1. technology and computing
2. consumer electronics
3. telephones

Why we win against Cisco BE6000
with IP Office
Avaya – Confidential
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
The information discussed and presented is Avaya
proprietary and intended for the sole use of Avaya
associates and authorized Business Partners for
the purpose of selling Avaya solutions and
services. Use of any of this information by any
organization attempting to sell non-Avaya
solutions and services is strictly prohibited.
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
2
Midmarket Trends
Productivity
BYOD
Mobility
Virtualization
Optimize
infrastructure
Cloud Services
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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Avaya IP Office
Lower
TCO
MS Lync
Integration
Built-in
apps
2,000
users
Mobility
Video
Cloud
ready
Web
Mgmt
Interface
BYOD
Security
Networking
Avaya
Aura
ready
VMware
Ready
Vertical
Solutions
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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Cisco - End of Life Announcement
Cisco legacy
systems are
EoL since
January 2014
UC300,
UC5X0,
BE3000 and
BE5000
Avaya IP Office delivers a
higher value than those
Cisco legacy systems
while offering key new
features: web
management, VMware
ready and scalability
among others with a cost
effective solution.
BE6000
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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Avaya IP Office
Cisco BE 6000
IPO
500v2
TDM Trunk
SIP Trunk
SBC
VPN-Less Access
Built -in
Telephony
IP Office SE
Cisco BE 7000
ISR
ISR
Built-in
Built-in
CUBE
CUBE
Expressway
Expressway
x4
BE6000
CUCM
CUCM
BE7000
Messaging
Voicemail Pro
Unity Connection
Unity Connection
1 server/ 1k
users
IM/Presence
Built-in
IM/Presence
IM/Presence
4-6 VM/svr
Management
Web Manager
Prime Collaboration
Prime Collaboration
Conferencing
Built -in
Built-in
Built-in
Mobility
One-X Mobile Client
Jabber client
Jabber client
911 services
Paging
Built-in
Emergency Responder
Emergency Responder
Built-in
Paging
Paging
VCS
VCS
Conductor
Conductor
CC
CC
Video
Radvision SME
Contact Center
CC
Identity Engines
IDE
Secure
Network Svr
Secure
Network Svr
# Boxes + Virtual Machines
3 B + 4 VM
3 B + 10 VM
6 B + 16 VM
Total Components
7
13
22
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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Avaya vs. Cisco solution per market size
UCM
BE7K
BE6K
Aura
IP Office
1K
2K
3K
4K
5K
6K
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
7K +
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Why Avaya Wins Against Cisco BE6K with IP Office
1. Richer Mobile Experience
2. More Flexible Solution
3. At Least 2x More Scalable
4. Simpler SIP Trunking and VPN-less Access
5. Easier to Set Up and Administer
6. Easier Networking Integration
7. At Least 20% Lower TCO
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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1. Richer Mobile Experience
CISCO
Jabber
One-X Mobile
Preferred
IM/Presence
✓
✓
Wi-Fi - 3G/4G
Connectivity
✓
✓
Visual Voice Mail
✓
✓
Callback
✓
Conference Controls
✓
Geo-Presence
✓
Follow a user
✓
Video p2p
✓
One-X Mobile Preferred offers rich
conference controls with click-toconference, entry/exit notifications,
moderate a conference
(mute/unmute/disconnect/ isolate).
Geo-Presence uses your Mobile Device
GPS to provide your contacts location on a
map. You can place a call, send an IM or
add that contact to a conference directly
from the map view.
The “Follow a user” feature automatically
monitors if your contacts are available and
you will be notified when their presence
status changes.
Allows callback as soon as the calling
person is available.
With Avaya, mobile employees can increase their productivity by being able to
locate team workers anywhere and anytime to make decisions in real time.
By empowering mobile workers with resources from the office while they are
outside.
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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2. More Flexible Solution
CISCO
Line Appearances
Protocol
CISCO
CISCO
7821
E-129
7861
9608
7841
9608G1
2
1*
16
24
4
24
SIP
SIP
SIP
H.323
SIP
H.323
VPN client support
✓
✓
Expansion Module
✓
✓
Price (Phone + Lic)
$380
$ 1551
$575
$405
$605
Software Offer
Customer can choose the
best environment for their
solution: Avaya Appliances
or 3rd party servers with
Avaya software only.
However, Cisco BE6000
runs only on Cisco servers
$4451
All phones support speaker full-duplex and PoE Class 1
* Supports 2 calls through a Flash key
Customers will decide which is the best strategy for them, by reducing the solution footprint
using their existing servers with IP Office virtualized option or acquiring Avaya servers.
Besides, they will benefit from the increase adjustability of using IP Phones for several business
purposes, while having easy to access buttons for several call features and they will benefit
from the usage of VPN phones in remote sites.
Cisco 7841/7861 require an Enhanced User Connect License (UCL)
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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3. At Least 2x More Scalable
Cisco
BE6000
Avaya
IP Office
2,000
Users
Audio
Conf ports
Messaging
Ports
Call Center
Agents
1,000
512
60
200
24
250
Avaya IP Office helps customers to
easily grow as their business expands
without forcing a platform change
100
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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4. Simpler SIP trunking and VPN-less access
CISCO
SIP Trunking Security
SIP Trunking Security
Avaya SBC delivers secure treatment
for SIP trunking connections
Cisco
CUBE
manages
secure
treatment for SIP trunking connections
Avaya SBC is a
single solution that
offers higher security
at a lower cost.
