Avaya Aura ® Suite Licensing

Report
Foundation
Suite
Mobility
Suite
Avaya Aura® Suite Licensing
Simplifying the Path to
Collaboration Solutions
NDA Presentation for Distributors, Partners and Sales
June 2013
Collaboration
Suite
Agenda – Avaya Aura® Suite Licensing
1. Simplify the Path to Collaboration
2. Suite Licensing Details
3. Summary
4. Backup (TCO, Services, Partner Proposition)
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
2
Call To Action: Avaya Aura® Suite Licensing
This is very important!
 The new Avaya Aura® Suite Licensing affects the sales of all of our
Avaya Aura and UC/Collaboration applications portfolio and:
 Dramatically simplifies the purchase of Avaya collaboration solutions
 Aligns with customer business needs for mobility and collaboration
 Creates an opportunity to drive a higher-value application “mix”
 Reinforces Avaya strategic directions
 Is highly competitive with Cisco and Microsoft packages
 “Foundation Suite” replaces “Essential Suite” for naming content remains
the same
Sales Portal
Have your teams review the full information (offer definition, FAQ, longer
presentation, etc.) and keep coming back as new information is posted:
https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?
Id=a3j30000000LByTAAW
or search for “Avaya Aura Suite Licensing” page
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
3
Market Trends
Personal Enterprise Video Meets Mobile Collaboration
48% Deployed
28% Used
Over
60% UC growth rate
driven by personal/
mobile video
40% employees
spend >20% of time
away from desk
80% Fortune 100
deploying
iPhones/iPads
of enterprises expect to
integrate desktop/mobile
video with rooms
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
4
User Profiles Vary as Employee Needs Differ
Office Centric
Name lookup
Click-to dial
Desktop Video
IM/Presence
Voicemail
Conference Calls
Mobile and Virtual Worker
Remote access
Enterprise Features
Single-number reach
Device Choice
Speech-enabled
Ready access to content
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
Power Collaborator
Conferences
Share content
Multi-tasking
BYOD
Voice, video, web
Always on
5
A Software Suite for all your User Profiles
Power Collaborator
Office Centric
Mobile and Virtual Worker
Foundation
Mobility
Collaboration
Collaboration Suite
Foundation Suite
Mobility Suite
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
6
Agenda – Avaya Aura® Suite Licensing
1. Simplify the Path to Collaboration
2. Suite Licensing Details
3.
ASD & PLDS Updates
4. Summary
5. Backup (TCO, Services, Partner Proposition)
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
7
Avaya Aura® Suite Licensing – Business Value
Mix and
Match
Licensing
Select different licensing suites based on the unique
needs of different users to help ensure that the right
people are accessible and empowered to make wellinformed decisions rapidly - anywhere, anytime
End-to-End
Solution
Create a complete collaborative experience through
new application features
Lower
TCO
Avoid paying for features a user may not require by
fine tuning feature selection through mix and match
licensing
Complete
Services
Support Advantage and Managed Services are
available to match customer’s needs; new bundled
pricing provides savings
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
8
Avaya Aura® Suite Licensing
Foundation
Suite
Mobility
Suite
Collaboration
Suite
Mix & Match per user across the
enterprise
Deskphone license
Voice
Video
IM
Presence
UC clients for Windows & Mac
Voice Mail
Microsoft Lync &
Office integration
Session Management
APIs
System Management
Survivability
Avaya Aura Foundation Suite +
Fixed-mobile convergence
Mobile device support
Speech based personal assistant
Unified Messaging
Secure Remote Access
Avaya Aura Mobility Suite +
Content sharing
Audio conferencing
Video conferencing
Web conferencing
Browser access with firewall traversal to
voice, video, content sharing
Desktop/mobile video
Recording
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
9
Avaya Aura® Suite Licensing
Cost-effective upgrade and purchase path to mobility and collaboration
$225 new user
$70 upgrade
$325 new user ($100 from Foundation)
$525 new user ($200 from Mobility)
$125 upgrade
$275 upgrade
$75 upgrade with UA/SSU
$0 upgrade with UA/SSU
$140 Conferencing 7 a-la-carte
$140 Conferencing 7 a-la-carte
MCU /port Scopia a-la-carte
MCU /port Scopia a-la-carte
• Per user list price in $US Dollars with
flexible per-user mix & match licensing
• Product Licensing & Delivery System
(PLDS) manages user licenses per
system & supports Suite portability per
Avaya’s Global License portability policy
$175 upgrade with UA/SSU
~$5500 connect Scopia room
system to MCU
Collaboration Suite
Optional al-la-carte
Conferencing 7 or Scopia (/port)
Conferencing 7
Mobility Suite
Full Voice/Web/Video
Distributed media architecture
Scopia /user
Desktop & Mobile
(Room systems extra)
Optional al-la-carte
Conferencing 7 or Scopia (/port)
Foundation Suite
Avaya Aura
CM, SM, SMGR
Avaya Aura
Presence, IM
one-X
Communicator
Avaya
SBCE
Flare
for iPad
EC500
Voice, p2p video
Avaya Aura
CM, SM, SMGR
Avaya Aura
Presence, IM
Voice, p2p Video
Flare for PC
ACE 6.2
ACA MS Lync
plug-in w/video
one-X
Communicator
Avaya
SBCE
Flare
for iPad
EC500
Voice+Web+Video
Avaya Aura
CM, SM, SMGR
Flare for PC
Voice, p2p Video
ACE 6.2
ACA MS Lync
plug-in w/video
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
one-X
Communicator
Voice, p2p Video
ACE
CM
Messaging
one-X
Avaya Aura
Mobile Messaging
SIP/iOS/CES
Avaya Aura
Presence, IM
Voice, p2p Video
ACE
Voice, p2p Video
one-X
Avaya Aura
Mobile Messaging
SIP/iOS/CES
ACE
CM
Messaging
Flare for PC
Voice+Web+Video
ACE 6.2
ACA MS Lync
plug-in w/video
CM
Messaging
10
Included
ala carte
Included if CMEE entitlement
Avaya Aura® Suite Licensing
License
Standard
Edition
Enterprise
Edition
NA
NA
NA
NA
Foundation
Suite
(New)
Mobility
Suite
(New)
NA
NA
Collaboration
Suite
(New)
Avaya Aura CM, System Manager
Avaya Aura IM/Presence
Avaya Aura Session Manager
Survivability (LSP, Survivable Core)
Communication Manager Messaging (basic VM)
one-X Communicator
one-X Mobile with Client Enablement Services
Extension to Cellular
Desktop Video
Flare PC / one-X Communicator Mac
Microsoft Lync Desktop Integration w/ACA
Flare iPad
Avaya Aura Messaging
SBCE & Remote Access
Avaya Aura Conferencing
Scopia Desktop & Mobile
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
Analog License Available for $40/user
11
Foundation Suite Value for CMEE Upgrade
Important Points
1. CMEE R 5/6 customer keep all their existing UC All Inclusive applications when
upgrading to Foundation Suite.
