Forhandlermøde

Steen Marquard

Channel Manager

© 2009 Avaya Inc. All rights reserved.

Avaya på verdensplan

$5+ billion leader in IP telephony and communications applications

Global presence

– 58% U.S.; 42% International– Product sales: 43% direct; 57% indirect

100,000,000 users of Avaya globally

– 1 million businesses in 150 countries

– More than 900 of the Fortune 1000

Industry leading R&D with 4000+ patents / applications(1)

2,500 distribution partners; 4,200 ISV’s

18,000 Employees worldwide

Track record in managing effectively through technology transitions

– Former division of AT&T and Lucent, spun-out as independent company in October 2000

– Acquired by private equity firms Silver Lake Partners & TPG Capital in October 2007

Sources: IDC, Synergy, Infotech, Frost and Sullivan and others(1) Worldwide patents, including pending applications

57.8%

29.9%

8.4%

3.9%

NAR EMEA APAC CALA

Revenue % by Region

3© 2009 Avaya Inc. All rights reserved.

Avaya’s placering på verdensplan

Sources: [1] Gartner, Inc., Market Share, Contact Centers, Worldwide, 2007, D. Kraus, June, 2008; [2] Dell’Oro; [3] Synergy Research; [4] In-Stat/MDR; [5] IDC; [6] Frost & Sullivan; [7] Gartner, Inc., Network & Internet Services Worldwide Market Share, E. Goodness, April, 2008 LeaderLeaderNotes: Results for Alcatel/Lucent contain only those specifically listed as such * Includes maintenance and support services of customer premise equipment (CPE); Siemens includes Communications and IT Solutions & Services divisions

Avaya Inc. and Gartner, Inc. are both owned in part by Silver Lake, a leading financial investment firm. Gartner research is produced independently by Gartner analysts, without

influence, review or approval of their outside investors or shareholders. For further information on the independence and integrity of Gartner research, see Guiding Principles On Independence and Objectivity on Gartner’s website, http://www.gartner.com/it/about/omb_guide.jsp

Contact Center Metric Date Pos % Pos % Pos % Pos % Pos %

Call Center/ACD [1] Agents 2007 #1 40% #6 3% #4 9% #2 13% #8 2%

Revenues 2007 #1 38% #6 3% #4 11% #3 13% #8 2%

Unified Communications

Enterprise Telephony [2]Revenues 2007 #1 20% #5 7% #4 10% #3 11% #2 16%

Lines 2007 #2 11% #6 8% #3 10% #1 13% #4 10%

IP Telephony [3] **Revenues 2007 #1 24% #4 10% #2 24% #3 14% #5 9%

Lines 2007 #2 20% #4 10% #1 22% #3 16% #5 9%

Converged Telephony [3] Revenues 2007 #1 37% #3 16% #8 2% #2 16% #4 14%

Enterprise Messaging [4] Revenues 2006 #1 26% #6 5% #3 14% #2 24% N/A N/A

Unified Messaging [5] Revenues 2006 #1 25% N/A N/A #3 19% #2 22% #5 7%

Audio Conferencing [6] Revenues 2006 #1 30% N/A N/A #2 22% NA NA NA NA

H/W Maintenance * [7] Revenues 2007 #1 15% #9 2% #28 1% #19 1% #5 3%

S/W Support * [7] Revenues 2007 #1 16% #6 2% #31 <1% #39 <1% #8 1%

4© 2009 Avaya Inc. All rights reserved.

28%

24% 24%

12%

5%

0%

10%

20%

30%

40%

Avaya Cisco Alcatel Nortel Siemens

IP-telefoni i Europa

5© 2009 Avaya Inc. All rights reserved.

Call Center på verdensplan

39%

11% 10%7% 6%

0%

10%

20%

30%

40%

50%

60%

Avaya Nortel Alcatel Cisco NEC

6© 2009 Avaya Inc. All rights reserved.

Spørgsmål fra partnerne

– Hvor kan jeg finde produktinformation?

– Hvor kan jeg finde konkurrentinformation?

– Hvem skal jeg kontakte?

– Hvilke procedurer skal følges?

– Hvor finder jeg træning?

– Kan man få demonstreret Avaya?

– …

7© 2009 Avaya Inc. All rights reserved.

Lær Avaya bedre at kende

• Business Partner Portal

Nyhedsbreve og updates (både teknisk og salg)

Avaya University

Et væld af værktøjer: ROI, Demoer, whitepapers etc

Partner Marketing Central

ProposALL

8© 2009 Avaya Inc. All rights reserved.

Producter fra A-Z : IP Office

9© 2009 Avaya Inc. All rights reserved.

Kend dine konkurrenter – IP Office

10© 2009 Avaya Inc. All rights reserved.

http://marketingtools.avaya.com/knowledgebase Search engine

TechTips & Bulletins

Product Description

Installation Manuals

End-User Guides

Multiple Languages

KnowledgeBase IP Office

11© 2009 Avaya Inc. All rights reserved.

Avaya Learning Navigator

• Simply click on the Solution & Product Training you need

12© 2009 Avaya Inc. All rights reserved.

ProposALL – find produktinformationer

Web based Proposal Tool

Different Languages

Package info on

– multiple products

– services

Single, customer-ready document.

Build Content in 4 steps – Fill out contact information

– Select desired items

– Build executive summary

– Create Proposal

Used when – initiating a new contact with a customer

– customer’s request for more information on a product

– to learn and understand the Avaya products

13© 2009 Avaya Inc. All rights reserved.

ProposAll - Wizard

14© 2009 Avaya Inc. All rights reserved.

IPO – Return on Investment-værktøj

ROI Tool Covers :Conferencing, Calling, Mobility, Productivity

www.avaya.com/ipofficeroi

15© 2009 Avaya Inc. All rights reserved.

Salgsargumenter

15

16© 2009 Avaya Inc. All rights reserved.

IP Office Product Matrix

18© 2009 Avaya Inc. All rights reserved.

Interoperability og åbne standarder

Phones and Phone Apps

19© 2009 Avaya Inc. All rights reserved.

Avaya IP Office

Future …

And More …

Microsoft OCS Integration

Enhancements to one-X portal for IP Office

All apps to be browser-based

Web 2.0 Integration (social networking)

Device integration (e.g. iPhone)

19

20© 2009 Avaya Inc. All rights reserved.

Tendensen i markedet

20

Reducere omkostninger Bedre konkurrenceevne

21© 2009 Avaya Inc. All rights reserved.

Avaya – stort fokus på træning og certificering

22© 2009 Avaya Inc. All rights reserved.

23© 2009 Avaya Inc. All rights reserved.

Tak

Steen Marquard