Simplifying the Path to Collaboration Solutions

Simplifying the Path to Collaboration Solutions

Collaboration SuiteFoundation

Suite

MobilitySuite

Avaya Aura® Suite Licensing

NDA Presentation for Distributors, Partners and SalesJune 2013

© 2013 Avaya. All rights reserved. NDA Confidential, Use pursuant to your agreement. 2

Agenda – Avaya Aura® Suite Licensing

1. Simplify the Path to Collaboration

2. Suite Licensing Details

3. Summary

4. Backup (TCO, Services, Partner Proposition)


Call To Action: Avaya Aura® Suite Licensing

https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j30000000LByTAAW or search for “Avaya Aura Suite Licensing” page

Sales PortalHave your teams review the full information (offer definition, FAQ, longer presentation, etc.) and keep coming back as new information is posted:

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

https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j30000000LByTAAW



Market TrendsPersonal Enterprise Video Meets Mobile Collaboration

48% Deployed28% Used

60% UC growth rate driven by personal/mobile video

40% employees spend >20% of time away from desk

80% Fortune 100 deploying iPhones/iPads

71% of enterprises expect to integrate desktop/mobile video with rooms

Over


User Profiles Vary as Employee Needs Differ

Power CollaboratorMobile and Virtual Worker

Name lookupClick-to dialDesktop VideoIM/PresenceVoicemailConference Calls

Remote accessEnterprise FeaturesSingle-number reachDevice ChoiceSpeech-enabledReady access to content

ConferencesShare contentMulti-taskingBYODVoice, video, webAlways on

Office Centric


MobilityMobile and Virtual Worker

is the key toproductivity

Office CentricPower Collaborator

Requires solidcommunications

Achieves successthrough

Foundation Collaboration

Mobility Suite

Collaboration Suite

A Software Suite for all your User Profiles

Foundation Suite





3. ASD & PLDS Updates

4. Summary



Avaya Aura® Suite Licensing – Business Value

Mix and Match

Licensing

End-to-End Solution

LowerTCO

Complete Services

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 well-informed decisions rapidly - anywhere, anytime

Create a complete collaborative experience through new application features

Avoid paying for features a user may not require by fine tuning feature selection through mix and match licensing

Support Advantage and Managed Services are available to match customer’s needs; new bundled pricing provides savings



Collaboration Suite

Foundation Suite

MobilitySuite

Deskphone licenseVoiceVideoIMPresenceUC clients for Windows & MacVoice Mail

Avaya Aura Foundation Suite +

Avaya Aura Mobility Suite +Content sharingAudio conferencingVideo conferencingWeb conferencingBrowser access with firewall traversal to voice, video, content sharingDesktop/mobile videoRecording

Fixed-mobile convergenceMobile device supportSpeech based personal assistantUnified MessagingSecure Remote Access

Microsoft Lync & Office integrationSession ManagementAPIsSystem ManagementSurvivability

Mix & Match per user across the enterprise


Avaya Aura® Suite LicensingCost-effective upgrade and purchase path to mobility and collaboration

$225 new user$70 upgrade

$0 upgrade with UA/SSU$140 Conferencing 7 a-la-carte

MCU /port Scopia a-la-carte

$325 new user ($100 from Foundation)

$125 upgrade$75 upgrade with UA/SSU

$140 Conferencing 7 a-la-carte

MCU /port Scopia a-la-carte

$525 new user ($200 from Mobility)

$275 upgrade$175 upgrade with UA/SSU

~$5500 connect Scopia room system to MCU

• 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

Foundation Suite

Mobility Suite

Avaya AuraCM, SM, SMGR

Avaya AuraPresence, IM

Flare for PCVoice, p2p Video

one-XCommunicator

Voice, p2p Video

CMMessagingACA MS Lync

plug-in w/video

ACEACE 6.2

Collaboration Suite

Scopia /userDesktop & Mobile(Room systems extra)

Conferencing 7Full Voice/Web/Video

Distributed media architecture

Optional al-la-carte Conferencing 7 or Scopia (/port)

