1. Avaya Communicator for Web for Avaya IP Office
Sales and Partner Pitch Pack
Updated November 2015

2. Agenda Introducing Esna – the newest member of the Avaya family
Avaya Communicator for Web – IP Office
Value Propositions
Customers
Partners
Solution Examples
Target Customers & Sales Motions
Additional Partner and Sales Information
Partner and Sales Authorization
Quote to Order Process
Prerequisites
Solution Support
Collateral and Sales Tools
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3. Introducing Esna
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4. Avaya and Esna Accelerate Communications Enabled Applications for Effortless Engagement
Who is Esna?
Founded 1989 based out of Ontario, Canada
Focus on developing user experiences that enable people to communicate and collaborate quickly and easily inside the business applications and mobile devices they use daily
Embed rich communications into cloud-based business applications
Avaya DevConnect Select Product Program member
Why is this important?
Growth in use of cloud-based applications
Increased demand to integrate multi-vendor communications into cloud- based business applications for faster, better engagement
Accelerates Avaya’s communications-enabled business application strategy; highly complementary to cloud and mobile strategy
Esna provides an interoperability framework which supports our strategy of engaging communities that are built around applications and giving them consistent, non-intrusive, simple to deploy and manage access to communications – video, voice, presence. Avaya intends to integrate Esna’s solution with Avaya IP Office, Avaya Aura, Avaya Scopia and our contact center solutions. Esna complements collaboration applications (like , docs, CRM) that we do not offer nor plan to develop with Avaya’s reliable and scalable voice and video capabilities.
It completely supports our cloud and engagement solutions strategy and is very complementary. Esna client solutions extend the Avaya client portfolio by adding thin client browser support for web based application integration. Esna server solutions accelerate the application integration capabilities within Engagement Development Platform.
The acquisition also enables us to bring engagement products to a new group of customers such as those that are using or transitioning to cloud-centric business applications: For example, customers that are transitioning from Microsoft Outlook to Google.
From a cloud perspective, Esna features are the same in cloud or premises-based environments. Esna supports an OPEX pricing model and its client software can be downloaded.
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5. On-premise, cloud-based or a hybrid solution
Esna Embeds Communication and Collaboration Tools Inside Cloud-Based Business Applications
Apps + Browser
Esna
OFFICELINX | CLOUDLINK | ILINK
Esna connects the leading communications platforms to leading cloud delivered applications like Google Apps, Salesforce, Microsoft Office 365 and Jive. It embeds rich communication and collaboration capabilities directly into the browser interfaces of those applications.
PBXs
On-premise, cloud-based or a hybrid solution
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

6. Avaya Communications Platform
Avaya Clients Communication Enable the Applications and Processes that Drive Business
Web Apps + Browsers
COMMUNICATOR
User
Experience
Avaya believes that effective business communications solutions today need to allow users full access to communications capability from any device and that this requires solutions for desktops, mobile and browsers. For desktops and mobile environments purpose-built branded clients or mobile apps designed for the Avaya communications platforms provides a rich user experience that fully enables users within an organization. However, there is significant growth in the use of cloud-based, web and mobile applications accessed through a browser. These solutions are ripe for a different approach – one that brings UC functionality directly into the cloud-based applications and integrates their capabilities with a rich, seamless communications experience from within the web browser.
Avaya has been promoting the value of communications-enabled applications for years – now with Esna, we’re bringing that to web-delivered applications
Desktop
Mobile
Web Powered by Esna
Avaya Communications Platform
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7. Avaya Communicator for Web
Overview
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8. What We Are Launching? Avaya Communicator for Web
The first Avaya branded offer initially available for IP Office
Embeds browser-based real time communications in
Google Apps
Office 365
Salesforce
Google Chrome
Internet Explorer
Available in June 2015
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

9. Communicator for Web for IP Office
Overview
Part of Avaya Communicator client portfolio
Collaboration and communication capabilities
Voice and video calling
Instant messaging and presence
Phone control
Click-to-conference
Runs as a Chrome extension or Internet Explorer add-on
Provides a HTML5 front-end leveraging IP Office WebRTC in the back- end to deliver voice, video, IM/presence within the browser and inside cloud-based business applications
Provides a modern, streamlined and easy to use collaboration experience with a style familiar to customers using mobile, cloud and browser-based applications
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

