partner pitch pack ip office r7.0
DESCRIPTION
Partner Pitch Pack IP Office R7.0. Speaker Name and Date Goes Here. Agenda. Executive Summary SMEC Market Solution Offers Market Segmentation Partner Business Proposition Training Investments Complementary Offers Additional Resources & Links. 3. 3. Executive Summary. - PowerPoint PPT PresentationTRANSCRIPT
Partner Pitch Pack IP Office R7.0Speaker Name and Date Goes Here
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Agenda
Executive Summary
SMEC Market
Solution Offers
Market Segmentation
Partner Business Proposition
Training Investments
Complementary Offers
Additional Resources & Links
33 3
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IP Office R7.0 provides a unique window of opportunity to beat the competition, grow your
share in the sub-20 market and migrate the existing heritage customer base
Executive SummaryWith the release of IP Office R7.0, Avaya delivers on it’s promise of an integrated
portfolio. The ability to migrate all popular vintage sets to a single platform offers unique migration opportunities coupled with investment protection.
Solution Offers
4
Investment protection40%- 60% investment
protectionby migrating existing
BCM/Norstar IPand digital sets
Simplified InstallationData migration tools and RJ21 connections for heritage Nortel
customers Quick Mode Install for IP Office
Essential Edition
DevConnect Partner Integration
Leverage existing Dev Connect partners and penetrate the Healthcare vertical which is
growing at 3% YOY
Grow sub 20Cool new sets that offer
Enterprise class functionalityEnhanced messaging
capabilities
Convergence• Data Migration tool• RJ21 connector eases BCM
to IP Office PBX upgrades w/ exiting phones
• Support for BCM/Norstar Digital and DECT sets via new
hardware• Enhanced functionality on
Nortel IP setsEnhancements for Sub-20• Quick Mode Install• Increased messaging storage• New 9500 Digital paperless sets
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GLOBAL SMEC MARKET
5
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First, Let’s Define The MarketSME Communications
Sub Segment Names Firm Size (employee)
SOHO <5Very Small Business (VSB)
5-20
Small Business 20 - 100Medium Business 101 - 250Midsize Enterprise 250 - 1000
Large Enterprise 1000+
Est. Historical % Total SMEC Sales:
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What’s driving our Market?
Fastest growing space is in 50-99 with 7.9% growth expected next year
Very small businesses (sub-20) comprised of 82.5% of SMB market
64% of SMB’s will be replacing outdated systems– PC replacement cycle driven by SMB support for Windows 7– PC ownership as well as notebook purchases fueled by
lower prices and advanced capabilities– Replacement of desktop PCs by notebooks driving new
refresh cycles – SMB LANs/Server-based LAN penetration will exceed 64%
by end of 2011
According to Dell’Oro, 2011:
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Now is the Time to…..Defend and Migrate the Installed Base
8
Be the only one to offer 40-60% investment protection1
Upgrade Norstar, PARTNER, BCM (>3 years) and other customers to IP Office Release 7.0
2
3IP OfficePARTNER
Merlin/Legend/Magix
IntegralBCM
Norstar
Protect recent BCM investments <3 years to BCM R6.0 extend new functionality …….
