1. January 2010 Steve Peek, Channel Technology Manager, Avaya
Avaya and Nortel Enterprise Solutions Integration Roadmap Catalyst Webinar for Partners
January 2010
Steve Peek, Channel Technology Manager, Avaya 1

2. Avaya Focus Enterprise Communications, Small to LargeUC CC
Data
Services
Small & Medium Enterprise
Enterprise
Midsize Enterprise
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3. Powered by SIP: Open & Standardized
Avaya Vision
Powered by SIP: Open & Standardized
PLUG & PLAY COMMUNICATIONS
Delivering Communications Enabled Business Systems
Enabling Effective & Contextual Collaboration
© Avaya Inc All rights reserved. 3

4. Meeting Customers’ Business Objectives
Leverage investments
Lower TCO and eliminate complexity
Incremental “self-funded” ROI
Grow customer base
Be more agile than competitors
Accelerate business processes
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© 2009 Avaya Inc. All rights reserved.
© 2009 Avaya Inc. All rights reserved. 4 4

5. Unified Communications Roadmap Strategy
Continue to benefit with existing systems
Upgrade to current SIP-ready releases
Richer support and professional services
Protect
Integrate current systems into Avaya Aura™
Immediate simplification and cost savings
Share SIP-based applications across all users and locations
Extend
Evolve to an open and flexible enterprise-wide real-time architecture
New innovations driven with combined investment
Industry-specific solutions
Grow
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6. Have You Read This?
“To meet the needs of today’s work force and support many of today’s business challenges, a new architecture for communications is required”
Zeus Kerravala
Yankee Group, March 2009
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7. Evolutionary Path for Every Customer
Legacy Meridian
Avaya Aura™
Service
Providers
Apps
CS 1000
MCS 5100
BCM/SRG Branches
CS 2100
SL-100
AS 5300
Communication
Manager
Legacy DEFINITY
All current systems can be SIP connected
Lower costs, accelerate new application deployment, and serve customers everywhere
Protect … Extend … Grow
Integral 55 (Germany/EMEA)
Multivendor
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8. How to Understand the Roadmap
Rapidly Converge Applications
Meeting Exchange
Natural upgrades to Next-gen Messaging
Next-gen common SIP-based UC clients
Introduce common SIP video capabilities
Voice Portal and ICR
Evolve to Next-gen Contact Center (NGCC)
Avaya Aura™
Service
Providers
Apps
Strengthen Core for All Users
Avaya Aura New R&D (e.g. 6.0)
Agile Communication Environment (ACE)
System Manager + UCM
Session Manager + CS 1000 NRS features
AS 5300 technology over time
Protect Telephony System Investments
Evolve Gradually to SIP Devices
Session Manager & Presence integration
Releases to enhance integration (CS 1000 R7)
Many years of support
New “features” from external SIP apps
Focus on 1100, 1200, 9600 SIP Phones
Common Next-gen SIP devices
Other current phones stay system-specific
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9. Application & Services Integration
See uConnect training for more details
CS 1000 Roadmap
Today
12 Months
18-30 Months
Avaya Aura™
SIP-based Access
CS 1000
BCM branches
CS 1000 R6 (today)
CS 1000 R7
Continue to add CS 1000 phones and systems
Upgrades and Extensions
Application & Services Integration
Voice/Video Services
Presence Services
Session Manager
System Manager
Meridian
upgrade
Extend value with Avaya Aura™
Compelling ROI
Shared SIP Applications
Common User Interfaces
1100/1200 SIP phones Avaya Aura™ ready
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10. Messaging, Conferencing, UC Clients Roadmap
See uConnect training for more details
Messaging, Conferencing, UC Clients Roadmap
Today
12 Months
18-30 Months
Call Pilot
Modular Messaging
Meridian Mail
HMS for Hospitality
Next Generation
Unified Messaging
upgrade
Octel
continue to migrate
NMC and MCCS 5100 for Conf
Meeting Exchange
support
Common UC clients & apps
MCS 5100 for UC with CS 1000
support
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11. Avaya Product Lifecycle Policies
All current UC products are available for sale throughout 2010
The only UC end-of-sale to be announced in 2010 is NMC and MCS 5100
Any future end-of-sale for any product will have at least 9 months notice
Products have 6 total years of support following any end-of-sale
Years 1 2 3 4 5 6
End of Sale Announcement
minimum 9 months
End of Product Orderability
End of Manufacturers Support (Software)
Extended Software Support (optional, for purchase)
End of Extended Support
End of Manufacturers Support (Hardware)
Extended Hardware Support (optional, for purchase)
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12. SME Roadmap Partner Strategy
Protect installed base & Services revenue
Customers Can Stay Where They Are
Continue to Sell / Upsell
Protect
Extend Expertise:
Add or expand IP Office
Get field sales teams authorized to sell
Get technicians Fast-Track trained
Extend
Become an IP Office Expert:
Leverage DevConnect to deliver solutions
Expand to new markets – very small, mid market or verticals
Add SCS
Add Avaya AuraTM
Grow
© Avaya Inc All rights reserved. 12

13. Avaya Strategic Priorities For SME Markets
Simplicity
Customer Service
User Experience
Customer Benefit
Easy to understand,
to buy and finance
Solutions that help SMEs retain and acquire customers
Applications that are intuitive to use
Channel Benefit
Simple and profitable for channels to learn, sell, install, support
Differentiated value propositions and services that save time
Seamless integrations, EZ quote tools, roadmap influence (GRIP)
© Avaya Inc All rights reserved.