2. Extension to Cellular, one-X Mobile/CES, one-X Portal and AES Unified
Desktop will not appear on the Foundation Suite Upgrade order out of ASD
3. Customers will keep software entitlements in PLDS
4. Customers on SSU/UA will stay on current CMEE maintenance contracts
including existing and new Foundation Suite Entitlements
5. Customers without SSU/UA will re-cast to Foundation Suite Support Advantage
& 4 applications in line 2 will be added at no cost
6. Customers must purchase Foundation Suite Upgrade Advantage to keep next
upgrade entitlement on 4 applications in line 2 above
Foundation Suite Transactional Upgrade
Foundation Suite SSU/UA Upgrade
70
0
Foundation Suite Option #
CMEE Upgrade
PT to PT Video
ACE ToolKit
ACA for Microsoft
one -X Communicator for MAC
58
42
62
40
72
1 2 3 4 5 6 7 8 9 10
58 58 58 58 58 58 58 58 58 58
42
42
42
42
62
62 62
40
40 40
40
72
72 72
Total
274
58 98 100 120 130 140 160 162 170 172 202 234
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
11
58
42
62
40
12
58
42
62
72
12
Mobility Suite Value for CMEE Upgrade Option
Foundation Suite Application Value (Option 1-12) + Mobility Suite Application Value (Option 13-20)
Mobility Cost Transactioanl Upgrade
Mobility Cost SSU/UA Upgrade
125
75
Foundation Suite Option #
CMEE Upgrade
PT to PT Video
ACE ToolKit
ACA for Microsoft
one -X Communicator for MAC
58
42
62
40
72
1 2 3 4 5 6 7 8 9 10
58 58 58 58 58 58 58 58 58 58
42
42
42
42
62
62 62
40
40 40
40
72
72 72
Total
274
58 98 100 120 130 140 160 162 170 172 202 234
Mobility Suite Option #
Flare for iPad
AAM New
AAM Migration/Upgrade
SBC-AE 3:1 Users:Ports
50
65
19
30
Total
164
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
11
58
42
62
40
12
58
42
62
72
13 14 15 16 17 18 19 20
50
50 50 50 50
65
65 65
19 19
19
30
30
30
19 49 50 65 69 50 115 145
13
Upgrade, Merge and Parking Policy
Can’t mix Suite Licensing and CM STD/CMEE on the same System
Can move licenses between CM STD R6 to CM STD R6 System
Can move licenses between CMEE R6 to CMEE R6 Systems
All Parked licenses will upgrade to Suite Licenses after June 3, 2013 - Requires
CM R6 system to move to Suite Licensing
5. All Upgrades & Merges will be to Suite Licenses after June 3, 2013 - Requires
CM R6 system to move to Suite Licensing
1.
2.
3.
4.
Current License
Release
Suite License
Cost
CMEE
Release 6
Foundation Suite
$0
CM STD with SSU/UA
Release 6
Foundation Suite
$0
CM STD
Release 6
Foundation Suite
$70
Current License
Release
Suite License
Cost
CMEE with SSU/UA
Release 5 or earlier
Foundation Suite
$0
CMEE
Release 5 or Earlier
Foundation Suite
$70
CM STD with SSU/UA
Release 5 or Earlier
Foundation Suite
$0
CM STD
Release 5 or Earlier
Foundation Suite
$70
(must have maintenance coverage)
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
14
Foundation Suite vs. CM Standard (just IPT)
For 12% increase in TCO a low ($33) over 3
years customers receive $268 in additional
application value over CM STD today*
CM Std
Foundation Suite
(3 yr. TCO)
(3 yr. TCO)
$276
$309
UA (3 yrs.): $41 6%/yr.
UA (3 yrs.): $38 6%/yr.
SA (3 yrs.) $43 6.3%/yr.
SA (3 yrs.) $28 4.4%/yr.
Licenses: $210*
• Avaya Aura CM STD • 1001+ Users $205 (GPL)/$185 (US)
• 100-1000/ $210*
• 1-100 /$240
• Avaya Aura Presence with IM
• Avaya Aura System Manager
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
License: $225
• Avaya Aura CM STD
• Avaya Aura Presence with IM
• Avaya Aura System Manager
• Avaya Aura ESS/LSP
• Avaya Aura Session Manager
• CMM (VM)
• Flare PC or 1XC or 1XC MAC
• Pt to Pt Video
• ACA for Microsoft OCS/LYNC with /DCE
• ACE server & API Licenses
15
Avaya Aura® Suite Licensing – Services Pricing
Support Advantage and Managed Services are key services offers
Full compliment of Support Advantage offers
Bundle savings apply to Support & Upgrade
Advantage
AAC7w
Audio/Web/Video Flare
tablet
Managed Services offers
Scopia *
Desktop & Mobile
Mobility Suite
Collaboration Suite
Roaming users, road warriors
and telecommuters, enabled with
mobile clients, secure VPN-less
access and advanced messaging
Power collaborators using premium
video, plus audio/web/video
Foundation Suite
Avaya Aura with Survivability,
Desktop Clients and Video
$225 new user / $70 upgrade/ $0 w/ UA
Per month
$325 new user / $125 upgrade/ $75 w/UA
$525 new user / $275 upgrade/ $175 w/ UA
Per month
Per month
From $1.15
SA Essential Retail
From $2.20
SA Essential Retail
From $3.75
SA Essential Retail
From $1.48
SA Preferred Retail
From $2.82
SA Preferred Retail
From $4.80
SA Preferred Retail
From $1.13
UA, Upgrade Advantage
From $1.63
UA, Upgrade Advantage
From $2.63
UA, Upgrade Advantage
From $4.25
Managed Assist new user
From $4.25
Managed Assist new user
From $4.25
Managed Assist new user
From $4.75
Managed Operate new user
From $4.75
Managed Operate new user
From $4.75
Managed Operate new user
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
* per-user Scopia ships FQ3 16
Flexible Support Services Options
for Avaya Aura® Suite Licensing
1
Mix and Match
 Customer can mix and match new license types at the same
site/sold-to
2
Simple
and Flexible
Migration Path
 Customers with SE or EE licenses with an upgrade subscription
(+U or UA) can move to Foundation, Mobility or Collaboration
Suites without a support contract recast
 Existing pricing will be honored until renewal or recast
 To sell co-delivery on any new Aura Suite, partner training for all
bundle components must be complete. Migration period with
promotional discount will be given to qualified partners to
complete training for any bundles
3
Gradual Partner
Training Adoption
 There will be an incremental 10% discount on Wholesale price for
any suite for any Aura Co-delivery Authorized partners. This discount
expires on September 30, 2013. A Blanket Special bid process will
be communicated.
