Partner Pitch Pack IP Office R7.0

Partner Pitch Pack IP Office R7.0Speaker Name and Date Goes Here

Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.

Agenda

Executive Summary

SMEC Market

Solution Offers

Market Segmentation

Partner Business Proposition

Training Investments

Complementary Offers

Additional Resources & Links

33 3


IP Office R7.0 provides a unique window of opportunity to beat the competition, grow your

share in the sub-20 market and migrate the existing heritage customer base

Executive SummaryWith the release of IP Office R7.0, Avaya delivers on it’s promise of an integrated

portfolio. The ability to migrate all popular vintage sets to a single platform offers unique migration opportunities coupled with investment protection.

Solution Offers

4

Investment protection40%- 60% investment

protectionby migrating existing

BCM/Norstar IPand digital sets

Simplified InstallationData migration tools and RJ21 connections for heritage Nortel

customers Quick Mode Install for IP Office

Essential Edition

DevConnect Partner Integration

Leverage existing Dev Connect partners and penetrate the Healthcare vertical which is

growing at 3% YOY

Grow sub 20Cool new sets that offer

Enterprise class functionalityEnhanced messaging

capabilities

Convergence• Data Migration tool• RJ21 connector eases BCM

to IP Office PBX upgrades w/ exiting phones

• Support for BCM/Norstar Digital and DECT sets via new

hardware• Enhanced functionality on

Nortel IP setsEnhancements for Sub-20• Quick Mode Install• Increased messaging storage• New 9500 Digital paperless sets


GLOBAL SMEC MARKET

5


First, Let’s Define The MarketSME Communications

Sub Segment Names Firm Size (employee)

SOHO <5Very Small Business (VSB)

5-20

Small Business 20 - 100Medium Business 101 - 250Midsize Enterprise 250 - 1000

Large Enterprise 1000+

Est. Historical % Total SMEC Sales:


What’s driving our Market?

Fastest growing space is in 50-99 with 7.9% growth expected next year

Very small businesses (sub-20) comprised of 82.5% of SMB market

64% of SMB’s will be replacing outdated systems– PC replacement cycle driven by SMB support for Windows 7– PC ownership as well as notebook purchases fueled by

lower prices and advanced capabilities– Replacement of desktop PCs by notebooks driving new

refresh cycles – SMB LANs/Server-based LAN penetration will exceed 64%

by end of 2011

According to Dell’Oro, 2011:


Now is the Time to…..Defend and Migrate the Installed Base

8

Be the only one to offer 40-60% investment protection1

Upgrade Norstar, PARTNER, BCM (>3 years) and other customers to IP Office Release 7.0

2

3IP OfficePARTNER

Merlin/Legend/Magix

IntegralBCM

Norstar

Protect recent BCM investments <3 years to BCM R6.0 extend new functionality …….

More than 1.6M of Installed systems

worldwide about to refresh with a

maximum potential market of

$8.5B


Avaya Fit for Purpose Solutions Serving Small, Midsize and Large Enterprises

9

xxx,000s

Avaya IP OfficeDesigned for SME Markets,

Simpler communications needs

10,000

Small Medium Midsize Large Fortune 1000

Avaya Aura®Designed for Midsize and Large Enterprises,

more advanced communications needs

# of Users

5 100 250 1000

Avaya Aura® Solution for

Midsize Enterprise

Avaya Aura®

Avaya Aura® Branch SolutionsFor 1-450 users/location


SOLUTION OFFERS

10


Avaya IP OfficeUnique Investment Protection

IP Office 500Single, Modular Platform

Scales to 384 users per system, 32 sitesSimple, role-based solutions

Integral Integration

PARTNER® Integration

Avaya AuraTM IntegrationBCM, Norstar

Integration Part 2

4.0 6.0 7.0

5.0

MOBILE WORKER

AGENT POWERUSER

Merlin Integration

3.0 6.1

BCM, Norstar Integration Part 1

11


Avaya IP Office R7.0 Solutions OfferingConvergence

BCM/Norstar Digital Phone and Digital Mobile phone Integration

BCM/Norstar IP Phone Enhanced Functionality

Feature set similar to IP Office terminals

New Hardware for Easy Migration

TCM8, DS16A and DS30A for set integration. RJ21 Connectors and Wall Mount kits for simplified

installation

Data Migration Tool

Easy transfer of voicemail message content, voicemail greetings and associated configuration data


