Presentation Title Goes Here: Up to Two Lines

Report
Partner Pitch Pack
IP Office R7.0
Speaker Name and Date Goes Here
Agenda
 Executive Summary
 SMEC Market
 Solution Offers
 Market Segmentation
 Partner Business Proposition
 Training Investments
 Complementary Offers
 Additional Resources & Links
3
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
3
Executive Summary
With the release of IP Office R7.0, Avaya delivers on it’s promise of an integrated
portfolio. The ability to migrate all popular vintage sets to a single platform offers
unique migration opportunities coupled with investment protection.
Solution Offers
Convergence
•Data Migration tool
•RJ21 connector eases BCM to
IP Office PBX upgrades w/
exiting phones
•Support for BCM/Norstar Digital
and DECT sets via new
hardware
•Enhanced functionality on
Nortel IP sets
Enhancements for Sub-20
•Quick Mode Install
•Increased messaging storage
•New 9500 Digital paperless sets
IP Office R7.0 provides a unique window of
opportunity to beat the competition, grow your
share in the sub-20 market and migrate the
existing heritage customer base
Investment protection
40%- 60% investment protection
by migrating existing
BCM/Norstar IP
and digital sets
DevConnect Partner
Integration
Leverage existing Dev Connect
partners and penetrate the
Healthcare vertical which is
growing at 3% YOY
Simplified Installation
Data migration tools and RJ21
connections for heritage Nortel
customers
Quick Mode Install for IP Office
Essential Edition
Grow sub 20
Cool new sets that offer
Enterprise class functionality
Enhanced messaging
capabilities
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
4
GLOBAL SMEC MARKET
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
5
First, Let’s Define The Market
SME Communications
Sub Segment Names
Firm Size
(employee)
SOHO
Very Small Business
(VSB)
Small Business
Medium Business
Midsize Enterprise
<5
5-20
20 - 100
101 - 250
250 - 1000
Large Enterprise
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
1000+
Est. Historical %
Total SMEC Sales:
What’s driving our Market?
 Fastest growing space is in 50-99 with 7.9% growth expected
next year
 Very small businesses (sub-20) comprised of 82.5% of SMB
market
 64% of SMB’s will be replacing outdated systems
– PC replacement cycle driven by SMB support for Windows 7
– PC ownership as well as notebook purchases fueled by lower
prices and advanced capabilities
– Replacement of desktop PCs by notebooks driving new
refresh cycles
– SMB LANs/Server-based LAN penetration will exceed 64%
by end of 2011
According to Dell’Oro, 2011:
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Now is the Time to…..
Defend and Migrate the Installed Base
More than 1.6M of
Installed systems
worldwide about to
refresh with a
maximum potential
market of
$8.5B
IP Office
PARTNER
Merlin/Legend/
Magix
Integral
BCM
Norstar
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Be the only one to offer 40-60%
investment protection
Upgrade Norstar, PARTNER, BCM
(>3 years) and other customers to
IP Office Release 7.0
Protect recent BCM investments <3
years to BCM R6.0 extend new
functionality …….
8
Avaya Fit for Purpose Solutions
Serving Small, Midsize and Large Enterprises
Avaya IP Office
Designed for SME Markets,
Simpler communications needs
Avaya Aura®
Designed for Midsize and Large Enterprises,
more advanced communications needs
Avaya Aura®
Avaya Aura®
Solution for
Midsize Enterprise
Avaya Aura® Branch Solutions
For 1-450 users/location
5
100
Small
1000
250
Medium
Midsize
10,000
Large
xxx,000s
Fortune 1000
# of Users
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
9
SOLUTION OFFERS
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
10
Avaya IP Office
Unique Investment Protection
IP Office 500
Single, Modular Platform
Scales to 384 users per system, 32 sites
Simple, role-based solutions
5.0
AGENT
3.0
Merlin Integration
4.0
6.0
PARTNER® Integration
6.1
POWER
USER
MOBILE
WORKER
7.0
BCM, Norstar
Integration Part 1
Avaya AuraTM Integration
BCM, Norstar
Integration Part 2
Integral Integration
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
11
Avaya IP Office R7.0 Solutions Offering
Convergence
BCM/Norstar Digital Phone and Digital Mobile
phone Integration
BCM/Norstar IP Phone Enhanced Functionality
Feature set similar to IP Office terminals
New Hardware for Easy Migration
TCM8, DS16A and DS30A for set integration.
