
Microsoft Office 2013 click-to- call
32 and 64 bits
32 bits
Browser Support click-to-call
Escalate from an IM session to a voice or video call  
Auto-configuration
Extend Call
Desk phone, soft-phone and
other phone selection
Desk-phone and soft-phone
Dual Registration (DuR) and
Multiple Device Access (MDA)
Collaboration Services
AAC8.X
Cisco Web Ex and Meeting Place
Both solutions support Microsoft SharePoint 2010/13, Office 365, Virtual Desktop. VPN-less connection, SRTP, Call Log History
Avaya ACA 6.3 provides a unified desktop experience by extending Avaya real-time collaboration to Microsoft Lync 2013, Office 365 and other Microsoft applications. Also, tight integration keeps the client interface consistent and allows users to communicate from their preferred devices.
”DO NOT DISTRIBUTE TO CUSTOMERS OR TO OTHERS OUTSIDE YOUR ORGANIZATION.”

21. A Truly Mobile Collaboration Experience7
CISCO
True Mobility - BYOD
Jabber
Communicator
Make calls using VoIP, Mobile or other Phone
Avaya’s SmartDock media stations (E159 and E169) enable BYOD for the office workers wishing to use their personal Smartphone & Tablet for business use. Supported on iOS and Android devices, it provides :
High quality audio experience.
Secure and integrated communications
Enhanced productivity and flexibility to choose the device of choice for daily communication needs.
Besides, it is also a standalone SIP phone without the mobile
device.
VoIP and Mobile ✓  ✓
Do not Disturb
Chat sync across devices  ✓
Chat Group Creation  ✓
Multimedia Messaging
Partial ✓
Single App for starting a Team Engagement session ✓ ✓  ✓
Personal Assistant  ✓
Call recovery
Both solutions offer: Telephony features LTE / 4G / Wi-Fi integration, Dual Mode operation, Security, Voice and Video sessions, Visual Voice Mail, Audio/Web/Conferencing, VPN-less
Avaya team engagement solution extends mobile real-time collaboration and enterprise grade telephony while making  employees accessible and enabling increased productivity when away from their desks; helping  improving business continuity and response among partners, clients and employees. .
”DO NOT DISTRIBUTE TO CUSTOMERS OR TO OTHERS OUTSIDE YOUR ORGANIZATION.”

22. At Least 40% Lower TCO or 9-Month Payback for a Conferencing Solution8
5 Concurrent Video Participants and 100 conferences per month
RTP/RTCP
CISCO
AAC8.0
CWMS 2.5 (On-Prem)
WebEx Cloud
Video-Audio cascading 
Partial
Event conferences
Up to 2,000 users
Up to 500 users
Up to 1,000 users
Deployments on 3rd party servers NA
Video Conference Room Integration 
Avaya Aura Conferencing extends multimodal capabilities to tens of thousands of users while offering a solution with a payback in less than 10 months when competing against WebEx Cloud.  
”DO NOT DISTRIBUTE TO CUSTOMERS OR TO OTHERS OUTSIDE YOUR ORGANIZATION.”
2010 Avaya Inc. All rights reserved.

23. Collaboration Designer Engagement Development Platform
A Unique and Open Development Solution 9
Unique and single platform architecture for Communications Enablement
Team and Customer Engagement
Collaboration Designer - GUI tool enabling non-developers to integrate and build business functionality quickly and easily
Easy and cost-effective environment
AvayaLive Collaboratory:
Jumpstart without up-front infrastructure upgrades
Applications:
Personal Assistant
Call Intercept
Call, Media Control, Send , Send Text Message and Create Scopia Conference Methods
3rd Party and Corporate developers
Collaboration Designer
WebRTC
Real-time Speech
Context Store
Work Assignment
Reporting & Analytics
Unified Desktop
ACM, SM, SMGR, MS
Scalability
Management Serviceability
Security
Virtualization
Reliability
Engagement Development Platform
Avaya Engagement Development Platform transforms traditional, single-purpose solutions into a true multimedia and multimodal architecture. The result is an easier and faster collaboration integration by serving up relevant and contextual data at the moment it’s needed.
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24. All-In-One Solution 10 - 50% Private and Public Cloud Hosting
CPod 600
CPod 2400
CPod 4200
Private and Public Cloud Hosting
Maximize efficiency by simplifying on-going operations
Faster time to service
Collaboration Benefits of Avaya Aura
Network simplification with Avaya Fabric Connect
End-to-end virtualization
Business continuity
Reduce costs
ACCELERATE
BUSINESS
DRIVE OUT
COMPLEXITY
- 50%
DIY assumes all equipment (e.g., servers, networking, storage etc.) is purchased separately and Avaya Aura Platform software is installed on virtualized servers by the customer.
Appliance assumes separate hardware purchase, but with Avaya Aura Platform software on dedicated server appliances
”DO NOT DISTRIBUTE TO CUSTOMERS OR TO OTHERS OUTSIDE YOUR ORGANIZATION.”

