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Ulf Unger, Senior Consultant

Avaya IP Office - Release 8.1

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Win in Mid Market

with

Avaya IP Office - Release 8.1

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Todays Discussion

Overview Avaya Portfolio and Positioning

Avaya IP Office 8.1 Whats New

How to solution sell up market

Avaya Data solutions Why stop at just voice?

Avaya IP Office Software

Support Why its ideally suited to help you

deliver more, at an SME price point

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Avaya PortfolioServes the market based on varying customer types and needs

Simple, scalable, flexiblefor the growing office

Turn key UC Collaboration

Enterprise-class UC andContact CenterCustom platform integration.

ACE, Lync, FMC

Data Networking

Avaya Support Services

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Avaya IP Office R8.1Whats 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

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Introducing Avaya IP Office Server EditionEnables Greater Scalability, Flexibility and Choice

Users on single site or multi-site (500 users per server)

one-X Portal users

on a dedicated server

Up to

one-X Portal userssharing the same Linux server

Up to

Up to

Up to 200 SIP Trunks

All IP or Mixed Deployment

Yourchoice

Centralized Licensing

Centralized Management

No Advanced Edition

Only IP500V2 supported

Voice Messaging ports

sharing the same Linux server

Up to

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IP Office Server Edition

Implementation Example

SIPAvaya IP Office Server Edition

Primary ServerAvaya 96xx

PRI/T1

Analog

Avaya

96xxAvaya

95xx

Avaya IP Office for Linux

Expansion System

Avaya IP Office 500

Expansion System

IP Office Coreswitch

one-X Portal Server

VM Pro Server

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With this edition, highly reliable IPOffice communications are Linuxbased

Dual power supply is built into theserver

Hot plug hard drives are configured inRAID

Dual quad core processors add speed,redundancy

Avaya IP Office Server Edition

What You Need To Know

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Avaya IP Office Server Edition

Powerful Resiliency, and Voice Messaging Redundancy

Resilience for all IP

Phones in the

network

Digital/Analog

Primary ServerSecondary Server

Expansion System

Voice Messaging

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Advanced Edition

(UC with Call Center)

Preferred Edition

(UC with Preferred Mobility)

Essential Edition(IP Telephony/Essential

Mobility)

Basic Edition(Basic telephony)

Key System

Single site only

Digital/Analog

phones only

Auto-attendant

Avaya IP Office EditionsFlexible, scalable options based on customer needs

IP PBX functionality

Up to 40 Auto attendants One-X Mobile Essential (all

users)

Basic call control on mobile

devices

128 party ad hoc conferencing

Up to 4 remote phones/system

Secure Meet me audio conferencing

Unlimited multi-level auto attendant

Scalable, resilient voicemail

No limit on VPN phones/system

(w/Teleworker)

Call recording

Add user solutions Desktop on mobile

device, HD video conferencing,IM/presence, calendar mining, Outlook &

Salesforce integration

Adds to Previous:

Adds to previous: Adds to previous:

Track, measure customer

service

Password protected call

recording with search,

replay, archiving

Alarm notifications

Detailed actionable reports

Interactive Voice Response

(IVR)

Text To Speech

Visual Basic Scripting

PC Wallboard

No user solutions, or multi-

site options

Add Receptionist, and

Multi-site

Adds All Options: Power User, Office

Worker, teleworker, mobile worker

Adds Options: Agent,

Supervisor

64 party ad hoc conferencing

Voicemail & voicemail to

email

Very Small,single site

basic needs

Small,can be multi-site with

mobility needs

Small to Midsizegrowing, with UC needs Small to Midsize

with customer servicecenter

+$2,995 NPL

(Total: $3,540)

OPTIONAL

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R8.1: Avaya IP Office Server EditionAdds Scalable Linux-based Option for Midsize Enterprise

Server Edition(UC with Preferred Mobility, Greater Scalability)

Flexible deployment Linux servers or IP Office

500v2

Supports up to 1,000 users on a single site

Centralized licensing and centralized management

Resilience built in, redundancy built up (includingvoicemail with optional secondary server))

Expanded voice ports up to 100

Full Meet me audio conferencing w/user passwords

Unlimited multi-level auto attendant

Call recording

Includes all elements of Essential & Preferred Edition

Midsize BusinessSeeking greater scale, lower TCO

and simple deployment and managementNote:

Cannot add Advanced Edition to

the Server Edition

OfficeWorker

PowerUser

Receptionist

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Avaya IP Office Server Edition

Easy to manage, seamless to upgrade

CentralizedManagement

One view,

All locations,groups, users

CentralizedLicensing

Share licensesacross sites

Monitor licenseusage

Secure RemoteAccess

Less truck-rolls

Broadbandspeeds using SSL-

VPN

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More Flexibility for the Workforce

Avaya Flare Communicator

D e l i v e r i n g t h e W o r l d s M o s t F l e x i b l e W o r k f o r c e

R8.1

Delivers Audio

IM

Presence capabilities

over 3G and WiFi

Microsoft Windows

2 way video Apple iPad

no video yet

Feature set and deviceinteroperability expand over time

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Bring the one-X Portal for IP Officeexperience to the mobile workforce

Click-to-call, click-to-conference, etc.

