Collaboration Solutions Collaboration Suite Foundation Suite Mobility Suite Avaya Aura Suite Licensing NDA Presentation for Distributors Partners and Sales June 2013 Agenda Avaya Aura ID: 168961
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Slide1
Simplifying the Path to Collaboration Solutions
Collaboration Suite
Foundation Suite
MobilitySuite
Avaya Aura® Suite Licensing
NDA Presentation for Distributors, Partners and Sales
June 2013Slide2
Agenda – Avaya Aura® Suite Licensing
1. Simplify the Path
to Collaboration
2. Suite Licensing Details
3. Summary
4. Backup (TCO, Services, Partner Proposition)Slide3
Call To Action: Avaya Aura® Suite Licensinghttps://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j30000000LByTAAW
or search for “Avaya Aura Suite Licensing” pageSales 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 solutionsAligns with customer business needs for mobility and collaborationCreates an opportunity to drive a higher-value application “mix”
Reinforces Avaya strategic directionsIs highly competitive with Cisco and Microsoft packages“Foundation Suite” replaces “Essential Suite” for naming content remains the same Slide4
Market TrendsPersonal Enterprise Video Meets Mobile Collaboration
48%
Deployed28% Used60% UC growth rate driven by personal/mobile video40% 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
OverSlide5
User Profiles Vary as Employee Needs DifferPower Collaborator
Mobile and Virtual Worker
Name lookupClick-to dialDesktop VideoIM/PresenceVoicemailConference Calls
Remote accessEnterprise FeaturesSingle-number reach
Device ChoiceSpeech-enabledReady access to content
Conferences
Share content
Multi-tasking
BYOD
Voice, video, web
Always on
Office CentricSlide6
Mobility
Mobile and Virtual Workeris the key to
productivityOffice CentricPower Collaborator
Requires solidcommunications
Achieves success
through
Foundation
Collaboration
Mobility Suite
Collaboration Suite
A Software Suite for all your User Profiles
Foundation SuiteSlide7
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)Slide8
Avaya
Aura
® Suite Licensing – Business Value
Mix and Match Licensing
End-to-End Solution
Lower
TCO
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 savingsSlide9
Avaya
Aura
®
Suite Licensing
Collaboration Suite
Foundation
Suite
Mobility
Suite
Deskphone
license
Voice
Video
IM
Presence
UC clients for Windows &
Mac
Voice
Mail
Avaya
Aura Foundation 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
Fixed-mobile convergence
Mobile device support
Speech based personal assistant
Unified Messaging
Secure Remote Access
Microsoft
Lync & Office integration
Session Management
APIs
System Management
Survivability
Mix & Match
per user
across the enterpriseSlide10
Avaya Aura® Suite LicensingCost-effective upgrade and purchase path to mobility and collaboration
$225new user
$70upgrade$0upgrade with UA/SSU
$140Conferencing 7 a-la-carteMCU /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 Aura
CM, SM, SMGR
Avaya Aura
Presence, IM
Flare for PC
Voice, p2p Video
one-X
Communicator
Voice, p2p Video
CM
Messaging
ACA MS Lync
plug-in
w/video
ACE
ACE 6.2
Collaboration Suite
Scopia /
user
Desktop & Mobile
(Room systems extra)
Conferencing 7
Full 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
Avaya
SBCE
Avaya Aura
Messaging
EC500
Avaya Aura
CM, SM, SMGR
Avaya Aura
Presence, IM
Flare for PC
Voice, p2p Video
one-X
Communicator
Voice, p2p Video
CM
Messaging
ACA MS Lync
plug-in
w/video
ACE
ACE 6.2
Avaya Aura
CM, SM, SMGR
Avaya Aura
Presence, IM
Flare for PC
Voice+Web+Video
one-X
Communicator
Voice, p2p Video
CM
Messaging
ACA MS Lync
plug-in
w/video
ACE
ACE 6.2
one-X
Mobile
SIP/iOS/CES
Flare
for iPad
Voice+Web+Video
Avaya
SBCE
Avaya Aura
Messaging
EC500Slide11
License
Standard
EditionEnterprise 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
Avaya Aura
®
Suite Licensing
Analog License Available for $40/user
Included
ala
carte
Included if CMEE entitlement Slide12
Foundation Suite Value for CMEE Upgrade
Important PointsCMEE 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 PLDSCustomers 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 Slide13
Mobility Suite Value for CMEE Upgrade OptionFoundation Suite Application Value (Option 1-12) + Mobility Suite Application Value (Option 13-20) Slide14
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 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 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 Slide15
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)Slide16
Roaming users, road warriorsand telecommuters, enabled with mobile clients, secure VPN-less access and advanced messaging
AAC7w Audio/Web/Video Flare tabletAvaya 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
From $3.75
SA Essential Retail
From $4.80
SA Preferred Retail
From $2.63
UA, Upgrade Advantage
From $4.25
Managed Assist new user
