Win in Mid Market with Avaya IP Office - Release 8.1 Data Networking Comprehensive Services

Transcription

1 Win in Mid Market with Avaya IP Office - Release 8.1 Data Networking Comprehensive Services

2 Today s Discussion Introduction IP Office today R8.1 vision & overview Up to Avaya IP Office 8.1 Mid Market Solution What s New Architecture R8.1 new features VCMv2, Flare Communicator, SSL-VPN, other features Avaya IP Office Support Services Avaya Confidential 2012 Avaya Inc. All rights reserved. 2

3 Avaya IP Office Recognition and Market Traction Over 260K IP Office systems sold worldwide Avaya is serving over 30 Million SME users WW #1 Worldwide for Small & Medium businesses (<250) 19.5% Market Share* #1 in EMEA for Small & Medium businesses (<250) 16.4% Market Share** *Source: Dell Oro Revenues **Source: Canalys Shipments 3Q calendar 2011 TMC Product of the YEAR- IP Office 8.0 March 2012 Frost & Sullivan Product of the Year Award Nov 2011 Evaluated on 4 criteria: Value for money Product features & benefits Go-to-market strategy Market potential & customer adoption 2012 Avaya Inc. All rights reserved. Avaya Confidential 3

4 Communications for Your Growing Business. We create the most Flexible Workforce. Scalable Solution. With a Your Future. That delivers now and for 2012 Avaya Inc. All rights reserved. Avaya Confidential 4

5 Handsets, smart phones, desktop, tablets Home, work, on the road 5-1,000 users in one or more offices SME, Mid Market, Branch IP Digital Analog SIP Adaptable office from key system to UC Investment Protection Flexible Architecture Savings, Low TCO 2012 Avaya Inc. All rights reserved. Avaya Confidential 5

6 Avaya IP Office Solution Architecture Centralized Mgmt. & Licensing (SMGR, WebLM/PLDS) Local Mgmt. & Licensing (IPO Mgr., ADI) Single Site Local Mgmt. & Licensing (IPO Mgr., ADI) Branch #n Branch #2 Branch #1 Branch #n Branch #2 Branch #1 * Centralized Mgmt. (SMGR) Local Licensing (ADI) Centralized Mgmt. & Licensing (Multi-site Mgr., ADI) HQ Site #1 Remote Site #2 Remote Site #n Avaya Aura Centralized + Avaya Aura Distributed Branch #n Branch #2 Branch #1 Centralized Dial Plan, Trunking, Routing, Apps., & Survivability) Local Mgmt. (Rainy Day) 1. SME 2. Distributed Branch (Local Mgmt.) 3. Distributed Branch (*Centralized Mgmt.) 4. Mid-market (Peer-Peer Networked) 5. Avaya Aura Branch (a. Distributed, b. Centralized, c. Mix) IP Office SME IP Office 500 v2 IP Office Mid-Market IP Office Branch (B5800) Future IP Office for Linux Future *Roadmap Item: Avaya Centralized Confidential Mgmt. (SMGR) 2012 Avaya Inc. All rights reserved. 6

7 Avaya IP Office R8.1 What s new Highlights Now scalable to 1,000 users on a single site! New Linux based server with centralized licensing and management IP Office 500v2 acts as a gateway to enable hybrid implementation Flexible Workforce Mobility On ipad and Windows! Flare Communicator extends IP Office UC to tablets Now included with IP Office Power User and Office Worker solutions More to sell with new service & networking offers! New IP Office Support Services Incredible value, amazing price for SME and secure high speed remote login (SSL/VPN) New 3500 ERS delivers SME price with enterprise class performance 2012 Avaya Inc. All rights reserved. Avaya Confidential 7

9 Mid-market Opportunity Compelling market opportunity $2.47B Products, $4.6B Services Avaya portfolio gap exploited by Competition Top 2 requirements not adequately addressed by current solutions $2.469B Market (WW UC Products) $1.279 $425 $1.513 $1.043 AI APAC EMEA US Mid-market Requirements User Experience Features & Applications Source: RDA June 2011 Competition Architecture/Scale Resiliency/ Redundancy Third Party Integration - Open Security (table stakes) Low Total Cost of Ownership Simplicity of management & administration Avaya Aura ME Avaya IP Office 2012 Avaya Inc. All rights reserved. Avaya Confidential 9

