Copyright© 2002 Avaya Inc. All rights reserved

Partnering in the VOIP World Anna DorceyAnna Dorcey

Director, Avaya DeveloperDirector, Avaya DeveloperConnection Connection ProgramProgramAugust 4, 2004August 4, 2004

Partnering in the VOIP World Anna DorceyAnna Dorcey

Director, Avaya DeveloperDirector, Avaya DeveloperConnection Connection ProgramProgramAugust 4, 2004August 4, 2004

2

Agenda

• Developers and Society• The VoIP Industry

• Avaya & VoIP Development

• Partnering with Avaya

3

Developer Impacts: Yesterday

“I never perfected an invention that I did not think about in terms of the service it might give others... I find out what the world needs, then I proceed to invent.…” Thomas Edison

4

Developer Impacts: Today

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Developer Impacts: Tomorrow…

“In 2031, software will touch every aspect of life and, thusly, developers will only grow in their importance to

society.” IBM’s Rational Chief Scientist and IBM Fellow, Grady Booch

IDC expects the packaged applications market to grow to $149 billion and they estimate that there will be over 10,000 companies competing in the packaged software market by the end of 2005.

Application and development market is projected to grow at an aggregated rate of 21.3% over the next five years.

6

Agenda

• Developers and Society

• The VoIP Industry• Avaya & VoIP Development

• Partnering with Avaya

7

A Global Look Forward

0 %

1 0 %

2 0 %

3 0 %

4 0 %

5 0 %

2 0 0 3 2 0 0 7

N o rth Ame rica

E M E A

Asia /P acific

C AL A

W o rld T o ta l

IP Telephony Base / Enterprise Telephony Base(Lines Installed)

8%4% 2% <2%

4%

44%

31%

20%

9%

30%

0 %

1 0 %

2 0 %

3 0 %

4 0 %

5 0 %

2 0 0 3 2 0 0 7

N o rth Ame rica

E M E A

Asia /P acific

C AL A

W o rld T o ta l

IP Telephony Base / Enterprise Telephony Base(Lines Installed)

8%4% 2% <2%

4%

44%

31%

20%

9%

30%

IP Penetration: Regional

0

100

200

300

400

500

600

2003 2004 2005 2006 2007

400M

2003 200620052004 2007

500M IP Telephony

Traditional Key/PBXGlobal EnterpriseTelephony

LinesInstalled

0

100

200

300

400

500

600

2003 2004 2005 2006 2007

400M

2003 200620052004 2007

500M IP Telephony

Traditional Key/PBXGlobal EnterpriseTelephony

LinesInstalled

Assumptions 2003 2007Total Lines Shipped ~40M ~53MIP Lines Shipped ~22% ~76%

Total lines Installed ~408M >440MIP lines Installed ~4% ~30%

Assumptions 2003 2007Total Lines Shipped ~40M ~53MIP Lines Shipped ~22% ~76%

Total lines Installed ~408M >440MIP lines Installed ~4% ~30%

IP Penetration: Worldwide

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The Revenue Opportunity: Enterprise VoIP Market

9

Vendor Share Positions

3Com Avaya Cisco Nortel

10%

20%

30%

40%

2000 …. Q1 2003 Q2 2003 Q3 2003 Q4 2003

Worldwide IP TelephonyMarket Share(Ports Shipped)