10. Avaya Communicator for Web
Value Propositions
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11. Customer Value Proposition
To End Users
Provides complete, rich, communications for end users directly from inside cloud- based applications
Provides single click access to voice, video, presence/IM, conferencing, messaging (and other modes) from within a cloud-based application
Increases productivity and customer satisfaction by decreasing effort required to connect with anyone or collaborate as a team
For IT
Reduces the disruption associated with deploying new technologies, and from switching applications or devices to communicate
Provides the flexibility to use thin or thick communications clients or applications
Enables faster adoption of new technologies
Reduces the burden on IT budgets by leveraging existing multi-vendor technologies
For Business
Increases the flexibility to choose the most appropriate application for the businesses – avoiding vendor lock-in
Avaya Communicator for Web (ACW) will provide the most benefit to Avaya IP Office customers who utilize cloud-based applications such as Google for Work, Salesforce, Office 365, Jive, etc. and want an easy way to access Avaya IP Office communication and collaboration capabilities within those applications . ACW will increase productivity through single click access to voice, video, presence/IM, conferencing, messaging (and other modes) directly from the browser within these web-delivered applications.
In addition to the click-to-call capability, ACW IP Office integration with Avaya and business applications (e.g. Salesforce, Google) provides a user (employee) with the following features (illustrative not exhaustive):
Click to video
Presence/ availability of colleagues
Real time content sharing
Compliance: auditing/logging in business applications
Contextual awareness/tracking of users amongst multiple business applications
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

12. Partner Value Proposition
Participate in Extended Market Opportunities
Enable collaboration practices to be more relevant to enterprise CIOs that are investing in SaaS, social and mobile collaboration applications
Deliver a solution today that drives Avaya UC upgrades and new sales by embedding Avaya solutions inside leading SaaS business applications 
Provide customers ability to adopt cloud-based business applications, and deliver a portfolio of rich UC applications 
Capture organizations migrating from on-premise productivity solutions (Outlook/Exchange, IBM Notes) to cloud solutions (i.e. Google Apps, Gmail)
Help Customers Extend Avaya Investments
Help customers leverage and extend their investment in Avaya to cloud applications (i.e. Google Apps, Gmail, Salesforce) 
Customers can access real-time communication tools inside the cloud business applications they use regularly without having to replace their existing Avaya assets
Compete Better
Compete effectively against solutions like Microsoft Lync / Skype for Business 
Bridge an enterprise’s infrastructure with the cloud, linking on-premise communications technology and cloud applications
ACW will provide IP Office Avaya Channel Partners with a value-added solution to sell that has a differentiated approach from what’s available from most other vendors today. The increased use in web applications offers a growing market ripe for an integrated, multi-vendor solution that increases flexibility and productivity, while easing IT requirements and budgets. More specifically:
ACW increases the competitive strength of Avaya Communicator against Microsoft and Cisco and others which increases the opportunity for more wins and larger deal sizes.
ACW positions Avaya to be the best choice for UC for cloud-based business applications, particularly, for Google for Work customers, thus creating the opportunity for partners to win more business with Google customers and further extending Avaya’s story with Google.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

13. Solution Examples Avaya Communication-Enabled Business Applications
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14. Avaya Communicator for Web
A Chrome extension and Internet Explorer add-on that integrates cloud apps like Google Apps, Office 365 and Salesforce.com with Avaya IP Office for faster, better engagement.
Avaya Communicator for Web gives you the ability to communicate with others without having to leave the application you’re working in.
Easily access Avaya collaboration tools like voice, video, presence and instant messaging (IM) —from any cloud-based business application or Web page. Our solution communication enables the CRM, , social and other cloud business applications you use to get work done.
Avaya Communicator for Web keeps you connected and on top of everything, including where your team members are and their availability, so you can meet those deadline-driven projects and high priority tasks.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

