Win in Mid Market

basheddockSoftware and s/w Development

Feb 21, 2014 (3 years and 3 months ago)

180 views

Win in Mid Market

with

Avaya IP Office
-

Release 8.1

Data Networking

Comprehensive Services



Avaya
-

Confidential

©
2012
Avaya Inc. All rights reserved.

2

Avaya
-

Confidential

Today’s Discussion


Overview


Avaya Portfolio and Positioning


Avaya IP Office 8.1


What’s New


How to solution sell up market


Avaya Data solutions


Why stop at just ‘voice’?


Avaya IP Office
Software Support


Why it’s ideally suited to help you
deliver more, at an SME price point



Up to

©
2012
Avaya Inc. All rights reserved.

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Positioning
:

It’s about
what they want to buy

Not what we want to sell

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2012
Avaya Inc. All rights reserved.

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Avaya Portfolio

Serves the market based on varying customer types and needs


Worry Free no
equipment on
premise


Basic, Cloud, no
up front costs


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

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2012
Avaya Inc. All rights reserved.

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We create the most

Flexible Workforce
.

With a
Scalable Solution
.

That delivers now and for
Your Future
.

Communications for Your Growing Business.

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2012
Avaya Inc. All rights reserved.

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5
-

1,000 users in

one or more offices

IP

Digital

Analog

SIP

Adaptable office from
key system to UC

SME, Mid Market,
Branch

Home, work, on the road

Handsets, smart phones, desktop, tablets

Savings, Low TCO

Investment Protection

Flexible Architecture

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2012
Avaya Inc. All rights reserved.

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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*


Bridges Technology: BCM,
Norstar, Integral & Partner


One platform provides easy
Business Partner adoption


* Source: Dell
O
ro


Revenues

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


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2012
Avaya Inc. All rights reserved.

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Avaya IP Office R8.1

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2012
Avaya Inc. All rights reserved.

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Avaya IP Office 8.1 Objective

Extend Reach to Mid Market

Why

Mid Market


$
6.67Billion
Opportunity*


Collaboration and
Mobility are among their
top spending priorities


Major change in mindset
over last 3 years**


*RDA, Includes UC, CC, Networking and services

** Inside the Midmarket, a 2011 Perspective
-

IBM

Spend focus

2009

Today

%

Cost reduction

53%

21%

32%


Customer focus

11%

31%

20%


Innovation

11%

16%

5%


©
2012
Avaya Inc. All rights reserved.

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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

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2012
Avaya Inc. All rights reserved.

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Introducing Avaya IP Office
Server Edition

Enables 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 users
sharing the same Linux server

Up to

Up to


All IP or Mixed Deployment


Your choice


Centralized Licensing


Centralized Management


Voice Messaging ports
sharing the same Linux server

Up to

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2012
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IP Office Server Edition

Wins on Price/Value & Functionality

Market Differentiators



Low TCO


Easily scaleable


Centralized management


Centralized Licensing



Flexible Architecture


Hybrid versus VOIP only



Best in class mobility


iPhone, Android, Tablets, PC/MAC



Best in class audio conferencing


Included 128 party v per port
pricing


Add Robust, aggressively priced
services and full suite of data
networking for unrivalled single
source solutions

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2012
Avaya Inc. All rights reserved.

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IP Office Server Edition

Implementation Example

SIP

Avaya IP Office Server
Edition
Primary

Server

IP Phones

PRI/T1

Analog

IP

Digital

Avaya IP Office for Linux
Expansion System

Avaya IP Office 500v2
Expansion System

Secondary

Server
adds 500 Users

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2012
Avaya Inc. All rights reserved.

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With this edition, highly reliable
IP Office communications are
Linux based


Dual power supply is built into
the server


Hot plug hard drives are
configured in RAID


Dual quad core processors add
speed, redundancy

Avaya IP Office Server Edition

What You Need To Know

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2012
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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 Server

Secondary Server

Expansion System

Voice Messaging

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2012
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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 Editions

Flexible, 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 Midsize


growing, with UC needs

Small to Midsize


with customer
service center

+$2,995 NPL

(Total: $3,540)

OPTIONAL

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2012
Avaya Inc. All rights reserved.

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R8.1
: Avaya IP Office Server Edition

Adds 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 (including
voicemail 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 Business

Seeking greater scale, lower TCO

and simple deployment and management

Note
:


Cannot add Advanced Edition
to the Server Edition

Office
Worker

Power

User

Receptionist

© 2011 Avaya Inc. All rights reserved.

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Avaya IP Office Server Edition

Easy to manage, seamless to upgrade

Centralized
Management

One view,

All locations,
groups, users

Centralized
Licensing

Share licenses
across sites

Monitor license
usage

Secure
Remote
Access

Less truck
-
rolls

Broadband
speeds using
SSL
-
VPN

Server Edition

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2012
Avaya Inc. All rights reserved.