 Contract can be taken to co-delivery at renewal if training
requirements are completed; this is one time option only; if wholesale
is renewed, contract must remain wholesale;
 Integrated Applications (any bundle sold and a la carte applications
part of that bundle) must have the same service delivery method. Ex.
Foundation licenses with additional one-X Communicator sold a la
carte must have same delivery since Foundation bundle includes
one-X Communicator.
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
17
Services Guidelines for Uplifting R6 Licenses
within new Avaya Aura® Suite Licensing
Without Subscription
With Subscription
Analog to Foundation
Recast Agreement
Recast Agreement
SE to Foundation
Recast Agreement
$ 0KMAT – Contract Remains in Place
SE to Mobility
Recast Agreement
Additive – Uplift Code Only
SE to Collaboration
Recast Agreement
Additive – Uplift Code Only
EE to Foundation
$ 0KMAT – Contract Remains in Place
$ 0KMAT – Contract Remains in Place
EE to Mobility
Additive – Uplift Code Only
Additive – Uplift Code Only
EE to Collaboration
Additive – Uplift Code Only
Additive – Uplift Code Only
Foundation to Mobility
Additive – Uplift Code Only
Additive – Uplift Code Only
Foundation to Collaboration
Additive – Uplift Code Only
Additive – Uplift Code Only
Mobility to Collaboration
Additive – Uplift Code Only
Additive – Uplift Code Only
B5800 to Foundation
Recast Agreement
Recast Agreement
ASIPP to Foundation (Nortel
Migration)
Recast Agreement
Recast Agreement
Additional Scenarios for Upgrading from older releases are outlined in the Support Advantage Sales Scenario Guide at
https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j30000000L3jAAAS&cat=Sales+Collateral
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
18
Services Guidelines for Upgrading R5 Analog,
Standard or Enterprise Edition to Foundation,
Mobility and Collaboration Suites
Upgrading to Foundation Suite
Upgrading to Mobility or
Collaboration Suite
Existing
License Type
Sales Motion
Without Upgrade
Subscription (SS
or SA)
With Upgrade
Subscription (SSU
or SA+UA)
Without Upgrade
Subscription (SS
or SA)
With Upgrade
Subscription
(SSU or SA+UA)
Analog R5
Order license
upgrade
Recast Support
Agreement
Recast Support
Agreement
Recast Support
Agreement
Recast Support
Agreement
Recast Support
Agreement
Order $0KMAT
Code
Recast Support
Agreement
Order Additive
(delta) Code
Recast Support
Agreement
Order $0KMAT
Code
Recast Support
Agreement
Order Additive
(delta) Code
Standard
Edition R5
Enterprise
Edition R5
Order license
upgrade
Order license
upgrade
Additional Scenarios are outlined in the Support Advantage Sales Scenario Guide at
https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j30000000L3jAAAS&cat=Sales+Collateral
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
19
Collaboration Suite with Scopia Video*
* per user Scopia ships FQ3
 Industry Unique Per User Licensing for Video
 Unmatched Video Experience with Scopia Desktop/Mobile
 Bring Your Own Device (BYOD) – Go Mobile!
 Easily Connect people inside and outside the organization
Collaboration Suite
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
20
Collaboration Suite – Scopia Components
* Per-user Scopia ships FQ3
Collaboration Suite
Per-user license includes:
New Scopia Elite MCU model for
Avaya Aura Collaboration Suite
List: $50,000
Scopia User License
*Ordered Separately via ASD
Cannot reuse existing Elite 5000 or 6000
series MCU
Includes
Scopia Desktop/Mobile
Gateway Software
(client downloads are “free”)
Scopia Management
Software
Adding HD Room Conferencing
Concurrent Port Licensing
List: $5500 per license
Ordered separately – future availability
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
21
Collaborate NOW! Objectives & Availability
Drive applications, enable hardware upgrades and support the
rollout of Avaya Aura® Suite License Bundles:
Objectives
Target Audience
Regional Availability
Timeframe
Promotion Fit
• Re-engage customer base, position the value of Real Time
Collaboration
• Upgrade hardware and software with current releases
• Establish base of platforms for future collaborative applications sales
• Simplify upgrade ordering process through ASD
CM4 Installed Base and Below + Midsized Business Template (MBT)
• Global opportunity of ~ 100K systems and ~ 65M users
Americas (US, Canada, CALA) + EMEA
April 2013 to September 2013
Complimentary to Triple 7 (CS1000 Install Base) and Avaya’s
applications strategy
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
22
Collaborate NOW! Promotion Offer Summary
Three Levels of Discount tied to each new Avaya Aura License Suite
Foundation Suite
Mobility Suite
Collaboration Suite*
Minimum Number of
Upgrade Licenses
100
100
100
Mix and Match?