15. See Everyone’s Presence
Organize co-workers into custom groups and easily see their real-time presence and availability.
Avaya Communicator for Web lets you easily see the availability of your colleagues and team members. Not only will you be able to see if they are free or busy, you can also see if they are on the phone. Google Apps users will also be able to see when people are in Hangout.
Avaya Communicator for Web also gives users the ability to organize their contacts into groups or teams. This allows you to more quickly find the people you want to connect with.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

16. Manage Your Own Presence and Devices
Apply custom presence labels to match your availability and (if applicable) decide which of your devices is used to handle calls.
Avaya Communicator for Web gives you complete control over your own availability and presence. Manually set your presence or have Avaya Communicator for Web follow your Google Calendar and Google Hangouts to show others when your free or in meeting.
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17. Easily Make and Manage Calls
Dial extensions or phone numbers by entering the names of your contacts or their numbers, then handle calls with a full range of call control features.
Avaya Communicator for Web provides a feature rich phone dialer and call control.
You can dial any number using the keypad, or enter the name of the person you wish to call and Avaya Communicator will search your company directory as well as your personal address book.
Avaya Communicator for Web initiates your call and sends it to the device of your choice – deskphone, soft phone, even mobile devices.
Avaya Communicator for Web offers complete call control functionality such as hold, transfer and mute.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

18. Chat and Activity History
Chat 1-on-1 with others and within the same view, gain access to a timeline of their activities, including their status changes and your call history with them.
Instant messaging (IM) and chat has fast become the communication tool of choice for quick conversations.
With Avaya Communicator for Web not only can you chat 1 on 1 with your colleagues, you can even start a group chat.
Other unique features include the ability to share your current location with others, as well as the ability to see a timeline of activities of the person you are chatting with and your previous conversations with them.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

19. Expanded Search and Collaboration Actions
Searching for people automatically aggregates your coworkers and Gmail contacts - simply click to bring up a range of collaboration actions.
Finding and connecting with others is fast and easy with Avaya Communicator for Web.
Avaya Communicator for Web omni-search feature lets you enter the name of the person you want connect with and searches not only your company directory, but you personal address book.
Once you’ve found the person you want to contact, Avaya Communicator for Web provides a variety of real-time communication options – you can call them using voice or video, as well as invite them to Scopia meeting or Google Hangout.
You can even start a collaborative discussion by sharing a document you are working on or a web page you might be reading, all from Avaya Communicator for Web.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

20. Make Voice and Video Calls Right from the Browser
Leverage the IP Office WebRTC-based softphone to make voice + video calls from your browser.
Avaya Communicator for Web delivers a true embedded collaboration experience.
With Avaya Communicator for Web you never have to leave the cloud application you are working in, or the web page your reading to make a call.
Avaya Communicator for Web gives you the freedom to make voice and video calls right from your browser.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

21. Enable in ‘Softphone Mode’ for Only Voice + Video
Avaya Communicator for Web was created to work with the other communication tools you might already have.
For example, if your company uses Skype for Business or Google Hangouts for IM and presence, you can continue to use those tools, while using Avaya Communicator for Web as your softphone for voice and video.
With Avaya you choose the tools that fit the way you work.
Simply enable the client as a softphone for voice + video, so you can use another application for IM + presence, like Skype for Business.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

22. Click-to-Call Any Number
The client is embedded across your browser and enables the ability to click-to-call any number - depending on your settings, the call will be completed on your IP Office deskphone or softphone.
Nothing can be more frustrating then trying to remember a phone number, or having to write a number down.
With Avaya Communicator for Web’s click-to-call feature, any phone number in any cloud application or web page becomes a live number.
Simply “click” on the phone number and Avaya Communicator for Web instantly dials the number for you.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

23. OAuth 2.0 Authentication Support
Support for OAuth 2.0 enables users to sign in with a range of 3rd party credentials. A web-based authentication solution through Esna is also available for when security profiles or other considerations make other login options impossible.
Avaya Communicator for Web supports the latest single sign-on protocols, like Oauth 2.0.
You can leverage your Google or Salesforce credentials to securely and conveniently login to Avaya Communicator for Web.
Avaya Communicator for Web even provides a web-based authentication solution through Esna when security profiles or other considerations make other login options impossible.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

