Unified Communications - Selling A Strategy Ng Kay Tick Solutions Manager © 2009 Avaya Inc. All rights reserved.

Show customers what is POSSIBLE Sell the value of Avaya TODAY Call to Action Focus on the Business User Focus on the Business User Show customers what is POSSIBLE Sell the value of Avaya TODAY © 2009 Avaya Inc. All rights reserved.

Roles within the Enterprise Mobile Sales Executive Contact Center Supervisor Contact Center Agent IT Director IT Manager Information Worker Customer 3 3

Telecommuting – Mobility takes center stage Q.What was the main reason behind your organization's decision to start allowing employees to telecommute? Of the APeJ enterprises that allow employees to telecommute, nearly 50% implemented it in the past 9-10 months. Australia leads in terms of enterprises allowing telecommuting Indonesia and the PRC are ahead of other countries in terms of recent implementation of telecommuting The biggest driver for implementing telecommuting was the availability of UC technologies in all countries except India, where enterprises largely deployed UC to meet employee demands. Small business are particularly big on UC for telecommuting The highest share of enterprises across A/P allow just the mobile workforce to claim telecommuting expenses India (N=39) – Highest share (77%) of enterprises provide mobile devices for telecommuting PRC (N=38) - Highest share (54%) of enterprises provide UC tools for telecommuting Source: Upcoming report IDC Asia/Pacific UC & Enterprise x.0 Survey, 2008: Of Innovation, Transformation and Collaboration – AP exc Japan

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

Deconstructing Collaboration Q. Which applications do you use to collaborate with your co-workers? 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 Meetings Internal Training Internal Brainstorming Customer Meetings Planning R&D Business Partner Meeting/Training Searching for Employees Source: IDC’s APeJ Business Users UC Survey, 2008

Show customers what is POSSIBLE Sell the value of Avaya TODAY Call to Action Focus on the Business User Show customers what is POSSIBLE Sell the value of Avaya TODAY © 2009 Avaya Inc. All rights reserved. 7

UC In Actions Efficiency for a Global Consulting Firm Case Study: Complete Business User Solution 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 Customer = Mckenzie Travel cost = 240M, users travel up to 2 weeks per month Most appointments are on an ad-hoc basis – takes a toll on work life balance, resulting in talent retention 14K consultants will be using 1XM on BB in 2009

User Collaboration UC All Inclusive W/Intelligent Presence Server Available Optional Video Avaya one-X Portal Avaya one Portal Avaya one-X Communicator X ® Microsoft OC IBM® Lotus® Sametime Standard or Enterprise Edition Communication Manager VPNremote Avaya one-X Mobile Extension to Cellular Extension to Cellular Extension to Cellular

Group Collaboration Broad, deep, desktop integrations Conferencing Adobe® Acrobat® Connect Professional Embedded audio control capabilities for more productive meetings See who is in call - identify speakers Mute or disconnect participants Dial out to join new participants Have the audio bridge dial out & bring you in Lock the conference Avaya Web Conferencing Microsoft® OCS Communication Manager Microsoft® Live Meeting IBM® Lotus® Sametime

Group Collaboration Cost Effective Video Everywhere Avaya one-X® Communicator Avaya one Portal Avaya one-X® Agent Web Conferencing X ® Communication Manager Customer Kiosk Room Systems Telepresence

Avaya Aura Revolution in Communications Architecture Enterprise Network App 1 Collaboration App 2 Video App 3 Business apps Avaya New York London Nortel Hong Kong Siemens Frankfurt Contact Center Mumbai Cisco Rome Chicago Users anywhere Apps Integrated Avaya New York Feature Server London Nortel Hong Kong Siemens Frankfurt Contact Center Mumbai Cisco Rome Chicago Data Centers Aura SIP Trunking 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.