Optional al-la-carte Conferencing 7 or Scopia (/port)

one-X Mobile

SIP/iOS/CES

Flare for iPad

Voice, p2p video

AvayaSBCE

Avaya AuraMessagingEC500



Flare for PCVoice, p2p Video

one-XCommunicator

Voice, p2p Video


plug-in w/video

ACEACE 6.2



Flare for PC Voice+Web+Video

one-XCommunicator

Voice, p2p Video


plug-in w/video

ACEACE 6.2

one-X Mobile

SIP/iOS/CES

Flare for iPad

Voice+Web+Video

AvayaSBCE

Avaya AuraMessagingEC500


License Standard Edition

Enterprise Edition

Foundation Suite (New)

Mobility Suite (New)

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 NA NA

Flare iPad

Avaya Aura Messaging

SBCE & Remote Access

Avaya Aura Conferencing

Scopia Desktop & Mobile NA NA NA NA


Analog License Available for $40/user

Includedala carteIncluded if CMEE entitlement


Foundation Suite Value for CMEE Upgrade

Foundation Suite Option # 1 2 3 4 5 6 7 8 9 10 11 12CMEE Upgrade 58 58 58 58 58 58 58 58 58 58 58 58 58PT to PT Video 42 42 42 42 42 42 42ACE ToolKit 62 62 62 62 62 62ACA for Microsoft 40 40 40 40 40 40one -X Communicator for MAC 72 72 72 72 72

Total 274 58 98 100 120 130 140 160 162 170 172 202 234

Important Points1. 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 PLDS4. 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 70Foundation Suite SSU/UA Upgrade 0


Mobility Suite Value for CMEE Upgrade OptionFoundation Suite Application Value (Option 1-12) + Mobility Suite Application Value (Option 13-20)

Mobility Cost Transactioanl Upgrade 125Mobility Cost SSU/UA Upgrade 75

Foundation Suite Option # 1 2 3 4 5 6 7 8 9 10 11 12CMEE Upgrade 58 58 58 58 58 58 58 58 58 58 58 58 58PT to PT Video 42 42 42 42 42 42 42ACE ToolKit 62 62 62 62 62 62ACA for Microsoft 40 40 40 40 40 40one -X Communicator for MAC 72 72 72 72 72

Total 274 58 98 100 120 130 140 160 162 170 172 202 234

Mobility Suite Option # 13 14 15 16 17 18 19 20Flare for iPad 50 50 50 50 50 50AAM New 65 65 65 65AAM Migration/Upgrade 19 19 19 19SBC-AE 3:1 Users:Ports 30 30 30

30Total 164 19 49 50 65 69 50 115 145


Upgrade, Merge and Parking Policy

Current License Release Suite License Cost

CMEE (must have maintenance coverage)

Release 6 Foundation Suite $0

CM STD with SSU/UA Release 6 Foundation Suite $0

CM STD Release 6 Foundation Suite $70

1. Can’t mix Suite Licensing and CM STD/CMEE on the same System 2. Can move licenses between CM STD R6 to CM STD R6 System 3. Can move licenses between CMEE R6 to CMEE R6 Systems 4. 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

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


Licenses: $210*

SA (3 yrs.) $28 4.4%/yr.

UA (3 yrs.): $38 6%/yr.

• 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

License: $225

CM Std

$276(3 yr. TCO)

For 12% increase in TCO a low ($33) over 3 years customers receive $268 in additional

application value over CM STD today*

Foundation Suite

$309(3 yr. TCO)

SA (3 yrs.) $43 6.3%/yr.

UA (3 yrs.): $41 6%/yr.

• 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 vs. CM Standard (just IPT)


Roaming users, road warriorsand telecommuters, enabled with mobile clients, secure VPN-less

access and advanced messaging

AAC7w Audio/Web/Video Flare

tablet

Avaya Aura® Suite Licensing – Services Pricing

Mobility Suite Collaboration Suite

$325 new user / $125 upgrade/ $75 w/UA

Per month

From $2.20 SA Essential Retail

From $2.82 SA Preferred Retail

From $1.63 UA, Upgrade Advantage

From $4.25 Managed Assist new user

From $4.75 Managed Operate new user

Power collaborators using premium video, plus audio/web/video

$525 new user / $275 upgrade/ $175 w/ UA

Per month






Support Advantage and Managed Services are key services offers

Full compliment of Support Advantage offers Bundle savings apply to Support & Upgrade

Advantage Managed Services offers

Foundation Suite

Avaya Aura with Survivability, Desktop Clients and Video

$225 new user / $70 upgrade/ $0 w/ UA

Per month






* per-user Scopia ships FQ3

Scopia *Desktop & Mobile


Mix and Match Customer can mix and match new license types at the same site/sold-to

Simpleand 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

Gradual Partner Training Adoption

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

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.