24. In App Tutorial Highlights Key Functionality
An optional in-app tutorial is available upon installation and exists as an option for viewing at a later date.
Avaya Communicator for Web was designed with the needs of the user in mind.
The user experience is clean and easy to navigate, but we know that any app, however easy, can benefit from a tour and demo of features and capabilities.
Avaya Communicator for Web provides you with a quick tutorial so you can get up and running quickly.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

25. Access collaboration tools such as voice + video calls, Scopia meetings, Hangouts, presence and IM across Google Apps and Google Chrome for faster, better engagement.
Avaya Communicator for Web makes collaborating with others easier and more organic within Google Apps by integrating real-time capabilities like click-to-call, click-to-video, instant messaging, presence and messaging directly within the application.
With Avaya Communicator for Web you never have to leave Google Apps to find subject matter experts, share information with colleagues or talk to a peer, partner or customer.
Integrating these fundamental communication capabilities within Google Apps helps limit workflow interruption, giving you back valuable time to communicate, pool resources and share documents. In other words, you get the time to do what needs to be done as quickly and efficiently as possible.
Better collaboration within Google Apps matters. While you already use Google Apps to help make business processes more productive, integrating Avaya Communicator for Web’s real time communication capabilities will help you and your colleagues communicate and collaborate more effectively across organizational and geographical barriers anywhere, anytime and using any device—all without ever having to leave the application you primarily use for getting work done.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

26. Real-Time Presence Across Google Drive
Everyone a document is shared with is presented with their current presence (status), which can be manually or automatically set based on their Google Calendar events or phone/Hangout status.
Avaya Communicator for Web embeds real time communication and presence inside Google Drive.
Avaya Communicator for Web’s contextual collaboration not only shows you all of the people that are collaborators and contributors to a document, it also shows you their availability and presence.
This makes it easy to connect with others, especially when you have question or trying to complete a document.

27. Contextual Collaboration Across Google Drive
Avaya Communicator for Web’s contextual collaboration allows you to start a live collaboration session with one person or an entire group of people.
Start a Scopia meeting or Google Hangout without leaving the document you are working in.
Start a Hangout or Scopia meeting with individual collaborators or an entire group inside any Google document.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

28. Collaboration Actions from the Google Contact Card
A range of collaboration actions can be accessed from the Google contact card, including IM, and the ability to place a voice or video call.
Avaya Communicator for Web extends and embeds real time communication functions throughout Google Apps, like Google’s contact card.
Avaya Communicator for Web provides a variety of real-time communication options – you can call them using voice or video, as well as invite them to Scopia meeting or Google Hangout.
You can even start a collaborative discussion by sharing a document you are working on or a web page you might be reading, all from Avaya Communicator for Web.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

29. Presence Pulled from Google Calendar + Hangouts
Enable Google Calendar and Hangouts integration, which automatically adjusts your presence while you’re in a meeting or in a Hangout.
Avaya Communicator for Web can follow your Google Calendar and automatically show and update your presence and availability based on your calendar.
You can even have Avaya Communicator for Web monitor when you are in a Hangout and publish that as your presence.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

30. Google Hangouts Across Any Web Page or App
With Avaya Communicator for Web, you can even start a Google Hangout from inside other applications like Salesforce.com.
As an embedded web extension, the ability to start a Hangout is extended across any web page or app - even natively inside Salesforce.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

31. Access collaboration tools such as voice + video calls, Scopia meetings, click-to-call, presence and IM across Office 365 and Internet Explorer for faster, better engagement.
Avaya Communicator for Web makes collaborating with others easier and more organic within Office 365 by integrating real-time capabilities like click-to-call, click-to-video, instant messaging, presence and messaging directly within the application.
With Avaya Communicator for Web you never have to leave Office 365 to find subject matter experts, share information with colleagues or talk to a peer, partner or customer.
Integrating these fundamental communication capabilities within Office 365 helps limit workflow interruption, giving you back valuable time to communicate, pool resources and share documents. In other words, you get the time to do what needs to be done as quickly and efficiently as possible.
Better collaboration within Office 365 matters. While you already use Office 365 to help make business processes more productive, integrating Avaya Communicator for Web’s real time communication capabilities will help you and your colleagues communicate and collaborate more effectively across organizational and geographical barriers anywhere, anytime and using any device—all without ever having to leave the application you primarily use for getting work done.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

