Westcon Avaya IP Office R9 Launch Event Presentations

Welcome to the Westcon Convergence IP Office 9.0 Commercial Launch

Ioan MacRae, General Manager UK&I , Westcon Convergence

Simon Culmer, Managing Director UK&I , Avaya

8th October 2013

Welcome

Welcome from Westcon Convergence and Avaya

to the London Film Museum

Venue Housekeeping

• In the event of an emergency, a voice alarm will be sounded:

• “Attention please, attention please, this is an emergency. Please evacuate the building by the nearest available

exit, do not use the lift’’

• Projection screens will close and sound will cease

• Follow green fire escape signs to exit via marble staircase

• Assemble on Fortnum Magnum Square

• Fire marshals will be recognisable by their brightly coloured coats.

• No food or drink in the Debating Chamber

• Smoking area: outside County Hall Entrance

• Toilets: lobby area & near far entrance to Riverside Room

IP Office 9.0 Agenda

Welcome from Westcon & Avaya

IP Office 9.0: The new opportunities for you and your customers

How Westcon will help our Partners drive growth with IP Office

Summary

Demonstrations of IP Office 9.0, Versai, Jabra & Plantronics

Close

13:30

15:00

15:30

13:40

14:20

14:50

This Afternoon’s Speakers

• Ioan MacRaeGeneral Manager UK&I , Westcon Convergence

• Simon CulmerManaging Director UK&I, Avaya

• Philippe du FouSME Distribution Lead EMEA, Avaya

• John NolanAccount Director, Westcon Convergence

Win a ticket to the QBE Internationals at Twickenham:

16th November 2013

England v New Zealand

Kick-off 2:30pm, Lunch prior to game

Q: “Where is the new Westcon Convergence UK Headquarters?”

Complete the feedback form from your pack,answer the above question based upon content of presentations and hand the form to Westcon staff at the end of the presentations.

Today’s Prize - QUESTION

IPO R9:The New Opportunities for You and Your Customers

Philippe du Fou

SME Distribution Lead EMEA, Avaya

Avaya IP Office Release 9.0The new opportunities in mid-market for you and your customers

Philippe du FouOct 2013

© 2011 Avaya Inc. All rights reserved. 9

Why We’re Focusing on the Mid-MarketUC Market opportunity in UK

* Inside the Midmarket, a 2011 Perspective - IBM

Spend focus 2009 Today %

Cost reduction 53% 21% 32%

Customer focus 11% 31% 20%

Innovation 11% 16% 5%

Under 5, $19 5 to 10, $26 11 to 20, $41

21 to 50, $56

51 to 100, $60

101 to 250, $84

251 to 500, $107

501 to 1000, $39

1001 to 5000, $72

5001+, $309

UK Market Opportunity ($M end-user revenue) Source: Avaya estimate based on RDA 2011

$450M opportunity in the UK (excl. Services)

SME (0-250 users): $286M per year (growth 4% YoY)

Mid-Market (250-1000 users): $146M per year (growth 7% YoY)

Collaboration and Mobility are among their top spending priorities

Major change in mindset over last 3 years*


Scale down to

200 users

xxx,000s10,000

Small Medium Midsize Large Fortune 1000

Avaya Aura®

Designed for Midsized to the Largest Enterprises

# of Users

Avaya Aura® Solution for Midsize Enterprises

10 100 250 1000

Avaya Aura®

Meeting The Needs of All Market SegmentsServing Small, Midsize and Large Enterprises

Ideal for small to mid-market businesses seeking cost-effective growth and built-in value

IP Office Server Edition

Offer for Midmarket Enterprises(Sweet spot 80-800 users)

Re-capture the gap

Avaya IP Office

Designed for Small & Medium Enterprises(Sweet Spot 5-250 users)