Flexible Support Services Optionsfor Avaya Aura® Suite Licensing

1

2

3


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

Services Guidelines for Uplifting R6 Licenses within new Avaya Aura® Suite Licensing

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

https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j30000000L3jAAAS&cat=Sales+Collateral


Services Guidelines for Upgrading R5 Analog, Standard or Enterprise Edition to Foundation, Mobility and Collaboration Suites

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

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




Standard Edition R5

Order license upgrade Recast Support

AgreementOrder $0KMAT Code


Order Additive (delta) Code

Enterprise Edition R5

Order license upgrade


Order $0KMAT Code


Order Additive (delta) Code



Collaboration Suite with Scopia Video*

Collaboration Suite

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

* per user Scopia ships FQ3


Collaboration Suite – Scopia Components

Adding HD Room ConferencingConcurrent Port Licensing

List: $5500 per license

Ordered separately – future availability

Scopia User License

Includes

Scopia Desktop/Mobile Gateway Software

(client downloads are “free”)

Scopia Management Software

Collaboration SuitePer-user license includes:

* Per-user Scopia ships FQ3

New Scopia Elite MCU model forAvaya Aura Collaboration Suite

List: $50,000*Ordered Separately via ASD

Cannot reuse existing Elite 5000 or 6000 series MCU


Collaborate NOW! Objectives & Availability

Objectives

Drive applications, enable hardware upgrades and support the rollout of Avaya Aura® Suite License Bundles:

• 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

Target Audience CM4 Installed Base and Below + Midsized Business Template (MBT)• Global opportunity of ~ 100K systems and ~ 65M users

Regional Availability Americas (US, Canada, CALA) + EMEA

Timeframe April 2013 to September 2013

Promotion Fit Complimentary to Triple 7 (CS1000 Install Base) and Avaya’s applications strategy


Collaborate NOW! Promotion Offer SummaryThree 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 YesIncremental 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 required3. 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.


ASD support for Avaya Aura Suite Licensing

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.

Key points


ASD support for Avaya Aura Suite Licensing

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.

Key points


ASD Communication Manager – New System

Select Enterprise

Core

Enter Qty for Mobility &

Collaboration licenses

ASD calculates the required number of

Foundation (Enterprise Core) licenses


Communication Manager Upgrades & Additions

Select Enterprise Core for existing and/or merging

licenses

Enter quantities of existing and/or

merging licenses for Mobility & Collaboration


Communication Manager Upgrades & AdditionsTarget 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:





3. 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:


Summary




Resources

https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j30000000LByTAAW or search for “Avaya Aura Suite Licensing” Under Business Tools

Sales Portal

• Offer Definition• FAQ• Partner Presentation• Customer Presentation• Fact Sheet







3. Summary



Licenses: $410*

SA (3 yrs.) $93 7.6%/yr.

UA (3 yrs.): $74 6%/yr.

• 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)

License: $22546% discount on

license Suite - *may be greater

depending on choice of desktop

applications

CM Std + a la carte applications

$577(3 yr. TCO)

52% discount on 3 yr. TCO (Lic+SW

Services)

Foundation Suite

$309(3 yr. TCO)

SA (3 yrs.) $43 6.3%/yr.

UA (3 yrs.): $41 6%/yr.


Foundation Suite vs. CM Standard plus a la carte apps


Licenses: $210*

SA (3 yrs.) $28 4.4%/yr.

UA (3 yrs.): $38 6%/yr.

• Avaya Aura CM STD - $205 (GPL) $185 (US) 1001+ Users /$210 100-1000/$240 1-100

• Avaya Aura Presence with IM• Avaya Aura System Manager

License: $225

CM Std

$276(3 yr. TCO)

For 12% increase in TCO a low ($33) over 3 years customers receive $268 in additional

application value over CM STD today*

Foundation Suite

$309(3 yr. TCO)

SA (3 yrs.) $43 6.3%/yr.

UA (3 yrs.): $41 6%/yr.


Foundation Suite vs. CM Standard (just IPT)


Licenses: $665*

SA (3 yrs.) $163 8.1%/yr.

UA (3 yrs.): $120 6%/yr.