32. Real-time Communication Actions are Embedded Inside the Office 365 Contact Card
A range of collaboration actions can be accessed from the Office 365 contact card, including IM, and the ability to place a voice or video call.
Avaya Communicator for Web extends and embeds real time communication functions throughout Office 365 like the Office 365 contact card.
Avaya Communicator for Web provides a variety of real-time communication options – you can call them using voice or video, as well as invite them to Scopia meeting.
You can even start a collaborative discussion by sharing a document you are working on or a web page you might be reading, all from Avaya Communicator for Web.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

33. Embedded collaboration tools inside of Salesforce including voice + video calls, presence, Scopia, Hangouts, screen pops and the ability to track/run reports on calls.
Avaya Communicator for Web improves your productivity while working in Salesforce by embedding real-time communication capabilities into the application. These capabilities include click-to-call, incoming call pops, instant messaging, presence, and automated call logs. With Avaya Communicator for Web, you never have to leave Salesforce to find a subject matter expert, share information with a colleague or talk to a customer or key stakeholder.
Avaya Communicator for Web makes collaboration more easily accessible and organic within Salesforce, limiting workflow interruption and giving you back valuable time to close a deal, follow up with a lead or capture more market share.
Better collaboration within Salesforce matters, especially according to the results of a 2014 Bluewolf survey, which polled more than 450 current Salesforce users on their greatest needs and challenges:
83 percent do not have telephone integration in Salesforce
60 percent rank customer engagement as a top priority
71 percent of sales customers want real-time customer information on their mobile device
Integrating Avaya Communicator for Web with Salesforce provides you and your working teams with faster, more efficient communication without ever having to leave Salesforce.
This creates stronger, real-time internal and external collaboration, opening the door for greater revenue-generation opportunities.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

34. Embedded Avaya Communicator for Web Plug-In
Avaya Communicator for Web embeds real time communications like voice, video, conferencing, instant messaging and presence directly inside Salesforce.
Whether you are using Salesforce Sales Cloud or Service Cloud, you will never have to leave the Salesforce application to communicate and collaborate with others.
Access to presence, IM, voice + video calls, click-to-call and meetings tools such as Scopia video calls and Google Hangouts.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

35. Caller ID is Matched to An Existing Salesforce Record
Avaya Communicator for Web uses Salesforce CTI to detect incoming calls.
When a call comes in, Avaya Communicator for Web searches Salesforce for the phone number of the caller.
If a record is found matching that phone number, Avaya Communicator will display that record so you have information about the caller immediately made available to you – saving you time and providing your customers with better and faster service.
When you receive a call, the number is matched to a record in Salesforce and is displayed.
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36. Create a Contact/Lead Record from a New Caller + Take Call Notes Through the Plug-In
Avaya Communicator for Web integrates communication into sales processes and workflow.
For incoming calls where a record does not exist, Avaya Communicator for Web makes it easy to create a new contact or lead record.
It provides you with the ability to take notes during your conversation and even enter the result of the call as an activity and action in Salesforce.
Ability to add a caller as a lead or contact when you receive a call, as well as take notes, which are saved to the call record.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

37. Track + Run Reports Based on Call History
Automatically logs calls as activities, which can be referenced in reports.
One of the biggest pain points for Salesforce users is the administrative task of entering sales activity information - such as calls and meetings.
With Avaya Communicator for Web – all inbound and outbound calls are automatically logged as activities in the customer, contact or lead record.
Not only is this a huge time savings for sales and service pros, it means that sales operations and sales leadership have timely and accurate sales information to aid them in their decision making.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

38. Avaya Communicator for Web
Feature Comparison by Cloud App Integration
Google Apps
Office 365
Salesforce.com
Collaboration
Voice Communication X
Video Communication
Click-to-Call
Call Control
Softphone Only Mode
Instant Messaging
Phone Presence
Calendar Presence
n/a
Location Sharing
Contextual Collaboration
Share Document
Share Web Page
Screen Pops
Activity Logging
Create New Record
Web Meeting Services Integration
Click-to-Scopia [1]
Click-to-Hangout
X [2]
Settings and Administration
Select Device
In-App Tutorial
[1] Requires Esna iLink for Avaya Scopia Desktop
[2] Requires Google account
© 2011 Avaya Inc. All rights reserved.