14. Avaya SME Communications Portfolio
TDM/Key Systems
Declining
Avaya PARTNER®
Avaya Integral 5
Avaya Norstar
Hybrid IP PBX
Growing
Avaya IP Office
Avaya BCM
SIP Software
Projected Growth
Avaya SCS
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15. BCM & Norstar Convergence Into IP Office
IP Office DevConnect Eco-Systems
Nortel Partners
What you like about BCM and Norstar stays
IP Office Management
IP Office Features (Resiliency, Mobility, etc.)
IP Office Platform
Avaya New & Installed phones
Nortel Interface
Nortel Features
Added benefit from what is unique to IP Office
Nortel Installed phones
© Avaya Inc All rights reserved.

16. Avaya IP Office Ideal for Converging Portfolio and for SME Markets
Single, Modular Platform
Scales to 384 users per system, 32 sites
Simple, role-based solutions
Integral Integration
PARTNER® Integration
Avaya AuraTM Integration
BCM, Norstar Integration
4.0
6.0
7.0
5.0
MOBILE
WORKER
AGENT
POWER
USER
Merlin Integration
3.0
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17. What It Means For Nortel Partners
Keep Selling What You’re Selling
BCM and Norstar: For sale well into 2011
Future Path For All Products
Convergence to the IP Office platform
Become An IP Office Expert
Sales, Design, Install, Maintain
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18. Evolution to CONTEXT Based Customer Service
Standalone Voice based
Call Centers
Distributed Multichannel Contact Centers
CONTEXT based Customer Service
Value of any interaction is defined by its context
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19. Avaya Context Center - Value & Benefits
VALUE: Unified & agile web services based delivery platform
BENEFIT: lower CAPEX & OPEX
Contact Center Operations (Business Users)
VALUE: Fast and effective agent, expert, self service interactions
BENEFIT: increases customer satisfaction & reduces cost
End Customer
VALUE: Proactive and participative customer engagement
Line of Business Owner
BENEFIT: enables differentiation to grow profitability & brand
Consistent and high value engagement across channels in real time creates a superior experience
Integrated
Processes
Persistent
Knowledge
Communications
Real-time
© Avaya Inc All rights reserved.
© 2009 Avaya Inc. All rights reserved.
© 2009 Avaya Inc. All rights reserved. 19 19 19

20. Avaya Next Generation Context Center
Work Assignment Engine
Multimedia Conference Server
with Persistent Context
Multimedia Recording
Outbound Customer Care
Inbound Self Service
Common Platform
NGCC Products
NGCC Agent Workspace
CC Integrated
Management
Work Force Optimization
Analytics
Unified Reporting IQ
Call Management System
Common service creation environment for automated and agent dialogs
Avaya ACE
System Manager
Session Manager
Voice/Video Services
Presence Services
Application & Services Integration
Resident Expert
Agent Voice / Video
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21. Context Center, Self Service Roadmap
See uConnect training for more details
Context Center, Self Service Roadmap
Today
12 Months
18-30 Months
Avaya Call Center Elite
Avaya Interaction Center (AIC)
Upgrades and Extensions
Avaya Intelligent Customer Routing (ICR)
extend
NES Contact Center
NGCC is path for SIP Multi-Channel Contact Centers for Mid Market in 2010 and Enterprise in 2011
NES Interactive Communications Portal (ICP/SCE)
upgrade
+ Proactive Outreach
Customer Experience Portal
Avaya Voice Portal (Dialog Designer)
Avaya Proactive Contact
NES Media Processing Server (MPS)
support
Extend and transition applications
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22. Avaya Data Networking – Unique Value
Dependable
Intelligent components & designs, powerful networking that can be fully trusted to deliver
Up to 7X better resiliency
100% Call Completion even during failure scenarios
Efficient
Improving the effectiveness of a business by creating a simpler & more effective network
First, intelligent components and designs are at the heart of Avaya’s reputation for delivering the most distinguished resiliency model in the industry. Besides being fully scalable across the Enterprise, it has been 3rd party tested to deliver up to 7 times better resiliency than the market share leader and provides uncompromising end-to-end availability for real-time applications such as UC.
Second, providing dependability and performance only goes so far if the network is not efficient in its service delivery. An efficient network is a better performing network. Avaya’s network is designed with architectures that maximise all resources and investments, doing away with idle or under-utilised links, equipment, and even entire “architectural tiers” delivering up to 20X better performance and 1/3 less equipment.
And, last but certainly not least, a network that is deterministic and optimised is one that delivers superior value for the investment. Avaya offers industry-leading energy-efficiency that spans the entire portfolio – from Data Center to Desktop -- delivering immediate reduction in utility charges related to direct power consumption and indirect cooling. That combined with the total cost of ownership advantage by virtue of highly-competitive product and maintenance pricing as well as operational efficiencies delivers superior value to the business.
In summary, while Avaya addresses each characteristic uniquely, the most impressive advantage is that Avaya excels at all three simultaneously.
Up to 20X better performance
Pioneered best-practice design, saving 1/3 equipment
Cost Effective
Networking that is deterministic & optimised, and one that delivers superior value for money
Up to 50% better TCO
Up to 40% more energy-efficient
© Avaya Inc All rights reserved. 22

23. Powered by SIP: Open & Standardized
Avaya Vision
Powered by SIP: Open & Standardized
PLUG & PLAY COMMUNICATIONS
Delivering Communications Enabled Business Systems
Enabling Effective & Contextual Collaboration
© Avaya Inc All rights reserved. 23

24. thank you
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