From $4.75
Managed Operate new user
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
From $1.15
SA Essential Retail
From $1.48
SA Preferred Retail
From $1.13
UA, Upgrade Advantage
From $4.25
Managed Assist new user
From $4.75
Managed Operate new user
* per-user Scopia ships FQ3
Scopia
*
Desktop & MobileSlide17
Mix and Match
Customer can mix and match
new license types at the same site/sold-toSimpleand 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 Options
for Avaya Aura
®
Suite Licensing
1
2
3Slide18
Without Subscription
With Subscription
Analog to FoundationRecast 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+CollateralSlide19
Services Guidelines for Upgrading R5 Analog, Standard or Enterprise Edition to Foundation, Mobility and Collaboration SuitesAdditional 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 SuiteExisting 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
Standard Edition R5
Order license upgrade
Recast Support Agreement
Order $0KMAT Code
Recast Support Agreement
Order Additive
(delta) Code
Enterprise Edition R5
Order license upgrade
Recast Support Agreement
Order $0KMAT Code
Recast Support Agreement
Order Additive
(delta) CodeSlide20
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 FQ3Slide21
Collaboration Suite – Scopia Components
Adding HD Room Conferencing
Concurrent 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 Suite
Per-user
license includes:
* Per-user Scopia ships FQ3
New Scopia Elite MCU model for
Avaya Aura Collaboration Suite
List: $50,000
*Ordered Separately via ASD
Cannot reuse existing Elite 5000 or 6000 series MCU Slide22
Collaborate NOW! Objectives & Availability
ObjectivesDrive applications, enable hardware upgrades and support the rollout of Avaya Aura® Suite License Bundles:Re-engage customer base, position the value of Real Time CollaborationUpgrade
hardware and software with current releasesEstablish base of platforms for future collaborative applications salesSimplify upgrade ordering process through ASDTarget AudienceCM4 Installed Base and Below + Midsized Business Template (MBT)Global opportunity of ~ 100K systems and ~ 65M usersRegional AvailabilityAmericas (US, Canada, CALA) + EMEA
Timeframe April 2013 to September 2013Promotion Fit Complimentary to Triple 7 (CS1000 Install Base) and Avaya’s applications strategySlide23
Collaborate NOW! Promotion Offer SummaryThree Levels of Discount tied to each new Avaya Aura License Suite
Foundation SuiteMobility SuiteCollaboration Suite*Minimum Number of Upgrade Licenses100100
100Mix and Match?YesYesYesIncremental Partner Discount12%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 InclusionCall 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:Minimum order of 50 Call Center Elite agents Either a new CMS or CMS upgrade is requiredThe 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.Slide24
ASD support for Avaya Aura Suite LicensingCM Configurator in New System and
Upgrades & AdditionsExisting, Merge & Target ScreensFoundation is in System Offer drop-down. Initially named Enterprise Core (re-named to Foundation in March)New entry for US & ROWNo change for EMEANew 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 licensesSupport Advantage is required. ASD will provide an error message/warning for non-compliant designs. Key pointsSlide25
ASD support for Avaya Aura Suite LicensingAvaya 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 pointsSlide26
ASD Communication Manager – New System
Select Enterprise Core
Enter Qty for Mobility & Collaboration licensesASD calculates the required number of Foundation (Enterprise Core) licensesSlide27
Communication Manager Upgrades & Additions
Select Enterprise Core for existing and/or merging licenses
Enter quantities of existing and/or merging licenses for Mobility & CollaborationSlide28
Communication Manager Upgrades & Additions
Target System Screen
Select Enterprise CoreEnter 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:Slide29
Agenda – Avaya Aura® Suite Licensing
1. Simplify the Path
to Collaboration
2. Suite Licensing Details
3. Summary
4. Backup (TCO, Services, Partner Proposition)Slide30
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=a3j30000000LByTAAWSummarySlide31
Resourceshttps://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j30000000LByTAAW or search for “Avaya Aura Suite Licensing” Under Business Tools
Sales PortalOffer DefinitionFAQ
Partner PresentationCustomer PresentationFact SheetSlide32
Agenda – Avaya Aura® Suite Licensing
1. Simplify the Path
to Collaboration
2. Suite Licensing Details
3. Summary
4. Backup (TCO, Services, Partner Proposition)Slide33
TCOSlide34
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 IMAvaya Aura System ManagerAvaya 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: $225
46% 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.
