Rich DeFabritus Sr. Solutions Marketing Manager November 9, 2010 Planned IP Office Release 6.1: Subject to change

Rich DeFabritusSr. Solutions Marketing Manager

November 9, 2010

Planned IP Office Release 6.1: Subject to change

© 2009 Avaya Inc. All rights reserved.© 2009 Avaya Inc. All rights reserved. 2© 2010 Avaya Inc. All rights reserved.

Avaya strategic priorities for SME markets

Customer Benefit

Easy to understand, buy and finance

Solutions that help SMEs deliver better customer service and retention

Applications that are intuitive to use

Channel Benefit

Seamless and profitable for channels to learn, sell, install and support

Products that sell and services that save time

Easy deployment and ability to support for channels

Simplicity Customer Service

User Experience



What's new with IP Office

Easier to configure

Richer User Interfaces

Investment Protection

Multi-site Improvements



Easier to configure. Minimize server installs.



Rich collaboration. Improved productivity.



Unique competitive advantage. Quick install.



Planned IP Office Release 6.1 & 7.0: Subject to change

IP Office strategy and visionIP Office ideal for converging portfolio and for SME markets

► Support BCM / Norstar phones on IP Office► Feature parity► Data migration tool► Expansion to branches with Avaya AuraTM

► Provide replacement key system solution for NA / MEA

► Simply management , programming and installation

► Applications UI Improvements► Vertical solutions focus with DevConnect

partners

► Improved marketing tools► Programs and promotions► Competitive “attack” campaigns


IP Office Release 6.1

9© 2010 Avaya Inc. All rights reserved.

..

USER PRODUCTIVITY

GROUP COLLABORATION

PLATFORM AND PHONES

PhonesCommunications Server Multi-site Option

Hardware & Software

Warranty & Services

Accessories & Adjuncts

Application Partners

RECEPTIONIST MOBILE WORKER

TELE-WORKER

POWERUSER

AGENT SUPERVISOR

Financing

------------------------ 1 Edition license covers all users on the server (i.e. location) ------------------------

-------------- Choose based on the number of user types you have (One time seat license)------------

------------------------ Select based on growth projections and # of locations ------------------------

IP OFFICEADVANCED EDITION

NOTE: ADVANCED EDITION REQUIRES THE PURCHASE OF

PREFERRED EDITION AS A PRE-REQUISITE.

IP OFFICEADVANCED EDITION

NOTE: ADVANCED EDITION REQUIRES THE PURCHASE OF

PREFERRED EDITION AS A PRE-REQUISITE.

IP OFFICEPREFERRED EDITION

NOTE: PREFERRED EDITION REQUIRES THE PURCHASE OF ESSENTIAL EDITION AS A PRE-REQUISITE.

IP OFFICEPREFERRED EDITION

NOTE: PREFERRED EDITION REQUIRES THE PURCHASE OF ESSENTIAL EDITION AS A PRE-REQUISITE.

IP OFFICEESSENTIAL EDITION

IP OFFICEESSENTIAL EDITION

Wider Choice

Enhanced Enhanced

Enhanced Enhanced

Enhanced

NEW

Enhanced

OFFICE WORKER

What we will deliver with IP Office R6.1

Enhanced

NEW

Enhanced



Avaya IP Office

Release 6.1 – Globally Available November 2010

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Simplified Installation & Management

ConvergencePart I

Consumer-like User Interface

► One-DVD install► Improved multi-site management ► SIP trunking enhancements

► Interoperability in mixed BCM/IPO environment

► Nortel IP 1100/1200 phone support► New Essential Edition – Norstar Version

(Middle East Africa region only)

► iGoogle-style one-X portal► Easy to Arrange / Re-size gadgets► Customer Call Reporter UI and report

details improvements

Up to 75% Faster Install

More Avaya Aura™ Integration

Essential Edition – PARTNER® Version Enhancements


Consolidates ServicesSingle DVD streamlines install, lowers customer TCO

Single DVD image that installs:– Core Services– Preferred Edition– Avaya one-X® Portal Server– Linux & Tomcat

Reduces installation time Reduces cost by removing need for

Windows-based server licenses Plus: automatic clock synchronization

with network time server (NTP)

Provision an office of ~20 extensions <30 minutes!


How we made IP Office easier to manage Simplified management for multi-site SME and Branch customers


Manage up to 32 nodes from a single instance of IP Office Manager

Manage IP Office branches in an Avaya AuraTM network with Avaya Integrated Management (AIM)

Graphical display of Multi-site NetworkCustomizable background

display graphicDrag / drop IP Office locations

Aggregated view of:All users in networkAll hunt groups in networkUser rights Time profile

Create a common admin “service” user & password

From this… …to THIS!

