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14 - 16 November 2012 | Cancun, Mexico
Better TogetherThe benefits of selling Avaya Networking with Avaya UC and CC
Technology leader for 30 years
1985 1998 2009
Avaya has shipped over:100 million voice lines AND 100 million data ports
1994
SynOpticsICOMMUNICATION
S
WELLFLEET
Bay Networks
Edge Stacking (BayStack)
Layer 3 Switching (Passport)
VPN (Contivity)
Resilient Stacking
Active/Active Switch Clustering
Identity-Based Access
Energy Efficiency
Shortest PathBridging
Simplified Multicasting
Distributed Top of Rack
Real-Time Applications Focus
Collaboration Focus - Data Center to Desktop
Secure Mobile Collaboration
ERS 8000
WLAN 8100
ERS 4000
ERS 5000
SR 4134
AG 2330
ERS 3500
VPN Clients
ERS 2500
VSP 9000
VSP 7000
Network Management
Collaboration Pods
Intelligent Edge
Dynamic Data
Center
Unified Branch VoIPDesk Sets
Avaya Desktop Video Display
Flare on iPad
Wireless Sets
Customer Care Sets
Third party clients
Avaya Desktop Video Display
Avaya Desktop Video Display
Mobile clients
IMPROVE TIME-TO-SERVICE
MANAGE PERFORMANCEREDUCE ERRORS
Users care about two things
Enterprise Application
14 - 16 November 2012 | Cancun, Mexico
Legacy View of the EnterpriseAvaya’s View of the Enterprise
APPLICATIONSNETWORK
APPLICATIONS
Avaya Networking Strategy
• Ease of commerce• Ease of implementation• Ease of support• Best in class UC experience
Disruptive Technologies
• Fabric Connect
• Shortest Path Bridging (SPB)
• Horizontal switching
• Single quoting system for UC/CC and networking
• Validated, pre-tested solutions
• IP Office configuration script single command switch config <1 min
• Plug n Play and auto-provision ports <1 min
• Hot swap replacement with auto-config in < 2 minutes
• VPFM - Integrated fault, performance monitoring
• Up to 18x stack performance ensures readiness for real-time applications
• Advanced resilient stacking ensures always on availability
Ease of Implementation
Ease of Commerce Ease of Support Best In-Class
User Experience
Avaya on Avaya
Avaya Networking Strategy
One protocol replaces many
(STP, OSPF, BGP, PIM)
Quarantines the Core from change, reducing
errors
Enables seamless
proactive & reactive VM
mobility
Empowers real-time service moves and additions
Business ContinuitySimplicity Maximize Benefits
of virtualization Time to Service
• Ease of commerce• Ease of implementation• Ease of support• Best in class UC experience
• Fabric Connect
• Shortest Path Bridging (SPB)
• Horizontal switching
Avaya on Avaya Disruptive Technologies
Adding Networking to UC & CC
Networking Substantially Increases Overall Spend
Average CC Revenue Per CC Customer
Average UC Revenue Per UC Customer $37K
$129K
$33K
$185K
4x 6xNo Networking
With Networking
No Networking
With Networking
14 - 16 November 2012 | Cancun, Mexico
And for you …..
Competitor 1 Competitor 2
Partner Product Margin 16% - 22% 40% - 60% 12% - 15% 5% - 8%
Triple 770% off MSRP
PoE for Free promotion (expires Dec 31st 2012)
Free ERS with IP phones*
Data Networking Deal Registration
Currently 6% off WPP
Partner Blended Margin(Product + Services)
25% - 30%+
Attached with Avaya Aura (bundled UC + Networking offer)
25% - 28%
Avaya Connect Grow Right Program (available soon)
20% Rebate applied to growth
* For every 24 96x1* IP telephones that a reseller buys, they get an ERS 3500 POE at no charge! For every 48 96x1* IP telephones that a reseller buys, they get an ERS 4800 POE at no charge!