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More Flexibility for the Workforce

Avaya Flare
®

Communicator


Delivers Audio, IM &
Presence capabilities
over 3G and
WiFi



Apple iPad and
Microsoft Windows



Feature set and device
interoperability expand over
time

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

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2012
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Scalability Extends to Avaya Aura
®

Serving Branch Markets With Avaya IP Office

Before


B5800: A re
-
named IP Office
500v2 with Avaya Aura®
features inside


Migrating from IP Office to the
B5800 required a forklift

After


Just sell Avaya IP Office 500
“edge in” by adding a software SD
card (at POS or later)*

It’s built into the IP Office and
relabeled as B5800

Easy upgrade based on
software on an SD card

* Must be Avaya Aura certified to
sell the Avaya Aura SD card.

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2012
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Avaya Session Border Controller

Coming soon to Avaya IP Office
!


Yes, IP Office supports SIP
trunks 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 worker


VPN’less

security solution


Avaya
SBCAE

Untrusted Network

(Internet, Wireless, etc.)

Inside the Midmarket, a 2011 Perspective
-

IBM

Ideal for
Mid
Market

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2012
Avaya Inc. All rights reserved.

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Solutions Surround

Expand Your Selling, Aim Higher

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2012
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A technology leader
.

Building faster, more
reliable networks that
reduce complexity.

All while reducing total
cost of ownership by up
to
50%.

Avaya
Networking
….

Supporting IP Office In SME & Mid Market

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2012
Avaya Inc. All rights reserved.

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Avaya
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Confidential

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 spent
6X more money
with Avaya
when sold an end to end solution


Eliminates competitors that can only provide one
piece of the solution

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2012
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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



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



3
-
5x more virtual backplane capacity



Automatic software and configuration downloads for new units in a stack



Industry aligned CLI with robust GUI management


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2012
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Scalable

Future
-
proof Wireless


Industry
-
leading high
-
scale voice
and video performance


Unified, future
-
proofed architecture


Identity
-
based

Network Access Control



Identity each employee and guest
device that enters the network. Apply
rules based on User and Device ID,
Device & Connection type


Optimized

For collaborative, real time apps


Over 20% better voice and 30% better
video performance than competing
networks





Secure

Network & Device security


Enforced network security policies
and compliance


Secure remote VPN
-
less access



Solving BYOD Challenges with Avaya WLAN and IDE

WLAN 8100 and Identity Engines

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2012
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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

Support Services Global Offer

Available July ’12 with IPO 8.1

24x7x365 Support

Flexible

Multiple service delivery
options available

Consistent

Same offer elements for

SME and Mid Market

Simple

Industry standard support

model at a fixed price

Parts Replacement



NBD, 4 hour delivery



Parts Onsite Installation by


Technician


US Only

Optional Add
-
Ons

* Promotional pricing is currently available.

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2012
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Wholesale List Price

Co
-
Delivery List Price

Offer Options

IP 500 V2

HP
DL360G7
Linux

HP
DL120G7
Linux

IP 500 V2

HP
DL360G7
Linux

HP
DL120G7
Linux

Remote Technical Support & S/W Upgrades

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

$889

$2,257

$1,332

N/A

N/A

N/A

Per Server

24x7 Rem Tech Support, On
-
Site NBD APR & S/W
Upgrades

$1,057

$2,425

$1,499

N/A

N/A

N/A

Per Server

With

On
-
Site 4
-
Hour Advance Parts Replacement

8x5 Rem Tech Support, On
-
Site

4
-
Hour APR & S/W
Upgrades

$1,071

$3,307

$1,796

N/A

N/A

N/A

Per Server

24x7 Rem Tech Support, On
-
Site

4
-
Hour APR & S/W
Upgrades

$1,238

$3,474

$1,964

N/A

N/A

N/A

Per Server

Release 8.1 Entry Pricing


3 Year Prepay

Offer also available in 1 year and 5 year pre
-
pay

Note: 48 options, available in 1, 3 or 5 year terms.

On
-
Site options are available in the US
-
only.

IP Office Support
Services is priced a
few dollars above
the price of a above
single major
Software Upgrade.

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2012
Avaya Inc. All rights reserved.

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Key Partner Benefits

Offer designed with partner and client input

Flexible


Choose Co
-
Delivery or Wholesale


Choice in coverage:


8x5 & 24x7


Parts replacement delivery
options


Leverage Avaya onsite services for out
-
of
-
territory sites (US Wholesale
only)

Predictable Costs



One price & material code per server
with IP Office 8.1


Keep your customers current with
Software Upgrades


Minimize cash outlay with Parts options


Easy to quote and order
-
saves time


Additional Revenue & Cost
Reductions


Remote access: improves resolution
times, reduces dispatches, enables new
revenue streams


Add installation, prof services & annuity
service wrapper to base support


Multi
-
year support options minimize
sales / renewal expense


Competitive


Industry competitive support pricing


Technical expertise from the
manufacturer


Options to meet a wide variety of needs


1
-
5 year terms


Optional coverage

Avaya and partners ensure customers receive quality support

Remain engaged with your customers and provide them with continued value

©
2012
Avaya Inc. All rights reserved.

30

Industry Toolkits

TCO paper

Case studies

Promos & Programs

Competitive Sheets

Pricing tools

Roadmaps

Positioning Tools

White Papers

Selling Today

Are You Using All Available Ammunition?

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2012
Avaya Inc. All rights reserved.

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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