RJ21 Connectors and Wall Mount kits for simplified
installation
Data Migration Tool
Easy transfer of voicemail message content, voicemail
greetings and associated configuration data
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Avaya IP Office R7.0 Solutions Offering
IP Office Innovation
New 9500 Digital Sets
New Line of 9600 IP Sets
New paperless digital phones
Color IP paperless phones
Color IP Gigabit Touch screen phones
96X1 available with 6.1 maintenance release. 9611 not available with this release
Enhancements for the Sub – 20 Market
Designed for the stand alone small business customer
IP Office – Quick Mode for rapid Install and simplified
administration
Increased message storage, out calling notification
for IP Office Essential Editions
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Avaya IP Office R7.0
New Enhancements Vs Competition
Avaya
IP Office
Alcatel-LU
Cisco
Mitel
ShoreTel
Siemens
OmniPCX Office
UC500
3300 MCD
Enterprise Edition
HiPath
Support for
Norstar and BCM
Digital Sets and
Wireless
YES
NO
NO
NO
NO
NO
Encrypted IP
Endpoints
YES
YES
YES
YES
NO
YES
Paperless Label
phone for <$300
YES
NO
YES
YES
YES
NO
NO
NO
NO
NO
Linux OS Option
for SME products
YES
YES
NO
On enterprise
products
only
One-touch transfer
both directions
with mobile
twinning
YES
NO
YES
YES
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
CUSTOMER SEGMENTATION
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
15
Avaya IP Office R 7.0
• traditional key-system customers
• PBX customers <250
Market Segment
• BCM customers >3 years old
• Heritage Norstar and Avaya legacy customers
• Healthcare and Hospitality verticals
• Current legacy Nortel or Avaya products
Customer Type
• Healthcare with vintage products or net new
• Expanding or Greenfield
• Desires UC functionality
• Reliability and scale
• Ease of migration
Customer Values
• Investment Protection
• Simple to understand, purchase and finance
• Enhanced functionality
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Avaya IP Office R 7.0
– Key Messages
Investment
Protection
• Customers can save 40% to 60% on new IP Office
installation using their existing BCM or Norstar sets
• IP Office allows for simplified installation which
Total Cost of
Ownership
decreases customer installation costs and increases
TCO
• Simplified management tools – built for the sub 20
market to decrease cost of management and improve
efficiency
• Data Migration tool reduces time to migrate thus
decreasing cost and increasing TCO
• Migration of existing sets minimize disruption and need
Enhanced User
Experience
for customer training
• Faster and simpler administration for customer with
paperless phones
• Cool new phones provide a more professional look and
feel for the small business customer
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
17
Key Messages Based on Customer Type
Customer Type: Current System—Spirit, Magix, Partner, etc
IP Office Essential Edition
IP Office Preferred Edition
IP Office Advanced Edition
Everything is in one package
Plug and play capability
Best of both worlds: innovative
solution backed by the industry
Leader
Everything you need—plus options for
innovative applications to drive
business improvements
Investment protection: keep using
existing phones
Proven reliability / proven
performance
 New ways to differentiate your
company
Easy to administer and
manage— no in-house technical
support needed
Lowers TCO
New ways to keep improving customer
service
Support for TDM keeps costs down
while giving you the path to IP
Investment protection/easy
transition: keep using existing
phones
Options to grow—when the time is
right for you
Provides options to expand
No hidden costs
Streamline collaboration
System will keep adapting as your
business evolves
Proven reliability / proven
performance
Long-term investment protection – IP
Office evolves with your business
Integrates to a contact center
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Key Messages Based on Customer
Type
Customer Type: BCM/Norstar
IP Office Essential Edition
IP Office Preferred Edition
IP Office Advanced Edition
Investment protection: keep using
existing phones
Investment protection: keep using
existing phones
Investment protection: Keep using
existing phones
High reliability: no fans, hard disks,
etc.
High reliability: no fans, hard disks,
etc.