Yes
Yes
Yes
Incremental Partner
Discount
12%
13%
14%
Discount Applies to
• Avaya Common Servers (including application servers)
• G Series Gateways
• 96X1 Phones
• Avaya Aura® Upgrade User Licenses
• Networking Solutions (excluding Avaya WiFi solutions)
• Scopia Elite MCU model for Avaya Aura Collaboration Suite (1 June
2013)
Call Center Inclusion
Call Center Elite, CMS and the Elite Multichannel feature pack can all
be added at the discount level applicable to the appropriate Avaya Aura
Suite. Terms and conditions:
1. Minimum order of 50 Call Center Elite agents
2. Either a new CMS or CMS upgrade is required
3. The number of CMS agents must = number of Call Center Elite upgrade licenses
* Collaboration Suite Licenses will not launch until 1 June 2013 but will be included in the promotion and ASD
on 4 March for quoting (but not ordering) purposes.
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
23
ASD support for Avaya Aura Suite Licensing
Key points
 CM Configurator in New System and Upgrades & Additions
– Existing, Merge & Target Screens
– Foundation is in System Offer drop-down.
– Initially named Enterprise Core (re-named to Foundation in March)
– New entry for US & ROW
– No change for EMEA
– New line items for Mobility & Collaboration (enter # licenses)
– Number of Foundation licenses are calculated based on the total
number of ports (TDM, IP) less Mobility & Collaboration licenses
 Support Advantage is required. ASD will provide an error
message/warning for non-compliant designs.
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
24
ASD support for Avaya Aura Suite Licensing
Key points
 Avaya SBC-AE is in CI. Does not affect ordering of
Mobility Suite
– When Avaya SBC Hardware is ordered a PM review is
triggered
– VPN-less remote worker with Flare Exp iPad 1.1.1 and the
Avaya SBCE R6.2, with a single SM and an Aura 6.2 or
greater environment.
– VPN-less remote worker with Mobile SIP iOS 6.2 and the
Avaya SBCE R6.2, with a single SM and an Aura 6.2 or
greater environment.
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
25
ASD Communication Manager – New System
Select
Enterprise
Core
Enter Qty for
Mobility &
Collaboration
licenses
ASD calculates the
required number of
Foundation (Enterprise
Core) licenses
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
26
Communication Manager Upgrades & Additions
Select Enterprise
Core for existing
and/or merging
licenses
Enter quantities of
existing and/or
merging licenses
for Mobility &
Collaboration
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
27
Communication Manager Upgrades & Additions
Target System Screen
Select Enterprise
Core
Enter quantities of
NEW licenses for
Mobility &
Collaboration
Enter quantity of
licenses to be
upgraded (uplifts)
ASD calculates the
required number of
Foundation
(Enterprise Core)
licenses:
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
28
Agenda – Avaya Aura® Suite Licensing
1. Simplify the Path to Collaboration
2. Suite Licensing Details
3. Summary
4. Backup (TCO, Services, Partner Proposition)
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
29
Summary
• New Suite Licensing simplifies pricing and Lowers TCO
for Mobility and Collaboration sales plays.
• Drives higher ASP/Margins for Channel Partners
• Complete GA is June 3, 2013 (EOS for SE/EE)
• Partners should check Sales and Service certification
requirements
• Portal Page:
https://avaya.my.salesforce.com/apex/sp_ViewDetail
Page?Id=a3j30000000LByTAAW
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
30
Resources
Sales Portal
•
•
•
•
•
Offer Definition
FAQ
Partner Presentation
Customer Presentation
Fact Sheet
https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j300000
00LByTAAW
or search for “Avaya Aura Suite Licensing” Under Business Tools
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
31
Agenda – Avaya Aura® Suite Licensing
1. Simplify the Path to Collaboration
2. Suite Licensing Details
3. Summary
4. Backup (TCO, Services, Partner Proposition)
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
32
TCO
Foundation Suite vs. CM Standard plus a la carte apps
CM Std + a la carte
applications
(3 yr. TCO)
$577
52% discount on
3 yr. TCO
(Lic+SW Services)
UA (3 yrs.): $74 6%/yr.
SA (3 yrs.) $93 7.6%/yr.
Foundation Suite
Licenses: $410*
(3 yr. TCO)
• Avaya Aura CM STD - $185 1001+
$309
Users
• Avaya Aura Presence with IM
• Avaya Aura System Manager
• Avaya Aura ESS/LSP - $25
• Avaya Aura Session Manager $21
($150 per port /7.5)
• CMM (VM) - $35
• Desktop Clients - $40 (average of all
clients options)
• Pt to Pt Video - $42
• ACE server & API Licenses - $62 (per
1000 user installation)
UA (3 yrs.): $41 6%/yr.
46% discount on
license Suite *may be greater
depending on
choice of desktop
applications
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
SA (3 yrs.) $43 6.3%/yr.
License: $225
• Avaya Aura CM STD
• Avaya Aura Presence with IM
• Avaya Aura System Manager
• Avaya Aura ESS/LSP
• Avaya Aura Session Manager
• CMM (VM)
• Flare PC or 1XC or 1XC MAC
• Pt to Pt Video
• ACA for Microsoft OCS/LYNC with /DCE
• ACE server & API Licenses
34
Foundation Suite vs. CM Standard (just IPT)
For 12% increase in TCO a low ($33) over 3
years customers receive $268 in additional
application value over CM STD today*
CM Std
Foundation Suite
(3 yr. TCO)
(3 yr. TCO)
$276
$309
UA (3 yrs.): $41 6%/yr.
UA (3 yrs.): $38 6%/yr.
SA (3 yrs.) $43 6.3%/yr.
SA (3 yrs.) $28 4.4%/yr.
Licenses: $210*
• Avaya Aura CM STD - $205 (GPL)
$185 (US) 1001+ Users /$210 1001000/$240 1-100
• Avaya Aura Presence with IM
• Avaya Aura System Manager
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
License: $225
• Avaya Aura CM STD
• Avaya Aura Presence with IM
• Avaya Aura System Manager
• Avaya Aura ESS/LSP
• Avaya Aura Session Manager
• CMM (VM)
• Flare PC or 1XC or 1XC MAC
• Pt to Pt Video
• ACA for Microsoft OCS/LYNC with /DCE
• ACE server & API Licenses
35
Mobility Suite vs. CM Standard plus a la carte apps
CM Std + a la carte
applications
(3 yr. TCO)
$948
51% discount on
3 yr. TCO
(Lic+SW Services)
UA (3 yrs.): $120 6%/yr.