10 Introducing Avaya IP Office Server Edition Enables Greater Scalability, Flexibility and Choice Up to Users on single site or multisite (500 users per server) Up to Up to Up to Voice Messaging ports sharing the same Linux server one X Portal users sharing the same Linux server one X Portal users on a dedicated server All IP or Mixed Deployment Your choice Centralized Licensing Centralized Management 2012 Avaya Inc. All rights reserved. Avaya Confidential 10

11 Avaya IP Office Server Edition. Avaya Server, All IP Avaya Server, Hybrid Deployment Options Single SW IPO Mid-market DVD & Server Server Edition SW License IPO Mid-market DVD, Server & Gateway Rich UC Options Mobile Desktop Infrastructure & Endpoint Options Multi Media Endpoints Multi-site Options Data Centralized Management Maintenance & Service Options Avaya IP Office Support Services (IPOSS) 2012 Avaya Inc. All rights reserved. Avaya Confidential 11 GLOBAL SERVICES

12 Avaya IP Office Server Edition What s New 1000 users across single site OR 32 nodes Centralized Licensing with Single Image Distribution HPDL360 Two Server Choices HPDL120 Share licenses across sites Central image repository Common database with templates 500 IP users 200 1x Portal Power users 100 VMPro ports 250 IP users 100 1x Portal Power users 40 VMPro ports Integrated Multi-site Management 4 Hour Web Based Training Avaya IP Office Support Services (IPOSS) Integrated Multi-site Web Manager Plug-n-Play remote site installation Ignition Intuitive and user friendly - Browser based Centralized upgrades, back-up and restore Centralized Licensing Network Secure Remote Access with SSL-VPN Secure remote access at broadband speeds Firewall and NAT traversal Eliminate truck-rolls 2012 Avaya Inc. All rights reserved. 12

13 Avaya IP Office Multi-Site Solution Solution Components Centralized management Primary Server Optional 1x Portal Server Secondary Server Multi Site Networking IP Office 500v2 Expansion System IP Office For Linux Expansion System Only the Primary Server is required; all others optional Further components can be added at any time 2012 Avaya Inc. All rights reserved. Avaya Confidential 13

14 IP Office Server Edition Release 8.1 IP Office Editions IP Office Edition Platform Business size Market Need Basic Edition <25 Telephony Essential Edition IP Telephony With Essential Mobility Preferred Edition Advanced Edition IP 500 V Unified Communications with Preferred Mobility UC with Contact Center Server Edition Linux Server, IP500 V2 + Linux Gateway Unified Communications with Preferred Mobility 2012 Avaya Inc. All rights reserved. Avaya Confidential 14

15 IP Office Server Edition Solution Capacities 2 Core Servers, each up to 500 phones/users (+ 500 backup) 30 Expansion Systems Up to 1000 total users/phones On servers and/or Expansion Systems 200 one-x Portal users (500 when on separate server) 100 Voic /recording channels 4096 Conference channels 250 SIP trunks per Server, 125 SIP trunks per Expansion System Analogue/TDM trunks, Analogue & Digital extensions on IP Office 500 Up to 1000 Active VoIP calls (direct or non-direct media) 10 Receptionist users (SoftConsole application), attached to Primary 2012 Avaya Inc. All rights reserved. Avaya Confidential 15

16 IP Office Server Edition IP Office Server Edition Primary Server Primary Server - the essential solution component Integrated unified communications server: Feature server (IP Office) Media server (Jade) Messaging (Voic Pro) Productivity and Mobility (One-X Portal) Solution management web portal License server All native Linux applications Note no Virtualisation support for R8.1 GA 2012 Avaya Inc. All rights reserved. Avaya Confidential 16