39. Target Customers and Sales Motions
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40. Ideal Target Markets – Organizations Moving or Using Cloud-Based Productivity, and CRM Solutions
5M+ businesses
50M+ end users
60% market share in higher education
58% of Fortune 500
12M+ end users
100K+ customers
Cloud CRM solutions market leader; 14% market share
750M end users
Leading web browser
Chromebooks fastest growing laptop
40M+ end users
31% of all cloud-based business mailboxes are O365
Add footnote for IPO version
for Business
New and existing IP Office customers using Salesforce, Google Apps, or Office 365
New and existing IP Office customers that are migrating (or considering) off on- premise Microsoft Exchange 2003/2007 to Google Apps or Office 365
Scopia Desktop users
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41. How Do You Know if Avaya Communicator for Web is a Great Fit for Your Customer?
Is your customer moving from on-premise apps for productivity, and CRM to the cloud or SaaS based solutions?
Does your customer use Salesforce.com?
Does your customer use Google Apps or Gmail?
Does your customer use Office 365?
Does your customer have employees that work remote?
Does your customer have teams that are geographically dispersed?
If you answered “yes” to any of the above – Avaya Communicator for Web + IP Office is an ideal solution for your customer.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

42. Google Apps Customers (Google Apps for Work, Google Apps for Education, Google Apps for Government)
Decision maker: CIO, VP/Director IT
What they care about
How Avaya Communicator for Web helps
Avaya’s value to Google Apps users
Key Avaya Communicator for Web capabilities
Google Apps adoption and user satisfaction
Provides missing UC features in Google Apps
Be more productive in Google with embedded real-time communications
Click-to-voice
Click-to-video
Click-to-Hangout
Unified messaging
Work more effectively in Google Drive/Docs
Contextual collaboration displays collaborators and their presence in every document in Google Drive
Quickly find peers, see their status and start a real time call with them with one click
Click-to-Scopia
Location sharing
Extend Google Hangouts outside of just Google
Users can start a Hangout from any web page and directly inside apps like Salesforce.com
Ability to use the communication tools they are most comfortable and familiar with
Use Google Hangouts for
IM/P
Admins can turn off Avaya IM/P and just use Avaya for voice, video and conferencing
Ability to choose the tools they want to use
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

43. Office 365 Customers Decision maker: CIO, VP/Director IT
What they care about
How Avaya Communicator for Web helps
Avaya’s value to Google Apps users
Key Avaya Communicator for Web capabilities
Office 365 adoption and user satisfaction
Provides missing UC features in Office 365
Be more productive in Office 365 with embedded real-time communications
Click-to-voice
Click-to-video
Unified messaging
Work more effectively in Office 365
Contextual collaboration displays collaborators and their presence in every document in Office 365
Quickly find peers, see their status and start a real time call with them with one click
Click-to-Scopia
Location sharing
Use Skype for Business for IM/P
Admins can turn off Avaya IM/P and just use Avaya for voice and video
Ability to choose the tools they want to use
Click-to-Hangout
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44. Avaya Fuels Team Engagement in Google Apps and Office 365
Whether you’re on the marketing team or in R&D, Avaya helps teams to stay connected and productive.
Avaya amplifies collaboration
What Avaya offers
Outcomes achieved with Avaya
Amplify creativity
Create impactful content
Rapidly deliver the latest materials
Remove geographic barriers
Streamline team meetings
Reduce travel
Embedded voice, video, IM and presence
Click-to-Call and Conference
Click-to-meet (WebEx, Scopia, Hangouts)
Click-to-collaborate
Real time communications in document manage apps like Google Apps and Office 365
Unified messaging in any cloud or mobile platform
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

