Presentation Transcript

1. Avaya Aura: Taking the Next StepCollaborate NOW! Promotion

   Partner Briefing Deck Last updated: 30thSeptember 2013 AVAYA PROPRIETARY & CONFIDENTIAL
2. Simplifying Real-Time Collaboration for Everyone
3. Enterprise Installed Base Promotion – 3 Updates 1 Promotion Consolidation 3 July to September October to September 2014 Target: Avaya upgrade AND Nortel technology refresh Collaboration Pack for CS1000 Promotion 2 Target: Nortel heritage base with gradual migration approach
4. Installed Base View30M Lines of upgrade & up-sell opportunity Avaya Heritage Installed Base Nortel Heritage Installed Base CM6 1.2M Lines R6/7 1.3M Lines R7.5/7.6 3.1M Lines CM5 4.9M Lines CM4 and Below 9.9M Lines Pre R6 9.7M Lines The majority of the base requires an upgrade before they can leverage the innovative applications
5. Collaborate NOW! Objective & Availability
6. Avaya Aura® Suite LicensingDriving high margin user driven collaboration sales conversations Mix & Match per useracross the enterprise Optional Video Roomconnectivity Collaboration Suite Conferencing 7 (Audio/Web/Video) Scopia /user * Desktop & Mobile Optional al-la-carte Conferencing or Scopia (/port) Optional al-la-carte Conferencing or Scopia (/port) Mobility Suite Avaya Aura Messaging Avaya SBC Flare for iPad Voice/Web/Video One-X Mobile/ SIP/iOS/CES Avaya Aura Messaging Avaya SBC Flare for iPad Voice One-X Mobile/ SIP/iOS/CES Foundation Suite Avaya Aura CM, SM, SMGR Avaya Aura Presence One-X Communicator ACE Avaya Aura CM, SM, SMGR Avaya Aura CM,SM, SMGR Avaya Aura Presence Avaya Aura Presence One-X Communicator one-X Communicator Flare for PC ACE 6.2 CM Messaging MS Lync Plug in ACA ACE ACE Flare for PC Flare for PC Voice ACE 6.2 ACE 6.2 CM Messaging CM Messaging Core telephony, messaging, SIP-enabled, with desktop clients, supporting all phones Additionally empowering roaming users, road warriors and telecommuters, with UM, mobile clients, and secure BYOD access Additionally empowering power collaborators with video and multi-modal conferencing MS Lync Plug in ACA MS Lync Plug in ACA
7. Collaborate NOW! Promotion Offer Summary Three Levels of Discount tied to each new Avaya Aura License Suite NOTES: Discounts are incremental, eg. If standard discount is 40% and the deal qualifies for Mobility Suite discounts then the total discount to the partner will be 54% Support Advantage discount applies to 1 or 3 year contracts. In the case of a 1 year contract, the second year renewal will be at the same rate as year 1, subsequent years will be at standard (non-promotional) pricing For the Adriatic’s, Turkey and Middle East & Africa regions, the incremental discount on the endpoints will max be 12%.
8. WHAT’S IN IT FOR THE PARTNER Advantages Target the industry’s largest installed base of enterprise communications systems: 50 million users worldwide Re-engage and protect your customer base: lead with high margin applications value while addressing hardware and software upgrade requirements Build on Suite Licensing messages of simplicity, added value and strong applications position with time-limited promotions pricing Saving Elements 7-15% of LIST price – applicable to: UC & Collaboration Portfolio Contact Center Networking Radvision Upgrade Advantage Support Advantage
9. WHAT’S IN IT FOR THE CUSTOMER Advantages Collaborative Userexperiences with Integrated video tools SIP consolidation for savings – entrée into UC Mobility applications to bring your company to the next level Comprehensive world-class support Saving Elements Avaya AuraUpgrade UserLicenses (min.100 required) All Avaya Common Servers G-Series Gateways 96X1Phones Networking RadvisionElite 6000 MCU & Endpoints
10. WHAT’S IN IT FOR THE CONTACT CENTER CUSTOMER Advantages SMS Enterprise wide Engagement Actionable Insight Right Media, Right Time Comprehensive world-class support Saving Elements Call Center Elite Licenses CallManagementSystem CMS Hardware Multi-MediaElite *agent interface Phones Servers Networking RadvisionElite 6000 MCU & Endpoints
11. Calculation Examples Note: although the Aura Suite license determines the promotional discount level, the actual discount is applicable to the entire deal including HW, SW, Contact Center, Radvision, Networking, Upgrade Advantage and Support Advantage, except OEM products and VSP9000
12. Quoting & Ordering Step 1 Add the appropriate Campaign Code to your upgrade opportunity in SFDC. “Collaborate NOW! EMEA” for Avaya Heritage upgrades and migrations “Collaborate NOW! EMEA Nortel” for Avaya Nortel upgrades and migrations Step 2: Follow the simple rules of this promotion design your upgrade using the Avaya Solution Designer (ASD) and upload it in SAP Step 3: Raise an SSR for special discount, indicating in the comment section that this is a request for Collaborate NOW! promotional discounts Step 4: The Avaya Deals Desk will confirm your promotional pricing back (on a best effort basis the SLA is to respond within 24 hours), with the approval number
13. MPGs Eligible for Promotional Discounts * Note: the maximum discount on endpoints for the Adriatic’s, Turkey and Middle East & Africa regions is 12%.