17 IP Office Server Edition Primary Server Platform Supported on Avaya supplied platforms Uses industry standard COTS PC server hardware: HP DL360G7 with Dual CPU, 12 GB RAM, hot swap PSU & hard drives HP DL120G7 (lower capacity) with Single CPU, 12 GB RAM, single PSU & hard drive 2012 Avaya Inc. All rights reserved. Avaya Confidential 17

18 IP Office Server Edition Primary Server Capabilities IP focused telephony capabilities (HP DL360): 500 users/phones (H.323, SIP, IP DECT, Wi-Fi, SIP ATA) 250 registered SIP trunks (also H.323) 500 users/phone in failover (H.323) 100 Voic /recording channels 200 active one-x Portal for IP Office users 128 Conference channels (ad-hoc and meet-me) Solution management web portal HP DL120 supports: 250 users, 40 VM, 100 one-x Portal 2012 Avaya Inc. All rights reserved. Avaya Confidential 18

19 IP Office Server Edition Secondary Server General Secondary Server optional component that adds capacity and solution resilience New technology platform, same as Primary Server Automatically provides backup to Primary Server Local or remote location 2012 Avaya Inc. All rights reserved. Avaya Confidential 19

20 IP Office Server Edition Secondary Server Capabilities Additional 500 user/phone capacity, as well as backup for Primary or Expansion System phones/users* Additional 250 SIP/H.323 trunk capacity 128 Conference channels, 64 party maximum Redundant messaging full capacity Backup solution management web portal Reduced capacities for HP DL120 platform *Avaya 16xx/96xx H.323 endpoints only 2012 Avaya Inc. All rights reserved. Avaya Confidential 20

21 IP Office Server Edition IP Office for Linux Expansion System IP Office for Linux Expansion System optional component to support remote locations New technology platform optimized for IP telephony Adds to solution capacity if required Centrally managed Centrally licensed Comprehensive survivability 2012 Avaya Inc. All rights reserved. Avaya Confidential 21

22 IP Office for Linux Expansion System Platform Supported on an Avaya supplied platform Industry standard COTS PC server hardware: Same as the smaller server platform: HP DL120G7 with single CPU, 12 GB RAM, single PSU & hard drive 2012 Avaya Inc. All rights reserved. Avaya Confidential 22

23 IP Office for Linux Expansion System Capabilities IP focused telephony capabilities: 500 users/phones (H.323, SIP, IP DECT, Wi-Fi, SIP ATA) 125 registered SIP trunks (also H.323) 128 Conference channels, 64 party maximum Users/Phones* can be backed up to Primary or Secondary Local management access for rainy day *Avaya 16xx/96xx H.323 endpoints only 2012 Avaya Inc. All rights reserved. Avaya Confidential 23

24 IP Office Server Edition IP Office 500 Expansion System IP Office 500 Expansion System optional component to support remote locations or gateway operation Utilizes the IP500 V2 platform, including expansion modules Supports all Office Essential/Preferred Edition capabilities (except embedded Messaging) Adds to solution capacity if required Centrally managed/licensed Users/Phones* can be backed up to Primary or Secondary *Avaya 16xx/96xx H.323 endpoints only Avaya Confidential 2012 Avaya Inc. All rights reserved. 24

25 IP Office Server Edition one-x Portal for IP Office Server one-x Portal for IP Office optional component for increased one-x Portal user and call processing capacity Moves processing from Primary to separate server Up to 500 one-x Portal users Same platform as IP Office for Linux Expansion System (HP DL120G7) 2012 Avaya Inc. All rights reserved. Avaya Confidential 25

27 IP Office Server Edition Administration Overview All administration focused on the server management web portal, termed Web Control Install, configuration, alarms, logs, upgrades, backup etc. Supports standard browsers (Firefox, IE, etc) Web Control provides solution administration on Primary and Secondary Web Control can also manage Linux Expansion systems locally for install and rainy day scenarios 2012 Avaya Inc. All rights reserved. Avaya Confidential 27

28 IP Office Server Edition Avaya IP Office Manager Avaya IP Office Manager administers the solution as a single entity New enhanced mode of operation Server Edition Installed and launched from the management web portal Retains existing IP Office expertise: Reduced training If you can manage IP Office, you can manage a Server Edition solution 2012 Avaya Inc. All rights reserved. Avaya Confidential 28