Resiliency; SCN/VM redundancy
Easy to administer and manage—no
in-house technical support needed
2 X 64 user Conference Bridge
Everything in one package including
Embedded Voice Messaging at no
extra cost
Plug and play capabilities
Easy to administer and manage—no
in-house technical support needed
Plug and play capabilities
Options to grow—when the time is
right for you
Options to grow—when the time is
right for you
Browser-based apps; easy install
Future ready: migrate to SIP
Streamline operations with multisite
call reporting
Improved communications and uptime
via multi-site networking; resilience,
paging
Easy to administer and manage—no
in-house tech. support needed
Can grow with your business
Scalability to 384 stations (IP, digital,
analog)
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Why Migrate
Norstar to IP Office
Factors
Avaya Norstar
Avaya IP Office
Scalability
3X8 – 3 lines and 8 users
CICS – 8 lines and 24 users
MICS – 224 users
Networking via OPX and IP Gateways
Up to 384 users per single site
Up to 1000 users over 32 sites. Can be costeffectively networked together over IP
Reliability
Highly reliable but no resiliency offers in
multi-site scenarios
Highly reliable but no resiliency offers in a
single site mode
In multi-site environments, software based IP
phones, applications and voice mail resiliency is
available with IP Office Preferred and Advanced
Editions
Highly reliable but no resiliency offers in single
site
Solid state components with no moving parts
reduces points of failure and increases resiliency
User
Limited off-site mobility offers
Remote working capability is limited which
inhibits productivity
No web-based desktop call control
software or call center
No Point-to-point video calling support
3-party ad hoc conferencing is standard,
no Meet-me conferencing
One-Number access via Mobile Twinning
Remote working capabilities via several
applications (Varies by IP Office Versions)
Web-based call control software via one-X mobile
™
Thin-client access to call center reporting
improves access from remote locations
Point-to-point video calling standard with
Tele-worker and Power User
128-party Meet-me conferencing standard (2 X 64
users per call)
Applications
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Why Migrate
Norstar to IP Office
Factors
Avaya Norstar
Avaya IP Office
Endpoints and
Device
Integration
No IP phone support; no SIP phone
support
No Bluetooth headset support
IP, analog, digital, wireless, DECT
 Bluetooth and third-party SIP phone support (varies by
IP Office Version)
Management
and
Administration
Standard Windows-based
administration tool
No multi-site administration tool
Standard proactive monitoring and alarming (Preferred
and Advanced Edition Editions)
Standard IP Office Manger enables configuration and
management of Avaya IP Office systems in an
distributed network
Networking
OPX circuits and gateways for
networking of Norstar systems
IP Office Preferred and Advanced Edition support up to
32 sites/up to 1000 users across sites
Sites can be connected together with IP Office
Preferred and Advanced Editions with free calling
between networked locations
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
PARTNER BUSINESS
PROPOSITION
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
22
How Avaya Partners Benefit
Avaya offers multiple ways
Why should your Partners care?
Increase Margin
BDF and MDF programs,
Promotions, Expanded
Product portfolios
Reduce Cost
Market Leaders Campaigns,
Partner Marketing Central,
Streamlined training,
One product line
Realize Cash
Quickly
Avaya Financial Services
(AFS)
• Programs to offset costs, fuel growth, increase margins
• Cool applications like mobility, SIP enhancements, remote worker and new
sets address customers' hot buttons which ncrease loyalty
• Up-sell capabilities open the door to complete solution sales
• Avaya programs help marketing dollars go further! Tested programs
provide quicker ROI with a lower “touch”
• Streamlined training reduces time away from selling, decreases SG&A.
No Fees for Sales Authorization!
• Learn, Sell and Maintain one product platform that scales the SME
Market
• Utilize AFS leasing options to increase cash on hand
• Free up credit lines previously used to purchase product
• Advanced funding puts 50% of margin in your hands at the time of sale
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
IP Office R 7.0 - It’s All About Growth!