14. Information & Resources Collateral – available on the promo page – click here Offer Definition Partner presentation Partner Cheat Sheet Customer presentation Customer fact sheet Useful links Collaborate NOW! End User web page – click here The Avaya Aura Savings Estimator – click here Making the Most of the Latest Avaya Aura Capabilities Video – click here Avaya Aura: Taking the Next Steps Whitepaper – click here Questions? Send en email to emeapromotions@avaya.com
15. Simplifying Real-Time Collaboration for Everyone
16. BYOD Enterprise SOCIAL MOBILITY ECONOMY Point of Customer Service Point of Employee Productivity POLICY CLOUD The Speed of Business is AcceleratingRequires New Internal and External Collaboration Tools Customers Users
17. Customers Facing Rapid Technology ChangeNew technologies, adoption challenges, complex multi-vendor environment 4:1 30% 802 Million 400% 16% Mobile projects will outnumber PC projects Increase in dedicated video soft clients by 2016 Tablets by 2016 Increase in mobile enterprise investments through 2015 Of enterprise will be cloud based by 2015 Source: Gartner
18. ! Faster Execution Customer Experience Problem Resolution Increase Productivity Decrease Cost Simplify Maintenance Deploy New Services Integrate Systems Anywhere, Anytime Social Networking Meeting The Needs Of All Your Constituents Line of Business IT Any Device, Any Modality Relevant Information End User
19. Simplifying Real-Time Collaboration for Everyone
20. User Profiles vary as Employee Needs Differ Power Collaborator Office Centric Multi-tasking, any device, Host voice/video and web conferences, share content. Achieves successthrough Name Lookup, Click-to-Dial, Desktop Video, IM/Presence, Voicemail, Conference Calls. Requires solidcommunications Mobile and Virtual Worker Collaboration Foundation Remote access, Enterprise features, Single-number reach, device choice, speech-enabled, consume content. Mobility is the key toproductivity
21. A Software Suite for all your User Profiles Foundation Suite Mobility Suite Collaboration Suite Provides core telephony, messaging, SIP-enabled, with desktop soft clients, Including video, supporting all phones Additionally empowering roaming users, road warriors and teleworkers with UM, mobile clients and secure BYOD access Maximing productivity for power and visual collaborators with video and multi-modal conferencing Power Collaborator Office Centric Achieves successthrough Requires solidcommunications Mobile and Virtual Worker Collaboration Foundation Mobility is the key toproductivity
22. A Software Suite for all your User Profiles Driving user-profile driven, collaboration-oriented, sales conversations Mix & Match per user across the enterprise Optional Video Room connectivity Collaboration Suite Foundation Suite Mobility Suite Collaboration Suite Avaya Aura Conferencing (Audio/Web/Video) Scopia /user * Desktop & Mobile Optional al-la-carte Conferencing 7 or Scopia (/port) Optional al-la-carte Conferencing 7 or Scopia (/port) Mobility Suite Avaya SBCE EC500 Avaya Aura Messaging Flare for iPad Voice/Web/Video One-X Mobile/ SIP/iOS/CES Foundation Suite Avaya SBCE EC500 Avaya Aura Messaging Flare for iPad Voice One-X Mobile/ SIP/iOS/CES one-X Communicator w/Video one-X Communicator w/Video Avaya Aura CM, SM, SMGR Avaya Aura Presence one-X Communicator w/Video ACE Avaya Aura CM, SM, SMGR Avaya Aura CM,SM, SMGR Avaya Aura Presence Avaya Aura Presence Flare for PC ACE 6.2 CM Messaging ACE ACE MS Lync Plug in ACA w/ Video Flare for PC Flare for PC Voice ACE 6.2 ACE 6.2 CM Messaging CM Messaging MS Lync Plug in ACA w/ Video MS Lync Plug in ACA w/ Video
23. Simplifying Real-Time Collaboration for Everyone
24. Case StudyBC Hydro: Taking the Next Step in Communications Major utility providing reliable energy to over 1.8 million customers across 57,000 km of transmission lines with 6,0000 employees Problem Solution Value Avaya Aura® Communication Manager, Session Manager and System Manager for simplified deployment, management and administration EC500 for one number access one-X Communicator for full featured laptop mobility Able to reduce technical staff administering the communications solution and shift them to other priorities Enhanced mobility and “reach-ability” for employees Simplified Move / Add / Change tasks get employees up and running more quickly Dated phone system nearing end-of-life Lack of effective mobility solutions for highly mobile work force Smooth migration required for 10,000 lines across 200 locations Need to reduce total cost of ownership “Avaya’s system has really transformed how our IT department – and BC Hydro – conducts business. It used to take five employees to manage the phone system; now it’s a two person job. Members of our IT department have been able to focus on other areas.”  