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 plus a la carte appsSlide35
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 1-100Avaya 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)Slide36
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 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)
License: $325
51% discount
on license Suite
- *may be greater depending on choice of desktop applications
CM Std + a la carte applications
$948
(3 yr. TCO)
51% discount
on 3 yr. TCO
(Lic+SW 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 appsSlide37
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 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
License: $525
53% discount
on license Suite
- *may be greater depending on choice of desktop applications
CM Std + a la carte applications
$1592
(3 yr. TCO)
53% discount
on 3 yr. TCO
(Lic+SW 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 appsSlide38
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: $225
15% discount
on license Suite
- may be greater depending on choice of desktop applications
CM Enterprise
$362
(3 yr. TCO)
15% 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.
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)
Foundation Suite vs. CM Enterprise Slide39
License: $325
42% discount
on license Suite
- *may be greater depending on choice of desktop applications
CM EE + a la carte applications
$798
(3 yr. TCO)
42% discount
on 3 yr. TCO
(Lic+SW 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 appsSlide40
License: $525
48% discount
on license Suite
- *may be greater depending on choice of desktop applications CM EE + a la carte applications
$1428
(3 yr. TCO)
48% discount
on 3 yr. TCO
(Lic+SW 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 appsSlide41
Upgrade
Aura 6.2.1Install Base Avaya Aura Standard Edition
Target 5.2.1 or earlier Targets and Transition pathsMobility Collaboration
70 / 0125 / 75275 / 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)
Upgrade
Aura 6.2.1
Advanced Mobility and Collaboration
Replace 58/user upgrade
Customer 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 Slide42
Greenfield
Targets and Transition pathsNew
225325525
Lead with Mobility Suite and Collaboration SuiteMix and Match to user profiles Mobility Collaboration
Foundation
S8300 Avaya Aura 50/100/150/200 user bundles eliminated
S8300 Solution (product and maintenance) TCO
I
ncreasing between 5-15% for just IPT only configurations
Positioning Messages for standalone
S8300 Avaya Aura Bundle Prospects
Need B
asic IPT or Price Sensitive
Position IP Office
Optional Power User for Mobility and Collaboration
B
etter 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 vendorsSlide43
Positioning Foundation Suite on S8300 <200 user standalone sales
Before with Standard Edition S8300 Bundles
Fixed bundle pricing 50/100/150/200 userVoice Mail not includedNo Desktop Clients
No advanced survivabilityNo SIP capabilitiesNow 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 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 average into channelSlide44
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 MobileCollaboration Suite – Scopia User Capabilities
Collaboration Suite
* Per-user Scopia ships FQ3Slide45
Collaboration Suite – Scopia Clients
720p Continuous Presence
Up to 28 participants in a single layout Mac & Windows supportIOS & android supportBuilt-in firewall traversal
SCOPIA Mobile
SCOPIA DesktopSlide46
Collaboration Suite – Scopia Management
New Scopia Elite MCU model for
Avaya Aura Collaboration Suite1U ChassisRuns up to 800 Scopia Users1 Unlimited scalability – Just add more servers
*Ordered Separately via ASDSlide47
Installed on a dedicated server (Win 2008)
Upto 40,000 Scopia UsersManages up to 25 MCUs
Licensing via Aura WebLM Licensing serverInstalled on a dedicated server (Win 2008)
Upto 250 concurrent Desktop/Mobile calls per serverBuilt-in Firewall traversalScalable using external Load balancer
Collaboration Suite – Scopia SoftwareSlide48
SERVICESSlide49
Avaya Client Services Continuum
Support Advantage Essential
Support Services
Managed Services
Support Advantage Preferred
Onsite or Parts
Managed Assist
and 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
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
* Available Q4 FY2012
** Available FY2013
CSM
PCS
Release Management
Add-on Separate Offers
Increased Value Based on Customer NeedsSlide50
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 https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j30000000L3jAAAS&cat=Sales+Collateral
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 2Slide51
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 https://avaya.my.salesforce.com/apex/sp_ContentClassificationListPage?Id=a3j30000000L3jAAAS&cat=Sales+Collateral
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.Slide52
Additional ResourcesSupport Advantage Sales Scenario Guide
Support Advantage Sales PlaybookSupport Advantage – portal pageTeresa MitrouSupport Services Offer Management,908-696-5166 at tmitrou@avaya.com
Operations Services – portalAvaya.com – external facingJosh StrubManaged Services PLM,908-475-3446at strub@avaya.comSupport Advantage
Managed Services
Avaya Aura Suite Licensing
One stop shop portal
Offer DefinitionSlide53
PARTNERSSlide54
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 AuthorizationsSlide55
Avaya Aura® Suite LicensingPartner
Sales Authorizations Detail
Bundle
Sales Authorization Requirements
Foundation Suite
UC Sales Authorization
required:
Min. 2 APSS UC Credentials
Min. 1 APDS UC Credential
Mobility
Suite
UC Sales Authorization required:
Min. 2 APSS UC Credentials
Min. 1 APDS UC Credential
Collaboration Suite
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
Sales
APSS
APSS
APDSSlide56
Avaya Aura® Suite Licensing
Partner Implement Authorizations Detail
Bundle
Implement Authorization Options:
Foundation Suite
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)
Mobility
Suite
Partner chooses any or all of
Foundation Suite
components, plus:
one-X Soft Clients (for one-X Mobile)
Aura Messaging
Session
Border Controller Enterprise
Collaboration Suite
Partner chooses
any or all of
Mobility Suite components, plus:
Aura Conferencing
Radvision
Scopia
Implement
ACIS
ACSS
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.