Avaya IP Office R7.0 Solutions OfferingIP Office Innovation

New 9500 Digital SetsNew Line of 9600 IP Sets

New paperless digital phonesColor IP paperless phones

Color IP Gigabit Touch screen phones

Enhancements for the Sub – 20 Market Designed for the stand alone small business customer

IP Office – Quick Mode for rapid Install and simplified administration

Increased message storage, out calling notification for IP Office Essential Editions

96X1 available with 6.1 maintenance release. 9611 not available with this release


Avaya IP Office R7.0New Enhancements Vs Competition

Avaya IP Office

Alcatel-LUOmniPCX Office

Cisco UC500

Mitel 3300 MCD

ShoreTel Enterprise Edition

Siemens HiPath

Support for Norstar and BCM Digital Sets and

WirelessYES NO NO NO NO NO

Encrypted IP Endpoints YES YES YES YES NO YES

Paperless Label phone for <$300 YES NO YES YES YES NO

Linux OS Option for SME products YES YES NO

On enterprise products

onlyNO NO

One-touch transfer both directions

with mobile twinning

YES NO YES YES NO NO


CUSTOMER SEGMENTATION

15


• Current legacy Nortel or Avaya products• Healthcare with vintage products or net new• Expanding or Greenfield• Desires UC functionality

• Reliability and scale• Ease of migration• Investment Protection• Simple to understand, purchase and finance• Enhanced functionality

• traditional key-system customers• PBX customers <250• BCM customers >3 years old• Heritage Norstar and Avaya legacy customers• Healthcare and Hospitality verticals

Market Segment

Customer Type

Customer Values

Avaya IP Office R 7.0


Avaya IP Office R 7.0 – Key Messages

17

Investment Protection

• Customers can save 40% to 60% on new IP Office installation using their existing BCM or Norstar sets

Total Cost of Ownership

Enhanced User Experience

• IP Office allows for simplified installation which decreases customer installation costs and increases TCO

• Simplified management tools – built for the sub 20 market to decrease cost of management and improve efficiency

• Data Migration tool reduces time to migrate thus decreasing cost and increasing TCO

• Migration of existing sets minimize disruption and need for customer training

• Faster and simpler administration for customer with paperless phones

• Cool new phones provide a more professional look and feel for the small business customer


Key Messages Based on Customer Type

IP Office Essential Edition IP Office Preferred Edition IP Office Advanced EditionEverything is in one packagePlug and play capabilityInvestment protection: keep using existing phonesEasy to administer and manage— no in-house technical support neededSupport for TDM keeps costs down

while giving you the path to IPOptions to grow—when the time is right for you

Best of both worlds: innovative solution backed by the industry LeaderProven reliability / proven performanceLowers TCOProvides options to expandInvestment protection/easy transition: keep using existing phonesNo hidden costs

Everything you need—plus options for innovative applications to drive business improvements New ways to differentiate your companyNew ways to keep improving customer serviceStreamline collaborationSystem will keep adapting as your business evolvesProven reliability / proven performanceLong-term investment protection – IP Office evolves with your businessIntegrates to a contact center

Customer Type: Current System—Spirit, Magix, Partner, etc


Key Messages Based on Customer Type

IP Office Essential Edition IP Office Preferred Edition IP Office Advanced EditionInvestment protection: keep using existing phonesHigh reliability: no fans, hard disks, etc.Easy to administer and manage—no in-house technical support neededEverything in one package including

Embedded Voice Messaging at no extra costPlug and play capabilitiesOptions to grow—when the time is right for you