14 - 16 November 2012 | Cancun, Mexico
Simple Attach Opportunities
• Opportunity: Growth in Mobility, BYOD and Video
• Attach: ERS 4000/5000 with Avaya Aura sales and IP phones
• Opportunity: 64% of SME’s are upgrading legacy systems to UC
• Attach: ERS 3000/4000 with Avaya converged IP Office & IP phones
• Opportunity: Virtualization of UC
• Solution: Avaya Collaboration POD
Ease of Implementation
Scenario: Pinnacle Company has to install 5 different converged IP Office Systems in different customer sites.
Using ERS 3500 quick start installation script…
Error free deployments - in minutes rather than hours - without specialized data expertise
Voice centric installer unpack
equipment
Connects to ERS 3500
Types one command;
switch is set up in under a
minute
Ease of Support
Scenario: Apex Company’s most strategic customer is hosting an event where there will be a significant increase in
voice and video traffic. With Avaya SLAMon..
Proactive performance monitoring addresses issues before they arise
Real-time traffic is simulated to
proactively measure
performance
Potential issues and their root
cause is easily identified
Changes are implemented prior to the
event
Best in Class User Experience
Scenario: Steve, a VP at a financial institution, participates in a video conferencing call with important clients.
Reduces Complexity - Ensures Optimal Experience
At login, network detects
he is running Scopia client,
then
Checks for viable
network resources for a high QoE
Pending resources,
assigned to a dedicated video
service
Pre-integrated solutions…
Integrates network, compute, storage, management and applications as a
single solution offering
Compute
Storage
Networking
Applications
IntegratedSolution
Management
Introducing Avaya Collaboration Pod Rapid deployment of real-time apps
And Improved Value
Source: Miercom, 2011 (*Outside of the test set)
3 Year TCO@ 10,000 ports
Avaya HP Cisco Juniper -
500
1,000
1,500
2,000
2,500
3,000
Energy
Maintenance
Product
($M)
Up to:
Than the competition
50% energy costs
50% capital
costs
70% maintenance
costs
Rothesay Netherwood School
Students increasingly bringing personal devices
Security & network capacity concerns
Aging network infrastructure
Empower teachers to enhance learning environment
Problem
Embrace BYOD securely Enhanced Collaboration High availability network Complete end to end
solution
Value
End to End Avaya network− IP Office− IP Phones− ERS 4000 and 5000
series− WLAN 8100 series− Identity Engines− Unified Management
Solution
Independent, co-educational boarding & day school
Required 21st Century-Ready network infrastructure
Embrace BYOD to enhance learning environment
“Our goal is to build 21st century classrooms with interactive tools that help students learn in new ways. With Avaya, we now have a powerful network that is up to the task and can support the steps we’re taking to improve learning. We are able to get everything we need from Avaya—delivered in one fully integrated package.”
—Tammy Earle, Director of Technology, Rothesay Netherwood School
Recent Press
“Of all the presentations, Avaya's SPB talk was the only one to provide an
example of a production deployment. It mentioned a hospital
deploying SPB to support a multitenant environment.”
Jim Duffy, Network World
“Avaya Identity Engine can identify
the device and the user based on his or her login credentials,
"fingerprint" it, and register it accordingly, based on supplied
policies.”Ted Samson, InfoWorld
Avaya Identity Engines allows us to tailor the level of network access based on both the user and device,
minimizing the risk of security breaches and ensuring
confidentiality of patient data. "—Mark Starry, Concord Hospital
“Avaya's genuine open standards approach gives us confidence that
we are protecting our existing investment and still future-
proofing our network to easily accommodate future innovations.“Harald Nordås, Sparebanken
Vest
Avaya is the company that is stepping in with a true, holistic
BYOD proposal that covers all the pieces.“
Zeus Kerravala, ZK Research
“By using the Avaya VENA Enterprise Fabric …We now find
ourselves in the pleasantly refreshing position of being able to consistently
say 'yes we can'.“Phil Taylor, Leeds Metropolitan
University
Recent Customer Announcements
**
* * *
* Avaya VENA Fabric references
14 - 16 November 2012 | Cancun, Mexico
Summary
On
• Win Faster
• Accelerate Time to Service
• Resolve issues faster
• Optimize User experience
An all-Avaya solution ensures a full service experience