Avaya IP OfficeServer Edition

Avaya Aura® for Midsize Enterprise

CTI and WebServices Integrationvia APIs

Full UC Integration via Avaya ACE

Up to 2,000 users- Up to 32 sites

Up to 2,400 users per system - scales to hundreds of thousands

SME & MidMarket-Class UC and CCEnterprise-Class UC and CC

Custom platform integration options

N+1 resiliencyActive Call Preservation

Seamless High Availability and Branch Survivability

Best-in-class TCO, Simplified Management

Avaya Aura® ApplicationsRich Management Solution

Simple, scalable, flexible for the growing business

Rich UC and CC, High Availability, Survivable branch

Avaya Choices for Mid-Market Solutions


IP Office Solution Overview


The Mid-Market Work Environment is Rapidly Evolving

*Avaya Commissioned Study

New ChallengesNew Opportunities

“How can work-from-home

solutions help us recoup lost

productivity?”

“What are the right tools to help my

business enhance its customer

focus?”

“Flexible work schedules outrank compensation 65% to 35%. How can I take advantage*?”

“Will I be able to calculate ROI for my investment?”

“How do I best support employee-owned devices?’”

“How many of our

customers are

going to

competitors

because we lack

real-time

responsiveness?”


Avaya IP Office Delivers What Mid-Market Need

Mobility support for iPhone, Android, and tablets

Phone, chat, and conferencing, just as if you’re in the office

Video for everyone

Telephony, conferencing, mobility, and collaboration on a single platform

Easy extensibility to 2,000 users and 32 networked sites

Data networking and security options

Deployment flexibility across multiple technologies

Reuse of phones and cabling as you move forward

Future innovation to build on your investment

Simple and Scalable

FutureReady

Flexible Workforce


Any Device

Browser-based access and desktop integration with MS Outlook™ and Salesforce.com Seamless remote networking using any phone, anywhere in your network Seamless transition between devices during calls

Mobile

Desktop Phone


Even Tablets with Flare Experience

Manage multiple calls, just as you do in the office.

Quickly find all your contacts.

Set presence information.

Select communication

modes.

Manage contacts, call log, and IMs.

Launch email from history or

contact fan.

Built for tablets and downloading from the Apple Application Store Voice, P2P Video, chat, and presence for instantaneous communication WiFi capability for VoIP, reducing dependence on mobile minutes


Use the same tools at home, on the road, or in the office. Access the corporate directory and messages, see employee availability, schedule and

manage conference calls, chat, and make or receive calls. Reduce long distance, mobile, and international calling cost.

From Anywhere


Avaya IP Office Server Edition (R9.0 enhancements)Enables Greater Scalability, Flexibility and Choice

IP500v2 Gateway for Analog

& Digital sets (optional)

2000 Users on single site or across multiple sites

150 Voicemail channels sharing the same Linux server

256 Audio Conferencing capacity with up to 256 participants in a single conference

Simplified Install

Sim

plified

Dep

loym

ent

Up to

Up to

Up to

All IP or Mixed Deployment – Your choice

Centralised Licensing

Centralised Management

Virtualised environment


Avaya IP Office Server EditionImplementation Example

SIPAvaya IP Office Server Edition Primary ServerIP Phones

PRI/T1AnalogIP Digital

Avaya IP Office for Linux Expansion System (optional)

Avaya IP Office 500v2 Expansion System (optional)

Secondary Server adds resiliency (optional)


Avaya IP Office Server EditionPowerful Resiliency, and Voice Messaging Redundancy

Resilience for all IP Phones in the network

Digital/Analog

Primary Server Secondary Server

Expansion System

Voice Messaging


Centralised Management & licensingCentrally manage users at any location.