Each site must be managed individually No aggregate view of all users in network Login required to access each site


How we made IP Office easier to sellNew opportunities and greater availability to accelerate adoption of SIP

Public IP Network

IP Office

ITSP

SoftSW

BCPSBC

Enhancements: Outbound Proxy via DNS Transparent FAX over G.711 SIP deregistration on Shutdown Call Diversion original CLID info SIP trunk configuration templates And More


Public SIP trunking enhancementsFacilitates certification with a broader range of

Service ProvidersEnables new system sales and installed base

upgrade opportunitiesSimplifies configuration programming for SIP

trunking

Greater Availability for CustomersFor customers of SIP trunk service - leading

to selection of the most cost-efficient and feature rich options


New opportunity for channelsSell IP Office in existing multi-site BCM and

BCM-CS1000 customer installations

25%-30% of BCM deployments are networked - mostly with other BCMs or with CS1000s

Delivering SIP internetworking for branch Across IP Office, BCM, CS1000, and Avaya Aura

Public or Private IP Network

Avaya BCM

Avaya IP Office

Avaya CS1000

Avaya Aura


Investment ProtectionProvides customers with the ability

to gradually migrate to IP Office


Migration opportunity – IP desk phones40%-60% investment protection for BCM customers

BCM IP Phone Integration

Use BCM IP desk phones

on IP Office!1140E1120E

KEM for 11xx

1220 1230

LCD and LED KEMs for 12xx

Phase I: R6.1 Phase II: R7.0 Phase III: TBD

►Auto discovery and provisioning

►Busy Lamp with Pickup

►Remote feature keys; status indication and LCD labels (Stimulus emulation)

► Busy line appearances

Feature set consistent with IP Office SIP Endpoints - with additions above.



Competitive access to 20 users and belowEnhancements made to Essential Edition – PARTNER® Version


New capabilities– Unique Line Ringing and Line Ringing Override– 1 Touch Call Transfer– Transfer Return to Programmable Extension– Remote access to modem (x76) via AAT or DID– Wake-up Service

Voice Messaging Enhancements:– Phantom Mailbox support without hardware– Multiple Auto Attendants / Sub-menu’s– DID to Auto Attendant support– Different Selector Codes based on time of day– Bypass mailbox greeting

Enhanced SD Card Functionality:– SD Card shut down and start up via TUI– Display SD Card Feature Key via TUI

Matches PARTNER ACS Feature Set

Migrate PARTNER ACS customers to IP Office


New UI for one-X Portal for IP OfficeEasier to use, increases employee productivity


Customizable work space (layout, skin, branding)

Drag and drop “gadgets”

Tool bar enables future applications integration

Simple to use Browser-based - simple to install

and maintain Enhances employee productivity


IP Office Advanced EditionNew statistics, counts, and status information


New reportsGraphical customer demographicsAgent Time Card

New featuresForced Agent State

New agent and queue statisticsCumulative talk time for Inbound

and Outbound callsAverage Talk time per call for

Inbound and Outbound Calls spend per call

Cumulative talk time for Internal calls

Agent Productivity factor

Location-based business intelligence– Identify and improve under performing regions– Find locations where potential prospects live– Personalize customer service


Centralized / PrimaryVoice Messages/Call Recording

BackupMessaging/config backup in case of

network or hardware failure

DistributedMinimizes WAN trafficUtilize local voice ports

Multi-Site Networking optionImproved resilience – extends to Preferred Edition

CentralizedPrimary Preferred Edition

NetworkNetworkPrimary

IP Office

Backup Preferred Edition

DistributedIP Office

DistributedPreferredEdition

DistributedIP Office

DistributedPreferredEdition


Deploy Preferred Edition voicemail across multiple sites with resiliency

Also available with IP Office R6.0 Q3 Maintenance Release


Focus on: DevConnect PartnersInnovative solutions to penetrate new markets, drive revenue


Objectives:– Penetrate new markets not

currently accessible with IP Office

– Add capabilities to differentiate from competitors and take market share

– Target select verticals such as Hospitality, Healthcare and Education with value-added solutions

– Drive incremental revenue and improve margins for Channel Partners

– Increase your chances to win!

What this means for Partners Increased revenue opportunity Improved margins from software Repeatable business (verticals) Take share from competition


Focus on: AdvaTel InTouch applicationFederate presence with your contacts from any platform


Click to dial, IM, email, or SMS

Prime contacts always on display

– no search required!