Transition to IP Office
Natural Migration Path:
•Protect your installed base from the competition
•Support all Nortel IP and Digital phones on IP Office
•Resellers use same BCM design and quote tools
•Data migration tool, RJ21 Jacks, Wall Mount Kits
Increase Revenue Growth
Increase Revenue Share
Increase Market Share
 Migrate Nortel install base of
+800,000 systems globally
(210k BCM, 600K Norstar)
 Accelerate sales (installation)
in the sub-20 segment with
simplified manager
 Save at least 1 ½ hours per
install with IP Office-Quick
Mode; therefore decreasing
quote to cash timeframe
 Refresh Nortel phones
with Avaya 95xx and 96x1
phones
 Offer Enhanced UC
applications to existing
and new customers
 Attract new customers in
sub-20 with 95xx digital
phones
 Attract new customers in
the high end segment with
96x1 IP phones
 Penetrate new vertical
markets with Dev Connect
solutions
 Outperform your
competition with “Green”
solutions
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
24
Proven Investment Protection
 Keep the phones, change the core hardware
 Grow with IP Office Digital or IP Phones
 Protect your installed base
– Don’t’ let the competition get a look in!
Number of Users
10
30
50
100
200
IP Office with phones
$4,082
$16,141
$25,280
$44,300
$81,010
Re-use Nortel phones
$2,500
$9,535
$14,270
$22,280
$35,970
$ saving
$1,582
$6,606
$11,010
$22,020
$45,040
39%
41%
44%
50%
56%
Protected Investment
IP office 500v2, mix of Combo cards, TCM8, DS16A/30A, analog and/or PRI, (and supporting
module(s)) Essential Edition (10 user) Preferred Edition 30 users and above.
Phone Mix 10%1403, 10% 1408, 60% 1416, 10% 9504, 10% 9508
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
25
Key Partner Takeaways
Time is
Ripe for
IP Office
 Continue selling BCM where it’s applicable while ramping
up on IP Office
 Sell with confidence! IP Office is the on-going flagship
product for Avaya’s SME space
 Streamlined, cost effective training makes it easy to
become authorized to sell
 Protect and grow your base with the promise of
investment protection
 Grow your market share with decreased time from quote
to cash
 Grow your wallet share by up selling new 95XX and 96X1
phones,
 Target your Maintenance customers to monetize the
heritage base
 Penetrate new markets with Dev Connect solutions for IP
Office
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
TRAINING INVESTMENTS
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
27
FY11 SME Expert
Market your expertise by becoming an SME Expert
Requirements
# of Certified Specialist /
Certified Architect per
solution
SME Expert Badge
2 APSS SME
1 ACSS SME or 1 ACS Implement
IPO
1 ACIS IP Office or 1 ACSS SME
Service Assessment
Remote SME Expert Assessment
Benefits of SME Expert
Improved
Financial
Improved
Marketing
 Business Development funds
 SME Expert Logo/Designation
 Marketing Development Funds
 SME Expert Plaque
 SME Expert remote assessment fee
waiver once specified requirement are
met for all medal levels
 Current Analysis Membership
 Partner Locator preference
over SME Authorized
 Lead routing preference over
SME Authorized in certain
theatres
Technical
 No cost remote GSS Support for
implementations
 Direct access to the GSS
Backbone for Maintenance
support bypassing Distribution
 Input to product development
through the Global
Requirements Input Process
(GRIP)
GSS Support is available to individuals holding either the ACS Implement IPO or ACSS SME
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
New to IP Office
Training Requirements
Course Name
Course Number
US Cost
Delivery method
IP Office Sales – APSS
Avaya IP Office Sales Training*
(APSS)
2S00040W
Avaya IP Office Sales*
Assessment (APSS)
2S00040A
$0
Web-based
3.5 hrs
$0
Web-based
1 hr
IP Office Implement – ACIS
IP Office Hardware and Data
Components
AVA00916WEN
IP Office Implementation
Workshop
ATC01225IEN
ACIS - Avaya IP Office
Implementation Exam
6401.1
$0
Web-based
6 hrs
$2720**
Instructor led
40 hrs
$100
Pearson Vue Testing Center
2 hrs
Enhanced Support Requirement – Optional - ACSS
IP Office Advanced Applications
and Troubleshooting
ATI00484IEN
$ 2720**
Instructor Led – 40 Hrs
ACSS Small & Medium Enterprise
Communications Exam
3000.2
