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Simplifying the Path to Collaboration Solutions

Collaboration Suite. Mobility Suite. Foundation Suite. Simplifying the Path to Collaboration Solutions. Avaya Aura ® Suite Licensing. NDA Presentation for Distributors, Partners and Sales June 2013. Agenda – Avaya Aura ® Suite Licensing. Call To Action: Avaya Aura ® Suite Licensing.

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Simplifying the Path to Collaboration Solutions

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  1. Collaboration Suite Mobility Suite Foundation Suite Simplifying the Path to Collaboration Solutions Avaya Aura®Suite Licensing NDA Presentation for Distributors, Partners and Sales June 2013

  2. Agenda – Avaya Aura® Suite Licensing

  3. 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

  4. Market Trends Personal Enterprise Video Meets Mobile Collaboration 60% UC growth rate driven by personal/mobile video 40% employees spend >20% of time away from desk 80% Fortune 100 deploying iPhones/iPads 48% Deployed 28% Used Over of enterprises expect to integrate desktop/mobile video with rooms 71%

  5. User Profiles Vary as Employee Needs Differ Office Centric Power Collaborator Mobile and Virtual Worker • Conferences • Share content • Multi-tasking • BYOD • Voice, video, web • Always on • Remote access • Enterprise Features • Single-number reach • Device Choice • Speech-enabled • Ready access to content • Name lookup • Click-to dial • Desktop Video • IM/Presence • Voicemail • Conference Calls

  6. A Software Suite for all your User Profiles Power Collaborator Office Centric Achieves successthrough Requires solidcommunications Mobile and Virtual Worker Collaboration Foundation Mobility is the key toproductivity Collaboration Suite Foundation Suite Mobility Suite

  7. Agenda – Avaya Aura® Suite Licensing

  8. Avaya Aura® Suite Licensing – Business Value Mix and Match Licensing End-to-End Solution LowerTCO Complete Services

  9. Avaya Aura® Suite Licensing • Deskphone license • Voice • Video • IM • Presence • UC clients for Windows & Mac • Voice Mail • Microsoft Lync & Office integration • Session Management • APIs • System Management • Survivability Foundation Suite Mobility Suite • Avaya Aura Foundation Suite + • Fixed-mobile convergence • Mobile device support • Speech based personal assistant • Unified Messaging • Secure Remote Access Collaboration Suite • 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 Mix & Match per useracross the enterprise

  10. Avaya Aura® Suite LicensingCost-effective upgrade and purchase path to mobility and collaboration Collaboration Suite • 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 Optional al-la-carte Conferencing 7 or Scopia (/port) Optional al-la-carte Conferencing 7 or Scopia (/port) Conferencing 7 Full Voice/Web/Video Distributed media architecture Scopia /user Desktop & Mobile (Room systems extra) Mobility Suite Flare for iPad Voice+Web+Video Flare for iPad Voice, p2p video Avaya SBCE Avaya SBCE one-X Mobile SIP/iOS/CES one-X Mobile SIP/iOS/CES Avaya Aura Messaging Avaya Aura Messaging Foundation Suite EC500 EC500 Avaya Aura CM, SM, SMGR Avaya Aura CM, SM, SMGR Avaya Aura CM, SM, SMGR Avaya Aura Presence, IM Avaya Aura Presence, IM Avaya Aura Presence, IM one-X Communicator Voice, p2p Video one-X Communicator Voice, p2p Video one-X Communicator Voice, p2p Video ACE ACE ACE Flare for PC Voice+Web+Video Flare for PCVoice, p2p Video Flare for PCVoice, p2p Video ACE 6.2 ACE 6.2 ACE 6.2 CM Messaging CM Messaging CM Messaging ACA MS Lync plug-in w/video ACA MS Lync plug-in w/video ACA MS Lync plug-in w/video

  11. Avaya Aura® Suite Licensing Included ala carte Included if CMEE entitlement Analog License Available for $40/user

  12. Foundation Suite Value for CMEE Upgrade Important Points CMEE R 5/6 customer keep all their existing UC All Inclusive applications when upgrading to Foundation Suite. 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 Customers will keep software entitlements in PLDS Customers on SSU/UA will stay on current CMEE maintenance contracts including existing and new Foundation Suite Entitlements Customers without SSU/UA will re-cast to Foundation Suite Support Advantage & 4 applications in line 2 will be added at no cost Customers must purchase Foundation Suite Upgrade Advantage to keep next upgrade entitlement on 4 applications in line 2 above