Order from Chaos, Enterprise-wide IT Benefits 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 Users anywhere Apps Integrated Avaya New York Feature Server London Nortel Hong Kong Siemens Frankfurt Contact Center Mumbai Cisco Rome Chicago Data Centers New Name SIP Trunking 200 locations, 6 applications YESTERDAY: 200 dial-plans to administer, 200 SP SIP trunking integrations, 1200 application integrations, 19900 point-to-point SIP trunks, … NOW: 1 dial-plan, 1 central SP SIP trunking integration, 6 application integrations, 200 SIP trunks just to each location, … priceless! Avaya 200+ systems, 19900 connections Australian National University Save PSTN costs using global university network, control new media apps

Business Agility, Empowered People Business User Benefits 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 Avaya New Name Shared Applications SIP Trunking Global consulting firm Save $10m /year in travel and $6m /year in phone costs with UC, video and mobility

Show customers what is POSSIBLE Sell the value of Avaya TODAY Call to Action Focus on the Business User Show customers what is POSSIBLE Sell the value of Avaya TODAY © 2009 Avaya Inc. All rights reserved. 15

for Business User Communications 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 Avaya Architecture for Business User Communications 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 16

Addressing Diverse Customer Needs KNOW YOUR PROSPECT IDENTIFY GOALS DRIVE 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 Align Your Prospects/Customers to the Segment Identified in the Matrix (left column) Probe for the Target's Goal / Needs (center column) Position the Value of Avaya Offerings (right column) Engage your SE and Services Business Development Manager for support. © 2009 Avaya Inc. All rights reserved. 17

Lead with Avaya Unified Communications All Inclusive MS OCS & IBM Sametime Avaya one - X ® Portal - ® Portal Avaya one Avaya one Avaya one Avaya one - - - - X X X X ® ® ® ® Communicator Communicator Communicator Communicator Avaya one Portal W/Intelligent Presence Server X ® Available Optional Video Communication Communication ACM + AES Communication VPNremote Manager Manager ACM + AES Avaya one - X ® Mobile Avaya one - X ® Mobile Extension to Cellular Extension to Cellular Extension to Cellular

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(entpr.) 57k US$ 57k/7k ~ ROI in 8 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(expr.) 13,600 US$ 14k/7k ~ ROI in 2 months

Include Low Hanging Fruits Unified Messaging – Modular Messaging Comprehensive Integrations Message Store Options* Avaya analog/ digital/ IP/SIP Other PBXs Avaya Message Store Server (Linux) ~ or ~ LAN one-X Speech Server(s) Microsoft Exchange Store Server Avaya or non-Avaya PBX Traditional (TDM) or IP Telephony MultiSite and MutliSwin Support Messaging Application Server with: Aria / AUDIX / Serenade TUI ~ or ~ This is what MM looks like in all its glory. This can be a complicated story to tell, and it can be a complicated concept to grasp. But, you.........and YOUR CUSTOMER OR PROSPECT........MUST “get it“. Once a potential buyer understands what MM does for them and why we haven‘t deployed it on a single Windows-based server, they will demand the most complicated MM solution they can afford. Because, in it‘s complexity lies the beauty of the design – along with the peace-of-mind your buyer wants from a system that will support virtually 100% of their users, 24 by 7 by 365! IBM Domino Store Server (Win) Message Networking Server(s) Rich Multimedia Access * MSS only for MM 5.0

Reshaping Enterprise Communications Architecture Multi-Vendor PBX Multi-Vendor Applications Communication Manager Session Manager Application Enablement Presence Integrated Management Voice & Video Telephony Easily add new services across platforms Maximize use of Multi-vendor networks Consolidated dialing plan Devices Locations 21

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

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 document Access via sales portal Provide feedback on individual content elements

Accessing the UC Knowledgebase You will be able to access the site two ways: From the portals: Prepare Tab>>Sales Tools>>UC Sales Tools Directly going to http:\\avaya.level0help.com The first time you access the site you will have to register. You will need: A valid business email (user@avaya.com) A valid site code – BP sold-to number (please see the access guides on the UC Sales Tools Page for site code and login information) Note: Registration may be modified slightly prior to launch – check UC Sales Tools page for final access instructions Once you register , if you allow Cookies on your PC, you will not have to login on subsequent visits to the site, otherwise you will have to login each time

Search across UC Clients with topic specific results Full Text search across one or all available products Content rated based on direct feedback from users Results by Topic with options for text & flash content

Text results window Send the text and flash content to a coworker or customer Access Flash Demo to see how to perform the action in the application Print content for future reference Key steps to complete function Click flag to view content in other languages (Currently only available in English only) Quickly rate content with a 1-5 star rating

The Business Challenge Technology getting in the way Use communications instead of communications using you Serve customers better Intelligent, process-driven activity Faster, more strategic decisions 27

thank you © 2009 Avaya Inc. All rights reserved.