SA (3 yrs.) $163 8.1%/yr.
Mobility Suite
(3 yr. TCO)
Licenses: $665*
$462
• Avaya Aura CM STD - $185 1001+
Users
• Avaya Aura Presence with IM
• Avaya Aura System Manager
• Avaya Aura ESS/LSP - $25
• Avaya Aura Session Manager $21
($150 per port /7.5)
• CMM (VM) - $35
• Desktop Clients - $40 (average of all
clients options)
• Pt to Pt Video - $42
• ACE server & API Licenses - $62 (per
1000 user installation)
• Flare for iPad - $100
• Ext to Cellular w/1X Mobile or
1XMobile IOS - $60
• Avaya Aura Messaging (UM) - $65
• Avaya Session Border Controller +
Remote Worker $30 ($90 per port /3)
UA (3 yrs.): $58 6%/yr.
51% discount on
license Suite *may be greater
depending on
choice of desktop
applications
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
SA (3 yrs.) $79 8.1%/yr.
•
•
•
•
•
•
•
•
•
•
•
•
•
•
License: $325
Avaya Aura CM STD
Avaya Aura Presence with IM
Avaya Aura System Manager
Avaya Aura ESS/LSP
Avaya Aura Session Manager
CMM (VM)
Flare PC or 1XC or 1XC MAC
Pt to Pt Video
ACA for Microsoft OCS/LYNC with /DCE
ACE server & API Licenses
Flare for iPad
Ext to Cellular w/1X Mobile or 1XMobile IOS
Avaya Aura Messaging (UM)
Avaya Session Border Controller + Remote Worker $
36
Collaboration Suite vs. CM Standard plus a la carte apps
CM Std + a la carte
applications
(3 yr. TCO)
$1592
53% discount on
3 yr. TCO
(Lic+SW Services)
UA (3 yrs.): $213 6%/yr.
SA (3 yrs.) $275 8.3%/yr.
Collaboration Suite
(3 yr. TCO)
Licenses: $1104*
$748
• Avaya Aura CM STD - $185 1001+
Users
• Avaya Aura Presence with IM
• Avaya Aura System Manager
• Avaya Aura ESS/LSP - $25
• Avaya Aura Session Manager $21 ($150
per port /7.5)
• CMM (VM) - $35
• Desktop Clients - $40 (average of all
clients options)
• Pt to Pt Video - $42
• ACE server & API Licenses - $62 (per
1000 user installation)
• Flare for iPad - $100
• Ext to Cellular w/1X Mobile or
1XMobile IOS - $60
• Avaya Aura Messaging (UM) - $65
• Avaya Session Border Controller +
Remote Worker $30 ($90 per port /3)
• AAC7 w/Flare iPad & PC - $190
• Scopia Mobile & Desktop Clients $249* Inclusion Date TBD
UA (3 yrs.): $95 6%/yr.
53% discount on
license Suite *may be greater
depending on
choice of desktop
applications
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
SA (3 yrs.) $128 8.1%/yr.
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
License: $525
Avaya Aura CM STD
Avaya Aura Presence with IM
Avaya Aura System Manager
Avaya Aura ESS/LSP
Avaya Aura Session Manager
CMM (VM)
Flare PC or 1XC or 1XC MAC
Pt to Pt Video
ACA for Microsoft OCS/LYNC with /DCE
ACE server & API Licenses
Flare for iPad
Ext to Cellular w/1X Mobile or 1XMobile IOS
Avaya Aura Messaging (UM)
Avaya Session Border Controller + Remote Worker $
AAC7 w/Flare iPad & PC
Scopia Mobile and Desk top Clients – Inclusion Date TBD
37
Foundation Suite vs. CM Enterprise
CM Enterprise
(3 yr. TCO)
$362
15% discount on
3 yr. TCO
(Lic+SW Services)
UA (3 yrs.): $48 6%/yr.
SA (3 yrs.) $49 6.1%/yr.
Foundation Suite
(3 yr. TCO)
Licenses: $265
• Avaya Aura EE - $265 1001+ Users
• Avaya Aura Presence with IM
• Avaya Aura System Manager
• Avaya Aura ESS/LSP
• Avaya Aura Session Manager
• CMM
• One-X Communicator
• AES Unified Desktop
• Extension to Cellular
• One-X Mobile
$309
UA (3 yrs.): $41 6%/yr.
15% discount on
license Suite - may
be greater
depending on
choice of desktop
applications
SA (3 yrs.) $43 6.3%/yr.
License: $225
• Avaya Aura CM STD
• Avaya Aura Presence with IM
• Avaya Aura System Manager
• Avaya Aura ESS/LSP
• Avaya Aura Session Manager
• CMM (VM)
• Flare PC or 1XC or 1XC MAC
• Pt to Pt Video
• ACA for Microsoft OCS/LYNC with /DCE
• ACE server & API Licenses
Foundation Suite has removed Extension to Cellular and one-X Mobile (clear match to use cases) with
added value Desktop Video, Flare for PC, ACA MS Lync Plug In w/DCE and ACE Toolkit (can be
leveraged for ACE MS Lync integration for Nortel installed base)
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
38
Mobility Suite vs. CM Enterprise plus a la carte apps
CM EE + a la carte
applications
(3 yr. TCO)
$798
42% discount on
3 yr. TCO
(Lic+SW Services)
UA (3 yrs.): $102 6%/yr.
SA (3 yrs.) $132 6.1%/yr.
Mobility Suite
(3 yr. TCO)
Licenses: $564
• Avaya Aura EE - $265 1001+ Users
• Avaya Aura Presence with IM
• Avaya Aura System Manager
• Avaya Aura ESS/LSP
• Avaya Aura Session Manager
• CMM
• One-X Communicator
• AES Unified Desktop
• Extension to Cellular
• One-X Mobile
• Pt to Pt Video - $42
• ACE server & API Licenses - $62 (per
1000 user installation)
$462
UA (3 yrs.): $58 6%/yr.
42% discount on
license Suite *may be greater
depending on
choice of desktop
applications
• Flare for iPad - $100
• Avaya Aura Messaging (UM) - $65
• Avaya Session Border Controller +
Remote Worker $30 ($90 per port
/3)
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
SA (3 yrs.) $79 8.1%/yr.