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

  14. 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 All Upgrades & Merges will be to Suite Licenses after June 3, 2013 - Requires CM R6 system to move to Suite Licensing

  15. 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* Foundation Suite CM Std (3 yr. TCO) (3 yr. TCO) $309 $276 UA (3 yrs.): $41 6%/yr. UA (3 yrs.): $38 6%/yr. SA (3 yrs.)$436.3%/yr. SA (3 yrs.)$28 4.4%/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 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

  16. 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 • Managed Services offers AAC7w Audio/Web/Video Flare tablet Scopia * Desktop & Mobile Collaboration Suite Mobility Suite Foundation Suite Roaming users, road warriorsand telecommuters, enabled with mobile clients, secure VPN-less access and advanced messaging Power collaborators using premium video, plus audio/web/video Avaya Aura with Survivability, Desktop Clients and Video * per-user Scopia ships FQ3

  17. Flexible Support Services Optionsfor Avaya Aura® Suite Licensing 3 1 2

  18. 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

  19. 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

  20. Collaboration Suite with Scopia Video* * per user Scopia ships FQ3 • Industry Unique Per UserLicensing for Video • Unmatched Video Experience with Scopia Desktop/Mobile • Bring Your Own Device (BYOD) – Go Mobile! • Easily Connect peopleinside and outside the organization Collaboration Suite

  21. Collaboration Suite – Scopia Components * Per-user Scopia ships FQ3 Collaboration Suite Per-user license includes: List: $50,000 *Ordered Separately via ASD Cannot reuse existing Elite 5000 or 6000 series MCU New Scopia Elite MCU model for Avaya Aura Collaboration Suite Scopia User License 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

  22. Collaborate NOW! Objectives & Availability

  23. Collaborate NOW! Promotion Offer Summary Three Levels of Discount tied to each new Avaya Aura License Suite * 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.

  24. 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.

  25. 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.

  26. ASD Communication Manager – New System Select Enterprise Core Enter Qty for Mobility & Collaboration licenses ASD calculates the required number of Foundation (Enterprise Core) licenses

  27. Communication Manager Upgrades & Additions Select Enterprise Core for existing and/or merging licenses Enter quantities of existing and/or merging licenses for Mobility & Collaboration

  28. 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:

  29. Agenda – Avaya Aura® Suite Licensing

  30. 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_ViewDetailPage?Id=a3j30000000LByTAAW

  31. Resources Sales Portal • Offer Definition • FAQ • Partner Presentation • Customer Presentation • Fact Sheet https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j30000000LByTAAW or search for “Avaya Aura Suite Licensing” Under Business Tools

  32. Agenda – Avaya Aura® Suite Licensing

  33. TCO

  34. Foundation Suite vs. CM Standard plus a la carte apps CM Std + a la carte applications 52% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $577 UA (3 yrs.): $74 6%/yr. SA (3 yrs.)$937.6%/yr. Foundation Suite (3 yr. TCO) Licenses: $410* $309 • 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) UA (3 yrs.): $41 6%/yr. SA (3 yrs.)$436.3%/yr. 46% discount on license Suite - *may be greater depending on choice of desktop applications 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. 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* Foundation Suite CM Std (3 yr. TCO) (3 yr. TCO) $309 $276 UA (3 yrs.): $41 6%/yr. UA (3 yrs.): $38 6%/yr. SA (3 yrs.)$436.3%/yr. SA (3 yrs.)$28 4.4%/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 Licenses: $210* • 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

  36. Mobility Suite vs. CM Standard plus a la carte apps CM Std + a la carte applications 51% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $948 UA (3 yrs.): $120 6%/yr. SA (3 yrs.)$1638.1%/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. SA (3 yrs.)$798.1%/yr. 51% discount on license Suite - *may be greater depending on choice of desktop applications 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 $

  37. Collaboration Suite vs. CM Standard plus a la carte apps CM Std + a la carte applications 53% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $1592 UA (3 yrs.): $213 6%/yr. SA (3 yrs.)$2758.3%/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. SA (3 yrs.)$1288.1%/yr. 53% discount on license Suite - *may be greater depending on choice of desktop applications 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

