Go BIGIn the MID Market

• Mark Monday, Vice President, Enterprise Collaboration Solutions

Let’s Talk Mid Market

14 - 16 November 2012 | Cancun, Mexico

A $1.74B* Opportunity

A Differentiated

Solution

Greater Profitability!

12 YearsPost “Y2K”Upgrades

The Time Is Now.

The changing nature of SMB

communications places a premium

on flexibility of different

resources.

IDC 2012

80%Of Midsize business

Allow personal smartphones to be used for business

BYOD will continue to expand.

7.7%CAGR

2012 – 2016WW Mid Mkt

Flexible Workforce Is A Silver Bullet

* Zeus Kerravala, No Jitter, January 24, 2012

“Avaya has laid the groundwork for the company to use mobility as its leverage point.”*

Simple Scalability Means Profitability

Serves 5 to 384

Small, Medium and branch offices

Linux based

Up to 1,000 users on a single site (or across multiple sites)

$2.6B<250

$1.7B100-999

Simple Scalability Means Profitability

To Learn

To Sell

To Order

To Install

To Support1 S

olu

tion

JustCompare

Simple Scalability Means Profitability

More “boxes” to configure

More to install, train

5X the rack space for customers

Multiple platforms

Different software codes

Expensive migration path for customers

Simple Scalability Means Profitability

Multiple platforms

Different software codes

Expensive migration path for customers

“SMBs have unique UC purchasing criteria … Affordable, straightforward UC prices and offerings.” *

-- Gartner (10/25/2012)

Simple Scalability Means Profitability

Avaya Enables Your Business To:

Deliver 25% lower TCO

Cultivate Highly Satisfied Customers

Enjoy Ongoing and Referral Business

Bridge Old Technology with New Innovation

Deliver Affordable, remote support services

Provide software upgrades for future innovation

Avaya Has Made This Easy for You

Midsize Firms Demand “Future Ready” Solutions

Example: Mid Market Proposition

US based Assisted Living 800 users Win: Greenfield site

Brazilian Bank 37 Branch sites Win: vs Cisco and Siemens

Displaced Siemens Highpath

Already Has Midsize Firms Jumping

“This is an outstanding example of how well IP Office (Server Edition) serves the midmarket: simplified, centralized, scalable. We solved a critical call center issue and at the same time delivered a comprehensive, all-IP solution that simplified how they manage their communications.”-- David Dart, Vive Communications , Avaya authorized partner

Serious call center issues with 12-month-old ShoreTel system

More From Gartner …

Providers should also outline metrics to assist end users in quantifying the overall business savings associated with relevant reduced IT staff support or total cost of ownership (TCO) as part of the pricing evaluation.

* Gartner, Competitive Landscape: SMB Unified Communications, North America, 2012, October 25, 2012

Easy to Calculate TCO

Customer’s math

Dispels Competitor ‘malarkey’

Enables your teams to deliver compelling selling

Another Avaya Advantage

Designed for:

Small to Mid

Markets

Designed for:

Mid to Large

Markets

Midsize Edition

Another Avaya Advantage

Favors: Simplicity

Selling, installing, supporting

Favors: Customization

Contact center, FMC, business applications

Midsize Edition

Another Avaya Advantage

Due Summer 2013:Avaya IP Office = Avaya Aura® Branch

Midsize Edition

The Avaya Aura® Advantage

Server consolidation ― Full features on vmware®

Three flexible deployment options

― Software-only (VMware vAppliance)

― Server plus Avaya Aura® application supported by System Platform

― Turnkey UC Collaboration Pod

Enables hosted UC services

NDA – Preview Only

What It Means To You

EZSimpler

Fewer Piece PartsEasier installation

Reduced truck rolls

FasterAccelerated sales cycleQuicker to implementRemote deployments

BetterFor base migrationFor a ‘total solution’

One platform: SME, Branch

What It Means To You

Bigger Constructs With increased scale and surround products

Increased Margins Software, your surround services

Greater Operational EfficiencyOne solution for small, mid and branchP

rofi

tab

ilit

y

What It Means To You

Bigger Constructs With increased scale and surround products

Pro

fita

bilit

y

What It Means To You

Increased Margins Software, your surround services

Pro

fita

bilit

y

What It Means To You

Greater Operational EfficiencyOne solution for small, mid and branchP

rofi

tab

ilit

y

Go BIG in MID

14 - 16 November 2012 | Cancun, Mexico

Get SellingGet Trained Get Certified

Go BIG in MID

14 - 16 November 2012 | Cancun, Mexico

Get SellingRecruit junior staff

for mid-market

while senior staff focus on Avaya

Aura

Get Certified

Go BIG in MID

14 - 16 November 2012 | Cancun, Mexico

Get SellingGet Trained

Send them to school

Only 1/2 day for sales9 ½ days technical

Go BIG in MID

14 - 16 November 2012 | Cancun, Mexico

Get Trained Get Certified

Grab toolkits and sell!

You can break even with one sale