Investment protection: keep using existing phonesHigh reliability: no fans, hard disks, etc.2 X 64 user Conference BridgeEasy to administer and manage—no in-house technical support neededPlug and play capabilitiesOptions to grow—when the time is right for you

Investment protection: Keep using existing phonesResiliency; SCN/VM redundancyBrowser-based apps; easy installFuture ready: migrate to SIPStreamline operations with multisite call reportingImproved communications and uptime via multi-site networking; resilience, pagingEasy to administer and manage—no in-house tech. support neededCan grow with your businessScalability to 384 stations (IP, digital, analog)

Customer Type: BCM/Norstar


Why Migrate Norstar to IP Office

Factors Avaya Norstar Avaya IP OfficeScalability 3X8 – 3 lines and 8 users

CICS – 8 lines and 24 usersMICS – 224 usersNetworking via OPX and IP Gateways

Up to 384 users per single siteUp to 1000 users over 32 sites. Can be cost- effectively networked together over IP

Reliability Highly reliable but no resiliency offers in multi-site scenariosHighly reliable but no resiliency offers in a single site mode

In multi-site environments, software based IP phones, applications and voice mail resiliency is available with IP Office Preferred and Advanced EditionsHighly reliable but no resiliency offers in single siteSolid state components with no moving parts reduces points of failure and increases resiliency

UserApplications

Limited off-site mobility offersRemote working capability is limited which inhibits productivityNo web-based desktop call control software or call centerNo Point-to-point video calling support3-party ad hoc conferencing is standard, no Meet-me conferencing

One-Number access via Mobile TwinningRemote working capabilities via several applications (Varies by IP Office Versions)Web-based call control software via one-X mobile ™Thin-client access to call center reporting improves access from remote locationsPoint-to-point video calling standard with Tele-worker and Power User128-party Meet-me conferencing standard (2 X 64

users per call)


Why Migrate Norstar to IP Office

Factors Avaya Norstar Avaya IP OfficeEndpoints and Device Integration

No IP phone support; no SIP phone supportNo Bluetooth headset support

IP, analog, digital, wireless, DECT Bluetooth and third-party SIP phone support (varies by IP Office Version)

Management and Administration

Standard Windows-based administration toolNo multi-site administration tool

Standard proactive monitoring and alarming (Preferred and Advanced Edition Editions)Standard IP Office Manger enables configuration and management of Avaya IP Office systems in an distributed network

Networking OPX circuits and gateways for networking of Norstar systems

IP Office Preferred and Advanced Edition support up to 32 sites/up to 1000 users across sitesSites can be connected together with IP Office Preferred and Advanced Editions with free calling between networked locations


PARTNER BUSINESS PROPOSITION

22


How Avaya Partners Benefit Avaya offers multiple ways

Increase Margin

Reduce Cost

Realize Cash Quickly

BDF and MDF programs,Promotions, Expanded

Product portfolios

Market Leaders Campaigns, Partner Marketing Central,

Streamlined training,One product line

Avaya Financial Services(AFS)

• Programs to offset costs, fuel growth, increase margins• Cool applications like mobility, SIP enhancements, remote worker and

new sets address customers' hot buttons which ncrease loyalty

• Up-sell capabilities open the door to complete solution sales

Why should your Partners care?

• Avaya programs help marketing dollars go further! Tested programs provide quicker ROI with a lower “touch”

• Streamlined training reduces time away from selling, decreases SG&A. No Fees for Sales Authorization!