More than 1.6M of Installed systems
worldwide about to refresh with a
maximum potential market of
$8.5B
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Avaya Fit for Purpose Solutions Serving Small, Midsize and Large Enterprises
9
xxx,000s
Avaya IP OfficeDesigned for SME Markets,
Simpler communications needs
10,000
Small Medium Midsize Large Fortune 1000
Avaya Aura®Designed for Midsize and Large Enterprises,
more advanced communications needs
# of Users
5 100 250 1000
Avaya Aura® Solution for
Midsize Enterprise
Avaya Aura®
Avaya Aura® Branch SolutionsFor 1-450 users/location
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SOLUTION OFFERS
10
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Avaya IP OfficeUnique Investment Protection
IP Office 500Single, Modular Platform
Scales to 384 users per system, 32 sitesSimple, role-based solutions
Integral Integration
PARTNER® Integration
Avaya AuraTM IntegrationBCM, Norstar
Integration Part 2
4.0 6.0 7.0
5.0
MOBILE WORKER
AGENT POWERUSER
Merlin Integration
3.0 6.1
BCM, Norstar Integration Part 1
11
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Avaya IP Office R7.0 Solutions OfferingConvergence
BCM/Norstar Digital Phone and Digital Mobile phone Integration
BCM/Norstar IP Phone Enhanced Functionality
Feature set similar to IP Office terminals
New Hardware for Easy Migration
TCM8, DS16A and DS30A for set integration. RJ21 Connectors and Wall Mount kits for simplified
installation
Data Migration Tool
Easy transfer of voicemail message content, voicemail greetings and associated configuration data
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Avaya IP Office R7.0 Solutions OfferingIP Office Innovation
New 9500 Digital SetsNew Line of 9600 IP Sets
New paperless digital phonesColor IP paperless phones
Color IP Gigabit Touch screen phones
Enhancements for the Sub – 20 Market Designed for the stand alone small business customer
IP Office – Quick Mode for rapid Install and simplified administration
Increased message storage, out calling notification for IP Office Essential Editions
96X1 available with 6.1 maintenance release. 9611 not available with this release
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Avaya IP Office R7.0New Enhancements Vs Competition
Avaya IP Office
Alcatel-LUOmniPCX Office
Cisco UC500
Mitel 3300 MCD
ShoreTel Enterprise Edition
Siemens HiPath
Support for Norstar and BCM Digital Sets and
WirelessYES NO NO NO NO NO
Encrypted IP Endpoints YES YES YES YES NO YES
Paperless Label phone for <$300 YES NO YES YES YES NO
Linux OS Option for SME products YES YES NO
On enterprise products
onlyNO NO
One-touch transfer both directions
with mobile twinning
YES NO YES YES NO NO
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CUSTOMER SEGMENTATION
15
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• Current legacy Nortel or Avaya products• Healthcare with vintage products or net new• Expanding or Greenfield• Desires UC functionality
• Reliability and scale• Ease of migration• Investment Protection• Simple to understand, purchase and finance• Enhanced functionality
• traditional key-system customers• PBX customers <250• BCM customers >3 years old• Heritage Norstar and Avaya legacy customers• Healthcare and Hospitality verticals
Market Segment
Customer Type
Customer Values
Avaya IP Office R 7.0
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Avaya IP Office R 7.0 – Key Messages
17
Investment Protection
• Customers can save 40% to 60% on new IP Office installation using their existing BCM or Norstar sets
Total Cost of Ownership
Enhanced User Experience
• IP Office allows for simplified installation which decreases customer installation costs and increases TCO
• Simplified management tools – built for the sub 20 market to decrease cost of management and improve efficiency
• Data Migration tool reduces time to migrate thus decreasing cost and increasing TCO
• Migration of existing sets minimize disruption and need for customer training
• Faster and simpler administration for customer with paperless phones
• Cool new phones provide a more professional look and feel for the small business customer
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Key Messages Based on Customer Type
IP Office Essential Edition IP Office Preferred Edition IP Office Advanced EditionEverything is in one packagePlug and play capabilityInvestment protection: keep using existing phonesEasy to administer and manage— no in-house technical support neededSupport for TDM keeps costs down
while giving you the path to IPOptions to grow—when the time is right for you
Best of both worlds: innovative solution backed by the industry LeaderProven reliability / proven performanceLowers TCOProvides options to expandInvestment protection/easy transition: keep using existing phonesNo hidden costs