Source: Synergy Research Group

10

Agenda

• Developers and Society

• The VoIP Industry

• Avaya & VoIP Development• Partnering with Avaya

11

Avaya’s View of the Evolution

BestEffort

IP QoS

Modular SystemsIntegrated Distributed Software and Systems

Federated Services

Traditional• Separate voice,

video & data networks

• VoIP Gateways

Traditional• Separate voice,

video & data networks

• VoIP Gateways

ConvergedCommunications• Rich multimodal

user experience• Dynamic

applications• Comm-Enabled • Business

Processes• Built on

ConvergedNetworks

ConvergedCommunications• Rich multimodal

user experience• Dynamic

applications• Comm-Enabled • Business

Processes• Built on

ConvergedNetworks

ConvergedNetworks• Integrated voice,

video & data applications

• Distributed apps over either traditional or IP infrastructure

• Deploy and leverage IP infrastructure

ConvergedNetworks• Integrated voice,

video & data applications

• Distributed apps over either traditional or IP infrastructure

• Deploy and leverage IP infrastructure

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Security &

Business C

ontinuity Services

Convergence S

ervices

Imp

leme

ntatio

n & Integration

Se

rvices

Netw

ork & A

pplications Co

nsulting Services

Maintenance

Services

Managed

Service

s

Gateways

Smart Devices

Servers

Appl

icatio

n De

velo

pmen

t

Syst

em &

Net

work

Man

agem

ent

Unified Access

Converged InfrastructureNetwork

Infrastructure

User Agents

Business ApplicationsCustomer

RelationshipManagement

PartnerRelationshipManagement

SupplyChain

Management

EmployeeRelationshipManagement

Avaya MultiVantage™ Communications Applications

Telephony Contact Center Messaging

Communication Services

Unified Communication

Communication Architecture: Supporting Converged Communications

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Avaya MultiVantage™ Communications Applications

Business Applications

Telephony Contact Center Messaging Unified

Communication

Communication Services

Appl

icatio

n De

velo

pmen

t

Syst

em &

Net

work

Man

agem

ent

Application Enablement Framework

AvayaComm Mgr

AvayaMsgSvr

Avaya Media

Gateway

ConnectorsConnectors

Communication ServicesCommunication Services

Apps AppsApps

Wireless Access, Speech Access, Visual Access

ASR/TTS

ServiceCreation

Env.

ServiceCreation

Env.

AvayaCommon

AE Mgmt

AvayaCommon

AE Mgmt

core servicescore services

AvayaSIP

Server

AvayaPlug-ins

14

Agenda

• Developers and Society

• The VoIP Industry

• Avaya & VoIP

• Partnering with Avaya

15

Managing a Successful Partnership

Success FactorsHave a clear strategic purpose.

Find a fitting partner.Specialize.

Create incentives for cooperationMinimize conflicts between

parties.Share information.

Exchange personnel.Operate with long term goals.

Develop multiple joint projects.Be Flexible!

16

The Developer Value Path

Developer Life CycleDeveloper Life Cycle

Val

ue

t o A

vaya

, C

us t

om

ers,

V

a lu

e t o

Ava

ya,

Cu

sto

mer

s ,

Bu

s in

ess

Par

t ner

s &

Dev

elo

per

sB

usi

nes

s P

art n

ers

& D

evel

op

ers

Awareness

Understanding

Develop

Test

Join

t Offe

r

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Partnering is a Necessity

Developers, System Integrators, Consultants

Corporations, Businesses, Value Added Resellers

InnovationIdeasQuestionsFunctionQualitySolutionTechnologiesVertical OffersServices

Value Added

Solution Offer

InfrastructureAPIs & SDKsPlatformsResearchCore TechnologyEnablementTestingCustomer BaseMarketing

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Key Questions

• What are some of the potential challenges of this relationship? Of the technology?

• Am I comfortable with the time-frame of this relationship? Development effort?

• Are the mutual responsibilities clearly outlined?

• Will this relationship benefit both parties?

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The DeveloperConnection Program brings solution innovators and industry leaders together to work toward a common goal – to blend their complementary products, services, and technologies and create a new generation of innovative communication solutions.

Avaya Answers…Yes… Join DevConnect!

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DeveloperConnection Program

SELECT

SELECT

DEVELOPER DEMANDSDEVELOPER DEMANDS

• Selling & Marketing• Events and Promotion

• Training and Certification• Interoperability Testing

• Technical Resources• Products & Technologies• Code• Software/Hardware • Procurement

• Web Portal• APIs• SDKs

SELECTInnovator

Strategic

& PremierCUSTOMER

DEMANDS• More value from existing

systems• Lower cost of

operations• Flexibility to

react to change

• Integration &

interoperability

INDUSTRIESINDUSTRIES

• Government• Education• Retail• Healthcare• More…..

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Visit www.devconnectprogram.com Today

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“If we all did the things we are really capable of doing, we would literallyastound ourselves…” Thomas Edison

GO ASTOUNDYOURSELF!