•
•
•
•
•
•
•
•
•
•
•
•
•
•
License: $325
Avaya Aura CM STD
Avaya Aura Presence with IM
Avaya Aura System Manager
Avaya Aura ESS/LSP
Avaya Aura Session Manager
CMM (VM)
Flare PC or 1XC or 1XC MAC
Pt to Pt Video
ACA for Microsoft OCS/LYNC with /DCE
ACE server & API Licenses
Flare for iPad
Ext to Cellular w/1X Mobile or 1XMobile IOS
Avaya Aura Messaging (UM)
Avaya Session Border Controller + Remote Worker $
39
Collaboration Suite vs. CM Enterprise plus a la carte apps
CM EE + a la carte
applications
(3 yr. TCO)
$1428
48% discount on
3 yr. TCO
(Lic+SW Services)
UA (3 yrs.): $181 6%/yr.
SA (3 yrs.) $244 6.1%/yr.
Collaboration Suite
(3 yr. TCO)
Licenses: $1003*
• Avaya Aura EE - $265 1001+ Users
• Avaya Aura Presence with IM
• Avaya Aura System Manager
• Avaya Aura ESS/LSP
• Avaya Aura Session Manager
• CMM
• One-X Communicator
• AES Unified Desktop
• Extension to Cellular
• One-X Mobile
• Pt to Pt Video - $42
• ACE server & API Licenses - $62 (per
1000 user installation)
$748
UA (3 yrs.): $95 6%/yr.
48% discount on
license Suite *may be greater
depending on
choice of desktop
applications
• Flare for iPad - $100
• Avaya Aura Messaging (UM) - $65
• Avaya Session Border Controller +
Remote Worker $30 ($90 per port /3)
• AAC7 w/Flare iPad & PC - $190
• Scopia Mobile & Desktop Clients -
$249* Inclusion Date TBD
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
SA (3 yrs.) $128 8.1%/yr.
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
•
License: $525
Avaya Aura CM STD
Avaya Aura Presence with IM
Avaya Aura System Manager
Avaya Aura ESS/LSP
Avaya Aura Session Manager
CMM (VM)
Flare PC or 1XC or 1XC MAC
Pt to Pt Video
ACA for Microsoft OCS/LYNC with /DCE
ACE server & API Licenses
Flare for iPad
Ext to Cellular w/1X Mobile or 1XMobile IOS
Avaya Aura Messaging (UM)
Avaya Session Border Controller + Remote Worker $
AAC7 w/Flare iPad & PC
Scopia Mobile and Desk top Clients – Inclusion Date TBD
40
Targets and Transition paths
Transactional/Subscription* (SSU or UA or UPP)
Install Base
Avaya Aura Standard
Edition
Target 5.2.1 or earlier
Upgrade
Aura 6.2.1
(Transaction /
Subscription)
Installed Base
Nortel CS1K
Release 7.5 or earlier
70 / 0
Foundation
125 / 75
Mobility
275 / 175
Collaboration
Install Base
Enterprise Edition
Target CM5.2 or earlier
Upgrade
Aura 6.2.1
125 / 75
Foundation
Advanced Mobility and
Collaboration
Mobility
Replace 58/user upgrade
(Transaction /
Subscription)
275 / 175
Message:
Upsell Mobility & Collaboration
Mix and Match
Benefit of Virtualization lowers hardware deployment
and support costs
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
Remove IPT only upgrade at 42/user
(120 with Uplift previously)
• Additional Benefits above CM STD upgrade
• Avaya Aura Presence with IM
• Avaya Aura ESS/LSP
• Avaya Aura Session Manager
• CMM (VM)
• Flare PC or 1XC or 1XC MAC
• Pt to Pt Video
• ACA for Microsoft OCS/LYNC with /DCE
• ACE server & API Licenses
Message:
Delivering a lot more value in an upgrade
Upsell Mobility and Collaboration
Mix and Match
Benefit of Virtualization lowers hardware deployment
and support costs
70 / 0
SIP & UC Desktop Apps for all
users
Collaboration
Customer keep all existing UCAI
entitlements Plus add new
entitlements
Additional Benefits above CMEE upgrade
• Flare PC or 1XC MAC
• Pt to Pt Video
• ACA for Microsoft OCS/LYNC with /DCE
• ACE server & API Licenses
41
Targets and Transition paths
225
Greenfield
New
325
Foundation
Mobility
525
Collaboration
Lead with Mobility
Suite and
Collaboration
Suite
Mix and Match to
user profiles
S8300 Avaya Aura 50/100/150/200 user bundles eliminated
S8300 Solution (product and maintenance) TCO Increasing between 5-15% for
just IPT only configurations
Positioning Messages for standalone S8300 Avaya Aura Bundle Prospects
• Need Basic IPT or Price Sensitive
• Position IP Office
• Optional Power User for Mobility and Collaboration
• Better Match to Customers Needs
• Less Complexity/Lower TCO
• Faster Install
• Reduced Maintenance Support Costs
• Better Margins for Partners
• Lower Complexity and Cost for Distributors
• Positioned Strongly versus ShoreTel & similar regional vendors
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
42
Positioning Foundation Suite on S8300
<200 user standalone sales
Before with Standard
Edition S8300 Bundles
Now Sell the Value of
Foundation Suite license
Alternative IP
Office Option
Fixed bundle pricing
50/100/150/200 user
Voice Mail not included
No Desktop Clients
No advanced
survivability
No SIP capabilities
Flexible Per User
Pricing
Flare for PC/one-X C
with Video
Voice Mail Included
ACA Microsoft Plug in
LSP Survivability
licensing included
Ready for SIP with SM
licenses
300,000 systems
worldwide
Robust IP and UC
capabilities
Built-in 128-port
conferencing bridge
IPO 8.x with many
new Mobility
capabilities
Also now with Scopia
interoperability
3 yr TCO example
Partner Cost /User
347/user*
3 yr TCO example
Partner Cost/User
412/user*
3 yr TCO example
Partner Cost/User
301/user*
*Average across 100 and 250 user examples with identical 9600 phone mix, and similar product capabilities. S8300 before and after examples include
Support Advantage wholesale. IP Office assumes partner provides maintenance. No installation costs were included. Discount assumptions represent
Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
43
average© 2013
into channel
Collaboration Suite – Scopia User Capabilities
* Per-user Scopia ships FQ3
Collaboration Suite
Scopia User License
Own a Scopia Virtual Meeting Room (Access Number)
Schedule meetings
Initiate Ad-hoc meetings
Full meeting access with Scopia Mobile & Desktop
Audio, Video and Collaboration
Complete meeting moderation capabilities