Everything you need—plus options for innovative applications to drive business improvements New ways to differentiate your companyNew ways to keep improving customer serviceStreamline collaborationSystem will keep adapting as your business evolvesProven reliability / proven performanceLong-term investment protection – IP Office evolves with your businessIntegrates to a contact center
Customer Type: Current System—Spirit, Magix, Partner, etc
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Key Messages Based on Customer Type
IP Office Essential Edition IP Office Preferred Edition IP Office Advanced EditionInvestment protection: keep using existing phonesHigh reliability: no fans, hard disks, etc.Easy to administer and manage—no in-house technical support neededEverything in one package including
Embedded Voice Messaging at no extra costPlug and play capabilitiesOptions to grow—when the time is right for you
Investment protection: keep using existing phonesHigh reliability: no fans, hard disks, etc.2 X 64 user Conference BridgeEasy to administer and manage—no in-house technical support neededPlug and play capabilitiesOptions to grow—when the time is right for you
Investment protection: Keep using existing phonesResiliency; SCN/VM redundancyBrowser-based apps; easy installFuture ready: migrate to SIPStreamline operations with multisite call reportingImproved communications and uptime via multi-site networking; resilience, pagingEasy to administer and manage—no in-house tech. support neededCan grow with your businessScalability to 384 stations (IP, digital, analog)
Customer Type: BCM/Norstar
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Why Migrate Norstar to IP Office
Factors Avaya Norstar Avaya IP OfficeScalability 3X8 – 3 lines and 8 users
CICS – 8 lines and 24 usersMICS – 224 usersNetworking via OPX and IP Gateways
Up to 384 users per single siteUp to 1000 users over 32 sites. Can be cost- effectively networked together over IP
Reliability Highly reliable but no resiliency offers in multi-site scenariosHighly reliable but no resiliency offers in a single site mode
In multi-site environments, software based IP phones, applications and voice mail resiliency is available with IP Office Preferred and Advanced EditionsHighly reliable but no resiliency offers in single siteSolid state components with no moving parts reduces points of failure and increases resiliency
UserApplications
Limited off-site mobility offersRemote working capability is limited which inhibits productivityNo web-based desktop call control software or call centerNo Point-to-point video calling support3-party ad hoc conferencing is standard, no Meet-me conferencing
One-Number access via Mobile TwinningRemote working capabilities via several applications (Varies by IP Office Versions)Web-based call control software via one-X mobile ™Thin-client access to call center reporting improves access from remote locationsPoint-to-point video calling standard with Tele-worker and Power User128-party Meet-me conferencing standard (2 X 64
users per call)
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Why Migrate Norstar to IP Office
Factors Avaya Norstar Avaya IP OfficeEndpoints and Device Integration
No IP phone support; no SIP phone supportNo Bluetooth headset support
IP, analog, digital, wireless, DECT Bluetooth and third-party SIP phone support (varies by IP Office Version)
Management and Administration
Standard Windows-based administration toolNo multi-site administration tool
Standard proactive monitoring and alarming (Preferred and Advanced Edition Editions)Standard IP Office Manger enables configuration and management of Avaya IP Office systems in an distributed network
Networking OPX circuits and gateways for networking of Norstar systems
IP Office Preferred and Advanced Edition support up to 32 sites/up to 1000 users across sitesSites can be connected together with IP Office Preferred and Advanced Editions with free calling between networked locations
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PARTNER BUSINESS PROPOSITION
22
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How Avaya Partners Benefit Avaya offers multiple ways
Increase Margin
Reduce Cost
Realize Cash Quickly
BDF and MDF programs,Promotions, Expanded
Product portfolios
Market Leaders Campaigns, Partner Marketing Central,
Streamlined training,One product line
Avaya Financial Services(AFS)
• Programs to offset costs, fuel growth, increase margins• Cool applications like mobility, SIP enhancements, remote worker and
new sets address customers' hot buttons which ncrease loyalty
• Up-sell capabilities open the door to complete solution sales
Why should your Partners care?
• Avaya programs help marketing dollars go further! Tested programs provide quicker ROI with a lower “touch”
• Streamlined training reduces time away from selling, decreases SG&A. No Fees for Sales Authorization!