Easy, flexible business growth across locations Support for employees or contractors in office or home locations User functionality added centrally, based on user needs, for any location


IP Office – Competitive Differentiators

Investment protection through scalability– One platform for 1 to 2000 users

– Built-in capabilities – conferencing, mobility, recording, and chat

Multi-Site Management– Intuitive GUI

– Single image, database & licensing

IP Office Support Services– Simple & easy – price per server

– Make money – multi-year contracts, wrap around own services

– Decrease cost – operational efficiency

Built-in UC Application Server– Presence, Mobility, Power workers, Flare

Competitive portal – click here

https://avaya.my.salesforce.com/apex/sp_GeneralDetailHome?Id=a3j30000000L7UqAAK


IP Office 9.0 Enhancements


Avaya IP Office R9.0What’s New … The Highlights

Attack the Mid-Market• Scale, virtualisation, resiliency, and more

Continued UC enhancements• Better video, one-X Mobile, Flare Experience

Better Serve the Branch• Standalone, Distributed, Centralised


What IP Office 9.0 Brings to the Mid-Market

Capability Benefit

New IP Office Deployment Models• Virtualisation• Deploy SW on appliance, server,

virtual machine or a mix

Allows Mid-Market customers to deploy IP Office in the most cost-effective and efficient way for their business

Scale to 2,000 Users Simply and cost-effectively grow as your business grows

Simplified Web ManagerSimplifies task flows and provides system-wide views across multiple sites

Resilience enhancements• Active Call preservation• PSTN fall back• Centralised VM licensing

Improved resilience by maintaining calls under failure conditions or routing calls over PSTN when VoIP trunks fail or busy

Avaya IP Office: Simple, Powerful Collaboration


Can now co-reside with other applications

Optimises data center footprint– Lowers TCO

– Improves deployment flexibility

Mix of virtualised and non-virtualised systems enabled

Scale is not impacted– Up to 2000 users (32 sites)

Virtualised SW and Applications Server

Packaged in a single OVA format ready for install

On VMware vSphere 4.x or 5.x software

Extend Further into Mid-MarketExpand deployment options with Virtualisation


Extend Further into Mid-MarketEnhanced, simplified Web Manager for multi-site

Web Manager now available for all Editions

Support for:– Multiple sites

– Single URL management

– Single one-time login

Improved backup, restore, upgrades, user management

Simplified task flows


Simplify, Enhance IP OfficeMobile VoIP (one-X® Mobile Preferred)

More calling options– Calls over WiFi/3G/4G (Power User only)

– Still supports mobile twinning

– Easy to switch between modes

Better call control– Incoming/outgoing VoIP calls

– Hold / Mute / Transfer

– Add active call to a conference

– Multiple call appearances

Better Usability– Add multiple participants to audio conference

– Integrated call history

– Reduce call costs with WiFi and/or unlimited data plans

Support for iOS and Android smart phones

• Requires Preferred or Server Edition• If Preferred Edition, requires UC Module or App Server


Multi-party audio conference– Simple drag-and-drop

In-conference controls– Mute, set lecture, lock

conference, and more

Point-to-Point Video

VPN-less access– Native NAT traversal

– Secure connection via optional Avaya SBCE

Simplify, Enhance IP OfficeEnhanced Avaya Flare Experience

Support for Windows and Apple iPad devices


Simplify, Enhance IP OfficeMicrosoft Outlook Plug-In Enhancements

IM functionality:– Escalate IM to call

– Save/email conversations

– Multiple IM conversations

Enhanced Directory support– Show Contact Cards with

Details

Click to Dial from email

Support for Windows 8 and Microsoft Outlook 2013


Room-based, desktop and mobile video collaboration solution

Creates a Virtual Conference Room

Integrates with IP Office

Supports BYOD and third-party endpoints

Avaya Video Collaboration Solution for IP OfficeWhat is it ?

Comprehensive, Simple, Affordable

Avaya

• Essential Edition or higher • IP Office 8.1 FP1 (SP3)


Avaya Video Collaboration Solution for IP Office

Video Collaboration Server for IP Office

Desktop Server Software

Desktop Clients

Mobile Apps.

APL Price:$6,650

PN 55211-00021


Avaya Video Collaboration Solution for IP Office

APL Price:$10,275

PN 55211-00020Enables Video Room System

Video Collaboration Server for IP Office

Desktop Server Software

Desktop Clients

Mobile Apps.


