Avaya Communicator for Web for Avaya IP Office - Target Markets and Sales Motions

1. Avaya Communicator for Web for Avaya IP Office- Target Markets and Sales Motions Updated November 2015

2. Avaya Communicator for Web Integrates IP Office with Cloud Applications Communication Enabled Cloud Apps and Web Browsers COMMUNICATOR Avaya User Experiences Desktop Mobile Web Powered by Esna Avaya Communication Platforms

3. Ideal Target Markets – Organizations Moving or Using Cloud-Based Productivity, Email and CRM Solutions • 12M+ end users • 100K+ customers • Cloud CRM solutions market leader; 14% market share • 5M+ businesses • 50M+ end users • 60% market share in higher education • 58% of Fortune 500 • 750M end users • Leading web browser • Chromebooks fastest growing laptop • 40M+ end users • 31% of all cloud-based business mailboxes are Office 365 • New and existing IP Office customers using Salesforce, Google Apps, or Office 365 • New and existing IP Office customers that are migrating (or considering) off on-premise Microsoft Exchange 2003/2007 to Google Apps or Office 365 • Scopia Desktop users

4. How Do You Know if Avaya Communicator for Web is a Great Fit for Your Customer? • Is your customer moving from on-premise apps for productivity, email and CRM to the cloud or SaaS based solutions? • Does your customer use Salesforce.com? • Does your customer use Google Apps or Gmail? • Does your customer use Office 365? • Does your customer have employees that work remote? • Does your customer have teams that are geographically dispersed? If you answered “yes” to any of the above – Avaya Communicator for Web + IP Office is an ideal solution for your customer.

5. Avaya Communicator for Web – Feature Comparison by Cloud App

6. Google Apps Customers (Google Apps for Work, Google Apps for Education, Google Apps for Government) Decision maker: CIO, VP/Director IT

7. Office 365 Customers Decision maker: CIO, VP/Director IT

8. Avaya amplifies collaboration Outcomes achieved with Avaya Avaya Improves Team Engagement in Google Apps and Microsoft Office 365 • Amplify creativity • Create impactful content • Rapidly deliver the latest materials • Remove geographic barriers • Streamline team meetings • Reduce travel What Avaya offers Whether you’re on the marketing team or in R&D, Avaya helps teams to stay connected and productive. • Embedded voice, video, IM and presence • Click-to-Call and Conference • Click-to-meet (Scopia, Hangouts) • Click-to-collaborate • Real time communications in document manage apps like Google Apps and Office 365 • Unified messaging in any cloud or mobile email platform

9. Salesforce.com Customers(Sales Cloud, Service Cloud) Decision maker: LOB – VP Sales, Salesforce Admin, Sales Ops Influencer: IT – CIO, VP/Director IT

10. What Avaya offers Outcomes achieved with Avaya Avaya Impacts Sales Outcomes • Embedded voice, video, IM and presence • Click-to-Call and Conference • Click-to-meet (Scopia, Hangouts) • Screen pops of customer records natively in Salesforce Sales Cloud, Service Cloud and Community Cloud • Unified messaging with any cloud or mobile email platform • Integration with most cloud-based CRM solutions Avaya improves sales performance • Identify sales activities that produce results • Spot top and low performing sales reps • Shorten sales cycles • Streamline sales processes • Accelerate response time to customer questions and RFPs Avaya helps optimize sales processes and performance by accurately monitoring, tracking and identifying sales activities that deliver the best results.

11. Avaya enables better service What Avaya offers Outcomes achieved with Avaya Avaya Improves Customer Service Performance • Embedded voice, video, IM and presence • Click-to-Call-Conference • Click-to-meet (Scopia) • Screen pops of customer records natively in Salesforce Service Cloud and Community Cloud • Unified messaging with any cloud or mobile email platform • Integration with leading cloud-based customer service solutions • Resolve service issues faster • Improve customer satisfaction • Reduce on-hold call times • Decrease service costs • Reduce travel • Collaborate more effectively with team members • Share best practices and insights more easily Avaya enables service teams to delight their customers by addressing their questions and issues efficiently and effectively.

12. Existing IP Office Customers Decision maker: IT – CIO, VP/Director IT

13. Prerequisites • Supported versions of IP Office • IP Office Preferred Edition • IP Office Server Edition • IP Office Select • IP Office Release 9.1.4 or later required • Avaya one-X Portal required • Per user license and requires users to have one of the following licenses: Mobile Worker, Office Worker, Teleworker, Power User • Salesforce integration requires Salesforce Open CTI and works with Salesforce Enterprise or Unlimited edition

14. Collateral and Sales Tools • Avaya Sales & Partner Portal Page https://sales.avaya.com/en/general/avaya-communicator-for-web • Sales & Partner Pitch Pack • Fact Sheet • Offer Definition • FAQ • Customer Presentation • Sales and Tech Connect Training Recording • Avaya.com • http://www.avaya.com/usa/product/avaya-communicator/ • Training • Sales & Tech Connect Partner KT Presentation and Recording • Demo • Avaya Communicator for Web added to the Power Demo Kit for IP Office • https://sales.avaya.com/en/general/anywhere-demo-kit • Demo Avayaenabled with Avaya Communicator for Web • Briefing Centers being enabled