unified communications - selling a strategy ng kay tick solutions manager

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Unified Communications - Selling A Strategy Ng Kay Tick Solutions Manager Slide 2 Call to Action 2009 Avaya Inc. All rights reserved.2 Focus on the Business User Show customers what is POSSIBLE Sell the value of Avaya TODAY Focus on the Business User Slide 3 Roles within the Enterprise 3 Mobile Sales Executive IT Director IT Manager Contact Center Supervisor Contact Center Agent Information Worker Customer Slide 4 Telecommuting Mobility takes center stage Q.What was the main reason behind your organization's decision to start allowing employees to telecommute? Source: Upcoming report IDC Asia/Pacific UC & Enterprise x.0 Survey, 2008: Of Innovation, Transformation and Collaboration AP exc Japan Slide 5 Collaboration Center Collaborative Apps Adoption by Enterprise Clusters Q. Which of the collaborative applications does your org currently use or plan to use for internal employee collaboration / communication? N=762 Respondents with Multiple Responses Source: Upcoming report IDC Asia/Pacific UC & Enterprise x.0 Survey, 2008: Of Innovation, Transformation and Collaboration- Apac exc Japan Slide 6 0% 10% 20% 30% 40% 50% 60% Web Conferencing Voice Conferencing Video Conferencing Enterprise IM Public IM Low Cost VoIP Info Portal Enterprise Social Software Public Social Networking Sites Employee Blogs Second Life Internal Sales MeetingsInternal TrainingInternal Brainstorming Customer MeetingsPlanningR&D Business Partner Meeting/TrainingSearching for Employees Deconstructing Collaboration Source: IDCs APeJ Business Users UC Survey, 2008 Q. Which applications do you use to collaborate with your co-workers? Slide 7 Call to Action 2009 Avaya Inc. All rights reserved.7 Focus on the Business User Show customers what is POSSIBLE Sell the value of Avaya TODAY Slide 8 UC In Actions Efficiency for a Global Consulting Firm Challenge Huge global travel and mobile phone expenses Cannot tell clients to reduce carbon footprint without doing it themselves Solution Comprehensive Avaya UC and Contact Center solution Avaya sold and integrated Polycom video Move to in-house Meeting Exchange conferencing Avaya one-X Mobile reducing international costs Click-to-communicate from IBM Lotus Sametime Results Travel cost reduction over $10 million per year International calling cost reduction over $500k per month (i.e. $6M a yr savings) Consistent business user experience everywhere Improved work/life balance Case Study: Complete Business User Solution Slide 9 User Collaboration UC All Inclusive Avaya one X Portal Extension to Cellular W/Intelligent Presence Server Available Optional Video Standard or Enterprise Edition Communication Manager Avaya one-X Communicator Avaya one-X Portal Microsoft OC IBM Lotus Sametime VPNremote Extension to Cellular Avaya one-X Mobile Slide 10 Microsoft Live Meeting Group Collaboration Broad, deep, desktop integrations Conferencing Communication Manager IBM Lotus Sametime Adobe Acrobat Connect Professional Avaya Web Conferencing Microsoft OCS Slide 11 Group Collaboration Cost Effective Video Everywhere Avaya one X Portal Room Systems Avaya one-X Communicator Web Conferencing Telepresence Customer Kiosk Avaya one-X Agent Communication Manager Slide 12 Avaya Aura Revolution in Communications Architecture The Avaya Aura architecture establishes a mediation point where disparate applications, systems and locations can be linked. The architecture also reduces network complexity and costs, and speeds application development and deployment. Enterprise Network App 1 Collaboration App 2 Video App 3 Business apps Avaya New York Avaya London Nortel Hong Kong Siemens Frankfurt Contact Center Mumbai Cisco Rome Contact Center Chicago Users anywhere Apps Integrated Avaya New York Feature Server Avaya London Nortel Hong Kong Siemens Frankfurt Contact Center Mumbai Cisco Rome Contact Center Chicago Data Centers Avaya Aura SIP Trunking Slide 13 Order from Chaos, Enterprise-wide One enterprise multi-vendor dial-plan Centrally managed Easily integrate multi-vendor legacy systems with SIP gateways Immediate cost savings from Enterprise-wide on-net calling Global least-cost routing Call out from the best location Share fewer central SIP trunks Reduce location-specific trunking Negotiate across service providers Migrate incrementally Move critical workgroups to core Upgrade legacy systems when needed Consolidate into data centers Avaya 200+ systems, 19900 connections Australian National University Save PSTN costs using global university network, control new media apps IT Benefits Users anywhere Apps Integrated Avaya New York Feature Server Avaya London Nortel Hong Kong Siemens Frankfurt Contact Center Mumbai Cisco Rome Contact Center Chicago Data Centers Avaya New Name SIP Trunking Slide 14 Business Agility, Empowered People One profile mapping business users to communications applications The same