Avaya Communication & Collaboration OfferingsSell the full stack and increase your revenue !

Avaya one-X (Android, iPhone, Blackberry)

Avaya Flare Communicator (iPad, Windows)

Video

Avaya / Radvision desktop, room, tablet and mobile

Mobility

Communications Platform

Avaya IP Office

Networking

Avaya PoEthernet Routing Switches

WLAN 8100

Security

Secure IP Phones with no VPN

Avaya Session Border Controller(2HFY13)

IP Office Remote access, SSL-VPN


IP Office in the Enterprise Branch


Fully Serve the Enterprise Branch Offer full range of collaboration in any deployment

Cost-effective solution for enterprise branch deployments

Combines best of B5800 and IP Office

One platform for SME and Branch

– IP500 V2 is scalable up to 384 users

– Up to 2000 branch locations

Supports standalone, distributed and centralised modes

Share HQ resources based on need and not location

Connects to Avaya Aura and CS1K Networks


Distributed

• VoIP-ready WAN is not a necessity

• Want to leverage cost savings with centralized apps and management

• May have legacy endpoints

Example: Rental Car Company

Centralised

• WAN is VOIP ready • Require common HQ

features at the branch (i.e. call center, video)

• Want to leverage a core solution for failover from sunny to rainy day

Example:Branch Bank

Standalone

• Need local apps and local presence

• Few changes once installed, so central management is not that important

• Survivability important as standalone system

Example:Retail stores

31 2

IP Office 9.03 Branch Deployment Options


Small (5-50) Large (50- to 450)

High communicationwith core

Low communication with core

Nee

d f

or

Co

llab

ora

tio

n

Vo

ice,

Dat

a, V

ideo

IP Office in a branch deployment

Avaya Aurawith G430 or G450

Size of Branch

Branch Criteria3 key criteria drive the type of branch solution

Cost


IP Office Proof of Success


UK Market Shares – MZA line shipments

33%

19%

13%

7%6%

8%

3%1% 1%

2%<1%

1%1%

5%

37%

15%

10%

7% 6% 6%4%

2% 2% 2% 1% 1% 1%

5%

Q2 2012 Q2 2013

UK PBX/IP PBX MARKETManufacturer Market Shares, by Volume, Extensions Sold, Below 100 (excl Micro PBX)


EMEA market - 5-250 users Revenue

Source: Canalys Worldwide Shipments calendar 2Q2013

0%

2%

4%

6%

8%

10%

12%

14%

16%

18%

20%

2QF11 3QF11 4QF11 1QF12 2QF12 3QF12 4QF12 1QF13 2QF13 3QF13

Canalys 5-250 EMEA Revenue Market Share

Avaya

Cisco

Alcatel-Lucent

Panasonic

Siemens

Aastra

Mitel

Ericsson-LG


Avaya Solution IP Office Server Edition x 400 Ext 70 x IP phones, 50 x VoWiFi

Handsets Avaya ERS 4500 switches

CASE STUDY – InterContinental London Westminster

Challenges BOYD for all hotel

guests

Integration with Property Management System

Value add Scalability & resilience

Simple management Bring Your Own

Device (BYOD) options thanks to Avaya Wireless Networking

Breathing new life into Queen Anne's Chambers Avaya IP Office Server Edition has created an outstanding Customer Experience Management (CEM) for guests of the newly opened InterContinental London Westminster. This ensures that the hotel has a fail-safe phone system for both staff and guests with access for up to 1,000 users. With Avaya's receptionist software, visual access to everyone's phone status - who's busy, on the phone, away from their desk - switchboard operators can route calls quickly and accurately with a mouse click.

With Avaya Wi-Fi enabled handsets, staff are "unchained" from their posts and have full mobility freeing them to move round the hotel and carry out their roles safe in the knowledge that they can make and receive calls anywhere in the building.