Visual voicemail

IM and presence (both call and calendar)

Corporate directory access

Call screening

Additional features specific to mobile users

Supported on Android smartphones and/ortablets and iPhone

Unique mobility with sell sizzle trumps competition

Simplifies and drives UC adoption for mobile workers

Avaya one-X Mobile Preferred for IP OfficeFeatures users can now access on the go

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Avaya Session Border Controller

Coming soon to Avaya IP Office!

Yes, IP Office supports SIP

trunking natively

For those customers that want

greater security, SBC will be a

strong asset to your selling

portfolio

Application-layer security, intuitive

and easy-to-manage

Enterprise feature set with

Security upgrade option

Advanced toll fraud protection

Remote workerVPNless security

solution

AvayaSBCAE

Untrusted Network(Internet, Wireless, etc.)

Inside the Midmarket, a 2011 Perspective - IBM

Ideal forMid

Market

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A technology leader.

Building faster, more

reliable networks that

reduce complexity.

All while reducing totalcost of ownership by up

to 50%.

Avaya Networking.Supporting IP Office In SME & Mid Market

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Customers who buy end to end solutions spend more money than

Customers who just buy UC or CC

0 25 50 75 100 125 150 175 200

UC - With Networking

UC - No Networking

CC - With Networking

CC - No Networking

Avg UC/CC Annual Revenue per Customer

(Q3'10-Q2'11)

$37k

$129K

UC customers spent6X more moneywith Avaya when sold

an end to end solution

Eliminates competitors that can only provide one piece of

the solution

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Avaya Networking Solutions for the Mid Market

Deliver reliable and secure connectivity for devices

ERS 3500- for remote branch / SME

10 and 24 port Gig E

Gigabit uplinks

Support for PoE and PoE+

Models that operate fanless

Local and static routing

Stacking capacity up to 80 Gig (v5.1)

ERS 4000- larger sites / wiring closet

24 and 48 port Gig E

Gigabit and 10 Gig uplinks

Support for PoE and PoE+

Redundant power

Dynamic routing

Stacking capacity up to 384 Gig

New!

Zero touch IP phone deployments auto-detect, auto-provision, auto-QoS

Automatic software and configuration downloads for new units in a stack

Automated set up of ERS 3500 with IP Office with a single command!

3-5x more virtual backplane capacity

Industry aligned CLI with robust GUI management

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IP Office Support Services are consistent, flexible and simple

New Global Service Offer with IPO 8.1

Any Time / Any Day Support

24x7x365

FlexibleMultiple service delivery options

available

ConsistentSame offer elements for

SME and Mid Market

SimpleIndustry standard support

model at a fixed price

Parts ReplacementNBD or 4 hour delivery

Optional Add-Ons Single fee per node*

Base offer includes:

Major Software Upgrades

Remote Technical Support: HW and SW

Business Hour Support 8x5x5

Software Patches and Updates

Enhanced Remote Connectivity

1, 3 or 5 year prepaid terms

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Building Your Maintenance OfferA quick and easy process to determine what is needed

Fixed price per server

Single order code

EZ Quote, EC Services, GPPC,ManualPrice Book, Disty Tools

Maintenance

1, 3 or 5 year term

Support 8x5 or 24x7

Parts coverage

4hr or NBD

Wholesale Co-delivery

No

No

Customer atrisk

One Part NumberFixed Price per Server

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Industry Toolkits

TCO paper

Case studies

Promos & Programs

Competitive Sheets

Pricing tools

Roadmaps

Positioning Tools

White Papers

Selling TodayAre You Using All Available Ammunition?

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New MarketOpportunity

LargerConstructs

Lowers Your Costof Sale, Support

New IP Office Service Support offer, along with SSL/VPNcapability will make your service delivery more profitable

Fewer truck rolls and faster service mean less time andresource per ticket and bottom line savings

Strong Mid Market Playup to 1000 users with easierdeployment vs competition

Unique price point and mobility is an invitation to takeadvantage of a multi-billion dollar market opportunity

New IP Office Server Edition and Flare Communicator willdrive customers to add UC to the configuration

ERS 3500 and 4000 series switches , Service Support offerand SBC all provide new ways to surround each IP Officewith solution selling

Avaya IP Office R8.1What it means

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Thank you for your time!