ORSlide57
Avaya Aura® Suite Licensing
Partner Maintain Authorizations Detail
Bundle
Support Options:
Avaya-Delivered Maintenance
Partner Co-Delivered
Maintenance
Foundation
Suite
Support Advantage
Foundation or Preferred
(Retail / Wholesale)
Upgrade Advantage
Foundation or Preferred
(Retail / Wholesale)
Co-Delivery Maintenance Authorization for:
ACSS - Avaya Aura
®
Communication Manager and
CM Messaging - Embedded
ACSS - Avaya Aura
®
Session Manager and System Manager
No Change from Current CMEE Authorization
Mobility
Suite
Above
plus:
ACSS - Avaya one-X® UC
Soft Clients
ACSS - Avaya Aura
®
Messaging
ACSS - Avaya Session Border Controller Enterprise
Collaboration Suite
Above plus:
ACSS - Avaya Aura
®
Conferencing (R7.x)
ACSS -
Radvision
Scopia
®
Solution
Maintenance
ACSS
ACSS
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.Slide58
Partner Certification Requirements
Implementation Certifications
Maintenance CertificationsFoundation 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 and
CM 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® UC
Soft Clients
ACSS - Avaya Aura
®
Messaging
ACSS - Avaya Session Border Controller Enterprise
Collaboration
Suite
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 a
Co-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 and
availability of training,
go to Avaya Learning at
www.avaya-learning.comSlide59
Partner Business Models: Foundation Suite
Partner Business ModelsRevenue OpportunitiesPartner Training Hrs$ Cost to PartnerSales Only(Avaya installs & maintains)
Product marginsAPS marginsSA commissions (Retail) or margins (Wholesale)56.5 hrs (all on-demand)UC Sales & Design$0Sales and Installation(Avaya maintains)Product marginsInstallation & Systems Integration revenueSA commissions (Retail) or margins (Wholesale)Up to* 198 (77 on demand)UC Sales & Design and installation for all productsUp to $14,100**
Sales, Installation, and MaintenanceProduct marginsInstallation & Systems Integration revenueCo-Delivery margins548 (100 on-demand)UC Sales & Design and maintenance for all products$31,500*** - partners may selectively acquire Implement Authorizations and rely on Avaya or authorized third parties to implement products for which they are not authorized** - US list price, for exact pricing & discounts, see
www.avaya-learning.comSlide60
Partner Business Models: Mobility Suite
Partner Business ModelsRevenue OpportunitiesPartner Training Hrs$ Cost to PartnerSales Only(Avaya installs & maintains)
Product marginsAPS marginsSA commissions (Retail) or margins (Wholesale)56.5 hrs (all on-demand)UC Sales & Design$0Sales and Installation(Avaya maintains)Product marginsInstallation & Systems Integration revenueSA commissions (Retail) or margins (Wholesale)Up to* 360 (83 on-demand)
UC Sales & Design and installation for all productsUp to $32,300**Sales, Installation, and MaintenanceProduct marginsInstallation & Systems Integration revenueCo-Delivery margins792 (112 on-demand)UC Sales & Design and maintenance for all products$47,000**
* - partners may selectively acquire Implement Authorizations and rely on Avaya or authorized third parties to implement products for which they are not authorized** - US list price, for exact pricing & discounts, see www.avaya-learning.comSlide61
Partner Business Models: Collaboration Suite
Partner Business ModelsRevenue OpportunitiesPartner Training Hrs$ Cost to PartnerSales Only(Avaya installs & maintains)
Product marginsAPS marginsSA commissions (Retail) or margins (Wholesale)75 (all on-demand)UC Sales & Design andRadvision Sales & Design$0 training+ $23,000 demo equipment (est.)Sales and Installation(Avaya maintains)Product marginsInstallation & Systems Integration revenueSA commissions (Retail) or margins (Wholesale)Up to* 458 (102 on-demand)
UC + Radvision Sales & Design and installation for all productsUp to $42,700** training + $23,000 demo equipment (est.)Sales, Installation, and MaintenanceProduct marginsInstallation & Systems Integration revenueCo-Delivery margins970 (130 on-demand)
UC + Radvision Sales & Design and maintenance for all products$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.comSlide62