• 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


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)




applications


$948(3 yr. TCO)


Services)

Mobility Suite

$462(3 yr. TCO)

SA (3 yrs.) $79 8.1%/yr.

UA (3 yrs.): $58 6%/yr.

• 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 $

Mobility Suite vs. CM Standard plus a la carte apps


Licenses: $1104*

SA (3 yrs.) $275 8.3%/yr.

UA (3 yrs.): $213 6%/yr.

• 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


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




applications


$1592(3 yr. TCO)


Services)

Collaboration Suite

$748(3 yr. TCO)

SA (3 yrs.) $128 8.1%/yr.

UA (3 yrs.): $95 6%/yr.

• 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

Collaboration Suite vs. CM Standard plus a la carte apps


Licenses: $265

SA (3 yrs.) $49 6.1%/yr.

UA (3 yrs.): $48 6%/yr.

• 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


license Suite - may be greater


applications

CM Enterprise

$362(3 yr. TCO)


Services)

Foundation Suite

$309(3 yr. TCO)

SA (3 yrs.) $43 6.3%/yr.

UA (3 yrs.): $41 6%/yr.


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)

Foundation Suite vs. CM Enterprise





applications

CM EE + a la carte applications

$798(3 yr. TCO)


Services)

Mobility Suite

$462(3 yr. TCO)

SA (3 yrs.) $79 8.1%/yr.

UA (3 yrs.): $58 6%/yr.

• 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 $

Licenses: $564

SA (3 yrs.) $132 6.1%/yr.

UA (3 yrs.): $102 6%/yr.

• 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) • Flare for iPad - $100• Avaya Aura Messaging (UM) - $65 • Avaya Session Border Controller +

Remote Worker $30 ($90 per port /3)

Mobility Suite vs. CM Enterprise plus a la carte apps





applications

CM EE + a la carte applications

$1428(3 yr. TCO)


Services)

Collaboration Suite

$748(3 yr. TCO)

SA (3 yrs.) $128 8.1%/yr.

UA (3 yrs.): $95 6%/yr.

• 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

Licenses: $1003*

SA (3 yrs.) $244 6.1%/yr.

UA (3 yrs.): $181 6%/yr.

• 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) • 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

Collaboration Suite vs. CM Enterprise plus a la carte apps


UpgradeAura 6.2.1

Install Base Avaya Aura Standard

Edition Target 5.2.1 or earlier

Targets and Transition paths

Mobility

Collaboration

70 / 0

125 / 75

275 / 175

Foundation

Install Base Enterprise Edition

Target CM5.2 or earlier

SIP & UC Desktop Apps for all users

Remove IPT only upgrade at 42/user (120 with Uplift previously)

UpgradeAura 6.2.1

Advanced Mobility and Collaboration

Replace 58/user upgradeCustomer keep all existing UCAI

entitlements Plus add new entitlements

Mobility

Collaboration

(Transaction / Subscription)

125 / 75

275 / 175

(Transaction / Subscription)

Foundation 70 / 0

Transactional/Subscription* (SSU or UA or UPP)

• 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

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

Message: Upsell Mobility & Collaboration

Mix and Match Benefit of Virtualization lowers hardware

deployment and support costs

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

Installed Base Nortel CS1K

Release 7.5 or earlier


Greenfield

Targets and Transition paths

New

225

325

525

Lead with Mobility Suite and

Collaboration Suite

Mix and Match to user profiles

Mobility

Collaboration

Foundation

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


Positioning Foundation Suite on S8300 <200 user standalone sales

Before with Standard Edition S8300 Bundles

Fixed bundle pricing 50/100/150/200 user

Voice Mail not included No Desktop Clients No advanced

survivability No SIP capabilities

Now Sell the Value of Foundation Suite license

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

Alternative IP Office Option

3 yr TCO examplePartner Cost /User

347/user*

3 yr TCO examplePartner Cost/User

412/user*

3 yr TCO examplePartner 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 average into channel


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

Collaboration Suite – Scopia User Capabilities

Collaboration Suite

* Per-user Scopia ships FQ3


Collaboration Suite – Scopia Clients

720p Continuous Presence Up to 28 participants in a single

layout Mac & Windows support IOS & android support Built-in firewall traversal

SCOPIA Mobile

SCOPIA Desktop


Collaboration Suite – Scopia Management

New Scopia Elite MCU model forAvaya Aura Collaboration Suite

1U Chassis Runs up to 800 Scopia Users1 Unlimited scalability – Just add more servers