• Learn, Sell and Maintain one product platform that scales the SME Market
• Utilize AFS leasing options to increase cash on hand• Free up credit lines previously used to purchase product• Advanced funding puts 50% of margin in your hands at the time of
sale
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Natural Migration Path:• Protect your installed base from the competition• Support all Nortel IP and Digital phones on IP Office• Resellers use same BCM design and quote tools• Data migration tool, RJ21 Jacks, Wall Mount Kits
Increase Market Share Attract new customers in
sub-20 with 95xx digital phones
Attract new customers in the high end segment with 96x1 IP phones
Penetrate new vertical markets with Dev Connect solutions
Outperform your competition with “Green” solutions
Increase Revenue Share Refresh Nortel phones
with Avaya 95xx and 96x1 phones
Offer Enhanced UC applications to existing and new customers
IP Office R 7.0 - It’s All About Growth!Transition to IP Office
Increase Revenue Growth Migrate Nortel install base of
+800,000 systems globally (210k BCM, 600K Norstar)
Accelerate sales (installation) in the sub-20 segment with simplified manager
Save at least 1 ½ hours per install with IP Office-Quick Mode; therefore decreasing quote to cash timeframe
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IP office 500v2, mix of Combo cards, TCM8, DS16A/30A, analog and/or PRI, (and supporting module(s)) Essential Edition (10 user) Preferred Edition 30 users and above. Phone Mix 10%1403, 10% 1408, 60% 1416, 10% 9504, 10% 9508
Proven Investment Protection
Keep the phones, change the core hardware Grow with IP Office Digital or IP Phones Protect your installed base
– Don’t’ let the competition get a look in!
Number of Users
10 30 50 100 200
IP Office with phones $4,082 $16,141 $25,280 $44,300 $81,010
Re-use Nortel phones $2,500 $9,535 $14,270 $22,280 $35,970
$ saving $1,582 $6,606 $11,010 $22,020 $45,040
Protected Investment 39% 41% 44% 50% 56%
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Time is Ripe forIP Office
Key Partner Takeaways
Continue selling BCM where it’s applicable while ramping up on IP Office
Sell with confidence! IP Office is the on-going flagship product for Avaya’s SME space
Streamlined, cost effective training makes it easy to become authorized to sell
Protect and grow your base with the promise of investment protection
Grow your market share with decreased time from quote to cash
Grow your wallet share by up selling new 95XX and 96X1 phones,
Target your Maintenance customers to monetize the heritage base
Penetrate new markets with Dev Connect solutions for IP Office
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TRAINING INVESTMENTS
27
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FY11 SME ExpertMarket your expertise by becoming an SME Expert
# of Certified Specialist / Certified Architect per
solution
Service Assessment
SME Expert Badge 2 APSS SME 1 ACSS SME or 1 ACS Implement
IPO1 ACIS IP Office or 1 ACSS SME
Remote SME Expert Assessment
Financial Marketing Technical
Business Development funds Marketing Development Funds SME Expert remote assessment fee waiver once specified requirement are met for all medal levels
SME Expert Logo/Designation SME Expert Plaque Current Analysis Membership Partner Locator preference over SME Authorized Lead routing preference over SME Authorized in certain theatres
No cost remote GSS Support for
implementations Direct access to the GSS Backbone for Maintenance support bypassing Distribution Input to product development through the Global Requirements Input Process (GRIP)
Benefits of SME Expert
Requirements
Improved Improved
GSS Support is available to individuals holding either the ACS Implement IPO or ACSS SME
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New to IP OfficeTraining Requirements
Course Name Course Number US Cost Delivery methodIP Office Sales – APSS
Avaya IP Office Sales Training* (APSS)
2S00040W $0 Web-based 3.5 hrs
Avaya IP Office Sales* Assessment (APSS)
2S00040A $0 Web-based 1 hr
IP Office Implement – ACIS IP Office Hardware and Data
ComponentsAVA00916WEN $0 Web-based
6 hrs
IP Office Implementation Workshop
ATC01225IEN $2720** Instructor led40 hrs
ACIS - Avaya IP Office Implementation Exam
6401.1 $100 Pearson Vue Testing Center2 hrs
Enhanced Support Requirement – Optional - ACSSIP Office Advanced Applications
and TroubleshootingATI00484IEN $ 2720** Instructor Led – 40 Hrs
ACSS Small & Medium Enterprise Communications Exam
3000.2 $100 Pearson Vue Testing Center2 hrs
* See Note section below
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IP Office Essential Edition – PARTNER ® VersionTraining Requirements
Course Name Course Number US Cost Delivery methodAvaya IP Office Sales
Training* (APSS)2S00040W $0 Web-based
3.5 hrsAvaya IP Office Sales Assessment* (APSS)
2S00040A $0 Web-based
1 hrIP Office Essential
Edition – PARTNER ® Version Installation**
