Copyright© 2002 Avaya Inc. All rights reserved Anna Dorcey Director, Avaya DeveloperConnection Program August 4, 2004 Partnering in the VOIP World Anna Dorcey Director, Avaya DeveloperConnection Program August 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

5 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 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 IP Penetration: Regional IP Penetration: Worldwide

8 The Revenue Opportunity: Enterprise VoIP Market

9 Vendor Share Positions 3Com Avaya Cisco Nortel 10% 20% 30% 40% 2000 …. Q Q Q Q Worldwide IP Telephony Market 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 Best Effort IP QoS Modular Systems Integrated Distributed Software and Systems Federated Services Traditional Separate voice, video & data networks VoIP Gateways Traditional Separate voice, video & data networks VoIP Gateways Converged Communications Rich multimodal user experience Dynamic applications Comm-Enabled Business Processes Built on Converged Networks Converged Communications Rich multimodal user experience Dynamic applications Comm-Enabled Business Processes Built on Converged Networks Converged Networks Integrated voice, video & data applications Distributed apps over either traditional or IP infrastructure Deploy and leverage IP infrastructure Converged Networks Integrated voice, video & data applications Distributed apps over either traditional or IP infrastructure Deploy and leverage IP infrastructure

12 Security & Business Continuity Services Convergence Services Implementation & Integration Services Network & Applications Consulting Services Maintenance Services Managed Services Gateways Smart Devices Servers Application Development System & Network Management Unified Access Converged Infrastructure Network Infrastructure User Agents Business Applications Customer Relationship Management Partner Relationship Management Supply Chain Management Employee Relationship Management Avaya MultiVantage™ Communications Applications Telephony Contact Center Messaging Communication Services Unified Communication Communication Architecture: Supporting Converged Communications

13 Avaya MultiVantage™ Communications Applications Business Applications Telephony Contact Center Messaging Unified Communication Communication Services Application Development System & Network Management Application Enablement Framework Avaya Comm Mgr Avaya MsgSvr Avaya Media Gateway Connectors Communication Services Apps Wireless Access, Speech Access, Visual Access ASR/TTS Service Creation Env. Service Creation Env. Avaya Common AE Mgmt Avaya Common AE Mgmt core services Avaya SIP Server Avaya Plug-ins

14 Agenda Developers and Society The VoIP Industry Avaya & VoIP Partnering with Avaya

15 Managing a Successful Partnership Success Factors Have a clear strategic purpose. Find a fitting partner. Specialize. Create incentives for cooperation Minimize 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 Cycle Value to Avaya, Customers, Business Partners & Developers Awareness Understanding Develop Test Joint Offer

17 Partnering is a Necessity Developers, System Integrators, Consultants Corporations, Businesses, Value Added Resellers Innovation Ideas Questions Function Quality Solution Technologies Vertical Offers Services Value Added Solution Offer Infrastructure APIs & SDKs Platforms Research Core Technology Enablement Testing Customer Base Marketing

18 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?

19 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!

20 DeveloperConnection Program SELECT DEVELOPER DEMANDS Selling & Marketing Events and Promotion Training and Certification Interoperability Testing Technical Resources Products & Technologies Code Software/Hardware Procurement Web Portal APIs SDKs SELECT Innovator Strategic & Premier CUSTOMER DEMANDS More value from existing systems Lower cost of operations Flexibility to react to change Integration & interoperability INDUSTRIES Government Education Retail Healthcare More…..

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22 “If we all did the things we are really capable of doing, we would literally astound ourselves…” Thomas Edison GO ASTOUNDYOURSELF!