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Copyright© 2002 Avaya Inc. All rights reserved
Partnering in the VOIP World Anna DorceyAnna Dorcey
Director, Avaya DeveloperDirector, Avaya DeveloperConnection Connection ProgramProgramAugust 4, 2004August 4, 2004
Partnering in the VOIP World Anna DorceyAnna Dorcey
Director, Avaya DeveloperDirector, Avaya DeveloperConnection Connection ProgramProgramAugust 4, 2004August 4, 2004
2
Agenda
• Developers and Society• The VoIP Industry
• Avaya & VoIP Development
• Partnering with Avaya
3
Developer Impacts: Yesterday
“I never perfected an invention that I did not think about in terms of the service it might give others... I find out what the world needs, then I proceed to invent.…” Thomas Edison
4
Developer Impacts: Today
5
Developer Impacts: Tomorrow…
“In 2031, software will touch every aspect of life and, thusly, developers will only grow in their importance to
society.” IBM’s Rational Chief Scientist and IBM Fellow, Grady Booch
IDC expects the packaged applications market to grow to $149 billion and they estimate that there will be over 10,000 companies competing in the packaged software market by the end of 2005.
Application and development market is projected to grow at an aggregated rate of 21.3% over the next five years.
6
Agenda
• Developers and Society
• The VoIP Industry• Avaya & VoIP Development
• Partnering with Avaya
7
A Global Look Forward
0 %
1 0 %
2 0 %
3 0 %
4 0 %
5 0 %
2 0 0 3 2 0 0 7
N o rth Ame rica
E M E A
Asia /P acific
C AL A
W o rld T o ta l
IP Telephony Base / Enterprise Telephony Base(Lines Installed)
8%4% 2% <2%
4%
44%
31%
20%
9%
30%
0 %
1 0 %
2 0 %
3 0 %
4 0 %
5 0 %
2 0 0 3 2 0 0 7
N o rth Ame rica
E M E A
Asia /P acific
C AL A
W o rld T o ta l
IP Telephony Base / Enterprise Telephony Base(Lines Installed)
8%4% 2% <2%
4%
44%
31%
20%
9%
30%
IP Penetration: Regional
0
100
200
300
400
500
600
2003 2004 2005 2006 2007
400M
2003 200620052004 2007
500M IP Telephony
Traditional Key/PBXGlobal EnterpriseTelephony
LinesInstalled
0
100
200
300
400
500
600
2003 2004 2005 2006 2007
400M
2003 200620052004 2007
500M IP Telephony
Traditional Key/PBXGlobal EnterpriseTelephony
LinesInstalled
Assumptions 2003 2007Total Lines Shipped ~40M ~53MIP Lines Shipped ~22% ~76%
Total lines Installed ~408M >440MIP lines Installed ~4% ~30%
Assumptions 2003 2007Total Lines Shipped ~40M ~53MIP Lines Shipped ~22% ~76%
Total lines Installed ~408M >440MIP lines Installed ~4% ~30%
IP Penetration: Worldwide
8
The Revenue Opportunity: Enterprise VoIP Market
9
Vendor Share Positions
3Com Avaya Cisco Nortel
10%
20%
30%
40%
2000 …. Q1 2003 Q2 2003 Q3 2003 Q4 2003
Worldwide IP TelephonyMarket Share(Ports Shipped)
Source: Synergy Research Group
10
Agenda
• Developers and Society
• The VoIP Industry
• Avaya & VoIP Development• Partnering with Avaya
11
Avaya’s View of the Evolution
BestEffort
IP QoS
Modular SystemsIntegrated Distributed Software and Systems
Federated Services
Traditional• Separate voice,
video & data networks
• VoIP Gateways
Traditional• Separate voice,
video & data networks
• VoIP Gateways
ConvergedCommunications• Rich multimodal
user experience• Dynamic
applications• Comm-Enabled • Business
Processes• Built on
ConvergedNetworks
ConvergedCommunications• Rich multimodal
user experience• Dynamic
applications• Comm-Enabled • Business
Processes• Built on
ConvergedNetworks
ConvergedNetworks• Integrated voice,
video & data applications
• Distributed apps over either traditional or IP infrastructure
• Deploy and leverage IP infrastructure
ConvergedNetworks• Integrated voice,
video & data applications