45. Salesforce.com Customers (Sales Cloud, Service Cloud)
Decision maker: LOB – VP Sales, Salesforce Admin, Sales Ops
Influencer: IT – CIO, VP/Director IT
What they care about
How Avaya Communicator for Web helps
Avaya’s value to Salesforce.com users
Key Avaya Communicator for Web capabilities
Accurate and timely sales and service activity data in Salesforce to improve decision making
Track and log incoming and outgoing calls, and online meetings (Scopia)
End users no longer have to worry about data entry; ops/admins/leadership have accurate and timely data
Click-to-call (voice/video)
Schedule Scopia
Activity tracking
Create new contact
Increase stickiness and keep users inside Salesforce
Users can communicate with others without leaving Salesforce
Provide tools that end users can actually use and benefit from
Call pops
Focus on sales/service not Salesforce administration
Automatically log customer interactions and provide tools that streamline sales processes
Automate key sales communications processes so sales and service pros can focus on the customer
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

46. Avaya Impacts Sales Outcomes
Avaya improves sales performance
Embedded voice, video, IM and presence
Click-to-Call and Conference
Click-to-meet (Scopia, Hangouts)
Screen pops of customer records natively in Salesforce Sales Cloud, Service Cloud and Community Cloud
Unified messaging with any cloud or mobile platform
Integration with most cloud- based CRM solutions
What Avaya offers
Identify sales activities that produce results
Spot top and low performing sales reps
Shorten sales cycles
Streamline sales processes
Accelerate response time to customer questions and RFPs
Outcomes achieved with Avaya
Avaya helps optimize sales processes and performance by accurately monitoring, tracking and identifying sales activities that deliver the best results.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.