The entire system is powered by Avaya Networking products in the form of ERS 4500 POE switches, thus in turn helping the hotel reduce its energy consumption whilst improving performance."Guests arrive at an InterContinental hotel expecting outstanding service. All our staff is trained to deliver this and now we have the phone system that will complement our approach."

– Stuart Bailey, Managing Director of Supreme Hotels LLP


Solution IP Office Server Edition

CASE-STUDY - UTILITYWISE: SERVICES - UK

Challenge

Move offices with minimal disruption

Differentiation in a competitive market

Support collaborative working approach

Underpin current and future growth

Business ValueUtilitywise PLC – one of the UK’s leading outsourced contact centre providers – deployed IP Office Server Edition to deliver enhanced intelligent communications, scalable growth and seamless management. IP Office ensures utilities call centre provider is prepared for

double-digit growth. With more than 60 new customers joining each day, it is

imperative that Utilitywise stays ahead of the game and delivers the innovative services its customers expect.

“We now have a building that can deliver space for further growth, an Avaya solution that can not only deliver technically but will also scale along with our future growth. In Avaya and Powerdial we are secure in the knowledge that both can deliver everything we need both now and well into the future. We made the right choice.”— Geoff Thompson, CEO, Utilitywise Plc>> View Case Study

http://www.avaya.com/emea/case-for-avaya/customer-stories/utilitywise


R9.0 Support & Marketing


IP Office Support Services (IPOSS)

Provides excellent value– Includes software upgrade

licenses

– Flexible coverage options

– Easy, server-based pricing

Remote access efficiency– Via SSL VPN

– Partners reduce site visits

IPOSS price change: August 5th

– For wholesale delivery only

– No change for co-delivery (need ACSS from 1st Oct 2013)

Coming Soon: IPOSS “Gift Card” deployment:• New distribution approach

will streamline delivery


IP Office Mid-Market Resources

Partner Marketing Central Campaigns

Mid-market Trend Advisor

Mid-market eBook

Avaya IP Office eBook

Mid-market Customer Case Studies


Q1FY14 Promotions – SME/Mid-Market

Promotion Target Offer (Conditions Apply) Expires

Collaborate & Grow with IP

Office

Available from 14th

October 2013

SME + mid marketcustomers in EU,

Adriatic, CIS & MEANEW

20-99 IP Endpoint Users with minimum Essential Edition

21st Mar ’14(reseller’s

registration)31 March ‘14

(distributors sales out)

European Union• 5% discount on select IP Office

HW/SW and select Networking • 18% discount on select Avaya IP

Phones

Russia/CIS, Adriatic's, MEA:• 5% discount on select IP Office


Phones

100+ IP Endpoint Users with Preferred Edition or UC Module or Server Edition

European Union• 12% discount on select IP Office


Phones

Russia/CIS, Adriatic's, MEA:• 12% discount on select IP Office


Phones

3500 StackNew & Existing IP Office Customers

EXTENDED

Significant discounts on select Avaya ERS 3500 switches when purchased with or without an IP Office System. Can be combined with other IP Office promotionsSame discount but new SBA numbers: 441802 (with IPO) and 441803 (w/o IPO)

31st Mar ‘14

Financing Promotions

SME Customers in UK Only

Lifecycle 0% - Financial leasing on IP Office over 5 years Simply 30 - True 0% Finance over 2 ½ years with NO deposit Promo valid in UK only