• Distributed apps over either traditional or IP infrastructure
• Deploy and leverage IP infrastructure
12
Security &
Business C
ontinuity Services
Convergence S
ervices
Imp
leme
ntatio
n & Integration
Se
rvices
Netw
ork & A
pplications Co
nsulting Services
Maintenance
Services
Managed
Service
s
Gateways
Smart Devices
Servers
Appl
icatio
n De
velo
pmen
t
Syst
em &
Net
work
Man
agem
ent
Unified Access
Converged InfrastructureNetwork
Infrastructure
User Agents
Business ApplicationsCustomer
RelationshipManagement
PartnerRelationshipManagement
SupplyChain
Management
EmployeeRelationshipManagement
Avaya MultiVantage™ Communications Applications
Telephony Contact Center Messaging
Communication Services
Unified Communication
Communication Architecture: Supporting Converged Communications
13
Avaya MultiVantage™ Communications Applications
Business Applications
Telephony Contact Center Messaging Unified
Communication
Communication Services
Appl
icatio
n De
velo
pmen
t
Syst
em &
Net
work
Man
agem
ent
Application Enablement Framework
AvayaComm Mgr
AvayaMsgSvr
Avaya Media
Gateway
ConnectorsConnectors
Communication ServicesCommunication Services
Apps AppsApps
Wireless Access, Speech Access, Visual Access
ASR/TTS
ServiceCreation
Env.
ServiceCreation
Env.
AvayaCommon
AE Mgmt
AvayaCommon
AE Mgmt
core servicescore services
AvayaSIP
Server
AvayaPlug-ins
14
Agenda
• Developers and Society
• The VoIP Industry
• Avaya & VoIP
• Partnering with Avaya
15
Managing a Successful Partnership
Success FactorsHave a clear strategic purpose.
Find a fitting partner.Specialize.
Create incentives for cooperationMinimize conflicts between
parties.Share information.
Exchange personnel.Operate with long term goals.
Develop multiple joint projects.Be Flexible!
16
The Developer Value Path
Developer Life CycleDeveloper Life Cycle
Val
ue
t o A
vaya
, C
us t
om
ers,
V
a lu
e t o
Ava
ya,
Cu
sto
mer
s ,
Bu
s in
ess
Par
t ner
s &
Dev
elo
per
sB
usi
nes
s P
art n
ers
& D
evel
op
ers
Awareness
Understanding
Develop
Test
Join
t Offe
r
17
Partnering is a Necessity
Developers, System Integrators, Consultants
Corporations, Businesses, Value Added Resellers
InnovationIdeasQuestionsFunctionQualitySolutionTechnologiesVertical OffersServices
Value Added
Solution Offer
InfrastructureAPIs & SDKsPlatformsResearchCore TechnologyEnablementTestingCustomer BaseMarketing
18
Key Questions
• What are some of the potential challenges of this relationship? Of the technology?
• Am I comfortable with the time-frame of this relationship? Development effort?
• Are the mutual responsibilities clearly outlined?
• Will this relationship benefit both parties?
19
The DeveloperConnection Program brings solution innovators and industry leaders together to work toward a common goal – to blend their complementary products, services, and technologies and create a new generation of innovative communication solutions.
Avaya Answers…Yes… Join DevConnect!
20
DeveloperConnection Program
SELECT
SELECT
DEVELOPER DEMANDSDEVELOPER DEMANDS
• Selling & Marketing• Events and Promotion
• Training and Certification• Interoperability Testing
• Technical Resources• Products & Technologies• Code• Software/Hardware • Procurement
• Web Portal• APIs• SDKs
SELECTInnovator
Strategic
& PremierCUSTOMER
DEMANDS• More value from existing
systems• Lower cost of
operations• Flexibility to
react to change
• Integration &
interoperability
INDUSTRIESINDUSTRIES
• Government• Education• Retail• Healthcare• More…..
21
Visit www.devconnectprogram.com Today
22
“If we all did the things we are really capable of doing, we would literallyastound ourselves…” Thomas Edison
GO ASTOUNDYOURSELF!