Positioning Avaya Aura ® Conferencing & Scopia ® May 2013

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 2 Sales Team… Do you want to compete more effectively vs. Microsoft, Polycom or Cisco? Do you want to accelerate sales of Avaya’s collaboration portfolio? Does your team or your customer want to understand the difference between Scopia and Avaya Aura Conferencing? Do you want a simple message to communicate our unique value proposition with Scopia and Avaya Aura Conferencing?

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 3 Unified Communications Market Evolution Right People, Right Time, Right Information – Voice, Video, Content Video Conferencing

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 4 Video Voice Content Unified Communications  Integration of multi-modal experiences over common system  Voice, Video, Content  Presence, and Instant Messaging  High Scale Open Collaboration for the Mobile Enterprise  The right experience for every person and customer  Across every device  Global enterprise scale and architecture  Expanding Avaya Aura foundation Video Conferencing  High Performance and High Quality HD Video  Leverage existing investments (H.323, room system, telepresence)  Ongoing market demand Software Media Switching Processed Video MCU Market Evolution Right People, Right Time, Right Information – Voice, Video, Content

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 5 Avaya Collaboration – Working Together Right People, Right Time, Right Information – Voice, Video, Content Scopia® Avaya Aura® Conferencing Avaya Flare®

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 6 Both Solutions Address Different Video Collaboration Needs Both solutions work together to provide an integrated, enterprise-wide conferencing and UC solution ScopiaScopia  Premium video conferencing  Virtual room MeetMe conferencing  Rooms, Windows, Mac, IOS, Android  Premium video conferencing  Virtual room MeetMe conferencing  Rooms, Windows, Mac, IOS, Android Avaya Aura Conferencing + Flare  Unified Communication, audio or web conferencing enhanced with video conferencing  Adhoc and MeetMe conferencing  Windows PC, iPad devices  Unified Communication, audio or web conferencing enhanced with video conferencing  Adhoc and MeetMe conferencing  Windows PC, iPad devices UsersUsers IT Managers  Over the top deployment, no upgrade to call control or dial plan  Highest quality bridged architecture  Over the top deployment, no upgrade to call control or dial plan  Highest quality bridged architecture  Next generation SIP architecture with Avaya Aura 6.2  Switched cascading architecture for highest scale  Next generation SIP architecture with Avaya Aura 6.2  Switched cascading architecture for highest scale

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 77 Meeting Full Breadth of Market Needs Source: Gartner Dedicated Room HD/Telepresence Managed Service, Provisioned Experience, Intercompany Shared Room Systems Scheduled and Managed Demand Set Dedicated Video Clients Controlled, High Quality Personal Video UC + Multimodal Collaboration Managed Reach Consumer and Mobile Best Effort Video Chat Scopia Flare Experience & Avaya Aura Conferencing Audio, Web, Video Conferencing Managed Reach Avaya Aura Conferencing

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 8 When do you sell Avaya Aura Conferencing? When do you sell Scopia? When customers need… High scale audio or web conferencing solution: Sell Avaya Aura Conferencing Video conferencing integrated with a UC solution: Sell Avaya Aura Conferencing and Flare A premium video conferencing: Sell Scopia

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 9 If They Want: Customers Need Both Audio and Web conferencing UC solution with multi-point adhoc video conferencing Video conferencing on desktops and mobile devices Connectivity to telepresence and existing room systems and from any H.323 or SIP devices

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 10 Benefits: Best of Both Worlds Users have access to tools necessary to meet a variety of collaboration use case needs Hundreds of audio or video conferencing users on an Avaya Aura Conferencing meeting can seamlessly connect to a Scopia video conference Are able to bridge an audio conferencing bridge with a video conferencing bridge Enterprise Collaboration Suite includes both Avaya Aura Conferencing and Scopia user licenses

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 11 Avaya Aura Conferencing and Avaya Scopia Interoperability Avaya Aura Conferencing user participating in a Scopia meeting and vice versa

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 12 Collaboration Suite Avaya Aura CM, SM, SMGR Avaya Aura Presence Flare for PC CM Messaging MS Lync Plug in ACA w/ Video ACE ACE 6.2 One-X Mobile/ SIP/iOS/CES Flare for iPad Voice/Web/Video Avaya SBCE Scopia /user Desktop & Mobile Avaya Aura Conferencing (Audio/Web/Video) Avaya Aura Messaging one-X Communicator w/Video EC500 Simple Licensing Model  Hosting licenses for Avaya Aura Conferencing and Scopia Desktop & Mobile  User based (not port based) pricing  No charge for participants  Builds on Avaya Aura Mobility Suite which builds on Avaya Aura Foundation Suite Foundation Mobile

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 13 Health Care  Physicians, nurses and staff are Aura Conferencing users  Scopia video used for telemedicine  Physicians & nurses participate in Scopia telemedicine sessions Best of Both Worlds Use Cases Law Firm  Attorneys, paralegals and staff are Aura Conferencing users  Hosted Scopia room video used for clients  Attorneys participate in Scopia room video meeting High Tech  50% are Aura Conferencing users. 50% are Scopia users  Aura Conference users participate a Scopia Meeting Best of Both Worlds

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 14 Will we see deeper integration between Avaya Aura Conferencing and Scopia? Absolutely. We have progressed along our multi phase integration plan:  We have released and have available the capability for Scopia participants to view Aura Conferencing video participants and hear / speak with all Aura Conferencing audio participants. Also, Aura Conferencing participants can see Scopia users / room (VAS) and hear / speak with all Scopia participants.  Further integration of Scopia & Avaya Aura Conferencing collaboration experience and management is being executed now, to be delivered in phases starting in CY14.

© 2012 Avaya Inc.- Proprietary. Use pursuant to your signed agreement or Avaya policy. 15  Download Real Time Collaboration-Addressing Your Use Case Needs, a session delivered at IAUG 2013 that addresses the various use cases for deploying both Avaya Aura Conferencing and ScopiaReal Time Collaboration-Addressing Your Use Case Needs The following material is currently being developed:  Scopia and Flare / Avaya Aura Conferencing roadmap  Complete play books to attack and defend from the competition  Unified Scopia and Avaya Aura Conferencing competitive positioning Resources