Easily host guest users with Scopia Desktop & Scopia Mobile
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
44
Collaboration Suite – Scopia Clients
 720p Continuous Presence
 Up to 28 participants in a single
layout
 Mac & Windows support
SCOPIA Mobile
 IOS & android support
 Built-in firewall traversal
SCOPIA Desktop
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
45
Collaboration Suite – Scopia Management
New Scopia Elite MCU model for
Avaya Aura Collaboration Suite
*Ordered Separately via ASD
1U Chassis
Runs up to 800 Scopia Users1
Unlimited scalability – Just add more servers
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
46
Collaboration Suite – Scopia Software
 Installed on a dedicated
server (Win 2008)
 Installed on a dedicated
server (Win 2008)
 Upto 40,000 Scopia Users
 Upto 250 concurrent
Desktop/Mobile calls per
server
 Manages up to 25 MCUs
 Licensing via Aura WebLM
Licensing server
 Built-in Firewall traversal
 Scalable using external
Load balancer
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
47
SERVICES
Avaya Client Services Continuum
COS
UC,CC,Data,Video
Operate Service
+
Managed Assist
and Operate
Customized Elements:
Service Desk
Incident Management
Add-on
Separate
Offers
Problem Management
Multi-vendor Support
Service Management
Custom SLAs
Service Monitoring
& Reporting
Client Process Integration
PCS
CSM
Configuration Management
Release Management
Onsite or Parts
Release Management
Change Management
Capacity Management
Support Advantage
Essential
Support Advantage
Preferred
Support Services
Availability Management
Help Desk
Dedicated Engineering
Local Only Support
Custom Billing/Reporting
OSS/BSS eBonding
OpEx AV Applications
& Infrastructure
Includes Onsite + Parts
Managed Services
* Available Q4 FY2012
** Available FY2013
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
49
Partner Support Scenarios – Services Impacts
Scenario 1
Customer has Enterprise Edition and wants to buy
Foundation Licenses. What is the Service Impact? What
happens to the EC 500 application?
 There is no Service Impact. Customer keeps EC500 application
 Contract remains in place.
Scenario 2
Customer has Enteprise Edition and wants to buy Mobility
Licenses. What is the Service Impact? What happens to the
EC 500 application?
 There is no service impact to the EC 500 application.
 If uplifting from EE R6 to Mobility, there will be an additive Uplift code only
(with or without subscription)
 If upgrading from EE R5 to Mobility:
– With Subscription, Order Additive (delta) code, Without Subscription:
Recast Support Agreement
Additional Scenarios for Upgrading from older releases are outlined
in the Support Advantage Sales Scenario Guide at
https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j30000000L3jAAAS&cat=Sales+Collateral
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
50
Partner Support Scenarios – Services Impacts
Scenario 3
Customer has Foundation and wants to buy Aura
Messaging a la carte. What is the Service Impact?
Partner does not have to match service delivery or
coverage.
Scenario 4
Customer has Foundation and a la carte Aura
Messaging and wants to uplift Foundation licenses
to Mobility. What is the Service Impact?
Partner must sell same delivery coverage as the a la carte
sold for Aura Messaging licenses. This is because Aura
Messaging is in the Mobility bundle.
Additional Scenarios for Upgrading from older releases are outlined
in the Support Advantage Sales Scenario Guide at
https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j30000000L3jAAAS&cat=Sales+Collateral
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
51
Additional Resources
Support Advantage
Managed Services
 Support Advantage Sales
Scenario Guide
 Operations Services – portal
 Support Advantage Sales
Playbook
 Josh Strub
Managed Services PLM,
908-475-3446
at [email protected]
 Support Advantage – portal page
 Teresa Mitrou
Support Services Offer
Management,
908-696-5166
at [email protected]
 Avaya.com – external facing
Avaya Aura Suite Licensing
 One stop shop portal
 Offer Definition
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
52
PARTNERS
Avaya Aura® Suite Licensing
Partner Authorizations Summary
Bundle
Foundation
Suite
Mobility Suite
Collaboration
Suite
Sales Authorization
UC Sales
Authorization
UC and Radvision
Scopia
Sales Authorizations
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
Implement
Authorization
Co-Delivery
Maintenance
Authorization
Product-level
Authorization
required on each
product to be
implemented OR
Avaya or Authorized
Third-Party can
implement any or all
products
Product-level
Authorization
required on all
products in bundle
54
Avaya Aura® Suite Licensing
Partner Sales Authorizations Detail
Sales
Bundle
Sales Authorization Requirements
UC Sales Authorization required:
Foundation Suite
Min. 2 APSS UC Credentials
Min. 1 APDS UC Credential
UC Sales Authorization required:
Mobility Suite
Collaboration Suite
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
Min. 2 APSS UC Credentials
Min. 1 APDS UC Credential
UC and Radvision Scopia Authorizations required
for complete solution:
Collaboration Suite Licenses require:
Min. 2 APSS UC Credentials
Min. 1 APDS UC Credential
+
Radvision Hardware (to activate Scopia licenses) requires:
Min. 2 APSS Radvision Scopia Credentials
Min. 1 APDS Radvision Scopia Credential
Min. 1 Radvision Scopia Demo Kit
55
Avaya Aura® Suite Licensing
Partner Implement Authorizations Detail
Implement
OR
Should a partner
choose not to become
Implement Authorized
for any product or
products in a bundle,
Avaya Professional
Services or another
authorized partner can
provide
implementation
services on those
bundle components.