31st Dec ‘13


Extend Further into the Mid-Market

IP Office 9.0Recap: At-a-Glance

Expand Deployment Options with Virtualisation

Deploy in the Enterprise Branch

Simplified, Enhanced System Management for Multi-Site

Improved Simplicity and Added Functionality

Helping Our Partners Win Business with IP Office

John Nolan, Key Account Director, Westcon Convergence

Andy Herring, European Avaya Product Manager, Westcon Convergence

Westcon Support Teams

Strategic

Relationships

Marketing & PR SupportPre and Post

Sales Support

Demos & Training

Professional Services

Demand Generation

The Heritage of Westcon with Avaya

• 25 Year Westcon / Avaya relationship

• Current Avaya Distributor of the Year

• APSS & APDS qualified Avaya Team

• Technical & Pre-sales expertise

• Dedicated Sales and Marketing Support

• Alignment to Avaya teams and strategies

New Headquarters

Gatwick, West SussexBy Train: 30min LondonBy Car: 15min from M25/M23 J7

Multi Vendor Demo Suite

Network of European Offices:Ideal for demonstrating VC in action

Meeting / Work Space for Partners

Training with Westcon Academy

New Structure

Westcon UK & Ireland Sales Team StructureIoan MacRae General Manager UK&IDawn Fenton Sales Director

9 Account Directors

10 Pre-sales Specialists (all Vendors)

John Nolan KAD Team Leader

4 Key Account Directors

Internal Sales Manager (tbc)

10 Internal Account Managers

Partner Enablement

• New UC “LEAP Centre” at Gatwick Headquarters

• Hands-on, solution experience centre

• Complete integration of all solutions in a single environment

• Proof of concept, demonstrations, training

• Available for Westcon Partners to use, late 2013

Key Account Support

Key Account Director TeamJohn Nolan

KAD Team LeaderJenny Page

Robert Morgan

Dionne Wheeler

Jennie Greene (Ireland)

Partner Enablement: Avaya Resources

Partner Enablement: Westcon Partner Portal

http://j.mp/currentanalysis

• Westcon Library

• Promotions & Pricing

• Online Training

• Book Westcon Academy Courses

• Free access to Current Analysis• Competitive Intelligence Reports

• Assessments of: - the market - companies - products

• Product and company comparisons

Partner Enablement: Complementary Offers

Why sell headsets?

• Headsets increase margins with IP Office ‘worker profile’ solutions• Westcon collaterals and unique promotions• Quickly and easily grow revenue. Allow Westcon pre-sales to identify opportunities and add

headset solutions to your IP Office quotes

How can Westcon help?

• Fully trained pre-sales team supports partners headset sales;• Pricing, recommendations, end user demonstration support• Range of price books, collaterals and compatibility guides ensure partners can easily sell ‘best-

fit’ headset solutions to end user customers


Valid 8th Oct – 31st Dec 2013. Terms apply.

PLANTRONICS

AVAYA

WESTCON

REWARD

Partner Discounts

when sold with approved

Avaya handset via Westcon

Available to Plantronics

UK&I Connect partners only

Register at www.plantro.ne

t

Wide range of products included

DEDICATED PROGRAMMESAVAYA IP OFFICE AND SCOPIA

• Discovery Offer – 5 free trial units• Deployment Offer – 10% free

units when deploying• Special pricing available• www.jabra.co.uk/avaya

UP TO £35 CASHBACK

OFFERS

NEWDevices MakeExperiencesProgramme

Free prize draw for Jabra MOTION

and Jabra SPEAK 510


Partner Enablement: Upcoming Events

• Avaya Webinar: Mid- Market Partner Launch9th October, 8:15am

• Westcon Webinar: Selling the Network Edge16th October, 9:30am

• Avaya Webinar: Develop Apps that Boost Business Results16th October, 1:00pm

• Westcon IP Office 9.0 Technical Launch Events24th October, 9:30am & 1:00pm, Gatwick

Rugby Prize

- Complete the feedback form from your pack, answer the prize question and hand the form to Westcon staff at the end of the presentations

- Winner will be announced before closing of the event

Summary

Ioan MacRae

General Manager UK&I, Westcon Convergence UK

Thank you

Please join us for refreshments and demos in Riverside Room

*Announce Rugby Prize Winner*

Westcon Avaya IP Office R9 Launch Event Presentations

Technology

attend audio

manage audio

reduce long

flare communicator

existing b5800

deploy ip

mobile preferred

avaya aura