$100
Pearson Vue Testing Center
* See Note section below
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
2 hrs
IP Office Essential Edition – PARTNER ® Version
Training Requirements
Partners who traditionally sold PARTNER ® ACS and would like to continue selling our
PARTNER ® replacement – IP Office Essential Edition – PARTNER® Version must complete the
following training:
Course Name
Course Number
US Cost
Avaya IP Office Sales
Training* (APSS)
2S00040W
$0
Avaya IP Office Sales
Assessment* (APSS)
2S00040A
IP Office Essential
Edition – PARTNER ®
Version Installation**
ATC01993WEN
Delivery method
Web-based
3.5 hrs
$0
Web-based
1 hr
$0
Web-based
Self-paced
* Partners are required to have 2 individuals with APSS Sales Authorization on IP Office in
each country where they will be selling the product. This is the same course as the IP Office APSS
(no PARTNER® specific version). Courses and assessments are available in French, Italian, Spanish,
and German
** Available for those individuals who will be implementing and maintaining the IP Office
Essential Edition – PARTNER® Version in the NAR. Course is non-credentialed and is at Avaya
University in the APSS SME Communication curriculum map under “to continue my training” section
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Currently Authorized
Optional Training
For Partners currently APSS authorized, or planning to refresh their Implementation credential this
course is recommended. There is no additional assessment required.
Course Name
Avaya IP Office
Technical Delta R7.0
training
Course Number
US Cost
5S00001W
$0
Delivery method
Web-based
2 hrs
For Partners currently APSS Authorized and would like additional training on IP Office Essential
Edition – PARTNER® Version (NAR only)
Course Name
IP Office Essential
Edition – PARTNER ®
Version
Course Number
US Cost
ATC01993WEN
$0
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Delivery method
Web-based
Self-paced
COMPLEMENTARY OFFERS
&
ADDITIONAL RESOURCES
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
32
Focus on: Healthcare
Increasing IT Spending
Total IT Expenditure in
Healthcare in 2010 is
expected to be $82.2
billion, up 3% on 2009
“Healthcare
(Gartner – October 2009)
expenditure “is
expected to grow
with practices
looking to use
technology to
improve efficiency
and margins”
(IDC – 2009)
There are approximately
750,000 healthcare
establishments in the
US. 90,000 in the 20 to
99 employee size
small businesses in the
Small Healthcare
Businesses spent more
then $10bn: Telephony
equipment ($500M)
telephony services ($7B)
and internet services
($3B)
(AMI Research 2009)
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
33
Understanding the Healthcare Vertical
Nursing Homes
Providing Residents access to
phone and voicemail
Accurate billing
Staff access to full
communications suite
(mobility, contact center etc)
Quick response
jkjjwith on-site
wireless phones
Immediate notification of 911
calls
Room status - guarantees the
cleanest environment to the
residents
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Doctors Offices
Complete mobility, Doctors
and/or delegates can quickly be
found, without disclosing cell or
home number
Automatic appointment
reminders and reschedules
reduce the revenue lost to
missed appointments.
Automatic Lab result reader and
Prescription Refill free staff for
more pressing tasks
Specialists are free to
seamlessly roam across office
locations
IP Office & DevConnect Partners
Creating Healthy Solutions
Key Capabilities:
DevConnect Partners
Computer Instruments
RSI
DuVoice
TigerTMs
Appointment reminders
Repeat prescriptions
Integrated DECT Mobile solutions
Invoice Reminders
Emergency notifications
Pre-surgical checklist
DECT Mobility
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
What this means
to Partners:
Increased revenue opportunity
Improved margins from software
Repeatable business (verticals)
Take share from competition
35
Why Demos Are Important
Show and Tell
Good Demo
30.2%
Now you have a choice!!
•EZ Demo – updates coming! Also
coming to an Apple App store near you
•Flash Demo
•Avaya
Demo
Sales
Specialists
Avaya
– Proprietary.
Use pursuant
to your signed
agreement or Avaya policy.