Bundle
Foundation Suite
Mobility Suite
Collaboration Suite
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
Implement Authorization Options:
Partner chooses any or all of:
Communication Manager and CM Messaging
Session and System Manager
one-X Soft Clients (for one-X Communicator)
Agile Communication Environment (ACE)
Partner chooses any or all of
Foundation Suite components, plus:
one-X Soft Clients (for one-X Mobile)
Aura Messaging
Session Border Controller Enterprise
Partner chooses any or all of
Mobility Suite components, plus:
Aura Conferencing
Radvision Scopia
56
Avaya Aura® Suite Licensing
Partner Maintain Authorizations Detail
Maintenance
Bundle
Support Options:
Avaya-Delivered
Maintenance
Partner Co-Delivered
Maintenance
Co-Delivery Maintenance Authorization for:
ACSS - Avaya Aura® Communication Manager
and
CM Messaging - Embedded
 Partners wishing to
offer co-delivery
maintenance
contracts for a
licensing bundle
must hold a
Co-Delivery
Maintenance
Authorizations for
all products
included in that
bundle.
Foundation Suite
Support Advantage
Foundation or Preferred
(Retail / Wholesale)
Mobility Suite
Upgrade Advantage
Foundation or Preferred
(Retail / Wholesale)
ACSS - Avaya Aura® Session Manager and
System Manager
No Change from Current CMEE Authorization
Above plus:
ACSS - Avaya one-X® UC
Soft Clients
ACSS - Avaya Aura® Messaging
ACSS - Avaya Session Border Controller
Enterprise
Above plus:
Collaboration Suite
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
ACSS - Avaya Aura®
Conferencing (R7.x)
ACSS - Radvision Scopia® Solution
57
Partner Certification Requirements
Implementation Certifications
Foundation
Suite
Maintenance Certifications
ACIS - Avaya Aura®
Communication Manager and CM
Messaging - Embedded (R6.X)
ACSS - Avaya Aura®
Communication Manager and
CM Messaging - Embedded
ACSS - Avaya Aura® Session
Manager and System Manager
ACSS - Avaya Aura® Session
Manager and System Manager
ACSS - Avaya one-X® UC Soft
Clients (for one-X Communicator)
ACIS - Avaya Agile
Communication Environment
Mobility
Suite
Collaboration
Suite
 Partners wishing to offer
co-delivery maintenance
contracts for a licensing
bundle must hold a
Co-Delivery Maintenance
Authorizations for all
products included in that
bundle.
 Partners must hold an
Above, plus:
Above, plus:
ACSS - Avaya Aura® Messaging
ACSS - Avaya one-X® UC
Soft Clients
ACSS - Avaya one-X® UC Soft
Clients (for one-X Mobile)
ACSS - Avaya Aura® Messaging
ACSS- Avaya Session Border
Controller Enterprise
ACSS - Avaya Session Border
Controller Enterprise
Above, plus:
Above, plus:
ACSS - Avaya Aura®
Conferencing (R7.x)
ACSS - Avaya Aura®
Conferencing (R7.x)
ACSS - Radvision Scopia®
ACSS - Radvision Scopia®
Solution
Solution
© 2013 Avaya. All rights reserved.
NDA Confidential, Use pursuant to your agreement.
Implement Authorization
or subcontract installation
to Avaya Professional
Services or another
authorized partner for all
products installed from
that bundle.
For pricing and
availability of training,
go to Avaya Learning at
www.avaya-learning.com
58
Partner Business Models: Foundation Suite
Partner Business Models
Sales Only
(Avaya installs &
maintains)
Sales and
Installation
(Avaya maintains)
Sales, Installation,
and Maintenance
Revenue Opportunities
Partner Training Hrs
$ Cost to Partner
• Product margins
• APS margins
• SA commissions (Retail) or
margins (Wholesale)
56.5 hrs (all on-demand)
$0
• Product margins
• Installation & Systems
Integration revenue
• SA commissions (Retail) or
margins (Wholesale)
Up to* 198 (77 on demand)
• Product margins
• Installation & Systems
Integration revenue
• Co-Delivery margins
548 (100 on-demand)
UC Sales & Design
Up to $14,100**
UC Sales & Design and
installation for all products
$31,500**
UC Sales & Design and
maintenance for all products
* - partners may selectively acquire Implement Authorizations and rely on Avaya or authorized third parties to
implement products for which they are not authorized
** - US list price, for exact pricing & discounts, see www.avaya-learning.com
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
59
Partner Business Models: Mobility Suite
Partner Business Models
Sales Only
(Avaya installs &
maintains)
Sales and
Installation
(Avaya maintains)
Sales, Installation,
and Maintenance
Revenue Opportunities
Partner Training Hrs
$ Cost to Partner
• Product margins
• APS margins
• SA commissions (Retail) or
margins (Wholesale)
56.5 hrs (all on-demand)
$0
• Product margins
• Installation & Systems
Integration revenue
• SA commissions (Retail) or
margins (Wholesale)
Up to* 360 (83 on-demand)
• Product margins
• Installation & Systems
Integration revenue
• Co-Delivery margins
792 (112 on-demand)
UC Sales & Design
Up to $32,300**
UC Sales & Design and
installation for all products
$47,000**
UC Sales & Design and
maintenance for all products
* - partners may selectively acquire Implement Authorizations and rely on Avaya or authorized third parties to
implement products for which they are not authorized
** - US list price, for exact pricing & discounts, see www.avaya-learning.com
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
60
Partner Business Models: Collaboration Suite
Partner Business Models
Sales Only
(Avaya installs &
maintains)
Sales and
Installation
(Avaya maintains)
Sales, Installation,
and Maintenance
Revenue Opportunities
Partner Training Hrs
$ Cost to Partner
• Product margins
• APS margins
• SA commissions (Retail) or
margins (Wholesale)
75 (all on-demand)
$0 training
+ $23,000 demo
equipment (est.)
• Product margins
• Installation & Systems
Integration revenue
• SA commissions (Retail) or
margins (Wholesale)
Up to* 458 (102 on-demand)
• Product margins
• Installation & Systems
Integration revenue
• Co-Delivery margins
970 (130 on-demand)
UC Sales & Design and
Radvision Sales & Design
UC + Radvision Sales &
Design and installation for
all products
UC + Radvision Sales &
Design and maintenance for
all products
Up to $42,700** training
+ $23,000 demo
equipment (est.)
$57,400** training
+ $23,000 demo
equipment (est.)
* - partners may selectively acquire Implement Authorizations and rely on Avaya or authorized third parties to
implement products for which they are not authorized
** - US list price, for exact pricing & discounts, see www.avaya-learning.com
© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement.
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