25. Case StudyParkview Health: SIP for Real-Time Collaboration Not-for-profit healthcare provider serving a community of over 820,000 residents, with 8,000 staff and 8 hospitals distributed across North East Indiana Problem Solution Value Avaya Aura Session Manager and Communication Manager for an integrated SIP based collaboration core The Mobile Activity Assistant improves collaboration and accelerate work flow by consolidating nurse call alerts, critical result notifications, stat requests, and co-worker messages onto one application on a mobile device. Accelerated work flows and efficiencies resulting in more time for bedside care Integration with other smart technologies for real-time access to data that supports patient care and safety Cost savings on SIP connectivity Ease of integration with legacy switches • Improve & accelerate communications among mobile caregivers and other staff Deliver data from monitoring devices to mobile staff in real-time Unify a decentralized voice network without a complete forklift of legacy switches “Parkview chose Avaya because the company strongly supports our vision that advanced mobile communications are key to providing outstanding health care and the best patient experience.”
26. Case StudyEmory: Enabling the BYOD Campus Renowned private research university in Atlanta, Georgia Also one of the Southeast’s leading healthcare systems 3,000 faculty members, 50 locations, 52,000 endpoints Problem Solution Value Early access customer now planning Flare Communicator roll-out to faculty with iPads Extending use of existing Avaya Aura® infrastructure and shared back-end apps Interoperates with Avaya Desktop Video Devices and other mobile clients being used by staff IT issues are minimal Able to leverage expanding BYOD iPad use Staff can establish their own “office identity” anywhere Expect to simplify “roaming” and drive improved staff accessibility and productivity Reduce LD costs Fun! Employees roaming campus typically not connected to university communications Too many incompatible devices to support Use of personal phones requires tracking too many contact numbers Need to control TCO for IT “Combines Avaya software engineering expertise with all the strengths of the iPad. The result is great voice quality, high reliability and a beautiful user interface that looks like it was built for how we work today. It’s the only ‘phone’ I have on my desk right now.” 
27. Case StudyBoyd Bros: Collaboration Wherever You Go… Midsize transportation company based in Clayton, Alabama Over 1000 trucks hauling time-sensitive steel/building materials Recognized as “Best Fleet To Drive For” (2010 Truckload Carrier Assoc.) Problem Solution Value Consolidated Avaya Aura® communications platform Avaya one-X® for mobility, presence, teleworking, contact center and home agent capabilities Emergency home and remote virtual office choices Easy to add HD video conferencing for relationship-building with drivers Competitive advantage in hiring and retaining drivers Cost avoidance in training new employees: $50K+/year 300% increase in home agent productivity 80% improvement system management time Easy to establish home offices and mobility options Critical shortage of qualified drivers in the transportation industry Keeping qualified people on staff when they relocate Providing sales personnel with mobility options Need to lower TCO and streamline management http://www.networkworld.com/news/2011/031611-avaya-boyd-uc.html “Avaya has helped us to create a more effective and mobile workforce,and to continue building a highly collaborative culture.”
28. Simplifying Real-Time Collaboration for Everyone
29. Next Steps Engage with your CAM on plan to work the base Avaya Aura Taking the Next Steps - Whitepaper Making the Most of Avaya Aura Capabilities - Video Avaya Aura Savings Estimator Fact Sheet (Customer Facing – in progress) Starting Collaborating NOW!