• Learn, Sell and Maintain one product platform that scales the SME Market

• Utilize AFS leasing options to increase cash on hand• Free up credit lines previously used to purchase product• Advanced funding puts 50% of margin in your hands at the time of

sale

Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy. 24

Natural Migration Path:• Protect your installed base from the competition• Support all Nortel IP and Digital phones on IP Office• Resellers use same BCM design and quote tools• Data migration tool, RJ21 Jacks, Wall Mount Kits

Increase Market Share Attract new customers in

sub-20 with 95xx digital phones

Attract new customers in the high end segment with 96x1 IP phones

Penetrate new vertical markets with Dev Connect solutions

Outperform your competition with “Green” solutions

Increase Revenue Share Refresh Nortel phones

with Avaya 95xx and 96x1 phones

Offer Enhanced UC applications to existing and new customers

IP Office R 7.0 - It’s All About Growth!Transition to IP Office

Increase Revenue Growth Migrate Nortel install base of

+800,000 systems globally (210k BCM, 600K Norstar)

Accelerate sales (installation) in the sub-20 segment with simplified manager

Save at least 1 ½ hours per install with IP Office-Quick Mode; therefore decreasing quote to cash timeframe


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, 10% 1408, 60% 1416, 10% 9504, 10% 9508

Proven Investment Protection

Keep the phones, change the core hardware Grow with IP Office Digital or IP Phones Protect your installed base

– Don’t’ let the competition get a look in!

Number of Users

10 30 50 100 200

IP Office with phones $4,082 $16,141 $25,280 $44,300 $81,010

Re-use Nortel 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%


Time is Ripe forIP Office

Key Partner Takeaways

Continue selling BCM where it’s applicable while ramping up on IP Office

Sell with confidence! IP Office is the on-going flagship product for Avaya’s SME space

Streamlined, cost effective training makes it easy to become authorized to sell

Protect and grow your base with the promise of investment protection

Grow your market share with decreased time from quote to cash

Grow your wallet share by up selling new 95XX and 96X1 phones,

Target your Maintenance customers to monetize the heritage base

Penetrate new markets with Dev Connect solutions for IP Office


TRAINING INVESTMENTS

27


FY11 SME ExpertMarket your expertise by becoming an SME Expert

# of Certified Specialist / Certified Architect per

solution

Service Assessment

SME Expert Badge 2 APSS SME 1 ACSS SME or 1 ACS Implement

IPO1 ACIS IP Office or 1 ACSS SME

Remote SME Expert Assessment

Financial Marketing Technical

Business Development funds Marketing Development Funds SME Expert remote assessment fee waiver once specified requirement are met for all medal levels

SME Expert Logo/Designation SME Expert Plaque Current Analysis Membership Partner Locator preference over SME Authorized Lead routing preference over SME Authorized in certain theatres

No cost remote GSS Support for

implementations Direct access to the GSS Backbone for Maintenance support bypassing Distribution Input to product development through the Global Requirements Input Process (GRIP)

Benefits of SME Expert

Requirements

Improved Improved

GSS Support is available to individuals holding either the ACS Implement IPO or ACSS SME


New to IP OfficeTraining Requirements

Course Name Course Number US Cost Delivery methodIP Office Sales – APSS

Avaya IP Office Sales Training* (APSS)

2S00040W $0 Web-based 3.5 hrs

Avaya IP Office Sales* Assessment (APSS)

2S00040A $0 Web-based 1 hr

IP Office Implement – ACIS IP Office Hardware and Data

ComponentsAVA00916WEN $0 Web-based

6 hrs

IP Office Implementation Workshop

ATC01225IEN $2720** Instructor led40 hrs

ACIS - Avaya IP Office Implementation Exam

6401.1 $100 Pearson Vue Testing Center2 hrs

Enhanced Support Requirement – Optional - ACSSIP Office Advanced Applications

and TroubleshootingATI00484IEN $ 2720** Instructor Led – 40 Hrs

ACSS Small & Medium Enterprise Communications Exam

3000.2 $100 Pearson Vue Testing Center2 hrs

* See Note section below


IP Office Essential Edition – PARTNER ® VersionTraining Requirements

Course Name Course Number US Cost Delivery methodAvaya IP Office Sales

Training* (APSS)2S00040W $0 Web-based

3.5 hrsAvaya IP Office Sales Assessment* (APSS)