29 IP Office Server Edition Solution Licensing IP Office Server Edition leverages IP Office licensing with enhancements: Centralized administration via IP Office Manager Centralized allocation for all common licenses Primary acts as a license server Online ordering via Avaya Direct International (ADI) Supported licenses have been simplified, with one new license: Server Edition, a per-device license enabling operation New Linux platforms fully integrated Feature Key Serial Number (System ID) derived from platform hardware Uses existing IP Office licenses (where supported) 2012 Avaya Inc. All rights reserved. Avaya Confidential 29

30 IP Office Server Edition Server Edition License Material code , IPO R8.1+ Server Edition LIC One Server Edition licence is required for each Primary, Secondary and Expansion System Enables basic operation: With no valid license, no calls are possible. Adds 2 Additional Messaging Ports to the Primary Enables unlimited IP500 Voice Networking channels (maximum channels subject to other constraints) Enables meet-me conferencing, advanced messaging, automated attendant, call recording, conditional call routing, queue announcements Also basic mobility features: Mobile Twinning, call control and Call-back Avaya Inc. All rights reserved. Avaya Confidential 30

31 IP Office Server Edition Centralized Licensing Common licenses reside on the Primary Server: Server Edition Avaya and 3 rd Party Endpoints SIP trunk channels Office Worker Power User Receptionist (for SoftConsole) UMS Web Services (for hunt groups) Primary Server allocates to Secondary or Expansion systems on request IP Office System Status Application (SSA) provides detailed status of allocations System Monitor can also display license status 2012 Avaya Inc. All rights reserved. Avaya Confidential 31

32 IP Office Server Edition Local Licensing Some licenses must reside on the local device: Additional PRI Channels (IP Office 500 Expansion System) CTI Link Pro TAPI Wav (IP Office 500 Expansion System) Additional Messaging Ports (Primary & Secondary Server) IPSec Tunnelling (IP Office 500 Expansion System) Messaging TTS Pro (Primary & Secondary Server) Still administered centrally via the IP Office Manager. SSA provides status on both central and local licenses 2012 Avaya Inc. All rights reserved. Avaya Confidential 32

33 IP Office Server Edition Linux Licensing Some licenses are not supported on the Primary, Secondary or IP Office for Linux Expansion Systems: IPSec Tunnelling TAPI Wav PRI Channels IP Office 500 Expansion System can be used to support these features Linux Feature Key Serial Number (termed System ID) is derived from platform hardware components For Avaya-supplied, System ID is displayed on packaging and server If the hard drive or Ethernet card fails, a replacement will change the System ID. 30 day grace period on a change. New licenses required before expiry Avaya Inc. All rights reserved. Avaya Confidential 33

34 IP Office Server Edition License Operation The Primary acts as a central license server Allocates to Secondary or Expansion systems on request. Allocates to remote systems only after it has satisfied its own requirements Secondary and Expansion systems will check their local licenses first before any request of the Primary. Local licenses cannot be placed into the Primary s license pool Any Secondary or Expansion system losing contact with the Primary will persist allocated licenses for a 15 day grace period Alarms (SSA/SNMP/Syslog/ ) for license over allocation, grace period start + reminder 2012 Avaya Inc. All rights reserved. Avaya Confidential 34

35 IP Office Server Edition Licenses Not Supported The following IP Office licenses are not required: Small/Large System Upgrade: First phase of Server Edition Essential & Preferred Edition: All relevant features enabled by the Server Edition license IP500 Voice Networking: Unlimited Voice Networking enabled by the Server Edition license In addition, the following licenses are not supported: Teleworker, Mobile Worker licenses: Simplification - features supported by Office Worker and Power User. Embedded Messaging Ports: Embedded messaging not supported on Server Edition CCR Agent and Supervisor: CCR not yet supported on Server Edition VMPro Networked Messaging, Database interface, VB Script: Not supported on VMPro for Linux Various legacy licenses (CCC, Phone Manager, VCM channels, Mobility) 2012 Avaya Inc. All rights reserved. Avaya Confidential 35