  38. Foundation Suite vs. CM Enterprise CM Enterprise 15% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $362 UA (3 yrs.): $48 6%/yr. SA (3 yrs.)$496.1%/yr. Foundation Suite (3 yr. TCO) Licenses: $265 $309 • 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 UA (3 yrs.): $41 6%/yr. SA (3 yrs.)$436.3%/yr. 15% discount on license Suite - may be greater depending on choice of desktop applications 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)

  39. Mobility Suite vs. CM Enterprise plus a la carte apps CM EE + a la carte applications 42% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $798 UA (3 yrs.): $102 6%/yr. SA (3 yrs.)$1326.1%/yr. Mobility Suite (3 yr. TCO) Licenses: $564 $462 • 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) UA (3 yrs.): $58 6%/yr. SA (3 yrs.)$798.1%/yr. 42% discount on license Suite - *may be greater depending on choice of desktop applications 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 $

  40. Collaboration Suite vs. CM Enterprise plus a la carte apps CM EE + a la carte applications 48% discount on 3 yr. TCO (Lic+SW Services) (3 yr. TCO) $1428 UA (3 yrs.): $181 6%/yr. SA (3 yrs.)$2446.1%/yr. Collaboration Suite (3 yr. TCO) Licenses: $1003* $748 • 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 UA (3 yrs.): $95 6%/yr. SA (3 yrs.)$1288.1%/yr. 48% discount on license Suite - *may be greater depending on choice of desktop applications 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

  41. Targets and Transition paths Transactional/Subscription* (SSU or UA or UPP) Foundation 70 / 0 SIP & UC Desktop Apps for all users Remove IPT only upgrade at 42/user (120 with Uplift previously) Install Base Avaya Aura Standard Edition Target 5.2.1 or earlier Upgrade Aura 6.2.1 125 / 75 Mobility (Transaction / Subscription) Collaboration 275 / 175 Installed Base Nortel CS1K Release7.5 or earlier • 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 Advanced Mobility and Collaboration Replace 58/user upgrade Customer keep all existing UCAI entitlements Plus add new entitlements Foundation 70 / 0 Upgrade Aura 6.2.1 Install Base Enterprise Edition Target CM5.2 or earlier 125 / 75 Mobility (Transaction / Subscription) Collaboration 275 / 175 Message: Upsell Mobility & Collaboration Mix and Match Benefit of Virtualization lowers hardware deployment and support costs • 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

  42. Targets and Transition paths Lead with Mobility Suite and Collaboration Suite Mix and Match to user profiles Foundation 225 New Greenfield 325 Mobility 525 Collaboration • 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

  43. 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 • 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 • 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 3 yr TCO example Partner Cost/User 412/user* 3 yr TCO example Partner Cost/User 301/user* 3 yr TCO example Partner Cost /User 347/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

  44. Collaboration Suite – Scopia User Capabilities * Per-user Scopia ships FQ3 Collaboration Suite Scopia User License

  45. 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

  46. Collaboration Suite – Scopia Management *Ordered Separately via ASD New Scopia Elite MCU model for Avaya Aura Collaboration Suite • 1U Chassis • Runs up to 800 Scopia Users1 • Unlimited scalability – Just add more servers

  47. Collaboration Suite – Scopia Software • 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

  48. SERVICES

  49. Avaya Client Services Continuum Increased Value Based on Customer Needs COS UC,CC,Data,Video Operate Service + Customized Elements: Multi-vendor Support Custom SLAs Client Process Integration Dedicated Engineering Local Only Support Custom Billing/Reporting OSS/BSS eBonding OpEx AV Applications& Infrastructure Managed Assistand Operate Service Desk Incident Management Problem Management Service Management Service Monitoring& Reporting Configuration Management Release Management Change Management Capacity Management Availability Management Help Desk Includes Onsite + Parts Release Management Add-on Separate Offers PCS CSM Onsite or Parts Support Advantage Preferred Support Advantage Essential Support Services Managed Services * Available Q4 FY2012 ** Available FY2013

  50. 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. 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 2 Additional Scenarios for Upgrading from older releases are outlinedin the Support Advantage Sales Scenario Guide at https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j30000000L3jAAAS&cat=Sales+Collateral

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