Federate presence with any contact

list on any platform (PBX, Skype, MSN,

Yahoo)

Calendar mining - checks whether a

contact is available or in a meeting

AdvaTel: Platinum member of Avaya DevConnect Program

InTouch: Outlook plug-in, not a separate application

Intuitive to use, easy to install

Increases productivity and efficiency


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Focus on: Hospitality verticalOpportunity to address challenges with DevConnect Partner solutions

Large numbers of small businesses (20-99 employees) in this vertical

– NA: 122,000 (no growth data)

– APAC: 465,000 (11% y/y growth)

– EMEA: 156,000 (6% y/y growth)

Challenges:– Maintaining occupancy levels – need to shift

focus to segments least impacted by lowered travel spend

– Declining revenue per room – need to improve efficiencies and provide value added services

– Increased competition – need to gain market share by improving guest service levels

Providing a differentiated guest experience and improving customer service are areas of focus

source: AMI Partners study on hospitality firms – May, 2009source: AMI Partners study on hospitality firms – May, 2009


DevConnect solutions with IP Office DuVoice: DV4 / DV2000 (Global) RSI: Shadow CMS (Global) Tiger Communications: Hotel Pro (EMEA) Imagine Soft: Meteor SE (EMEA)

Key Capabilities: The PMS/PBX middleware Guest and staff messaging Wake up call functions


Focus on: Hospitality verticalTools to help you understand and succeed in underserved market

PARTNER ACS

Migration Toolkit

Partner Sales Tools

For more information on Hospitality Vertical and Sales Tools: http://partner.avaya.com/ptlWeb/smbs/spCP/CS200982893518552096



IP Office R6.1 ordering informationMaterial codes and pricing


Part Number Description List Price262694 IPO LIC UPG R6.1 $199

262695 IPO LIC UPG R6.1 SML $99

700500948 IPO IP500 V2 SYS SD CARD NORSTAR $50

700500949 IPO 6.1 USER/ADMIN SET DVD $19

700501078 IPO R6.1 APPL SRVR DVD $19


IP Office R6.1 competitive analysisStacks up strongly vs. the competition


Avaya IP Office

Alcatel-LUOmniPCX Office

Cisco UC500

Mitel 3300 MCD

ShoreTel Enterprise Edition

Siemens HiPath

Thin-Client AccessWith simplified installation disk

YES NO NO NO YES NO

Browser-based UCDrag and Drop

GadgetsYES NO NO NO YES NO

BCM Convergence 11xx/12xx IP Sets YES NO NO NO NO NO

SIP Networking withIP Office, BCM, Aura,

CS1000YES NO NO NO NO NO

ResilientVoice Mail YES NO NO NO YES NO


Tools


Tools for Success



What we need to do to winShow and Tell

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Good Demo30.2%

60%-80% Close Rate for IP Office “Seed Demo”

Competition Claims 70% Close Rate for their Demos



Presenting the IP Office EZ Demo

► Run on any PC/Laptop – without connection to IP Office; no connection to HQ

► Salesperson is in control – make a call, ‘chat’, create a conference….

► Text and or voice provides guidance

► Free running show, no interaction► Let your prospect get familiar with

the features they will miss without IP Office


Consistent, professional demos - every time No special PC

requirements – equip all your employees

Leave behind to explore – let them try…

To access the IP Office EZ Demo: http://partner.avaya.com/ptlWeb/spCP/CS200611101971125090


"How To Demo" Videos Use with Power Demo/Configs

Available in 6 languages

Use feedback – let us know how to improve

Add your own notes/email

Select modules or entire course– Sales Portal 'IP Office

'Demonstrations –

– Modules and Complete course http://avaya.level0help.com/register_bare.asp

• Site code avayaipoffice

• Look for IP Office in the left navigation pane



IP Office Release 7.0


Avaya IP Office

Release 7.0 Enhancements (1H c2011)

Convergence

IP Office Innovation

► IP Phone 1100/1200 more features► Digital Phones T7000, M7000, Audio

Conference Unit

► Increased Essential Edition Embedded VM storage capacity

► Data Migration Manager moves voicemail, greetings, announcements

► RJ21 connector eases BCM to IP Office PBX upgrades, w/ existing phones

► Modular bay expansion supports up to 8 digital phones each

► Expansion chassis supports up to 16 or 30 heritage Nortel digital phones each

40% to 60% Investment Protection

Simplifies Deployments for Channels and for Customers

Best of Breed Solution► Global sub-20 offering

► 95x1 digital and 96x1 IP phones► New markets



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R6.1 (Nov. 2010) R7.0 (1H c2011) 2H c2011

Nortel IP Phones

Nortel Digital Phones & Audio Conferencing Unit

8-port Module & Expansion Chassis 16/30

Enhanced Wall Mount

Public SIP Trunking

Interoperability (IP Office, BCM, CS1k,

Avaya Aura™)

Data Migration

Planned IP Office Release 6.1 & 7.0: Subject to change

How we'll get thereTimeline for executing strategy and vision


Summary

Simplified installation & management

Migration and convergence– BCM IP phone support (R6.1)– Internetwork IPO, BCM & CS1000

Competitive access to global < 20 market– Essential Edition – Norstar Version– Essential Edition – PARTNER Version

enhancements Enhanced User Packages

– one-X® Portal for IP Office and Advanced Edition UI enhancements

Public or Private IP Network

Avaya BCM

Avaya IP Office

Avaya CS1000

Avaya Aura


Thank you

Documents

Rich DeFabritus Sr. Solutions Marketing Manager November 9, 2010 Planned IP Office Release 6.1: Subject to change