*Ordered Separately via ASD


Installed on a dedicated server (Win 2008)

Upto 40,000 Scopia Users Manages up to 25 MCUs Licensing via Aura WebLM

Licensing server

Installed on a dedicated server (Win 2008)

Upto 250 concurrent Desktop/Mobile calls per server

Built-in Firewall traversal Scalable using external

Load balancer

Collaboration Suite – Scopia Software

SERVICES


Avaya Client Services Continuum

Support Advantage Essential

Support Services Managed Services

Support Advantage Preferred

Onsite or Parts

Managed Assistand OperateService Desk

Incident ManagementProblem ManagementService ManagementService Monitoring

& ReportingConfiguration Management

Release Management Change ManagementCapacity Management

Availability ManagementHelp Desk

Includes Onsite + Parts

COSUC,CC,Data,Video

Operate Service+

Customized Elements:

Multi-vendor SupportCustom SLAs

Client Process Integration Dedicated Engineering

Local Only SupportCustom Billing/Reporting

OSS/BSS eBondingOpEx AV Applications

& Infrastructure

* Available Q4 FY2012** Available FY2013

CSM

PCS

Release ManagementAdd-on Separate

Offers

Increased Value Based on Customer Needs


Partner Support Scenarios – Services ImpactsCustomer 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.

Additional Scenarios for Upgrading from older releases are outlinedin the Support Advantage Sales Scenario Guide at


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

Scenario 1

Scenario 2



Partner Support Scenarios – Services ImpactsCustomer 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.

Additional Scenarios for Upgrading from older releases are outlinedin the Support Advantage Sales Scenario Guide at


Scenario 3

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 Resources

Support Advantage Sales Scenario Guide

Support Advantage Sales Playbook

Support Advantage – portal page Teresa Mitrou

Support Services Offer Management,908-696-5166 at [email protected]

Operations Services – portal Avaya.com – external facing Josh Strub

Managed Services PLM,908-475-3446at [email protected]

Support Advantage Managed Services

Avaya Aura Suite Licensing

One stop shop portal Offer Definition



https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j30000000L3jAAAS

mailto:[email protected]

https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j30000000L3apAAC

http://www.avaya.com/usa/services/category--operations-services

mailto:[email protected]


https://avaya.my.salesforce.com/sfc/servlet.shepherd/document/download/069a0000002jOLEAA2

PARTNERS


Avaya Aura® Suite LicensingPartner Authorizations Summary

Bundle Sales Authorization Implement Authorization

Co-Delivery Maintenance Authorization

Foundation Suite UC Sales

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

Mobility Suite

Collaboration Suite

UC and Radvision Scopia

Sales Authorizations


Avaya Aura® Suite LicensingPartner Sales Authorizations Detail

Bundle Sales Authorization Requirements

Foundation Suite

UC Sales Authorization required:

Min. 2 APSS UC CredentialsMin. 1 APDS UC Credential

Mobility Suite

UC Sales Authorization required:

Min. 2 APSS UC CredentialsMin. 1 APDS UC Credential

Collaboration Suite

UC and Radvision Scopia Authorizations required for complete solution:

Collaboration Suite Licenses require:Min. 2 APSS UC CredentialsMin. 1 APDS UC Credential

+Radvision Hardware (to activate Scopia licenses) requires:

Min. 2 APSS Radvision Scopia CredentialsMin. 1 APDS Radvision Scopia Credential

Min. 1 Radvision Scopia Demo Kit

Sales

APSSAPSS

APDS


Avaya Aura® Suite LicensingPartner Implement Authorizations Detail

Bundle Implement Authorization Options:

Foundation Suite

Partner chooses any or all of:Communication Manager and CM Messaging

Session and System Managerone-X Soft Clients (for one-X Communicator)

Agile Communication Environment (ACE)

Mobility Suite

Partner chooses any or all ofFoundation Suite components, plus:one-X Soft Clients (for one-X Mobile)

Aura MessagingSession Border Controller Enterprise

Collaboration SuitePartner chooses any or all of

Mobility Suite components, plus:Aura ConferencingRadvision Scopia

Implement

ACISACSS

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.

