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Go BIG In the MID Market

Go BIG In the MID Market. Mark Monday, Vice President, Enterprise Collaboration Solutions. Let’s Talk Mid Market. Greater Profitability !. A Differentiated Solution. A $1.74B * Opportunity. The Time Is Now. 12 Years Post “Y2K” Upgrades.

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Go BIG In the MID Market

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  1. Go BIGIn the MID Market Mark Monday, Vice President, Enterprise Collaboration Solutions

  2. Let’sTalkMidMarket Greater Profitability! A Differentiated Solution A $1.74B* Opportunity

  3. The Time Is Now. 12 Years Post “Y2K” Upgrades The changing nature of SMB communications places a premium on flexibility of different resources. IDC 2012 80% Of Midsize business Allow personal smartphones to be used for business BYOD will continue to expand. 7.7% CAGR 2012 – 2016 WW Mid Mkt

  4. Flexible Workforce Is A Silver Bullet “Avaya has laid the groundwork for the company to use mobility as its leverage point.”* * Zeus Kerravala, No Jitter, January 24, 2012

  5. Simple Scalability Means Profitability $2.6B <250 • Serves 5 to 384 • Small, Medium and branch offices $1.7B 100-999 • Linux based • Up to 1,000 users on a single site (or across multiple sites)

  6. Simple Scalability Means Profitability • To Learn • To Sell • To Order • To Install • To Support 1 Just Compare Solution

  7. Simple Scalability Means Profitability • More “boxes” to configure • More to install, train • 5X the rack space for customers • Multiple platforms • Different software codes • Expensive migration path for customers

  8. Simple Scalability Means Profitability • Multiple platforms • Different software codes • Expensive migration path for customers

  9. Simple Scalability Means Profitability “SMBs have unique UC purchasing criteria … Affordable, straightforward UC prices and offerings.” * -- Gartner (10/25/2012) Avaya Enables Your Business To: Deliver 25% lower TCO Cultivate Highly Satisfied Customers Enjoy Ongoing and Referral Business

  10. Midsize Firms Demand “Future Ready” Solutions Avaya Has Made This Easy for You • Bridge Old Technology with New Innovation • Deliver Affordable, remote support services • Provide software upgrades for future innovation

  11. Example: Mid Market Proposition • Brazilian Bank • 37 Branch sites • Win: vs Cisco and Siemens • Displaced Siemens Highpath • US based Assisted Living • 800 users • Win: Greenfield site

  12. Already Has Midsize Firms Jumping Serious call center issues with 12-month-old ShoreTel system “This is an outstanding example of how well IP Office (Server Edition) serves the midmarket: simplified, centralized, scalable. We solved a critical call center issue and at the same time delivered a comprehensive, all-IP solution that simplified how they manage their communications.” -- David Dart, Vive Communications , Avaya authorized partner

  13. More From Gartner … Providers should also outline metricsto assist end users in quantifying the overall business savings associated with relevant reduced IT staff support or total cost of ownership (TCO) as part of the pricing evaluation. * Gartner, Competitive Landscape: SMB Unified Communications, North America, 2012, October 25, 2012

  14. Easy to Calculate TCO • Customer’s math • Dispels Competitor ‘malarkey’ • Enables your teams to deliver compelling selling

  15. Another Avaya Advantage Midsize Edition Designed for: Small to Mid Markets Designed for: Mid to Large Markets

  16. Another Avaya Advantage Midsize Edition Favors: Customization Contact center, FMC, business applications Favors: Simplicity Selling, installing, supporting

  17. Another Avaya Advantage Midsize Edition Due Summer 2013: Avaya IP Office = Avaya Aura® Branch

  18. The Avaya Aura® Advantage • Server consolidation • Full features on vmware® • Three flexible deployment options • Software-only (VMware vAppliance) • Server plus Avaya Aura® application supported by System Platform • Turnkey UC Collaboration Pod • Enables hosted UC services NDA – Preview Only

  19. What It Means To You EZ Simpler Fewer Piece Parts Easier installation Reduced truck rolls Faster Accelerated sales cycle Quicker to implement Remote deployments Better For base migration For a ‘total solution’ One platform: SME, Branch

  20. What It Means To You Bigger Constructs With increased scale and surround products Profitability Increased Margins Software, your surround services Greater Operational Efficiency One solution for small, mid and branch

  21. What It Means To You Bigger Constructs With increased scale and surround products Profitability

  22. What It Means To You Profitability Increased Margins Software, your surround services

  23. What It Means To You Profitability Greater Operational Efficiency One solution for small, mid and branch

  24. Go BIG in MID Get Selling Get Certified Get Trained

  25. Go BIG in MID Get Selling Get Certified Recruit junior staff for mid-market while senior staff focus on Avaya Aura

  26. Go BIG in MID Get Selling Send them to school Only 1/2 day for sales 9 ½ days technical Get Trained

  27. Go BIG in MID Grab toolkits and sell! You can break even with one sale Get Certified Get Trained

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