Secure VPN-less Access for
Mobile Devices
Avaya SBC provides VPN-less access
for mobile and remote users
Secure VPN-less Access for
Mobile Devices
Cisco Expressway offers VPN-less
access for remote workers. It is
designed and sold exclusively with
UCM 9.1 and later.
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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5. Easier to Set up and Administer
Avaya IP Office
delivers a single image
software inclusive of
all applications,
making it easier to set
up and to administer.
This saves on average
50% of your IT staff
time
Avaya IP Office
functions as a VPN
concentrator for
connecting VPN
phones in just one
server. Besides, VPN
phones can be
configured directly at
the remote location for
faster deployments
•
•
•
CISCO
Set up
2 hours
55% faster
Avaya IP Office offers secure
connectivity for VPN phones.
And allows an easy
configuration directly at the
remote location.
On going
4.5 hours
Cisco needs a different gateway
for managing secure
connectivity for remote VPN
phones. Also, the VPN phones
need to be configured at the
main site and then delivered to
the remote site to be deployed.
Configuration
Basic Features
1 minute
50% faster
2 minutes
Advanced Features
1 - 2 minutes
50% faster
3 – 4 minutes
Set up time includes all the necessary steps to make a system operational including software installation,
configuration, and testing. It applies to all key components including call control, messaging, UC,
conferencing, management interface and trunking.
Basic feature configuration includes creating a new user, adding a voicemail or changing a password.
Advanced feature configuration considers adding UC clients.
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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6. Easier Networking Integration
Auto Setup
Customers deploying
ERS 3500/4000
switches with IP Office,
enjoy increasing
operational simplicity.
They will configure the
switch with just one
command, as well as
simplify ongoing adds,
moves and changes
For deployment cases where there might not be a data
networking specialist on site, ERS 3500/4000 provides
an automated script to enable fast, error free installation
when deployed with IP Office. It only requires to issue a
single command, “run ip office”, and it will automate the
entire set up process on the ERS 3500/4000 switch
delivering:
• Voice and Data VLANs
• The IP address management on the ERS
• The IP address for IP Office file server
• QoS policies for connecting IP phones.
ERS switch can save nearly one hour on
configuration time and labor cost.
This helps ensure fast
setup and error free
deployment in branch
offices
Video: http://www.youtube.com/watch?v=8kGicfz3EgU
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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7. At Least 20% Lower TCO
Cost per user based on a 3 years cost
$2,500.00
$2,000.00
$1,500.00
Cisco BE6000
Avaya IP Office
$1,000.00
$500.00
$10
50
100
300
500
1000
Partners can now win more business by including monitoring, consulting and any
value added services with IP Office deals, while providing a cost effective solution
User scenarios consider IP infrastructure (servers + gateways/routers), mid-range IP phones, trunks, audio conferencing, messaging,
20% collaboration client and 3 years service support plus upgrades.
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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Awards and Recognitions
Avaya collaboration solutions have been recognized worldwide in different regions
Others Recognitions
• Positioned as a Leader in
Gartner Magic Quadrants
– Unified Communications
– Contact Center Infrastructure
– Corporate Telephony
• “Positive” rating in Gartner
MarketScopes
– Group Video Systems
– IVR Systems and Enterprise
Voice Portals
– Unified Communications for
the SMB, North America
– Unified Communications for
the SMB, Western Europe
• North America
– (2013) Product Leadership Award – Software-based
Video Conferencing Solution
– (2013) Market Share Leadership Award – Inbound
Contact Routing Systems
• APAC
– (2013) Vendor of the Year – Inbound Contact Routing
Systems
– (2013) Customer Value Enhancement Award – Self
Services in Contact Center (IVR)
– (2012) Inbound Contact Routing Systems Vendor of the
Year
– (2012) Customer Value Enhancement Award for Self
Services in Contact Center
• SE Asia
– (2013) Growth Excellence Award – Video Collaboration
Market
• 2012 PilotHouse Award:
Radvision, an Avaya
Company, Ranked First in
Market Challenger Category
• 2012 PilotHouse Market
Leader Award for IP Contact
Center
– (2013) Market Share Leadership Award – Contact
Center Applications
• EMEA
– (2012) Market Share Leadership Award – Inbound
Contact Routing Systems
• Global
– (2012) Videoconferencing and Telepresence Endpoints
New Product Innovation Award
• Edison Award
– Third Edison Award for Innovation in
Collaboration and Communications
• IDC MarketScape
– A leader in Worldwide Unified
Communications and Collaboration
• Current Analysis Intelligence Report
– Outbound Contact Express; positive
analyst perspective
• Info~Tech
– 2013 Video Conferencing Vendor
Landscape Award (Champion status)
• InfoComm
– 2013 Best of Show Award for SMB:
Avaya Video Collaboration Solution
for IP Office
• TMC
– 2012 Speech Technology Excellence
Award for Avaya Aura® Experience
Portal
• Speech Technology
– 2012 Star Performer Award for
Avaya/Aurix
– 2012 Vendor Contender Award for
Speech Analytics, Aurix
• MIC Research Institute
– Contact Center Market Leader in
Japan
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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Why Avaya Wins Against Cisco BE6K with IP Office
1. Richer Mobile Experience
2. More Flexible Solution
3. At Least 2x More Scalable
4. Simpler SIP Trunking and VPN-less Access
5. Easier to Set Up and Administer
6. Easier Networking Integration
7. At Least 20% Lower TCO
© 2014 Avaya Inc. All Rights Reserved. Avaya Proprietary & Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.
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