OR


Avaya Aura® Suite LicensingPartner Maintain Authorizations Detail

Bundle Support Options:

Avaya-Delivered Maintenance

Partner Co-DeliveredMaintenance

Foundation Suite

Support AdvantageFoundation or Preferred

(Retail / Wholesale)

Upgrade AdvantageFoundation or Preferred

(Retail / Wholesale)

Co-Delivery Maintenance Authorization for:ACSS - Avaya Aura® Communication Manager andCM Messaging - Embedded

ACSS - Avaya Aura® Session Manager and System ManagerNo Change from Current CMEE Authorization

Mobility Suite

Above plus:

ACSS - Avaya one-X® UCSoft ClientsACSS - Avaya Aura® MessagingACSS - Avaya Session Border Controller Enterprise

Collaboration SuiteAbove plus:

ACSS - Avaya Aura®

Conferencing (R7.x)ACSS - Radvision Scopia® Solution

Maintenance

ACSSACSS

Partners wishing to offer co-delivery maintenance contracts for a licensing bundle must hold aCo-Delivery Maintenance Authorizations for all products included in that bundle.


Partner Certification Requirements Implementation Certifications Maintenance Certifications

Foundation Suite

ACIS - Avaya Aura® Communication Manager and CM Messaging - Embedded (R6.X)

ACSS - Avaya Aura® Session Manager and System Manager

ACSS - Avaya one-X® UC Soft Clients (for one-X Communicator)

ACIS - Avaya Agile Communication Environment

ACSS - Avaya Aura® Communication Manager andCM Messaging - Embedded

ACSS - Avaya Aura® Session Manager and System Manager

Mobility Suite

Above, plus:

ACSS - Avaya Aura® Messaging

ACSS - Avaya one-X® UC Soft Clients (for one-X Mobile)

ACSS- Avaya Session Border Controller Enterprise

Above, plus:

ACSS - Avaya one-X® UCSoft Clients

ACSS - Avaya Aura® Messaging

ACSS - Avaya Session Border Controller Enterprise

CollaborationSuite

Above, plus:

ACSS - Avaya Aura® Conferencing (R7.x)

ACSS - Radvision Scopia® Solution

Above, plus:

ACSS - Avaya Aura®

Conferencing (R7.x)

ACSS - Radvision Scopia® Solution

Partners wishing to offer co-delivery maintenance contracts for a licensing bundle must hold aCo-Delivery Maintenance Authorizations for all products included in that bundle.

Partners must hold an Implement Authorization or subcontract installation to Avaya Professional Services or another authorized partner for all products installed from that bundle.

For pricing andavailability of training,

go to Avaya Learning at www.avaya-learning.com

http://www.avaya-learning.com/


Partner Business Models: Foundation Suite

Partner Business ModelsRevenue Opportunities Partner Training Hrs $ Cost to Partner

Sales Only(Avaya installs & maintains)

• Product margins• APS margins• SA commissions (Retail) or

margins (Wholesale)

56.5 hrs (all on-demand)

UC Sales & Design

$0

Sales and Installation(Avaya maintains)

• Product margins• Installation & Systems

Integration revenue• SA commissions (Retail) or

margins (Wholesale)

Up to* 198 (77 on demand)

UC Sales & Design and installation for all products

Up to $14,100**

Sales, Installation, and Maintenance


Integration revenue• Co-Delivery margins

548 (100 on-demand)

UC Sales & Design and maintenance for all products

$31,500**

* - 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


Partner Business Models: Mobility Suite




margins (Wholesale)

56.5 hrs (all on-demand)

UC Sales & Design

$0




margins (Wholesale)

Up to* 360 (83 on-demand)

UC Sales & Design and installation for all products

Up to $32,300**




792 (112 on-demand)

UC Sales & Design and maintenance for all products

$47,000**




Partner Business Models: Collaboration Suite




margins (Wholesale)

75 (all on-demand)

UC Sales & Design andRadvision Sales & Design

$0 training+ $23,000 demo equipment (est.)




margins (Wholesale)

Up to* 458 (102 on-demand)

UC + Radvision Sales & Design and installation for all products

Up to $42,700** training + $23,000 demo equipment (est.)




970 (130 on-demand)

UC + Radvision Sales & Design and maintenance for all products

$57,400** training+ $23,000 demo equipment (est.)



Simplifying the Path to Collaboration Solutions

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