ATC01993WEN $0 Web-based
Self-paced
* Partners are required to have 2 individuals with APSS Sales Authorization on IP Office in each country where they will be selling the product. This is the same course as the IP Office APSS (no PARTNER® specific version). Courses and assessments are available in French, Italian, Spanish, and German ** Available for those individuals who will be implementing and maintaining the IP Office Essential Edition – PARTNER® Version in the NAR. Course is non-credentialed and is at Avaya University in the APSS SME Communication curriculum map under “to continue my training” section
Partners who traditionally sold PARTNER ® ACS and would like to continue selling our PARTNER ® replacement – IP Office Essential Edition – PARTNER® Version must complete the following training:
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Currently AuthorizedOptional Training
Course Name Course Number US Cost Delivery methodAvaya IP Office
Technical Delta R7.0 training
5S00001W $0 Web-based
2 hrs
For Partners currently APSS authorized, or planning to refresh their Implementation credential this course is recommended. There is no additional assessment required.
For Partners currently APSS Authorized and would like additional training on IP Office Essential Edition – PARTNER® Version (NAR only)
Course Name Course Number US Cost Delivery methodIP Office Essential
Edition – PARTNER ® Version
ATC01993WEN $0 Web-based
Self-paced
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COMPLEMENTARY OFFERS &
ADDITIONAL RESOURCES
32
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Focus on: HealthcareIncreasing IT Spending
“Healthcare expenditure “is
expected to grow with practices looking to use technology to
improve efficiency and margins”
(IDC – 2009)
Total IT Expenditure in Healthcare in 2010 is expected to be $82.2
billion, up 3% on 2009 (Gartner – October 2009)
There are approximately 750,000 healthcare
establishments in the US. 90,000 in the 20 to
99 employee sizesmall businesses in the
Small Healthcare Businesses spent more then $10bn: Telephony
equipment ($500M) telephony services ($7B)
and internet services ($3B)
(AMI Research 2009)
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Understanding the Healthcare Vertical
Nursing Homes
jkjj
Doctors Offices
Providing Residents access to phone and voicemail
Accurate billingStaff access to full
communications suite (mobility, contact center etc)
Quick response with on-site wireless phones
Immediate notification of 911 calls
Room status - guarantees the cleanest environment to the residents
Complete mobility, Doctors and/or delegates can quickly be found, without disclosing cell or home number
Automatic appointment reminders and reschedules reduce the revenue lost to missed appointments.
Automatic Lab result reader and Prescription Refill free staff for
more pressing tasksSpecialists are free to
seamlessly roam across office
locations
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IP Office & DevConnect PartnersCreating Healthy Solutions
DevConnect Partners
Computer Instruments RSI
DuVoice TigerTMs
Key Capabilities:
Appointment reminders Repeat prescriptions
Integrated DECT Mobile solutions Invoice Reminders
Emergency notifications Pre-surgical checklist
DECT Mobility
What this meansto Partners:
Increased revenue opportunity Improved margins from software Repeatable business (verticals) Take share from competition
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Why Demos Are ImportantShow and Tell
36
Good Demo30.2%
Now you have a choice!!• EZ Demo – updates coming! Also
coming to an Apple App store near you• Flash Demo• Avaya Demo Sales Specialists
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Reduce Marketing Expenses by Leveraging Avaya MarketLeaders 2.0 and Partner Marketing Central
PMC is free to all partners MarketLeaders is subsidized
50% upfront by Avaya and is at heavily reduced rates
MarketLeader Savings example: • A standard email (Excite)
campaign includes 2 email blasts, telemarketing follow-up &1000 contacts for ~$1400
• Cost estimate to create a campaign and purchase a list = $5K+
~$3600 Savings perCampaign
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New SME Campaign materials available on PMC & MarketLeaders today
Target: sub 20 market Theme: “You didn’t know a phone
system could do that?” Assets: oft & html emails, online
banners and telemarketing scripts– Horizontal – Hospitality – Healthcare
Offers: – IP Office Demo – Small Business Unified
Communications for Dummies
PMC Link: https://pmc.avaya.com/ui/smesolutions.aspx?link=ipoffice&categoryId=6&subCat=282
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New SME Campaign materials available on PMC today
Social media– Social media is a key component of the Avaya SME program, enabling us
to increase awareness, showcase innovative SME solutions and forge deeper connections with SME owners.