47. Avaya Improves Customer Service Performance
Avaya enables service teams to delight their customers by addressing their questions and issues efficiently and effectively.
Avaya enables better service
What Avaya offers
Embedded voice, video, IM and presence
Click-to-Call-Conference
Click-to-meet (Scopia, Hangouts)
Screen pops of customer records natively in Salesforce Service Cloud and Community Cloud
Unified messaging with any cloud or mobile platform
Integration with leading cloud-based customer service solutions
Outcomes achieved with Avaya
Resolve service issues faster
Improve customer satisfaction
Reduce on-hold call times
Decrease service costs
Reduce travel
Collaborate more effectively with team members
Share best practices and insights more easily
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48. Existing IP Office Customers
Decision maker: IT – CIO, VP/Director IT
What they care about
How Avaya Communicator for Web helps
Avaya’s value to IP Office users
Get more value from their investment in IP Office
Extend IP Office’s communication and collaboration inside cloud-based business apps
Give user the freedom to choose the tools they use to communicate with others; users can leverage their desktop or mobile client, if that is what they are comfortable using, and now they have a third option of communicating right from their browser.
Make communicating easier for end users
Allows IP Office users to make voice/video calls right from their Chrome or IE browser
Provide communications tools that fit the way people work, not the other way around.
Reduce IT hassle of deploying and managing communications client
No desktop software to deploy or manage; updates are automatically pushed down to users
Give IT the ability to focus on strategic initiatives that impact productivity and growth.
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49. Additional Partner and Sales Information
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50. Partner Ordering Process
Partner Authorization
All existing IP Office authorized resellers are eligible to sell the Avaya Communicator for Web for IP Office offering
June 8: Ordered via piece part merchandise orders, pricing in:
Price List Administration Tool (PLAT) files
Global Pricing Catalogue (GPPC)
Avaya Solution Designer (ASD) catalogue
August 31: Quoting via:
Avaya Solution Designer (ASD)
Avaya Once Source Configurator
Avaya Quick Price Tool (QPT)
All existing IP Office authorized resellers are eligible to sell the Avaya Communicator for Web for IP Office offering.
The Avaya Communicator for Web material codes can be ordered via piece part merchandise orders. The new material codes and pricing will appear in the Avaya Price List Administration Tool (PLAT) files, the Avaya Global Pricing Catalogue (GPPC) and the Avaya Solution Designer (ASD) catalog effective June 8, 2015.
Effective August 31, 2015, the Avaya Communicator for Web for IP Office will be available for quoting in the Avaya Solution Designer (ASD), Avaya Once Source Configurator (OSC), and Avaya Quick Price Tool (QPT) quote tools.
Material Code
Description
APL
Category
383441
AVAYA COMMUNICATOR FOR WEB IP OFFICE 1 USER LICENSE: CU
$100 9P
383454
AVAYA COMMUNICTOR FOR WEB IP OFFICE 1 USER REMOTE INSTALLATION (per user) $6
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51. Requirements for Ordering
Order requires additional information to deliver license entitlements and remote installation
Upon submission of the PO to Avaya, an automated response is provided back to the originator, indicating that additional information is required to be entered at -
User will be directed to provide the following information:
Purchase Order Number to Avaya
Distributor name, contact, , phone number (if applicable)
Partner name, contact, , phone number
End customer name, contact , phone number
Domain name in full FQDN (Fully Qualified Domain Name) format
Number of licenses on PO
Enables Avaya to fulfill the order
Once submitted, the order will be electronically delivered in 2 business days
Contact Avaya at or (for international) for help
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52. Requirements for Ordering http://processmyorder.esna.com
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53. Prerequisites Supported versions of IP Office
IP Office Preferred Edition
IP Office Server Edition
IP Office Select
IP Office Release or later required
Avaya one-X Portal required
Per user license and requires users to have one of the following licenses: Mobile Worker, Office Worker, Teleworker, Power User
Salesforce integration requires Salesforce Open CTI and works with Salesforce Enterprise or Unlimited edition
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54. Solution Support Maintenance Service Offer Remote Installation Support
Avaya IP Office Support Services (IPOSS)
Supported as part of support coverage purchased to cover the IP Office solution
Remote Installation Support
Available to support the initial implementation of the solution in an IP Office installation
Minimum order quantity is 25 and must be equal to the total user licenses ordered for initial implementation
Remote installation support includes:
Installation on the user’s Chrome browsers
Professional services will assist in the installation on 5 workstations
Guidance on how to install the Chrome extension in a streamlined manner using the Chrome Administration console, if available
Avaya IP Office Support Services (IPOSS) is the global service offer for the Avaya Communicator for Web. The application is supported as part of the support coverage purchased to cover the IP Office solution.
Avaya IP Office Support Services offers a variety of service coverage options designed to maintain and support customers’ IP Office, including the virtualized product offering, contact center, and distributed branch solutions. For centralized branch solutions, the Avaya Support Advantage is the global service offer (not IPOSS).
For additional details of the new Avaya IP Office Support Services offering, please refer to the Global Offer Definition document and other launch materials located on the Avaya Sales and Partner Portal
Remote installation support is available for the Avaya Communicator for Web, to support the initial implementation of the solution in an IP Office installation. The minimum order quantity is 25 and the total quantity ordered must be equal to the total user licenses ordered for the initial implementation.
Remote installation support includes the following service:
Installation of the Avaya Communicator for Web on the user’s Chrome browsers for voice, video, and IM functionality. Avaya's Communicator for Web Apps is a Chrome extension installed in your browser that provides an HTML5 front end with WebRTC in the back end to provide all voice, video and IM functionality from within the browser. 
Professional services will assist in the installation of the Avaya Communicator for Web Chrome extension on five workstations.  Professional services will also provide guidance on how to install the Chrome extension in a streamlined manner using the Chrome Administration console, if available.
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2010 Avaya Inc. All rights reserved.

55. Collateral and Sales Tools
Avaya Sales & Partner Portal Page
Sales & Partner Pitch Pack
Fact Sheet
Offer Definition
FAQ
Customer Presentation
Sales and Tech Connect Training Recording
Avaya.com
Avaya Communicator page
Training
Sales & Tech Connect Partner KT Presentation and Recording
Demo
Avaya Communicator for Web added to the Power Demo Kit for IP Office
Demo Avaya being enabled with Avaya Communicator for Web
Briefing Centers being enabled
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.