37 Avaya Portfolio Positioning Serves the market based on varying customer types and needs Simple, scalable, flexible for the growing office Turn key UC Collaboration Enterprise-class UC and Contact Center Custom platform integration. ACE, Lync, FMC Custom platform integration e.g. ACE, Lync, FMC Data Networking Avaya Support Services 2012 Avaya Inc. All rights reserved. Avaya Confidential 37

38 Avaya Choices for Midsize Enterprise Which one is best suited for my customer? Small to Midsize Customer Need All in one appliance Up to 500 users per system scales to 1,000 users, 32 sites Basic call center with analytics value package Built in resiliency, Build up redundancy Multi site management with Active Directory synchronization and SSO Avaya IP Office Midsize to Large Customer Need Open, standards based architecture Up to 2400 users per system scales to hundreds of thousands Best in class Contact Center or Advanced Desktop Collaboration Seamless Core and Branch Survivability Centralized management with predefined templates for installation Avaya Aura ME Single, Modular Single, Virtual 2012 Avaya Inc. All rights reserved. Avaya Confidential 38

39 Choosing the Right Solution for your Customer LESS ABOUT SIZE What is the max number of employees & locations in the company? (single or multi site) If < 1,000 users, <32 sites If > 1,000, >32 sites Avaya IP Office or Avaya Aura Avaya Aura Is FMC (Mobile presence & IM) the primary customer requirement? If No Avaya IP Office or Avaya Aura If Yes Avaya IP Office Is multi-party web + video collaboration an immediate requirement? If No If Yes Avaya IP Office or Avaya Aura Avaya Aura MORE ABOUT VALUE Is multi-channel contact centre an immediate requirement? If No Avaya IP Office or Avaya Aura If Yes Avaya Aura Is High Availability or customized application integration required? (eg. Microsoft Lync or IBM or other 3 rd party) If No If Yes Avaya IP Office Avaya Aura Avaya Confidential 2012 Avaya Inc. All rights reserved. 39

41 New VCM 32 v2 and VCM 64 v2 Does NOT include 12 IP Endpoint licenses Cheaper: VCM32 v2 $175 VCM64 v2 $350 Both v1 (incl. IP Endpoint licenses) and v2 cards supported in R8.1 V2 cards requires SW Service Pack for older (pre-8.1) releases, otherwise card will not be recognized 2012 Avaya Inc. All rights reserved. Avaya Confidential 41

42 Avaya Flare Communicator More Flexibility for the Workforce Soft-client Delivers Audio, IM & Presence capabilities Apple ipad and Microsoft Windows Feature set and device interoperability expand over time Delivering the World s Most Flexible Workforce 2012 Avaya Inc. All rights reserved. Avaya Confidential 42

43 Avaya Flare Communicator - architecture Contacts data Contacts Presence Pictures IM credentials Call Log Authenticate EXTAPP AvayaFlareEngine alsip SIP One X portal for IPO webapi (CSTA) User controls Contacts call data presence data directory Call log XMPP server The flare will register with one X portal after successful login with IPO as IPO will pass the login credentials for one X Avaya Inc. All rights reserved. Avaya Confidential 43

44 Avaya Flare Communicator Features supported - Windows Login/Logout/Own Presence/Status message Volume Settings Message Waiting Indicator Chat History windows Spotlight Personal/System/ Enterprise contact search Call logs Contact Card Voice Call Video Call not supported in this release Chat Avaya Confidential 2012 Avaya Inc. All rights reserved. 44

45 Avaya Flare Communicator Features supported - Windows Feature Flare- Full Mode (With Power user and Office Worker) Flare- Lite Mode (Essential edition or Preferred edition without user packages) Basic telephony Yes Yes P2P Video Calling Not in this release No IPO System contacts Yes Yes IPO Personal Contacts Yes No Enterprise contact Search Yes Yes Call Logs Yes(Stored at IPO) Yes(Application Level) Dialing Rules Yes Yes MWI Yes Yes Instant Messaging Yes No Presence Yes No Simultaneous Mode Yes No 2012 Avaya Inc. All rights reserved. Avaya Confidential 45 45