applications and number wherever people go, world-wide Quickly add different capabilities for different people and workgroups Centralized communications Unified communications & messaging Video, web and audio conferencing Connect stores and branches Speech and video self service Enterprise-wide reporting & analytics Business application integration Shared integration investment Manage within same data centers Global consulting firm Save $10m /year in travel and $6m /year in phone costs with UC, video and mobility Business User Benefits Avaya New Name Shared Applications SIP Trunking Slide 15 Call to Action 2009 Avaya Inc. All rights reserved.15 Focus on the Business User Show customers what is POSSIBLE Sell the value of Avaya TODAY Slide 16 Is UC a Dream? More demands, less money how does IT get it done? Need a simplifying end-to-end architectural approach Saving money now while improving business effectiveness The Avaya Answer Evolutionary build on what you have, get practical help now Revolutionary extraordinary times require new approaches Open multi-vendor, old and new, it all has to work together Avaya Architecture for Business User Communications Slide 17 Addressing Diverse Customer Needs KNOW YOUR PROSPECT IDENTIFY GOALSDRIVE VALUE WITH THE RIGHT AVAYA SOLUTIONS Larger customers Strategic enterprise-wide impact Cost savings from enterprise-wide SIP architecture Scale and security, UC productivity applications Loyalty and retention by serving customers everywhere Larger customers with many stores or branches Consistency and control Replace legacy key systems with Branch Edition TCO from centralized management and SIP trunking Voice Portal speech/video customer self service for stores Mid to large customers Immediate savings and productivity gains Avaya one-X UC productivity, Microsoft/IBM integration Easier Modular Messaging, Meeting Exchange deployment Contact Center Express for mid-size organizations Existing customers Looking to upgrade but not embark on major changes Avaya one-X UC productivity Communication Manager 5.2 features and choices Assurance of advanced capabilities as they need them Slide 18 Lead with Avaya Unified Communications All Inclusive Communication Manager Communication Manager ACM + AES Avaya one-X Mobile Avaya one-X Mobile Extension to Cellular Communication ACM + AES Avaya one X Portal VPNremote Avaya one-X Communicator Avaya one-X Communicator Avaya one-X Communicator Avaya one-X Communicator MS OCS & IBM Sametime MS OCS & IBM Sametime MS OCS & IBM Sametime MS OCS & IBM Sametime Avaya one-X Mobile Avaya one-X Mobile Extension to Cellular Available Optional Video - Portal W/Intelligent Presence Server Avaya one-X Portal Avaya one-X Slide 19 Include Low Hanging Fruits ROI of UC with audio-/video- /web -conferencing As much 40-60% of corporate voice traffic can be attributed to conferencing Meeting Exchange can give customers provider-type features on an internal solution! Save on external conference provider charges and trunk expenses. Save travel time and expenses. Providing audio conferencing services internally e.g. 60,000 conf mins./month 7,000 US$ conf. provider cost/month 60,000/5000 => 12 ports cost for MX(expr.) 13,600 US$ 14k/7k ~ ROI in 2 months Providing audio conferencing services internally e.g. 60,000 conf mins./month 7,000 US$ conf. provider cost/month 60,000/5000 => 12 ports cost for MX(entpr.) 57k US$ 57k/7k ~ ROI in 8 months Slide 20 LAN Message Store Options* Microsoft Exchange Store Server Avaya Message Store Server (Linux) ~ or ~ IBM Domino Store Server (Win) one-X Speech Server(s) Messaging Application Server with: Aria / AUDIX / Serenade TUI analog/ digital/ IP/SIP Message Networking Server(s) Other PBXs -Avaya or non-Avaya PBX -Traditional (TDM) or IP Telephony -MultiSite and MutliSwin Support Avaya * MSS only for MM 5.0 Include Low Hanging Fruits Unified Messaging Modular Messaging Comprehensive Integrations Rich Multimedia Access Slide 21 Communication Manager Session Manager Application Enablement Presence Integrated Management Voice & Video Telephony Session Manager Reshaping Enterprise Communications Architecture Devices Locations Multi-Vendor PBX Multi-Vendor Applications Consolidated dialing plan Maximize use of Multi-vendor networks Maximize use of Multi-vendor networks Easily add new services across platforms Easily add new services across platforms Slide 22 UC Sales Tools & Programs UC ROI Tool MX ROI Tool UC Proposal wizard Microsoft Playbook Cisco Playbook Beat Nortel Program MMIP messaging migration MX Migration Program UC All Inclusive Bundle UC Knowledge base http:\\avaya.level0help.com Slide 23 UC Knowledgebase THE place for information on how to use UC Clients Learn how to use UC client applications Unified knowledge base Multimedia content How to use topics and training modules Easy to use Search across all UC client content Granular content specific topic v. entire docum

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