2S00040A $0 Web-based

1 hrIP Office Essential

Edition – PARTNER ® Version Installation**

ATC01993WEN $0 Web-based

Self-paced

* Partners are required to have 2 individuals with APSS Sales Authorization on IP Office in each country where they will be selling the product. This is the same course as the IP Office APSS (no PARTNER® specific version). Courses and assessments are available in French, Italian, Spanish, and German ** Available for those individuals who will be implementing and maintaining the IP Office Essential Edition – PARTNER® Version in the NAR. Course is non-credentialed and is at Avaya University in the APSS SME Communication curriculum map under “to continue my training” section

Partners who traditionally sold PARTNER ® ACS and would like to continue selling our PARTNER ® replacement – IP Office Essential Edition – PARTNER® Version must complete the following training:


Currently AuthorizedOptional Training

Course Name Course Number US Cost Delivery methodAvaya IP Office

Technical Delta R7.0 training

5S00001W $0 Web-based

2 hrs

For Partners currently APSS authorized, or planning to refresh their Implementation credential this course is recommended. There is no additional assessment required.

For Partners currently APSS Authorized and would like additional training on IP Office Essential Edition – PARTNER® Version (NAR only)

Course Name Course Number US Cost Delivery methodIP Office Essential

Edition – PARTNER ® Version

ATC01993WEN $0 Web-based

Self-paced


COMPLEMENTARY OFFERS &

ADDITIONAL RESOURCES

32


Focus on: HealthcareIncreasing IT Spending

“Healthcare expenditure “is

expected to grow with practices looking to use technology to

improve efficiency and margins”

(IDC – 2009)

Total IT Expenditure in Healthcare in 2010 is expected to be $82.2

billion, up 3% on 2009 (Gartner – October 2009)

There are approximately 750,000 healthcare

establishments in the US. 90,000 in the 20 to

99 employee sizesmall businesses in the

Small Healthcare Businesses spent more then $10bn: Telephony

equipment ($500M) telephony services ($7B)

and internet services ($3B)

(AMI Research 2009)


Understanding the Healthcare Vertical

Nursing Homes

jkjj

Doctors Offices

Providing Residents access to phone and voicemail

Accurate billingStaff access to full

communications suite (mobility, contact center etc)

Quick response with on-site wireless phones

Immediate notification of 911 calls

Room status - guarantees the cleanest environment to the residents

Complete mobility, Doctors and/or delegates can quickly be found, without disclosing cell or home number

Automatic appointment reminders and reschedules reduce the revenue lost to missed appointments.

Automatic Lab result reader and Prescription Refill free staff for

more pressing tasksSpecialists are free to

seamlessly roam across office

locations


IP Office & DevConnect PartnersCreating Healthy Solutions

DevConnect Partners

Computer Instruments RSI

DuVoice TigerTMs

Key Capabilities:

Appointment reminders Repeat prescriptions

Integrated DECT Mobile solutions Invoice Reminders

Emergency notifications Pre-surgical checklist

DECT Mobility

What this meansto Partners:

Increased revenue opportunity Improved margins from software Repeatable business (verticals) Take share from competition


Why Demos Are ImportantShow and Tell

36

Good Demo30.2%

Now you have a choice!!• EZ Demo – updates coming! Also

coming to an Apple App store near you• Flash Demo• Avaya Demo Sales Specialists


Reduce Marketing Expenses by Leveraging Avaya MarketLeaders 2.0 and Partner Marketing Central

PMC is free to all partners MarketLeaders is subsidized

50% upfront by Avaya and is at heavily reduced rates

MarketLeader Savings example: • A standard email (Excite)

campaign includes 2 email blasts, telemarketing follow-up &1000 contacts for ~$1400

• Cost estimate to create a campaign and purchase a list = $5K+

~$3600 Savings perCampaign


New SME Campaign materials available on PMC & MarketLeaders today

Target: sub 20 market Theme: “You didn’t know a phone

system could do that?” Assets: oft & html emails, online

banners and telemarketing scripts– Horizontal – Hospitality – Healthcare

Offers: – IP Office Demo – Small Business Unified

Communications for Dummies

PMC Link: https://pmc.avaya.com/ui/smesolutions.aspx?link=ipoffice&categoryId=6&subCat=282

https://pmc.avaya.com/ui/smesolutions.aspx?link=ipoffice&categoryId=6&subCat=282


New SME Campaign materials available on PMC today

Social media– Social media is a key component of the Avaya SME program, enabling us

to increase awareness, showcase innovative SME solutions and forge deeper connections with SME owners.