47 Avaya Flare Communicator Features supported - ipad Feature Flare- Full Mode (With Power user and Office Worker) Flare- Lite Mode (Non Power user and Non Office Worker) Basic Telephony Yes Yes P2P Video Calling No No IPO System Contacts Yes No IPO Personal Contacts Yes No Local ipad Contacts Yes Yes Enterprise Contact Search Yes Yes Call Logs Yes (Local ) Yes(Local) Dialing Rules Yes Yes MWI No No Instant Messaging Yes No Presence Yes No Simultaneous Mode Yes No 2012 Avaya Inc. All rights reserved. Avaya Confidential 47 47

50 New integrated SSL VPN Remote Access Improve diagnostic access to accelerate time to resolution IP Office Remote Access Benefits for the Partner and Customer: Faster troubleshooting Simplified deployment Reduces truck rolls Supports remote software upgrades Secure, high speed access Always-on availability Key features IP Office embedded SSL/VPN client at customer site Avaya SSL/VPN gateway (AV Gateway software) at the site Access through firewall and NAT Broadband speeds Username/password coupled with server side certificate authentication (Avaya or Partner) 2012 Avaya Inc. All rights reserved. Avaya Confidential 50

51 SSL VPN - Service Configuration Two ways to configure an SSL VPN service in R8.1: Upload on-boarding XML file generated at IPOSS registration time (all platforms). Use IP Office Manager (not available for Basic Edition). Requires 2 parts: SSL/TLS X.509 Certificate Authority installation in IP Office TCS SSL VPN service creation 2012 Avaya Inc. All rights reserved. Avaya Confidential 51

52 Other features SIP trunk features added (check TechBulletin for details) CCR improvements improved historical reporting (check TechBulletin for details) Wallboard manual layout & font sizing New DDI report (derived from CCC) VM Pro enhancements VM Pro automatic failback from Backup to Primary VM Pro Minimum VMbox password length configurable Avaya Sound Logo changes Restricted to One-X Portal and Manager, will only play once every 24 hours 2012 Avaya Inc. All rights reserved. Avaya Confidential 52

54 Support Services Global Offer Available July 12 with IPO 8.1 IP Office Support Services are consistent, flexible and simple Single fee per server Block of Hours still applicable for IPO 8.0 and older Base offer includes: Remote Technical Support (for both Hardware and Software, 8x5) Access to Major Software Upgrades Access to Software Patches and Updates Enhanced Secure Remote Connectivity SSL/VPN 1, 3 or 5 year prepaid terms Available in Wholesale & CoDelivery Models Optional Add-Ons 24x7x365 Support Parts Replacement NBD, 4 hour delivery Parts Onsite Installation by Technician US Only Consistent Same offer elements for SME and Mid Market Flexible Multiple service delivery options available Simple Industry standard support model at a fixed price * Promotional pricing is currently available Avaya Inc. All rights reserved. 54 Avaya Confidential

55 Building Your Maintenance Offer A quick and easy process to determine what is needed Maintenance No Parts coverage Customer at risk 4hr or NBD No Support 8x5 or 24x7 1, 3 or 5 year term Fixed price per server Single order code EZ Quote, EC Services, GPPC, Manual Price Book, Disty Tools Wholesale Co-delivery One Part Number Fixed Price per Server 2012 Avaya Inc. All rights reserved. 55