36
Reduce Marketing Expenses by Leveraging Avaya
MarketLeaders 2.0 and Partner Marketing Central
 PMC is free to all partners
 MarketLeaders is subsidized
50% upfront by Avaya and is
at heavily reduced rates
 MarketLeader Savings
example:
• A standard email (Excite)
campaign includes 2 email
blasts, telemarketing followup &1000 contacts for
~$1400
• Cost estimate to create a
campaign and purchase a
list = $5K+
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
~$3600
Savings per
Campaign
37
New SME Campaign materials available
on PMC & MarketLeaders today
 Target: sub 20 market
 Theme: “You didn’t know a phone
system could do that?”
 Assets: oft & html emails, online
banners and telemarketing scripts
– Horizontal
– Hospitality
– Healthcare
 Offers:
– IP Office Demo
– Small Business Unified
Communications for Dummies
PMC Link:
https://pmc.avaya.com/ui/smesolutions.aspx?link=ipoffice&categoryId=6&subCat=282
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
New SME Campaign materials
available on PMC today
 Social media
– Social media is a key component of the Avaya SME program, enabling us
to increase awareness, showcase innovative SME solutions and forge
deeper connections with SME owners.
– Partners can take advantage of the power of social media by participating
on whatever level they feel comfortable.
– Social Media calendar posted each month
– Partners can use this content exactly as is and post in your own social media
efforts, or create their own– it's up to them!
– PMC Link:
https://pmc.avaya.com/ui/smesolutions.aspx?link=socialmedia&categoryId=71
 Seminar in a box (emails / landing page / telescripts, etc)
– https://pmc.avaya.com/ui/smesolutions.aspx?link=ipoffice&categoryId=6&
subCat=151
 Quarterly eNewsletters (for SME & Enterprise)
– https://pmc.avaya.com/ui/smesolutions.aspx?link=enewsletter&categoryId
=49&subCat=201
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
SME Campaigns coming in Q2/Q3
 IP Office 7.0 Campaign
– Multi-touch campaign focusing on:
– Growing your business
– Pain points of an SME
– Business benefits of IP Office
 Target:
– Nortel Legacy (BCM/Norstar)
– Avaya Legacy (PARTNER, MERLIN)
– Net New
 Assets: oft & html emails, online banners and telemarketing scripts
– Horizontal & Healthcare
 New Premium Content
– Nortel migration guide
– Avaya migration guide
– Avaya White Paper: How Effective Communications Deliver Real Results
to Your Business
– Avaya White Paper: Revolutionizing Patient Care Through
Communications: helping nurses improve patient outcomes, patient care
productivity, and hospital profitability
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
SME Promotions & Programs
Cheat Sheet
Q2 – Q3 FY 2011
Use this Cheat Sheet for a quick view of the promotions and programs available
to help you win with your SME customers. View important details on the
SME Promotions and Programs Page
Programs
Financing
Seed Program
Customers can trial IP Office for a two week
period free of charge. Just provide an IP Phone.
•Contact your CAM for details.
Trade-In / Trade-Up
Customers can easily trade-in their old equipment
(Avaya, Nortel, Cisco) for a cash rebate when trading
up to IP Office.
• Available in U.S. and Canada.
Free Software Trial Licenses
Enable your customers to try select IP Office
applications for FREE for 60-days.
• Contact your distributor.
No expiration dates: ongoing programs
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
IP Office
Finance/Lease Offers
Offer customers 0% (60-months)
True Lease financing for new IP
Office systems.
• Through Avaya Financial Services
•Can be combined only with TradeIn/Trade-Up
Expires: June 30, 2011
Powerful, SME Focused Portal
Tools for All Elements of The Selling Cycle
Case Studies
Competitive
Roadmap
Demos
ROI Tool
Industry Kits
Collateral
Training
Demand Gen
42
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Get Started Now!
Take advantage of the SMEC market with the latest portfolio updates featuring:
•A clear and simple migration path for our legacy customers.
•Competitively differentiated technology based on an integrated, open standards, multimedia platform
•New “Green” sets that outpace our competitors
•One hardware platform that grows as your customers grow.
•Dev Connect partners that will help you infiltrate the healthcare vertical.
Next Steps
 Attend SMEC February Launch Webinars
 Register for Authorization Training sessions
 Visit www.avaya.com/partnermarketing and access a wide variety of self and full service
marketing assets and programs to support your lead generation efforts!
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.

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