– Partners can take advantage of the power of social media by participating on whatever level they feel comfortable.

– Social Media calendar posted each month– Partners can use this content exactly as is and post in your own social media

efforts, or create their own– it's up to them!– PMC Link:

https://pmc.avaya.com/ui/smesolutions.aspx?link=socialmedia&categoryId=71 Seminar in a box (emails / landing page / telescripts, etc)

– https://pmc.avaya.com/ui/smesolutions.aspx?link=ipoffice&categoryId=6&subCat=151

Quarterly eNewsletters (for SME & Enterprise) – https://pmc.avaya.com/ui/smesolutions.aspx?link=enewsletter&categoryId

=49&subCat=201

https://pmc.avaya.com/ui/smesolutions.aspx?link=socialmedia&categoryId=71



https://pmc.avaya.com/ui/smesolutions.aspx?link=enewsletter&categoryId=49&subCat=201

https://pmc.avaya.com/ui/smesolutions.aspx?link=enewsletter&categoryId=49&subCat=201


SME Campaigns coming in Q2/Q3 IP Office 7.0 Campaign

– Multi-touch campaign focusing on:– Growing your business– Pain points of an SME– Business benefits of IP Office

Target:– Nortel Legacy (BCM/Norstar)– Avaya Legacy (PARTNER, MERLIN)– Net New

Assets: oft & html emails, online banners and telemarketing scripts– Horizontal & Healthcare

New Premium Content– Nortel migration guide– Avaya migration guide– Avaya White Paper: How Effective Communications Deliver Real Results

to Your Business– Avaya White Paper: Revolutionizing Patient Care Through

Communications: helping nurses improve patient outcomes, patient care productivity, and hospital profitability


SME Promotions & ProgramsCheat SheetQ2 – Q3 FY 2011

Use this Cheat Sheet for a quick view of the promotions and programs available to help you win with your SME customers. View important details on the

SME Promotions and Programs Page

Programs

Trade-In / Trade-UpCustomers can easily trade-in their old equipment

(Avaya, Nortel, Cisco) for a cash rebate when trading up to IP Office.

• Available in U.S. and Canada.

No expiration dates: ongoing programs

Free Software Trial LicensesEnable your customers to try select IP Office

applications for FREE for 60-days.• Contact your distributor.

Financing

IP Office Finance/Lease Offers

Offer customers 0% (60-months) True Lease financing for new IP

Office systems.• Through Avaya Financial

Services• Can be combined only with

Trade-In/Trade-Up Expires: June 30, 2011

Seed ProgramCustomers can trial IP Office for a two week

period free of charge. Just provide an IP Phone. • Contact your CAM for details.

http://portal.avaya.com/ptlWeb/spCP/CS2006518153513815011


Powerful, SME Focused PortalTools for All Elements of The Selling Cycle

42

Case Studies

Competitive

Roadmap

Demos

ROI Tool

Industry Kits

Collateral

Training

Demand Gen


Take advantage of the SMEC market with the latest portfolio updates featuring:•A clear and simple migration path for our legacy customers. •Competitively differentiated technology based on an integrated, open standards, multi- media platform•New “Green” sets that outpace our competitors•One hardware platform that grows as your customers grow. •Dev Connect partners that will help you infiltrate the healthcare vertical.

Get Started Now!

Attend SMEC February Launch Webinars Register for Authorization Training sessions Visit www.avaya.com/partnermarketing and access a wide variety of self and full service

marketing assets and programs to support your lead generation efforts!

Next Steps

http://www.avaya.com/partnermarketing

Partner Pitch Pack IP Office R7.0

Documents

Transcript of Partner Pitch Pack IP Office R7.0