56 Release 8.1 Entry Pricing 3 Year Prepay Offer also available in 1 year and 5 year pre-pay Offer Options Remote Technical Support & S/W Upgrades IP 500 V2 Wholesale List Price HP DL360G7 Linux HP DL120G7 Linux IP 500 V2 Co-Delivery List Price HP DL360G7 Linux HP DL120G7 Linux 8x5 Rem Tech Support & S/W Upgrades $599 $599 $599 $540 $540 $540 Per Server 24x7 Rem Tech Support & S/W Upgrades $767 $767 $767 $691 $691 $691 Per Server With NBD Advance Parts Replacement (APR) 8x5 Rem Tech Support, NBD APR & S/W Upgrades $792 $1,705 $1,089 $715 $1,535 $979 Per Server 24x7 Rem Tech Support, NBD APR & S/W Upgrades $959 $1,872 $1,256 $866 $1,687 $1,130 Per Server With 4-Hour Advance Parts Replacement 8x5 Rem Tech Support, 4-Hour APR & S/W Upgrades $985 $2,808 $1,577 $887 $2,529 $1,418 Per Server 24x7 Rem Tech Support, 4-Hour APR & S/W Upgrades $1,152 $2,975 $1,744 $1,039 $2,680 $1,570 Per Server With On-Site NBD Advance Parts Replacement 8x5 Rem Tech Support, On-Site NBD APR & S/W Upgrades 24x7 Rem Tech Support, On-Site NBD APR & S/W Upgrades With On-Site 4-Hour Advance Parts Replacement 8x5 Rem Tech Support, On-Site 4-Hour APR & S/W Upgrades 24x7 Rem Tech Support, On-Site 4-Hour APR & S/W Upgrades $889 $2,257 $1,332 N/A N/A N/A Per Server IP Office Support Services is priced a few dollars above the price of a above single major Software Upgrade. $1,057 $2,425 $1,499 N/A N/A N/A Per Server $1,071 $3,307 $1,796 N/A N/A N/A Per Server $1,238 $3,474 $1,964 N/A N/A N/A Per Server Note: 48 options, available in 1, 3 or 5 year terms Avaya Inc. All rights reserved. On-Site options are available in the US-only. 56 Avaya Confidential

57 Overall IPOSS Process Flow Follow the Quote through Install & Registration Pre-Sales Sales Process and Service Order Installation/Registration Quote and Sale of IPO Solution to Customer ~5 minutes Partner work to submit Partner Requests creation of Site Record * avaya.com/ptl Web/cmd P P * End User record required for IPOSS order = - Sold To in US - FL in rest of world Two Tier: Partner submits product order, transmittal form and IPOSS order to Distributor Optional P Distributor fulfills Product. For IPOSS, Disti submits completed transmittal form and P.O. to Avaya P.O. with FL (or FL request on transmittal form) and Partner Link ID, received by Avaya CMD who process FL as required then passed to OEFC for contract creation * Site Record may be requested via two ways: In PRM web based tool By including the customer s information on the IPOSS order (on the Global Transmittal Form) Product is Installed and Registered in GRT by Partner or Distributor Avaya Confidential Automated update of Entitlement Registered Product and Service 2012 Avaya Inc. All rights reserved. 57 D AV P < 5 minutes partner work AV P D Ready for Support Avaya Partner Distributor AV

58 Registering the IP Office 8.1 Product Next click the Register IP Office button in the Registration section You will be taken to Avaya s Global Registration Tool (GRT) and prompted to login using your Avaya SSO login Once logged in, click on the first link entitled Create New Registration 2012 Avaya Inc. All rights reserved. Avaya Confidential 58

60 IP Office 8.1 Launch Summary Avaya s July Solution Launch 1. Expand the addressable market for IP Office to include the mid-market (up to 1000 users) 2. Deliver the services and footprint efficiency in the mid-market that are indisputably best in class for partner margin and win rate superiority 3. Launch compelling networking, security and video complements to IP Office that deliver the most relevant and complete turnkey mobility and collaboration story available 4. Enable new levels of remote support and diagnostics on IP Office that improve customer service experience, partner service profits 5. Provide a release upgrade subscription in the base manufacturer support that enables a best in class investment protection story and better upsell/revisit opportunities This represents a significant incremental profit opportunity for Avaya partners 2012 Avaya Inc. All rights reserved. Avaya Confidential 60

61 Selling Today Are You Using All Available Ammunition? Roadmaps TCO paper Case studies Promos & Programs Competitive Sheets Pricing tools Industry Toolkits Positioning Tools White Papers 2012 Avaya Inc. All rights reserved. 61

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