25. Win Deals Retail Public Sector Car Rental
Business needs: A centralized platform that enhances collaboration nationwide, hybrid solution, scalability and disaster recovery .
Solution:
Avaya Aura: CM, CC Elite, ESS, CMS, AAM, G430/ G450, One X Mobile - Foundation, Mobility and Collaboration Licenses.
Scopia for Phase 2
Reasons for winning: Disaster recovery solution and business continuity in case of failure.
Public Sector
Business needs:
6,000 users, 70 branches, scalability and flexibility for future requirements, centralized applications in two data centers, business continuity, integration w/ Microsoft Lync, BYOD, end-to-end encryption, Polycom integration infrastructure.
Solution:
Avaya Aura SMGR, SM, CM, ASBCE, AAC, PS, ACA, CES, SAL gateway, G430, G450 and S8300D - Foundation, Mobility and Collaboration Licenses.
Networking: ERS8800, ERS4800, W8100, IDE and UCM.
Video: Scopia Elite 6140, XT5000, XT240 and Pathfinder.
Reasons for winning:
Scalability, flexibility, easier integration with Polycom and Microsoft Lync, smooth migration from existing Nortel telephony system, geographic redundancy and capability to re-use existing infrastructure (software and hardware) in order to protect the investment.
Car Rental 
Business needs: A low cost solution for remote branches, scalability, business continuity and integration with Microsoft Office and Microsoft Lync while preserving a reliable voice path with collaboration features.
Solution:
Avaya Aura: SMGR, SM, CM, IP Office branch, AAM, ACA 6.3 and 600 remote locations for phase 1, with a possible growth to 6,000.
Reasons for winning: Flexible integration with Microsoft Lync and a low cost solution for remote branches.
Avaya is contractually obligated not to mention any customer names outside our own organizations
2010 Avaya Inc. All rights reserved.

26. Awards and Recognitions
Positioned as a Leader in Gartner Magic Quadrants
Unified Communications
Contact Center Infrastructure
Corporate Telephony
“Positive” rating in Gartner MarketScopes
Group Video Systems
IVR Systems and Enterprise Voice Portals
Unified Communications for the SMB, North America
Unified Communications for the SMB, Western Europe
Most competitive Bid
Capital
Implementation
Operational
“We believe the more important cost variables are implementation and operational because they are good indicators of each vendor’s ease of use.”
Nemertes
Note:
Nemertes UC TCO 2015 Summary Report – First--‐Year Telephony, UC Costs
2010 Avaya Inc. All rights reserved.

27. Why Avaya Wins Against Cisco with Avaya Aura1
Up 2x Simpler Solution 6
More Flexible Microsoft Lync 2013 Integration 2 7
A Truly Mobile Collaboration Experience
Smarter Bandwidth Administration 3
More Secure Communications 8
At Least 40% Lower TCO or a 9-Month Payback
for a Conferencing Solution 4 9
A Unique and Open Development Solution
More Robust Business Continuity 5
Simpler SIP trunking and VPN-less solution 10
All-In-One Solution
Details regarding Cisco products are all sourced from public information published by Cisco
”DO NOT DISTRIBUTE TO CUSTOMERS OR TO OTHERS OUTSIDE YOUR ORGANIZATION.”
2010 Avaya Inc. All rights reserved.

28. How to access the Competitive Intelligence Portal
Competitors
Click here for the War Room
”DO NOT DISTRIBUTE TO CUSTOMERS OR TO OTHERS OUTSIDE YOUR ORGANIZATION.”

29. Competitive war room process1
Go to the War Room Portal Page and click on the Help Button
24 hr response from war room* 3 4
Engagement begins as required for this deal
Create War Room
Request Case with background on the customer 2 5
Engagement completes 6
Provide Feedback (click on the green button on the portal page)
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30. Competitive War Room Request Creation
You may need to log into SFCD with your Global handle and password.
Complete the seven (7) required fields in the New Case creation page.
A War Room assistance notification will be sent to the War Room members in your region based on your Theater selection. You will be contacted by War Room member within 24 hours.
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31. Thank you