– Partners can take advantage of the power of social media by participating on whatever level they feel comfortable.
– Social Media calendar posted each month– Partners can use this content exactly as is and post in your own social media
efforts, or create their own– it's up to them!– PMC Link:
https://pmc.avaya.com/ui/smesolutions.aspx?link=socialmedia&categoryId=71 Seminar in a box (emails / landing page / telescripts, etc)
– https://pmc.avaya.com/ui/smesolutions.aspx?link=ipoffice&categoryId=6&subCat=151
Quarterly eNewsletters (for SME & Enterprise) – https://pmc.avaya.com/ui/smesolutions.aspx?link=enewsletter&categoryId
=49&subCat=201
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SME Campaigns coming in Q2/Q3 IP Office 7.0 Campaign
– Multi-touch campaign focusing on:– Growing your business– Pain points of an SME– Business benefits of IP Office
Target:– Nortel Legacy (BCM/Norstar)– Avaya Legacy (PARTNER, MERLIN)– Net New
Assets: oft & html emails, online banners and telemarketing scripts– Horizontal & Healthcare
New Premium Content– Nortel migration guide– Avaya migration guide– Avaya White Paper: How Effective Communications Deliver Real Results
to Your Business– Avaya White Paper: Revolutionizing Patient Care Through
Communications: helping nurses improve patient outcomes, patient care productivity, and hospital profitability
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SME Promotions & ProgramsCheat SheetQ2 – Q3 FY 2011
Use this Cheat Sheet for a quick view of the promotions and programs available to help you win with your SME customers. View important details on the
SME Promotions and Programs Page
Programs
Trade-In / Trade-UpCustomers can easily trade-in their old equipment
(Avaya, Nortel, Cisco) for a cash rebate when trading up to IP Office.
• Available in U.S. and Canada.
No expiration dates: ongoing programs
Free Software Trial LicensesEnable your customers to try select IP Office
applications for FREE for 60-days.• Contact your distributor.
Financing
IP Office Finance/Lease Offers
Offer customers 0% (60-months) True Lease financing for new IP
Office systems.• Through Avaya Financial
Services• Can be combined only with
Trade-In/Trade-Up Expires: June 30, 2011
Seed ProgramCustomers can trial IP Office for a two week
period free of charge. Just provide an IP Phone. • Contact your CAM for details.
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Powerful, SME Focused PortalTools for All Elements of The Selling Cycle
42
Case Studies
Competitive
Roadmap
Demos
ROI Tool
Industry Kits
Collateral
Training
Demand Gen
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Take advantage of the SMEC market with the latest portfolio updates featuring:•A clear and simple migration path for our legacy customers. •Competitively differentiated technology based on an integrated, open standards, multi- media platform•New “Green” sets that outpace our competitors•One hardware platform that grows as your customers grow. •Dev Connect partners that will help you infiltrate the healthcare vertical.
Get Started Now!
Attend SMEC February Launch Webinars Register for Authorization Training sessions Visit www.avaya.com/partnermarketing and access a wide variety of self and full service
marketing assets and programs to support your lead generation efforts!
Next Steps