IPO Workshop Österreich, AVAD 29. November 2011 Klaus Eschenbrenner keschenbrenn@avaya.com

Der Markt – Ihr Potential

Applikationen & Services Auf der Suche nach Wachstum? Hier sind die Gründe, warum SMEC Sinn macht Kurze Sales Cycles Bessere Margen Einfaches Training Schneller zu installieren Applikationen & Services 99% des weltweiten Geschäftes Enterprise: Big Fish €5k €50K € 30K € 35K €25K €1M First, let’s get grounded in the market dynamics. The difference in the mid/large market from the small & medium is similar to a fishing analogy as it’s rooted in the size of fish vs the volume of catch. There’s no doubt that we all want to pursue and catch “the big one”. But think about what’s typically involved with that … buying or renting a boat .. Same with all the equipment. Then you go far out to sea … and sometimes you catch a big one and sometimes you don’t. SME, on the other hand, is 99% of the market. That means that 99% of all businesses WW have fewer than 250 employees. So if we stay with the fishing analogy, that means you can cast your pole into the water just about anywhere and catch something. While it won’t be as big as the big fish or a $1M or $2M deal, it’s fast, simple and allows you to keep feeding your family on a consistent basis - $25k or $55 or $75K deals add up quickly. Do this with a focused effort, and then, when the “big one” comes in you’ll get that big surge in revenue to subsidize whatever you need to grow. The SME market offers you shorter sales cycles – 2 weeks to 3 months vs 6 months to 2 years. Margins are better in this space and you can amplify that by adding greater surround like DevConnect applications and your own install and support services. It’s easy to bring sales people on board (you literally can have them learn the product and be able to demo it on day one). It’s easy to get techs trained and simpler and quicker to sell – few decision makers and, of course, they are faster to make the decision. So this is a huge opportunity – one that deserves focus. Don’t treat it opportunistically. Understand it and pursue it with full force. SME: Big Sea

Die Haupttreiber für SMEC Wir sprechen die Sprache der Klein- und Mittelstandsbetriebe IT wird als “Wettbewerbs- befähiger” für Business Performance angesehen 71% sind bereit Premiumpreise für neue Lösungen mit überprüfbarem ROI zu bezahlen Top Themen: Arbeitsproduktivität durch verbesserte Konnektivität/ Mobilität Operationale Effizienz durch erhöhtes Investment in Kapazität und Schutzmaßnahmen (disaster recovery solutions) 64% der SMBs in Europa ersetzen ihr veraltetes System IT is a competitive enabler and becoming more centrally linked to business performance. The overwhelming majority of SMBs (71%) say they are willing to pay a premium for new solutions with a proven ROI. Worker productivity through enhanced connectivity/mobility devices & operational efficiency through expanded capacity investments and disaster recovery solutions all are top of mind issues. SMBs are upgrading/replacing legacy IT systems to drive down maintenance costs and increase worker productivity– 64% of SMBs are replacing outdated IT systems. SMBs are looking for solutions that “deliver immediate payback in terms of minimum disruption of business continuity and seamless integration with existing solutions “ (80% of SMBs) 80% der SMBs suchen eine nahtlose Integration mit bestehenden Systemen

Die Kommunikation muss bestimmte Anforderungen erfüllen schnell zuverlässig skalierbar sicher offen effizient einfach mobil Daten-netzwerke Unified Communi-cations Contact Center Dienst-leistungen Carrier Services Vertrags-modelle Zentrale Mobil unterwegs Telefon Soziale Medien Kunden Lieferanten Fax Chat E-Mail Außenstandorte Video SMS/ MMS Web

Entscheider-Anforderungen Basis für Business Kommunikations-Lösung Wie kann ich die Umsätze erhöhen? Wie kann ich die Kundenbeziehung verbessern? Wie kann ich meine geschäftlichen Prozesse verbessern? Wie kann ich aktiver mit Kunden und Partnern sein? Wie kann ich mein Geschäft absichern? Wie kann ich die Produktivität meiner MA erhöhen? © 2009 Avaya Inc. All rights reserved.

Herausforderung unserer Kunden: Mit weniger mehr erreichen Wettbewerbsvorteile schaffen Midsize companies facing same issues as Fortune 500 but need more efficient, focused and creative solutions Information Technology (IT) teams and line of business (LOB) leaders at midsize businesses face a number of problems related to real-time communications that are often different from larger enterprises. Gartner recently examined some of the top concerns that midsize enterprises have, namely acting like a large enterprise, but having to operate within the constraints of smaller company. Its all about your productivity, We want to show you how to deliver 1) how you can keep it simple 2) how do you cut costs 3) how we can help create competitive advantage for you. Increase Revenue Increase Market Share Reduce Costs Reduce Time to Market Kostenreduzierung Operieren mit begrenzten Ressourcen © 2009 Avaya Inc. All rights reserved.

Unterschiedliche Sichten adressieren Effektive Kommunikation mit ind. Endgeräten Informationen zur Historie auf Knopfdruck Ind. überall verfügbare Kommunikations- umgebung Anwender- sicht Kunden- gewinnung/ bindung Schnelle, fallabschließende Bearbeitung Team- Produktivität verbessern Schneller am Markt sein Geschäfts- sicht Geringere operative Kosten und geringere TCO Leichte Integration und einfache Implementierung Flexible Reaktions- und Integrationsmögl. bei neuen Geschäftsanforderungen Technik- sicht © 2009 Avaya Inc. All rights reserved.

Avaya IP Office Frost & Sullivan Product of the Year Award 2011 Die Auszeichnung basiert auf 4 Kriterien: Wert für Geld Produktmerkmale und -vorteile Go-to-market Strategie Markt Potential & Kunden- akzeptanz “In recent years, the small and medium business segment has grown in importance, becoming the target for a wave of enterprise communications products catering to their specific needs. As a result, capabilities that were once reserved for large enterprises have now made their way into the small business segment. With over 200 thousand platforms installed and over 6 million users worldwide IP Office from Avaya successfully presents SMBs with an easy IP and unified communications migration path.” -- Dorota Oviedo, Industry Analyst, Frost & Sullivan

Wir haben noch weitere interessante Lösungen für Sie !!!

Avaya’s Unique Value Proposition Up to 7X better resiliency 100% Call Completion even during failure scenarios In-Service Maintenance Always-On Intelligent components & designs, powerful networking that can be fully trusted to deliver Efficient Up to 50% better TCO Up to 40% more energy-efficient Pioneered best-practice design, saving 1/3 equipment Improving the effectiveness of a business by creating a simpler & more effective network Avaya’s Unique Value Proposition How does Avaya uniquely address the most crucial requirements of the Enterprise? 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 IP Telephony.   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 of course not least, a network that is deterministic and optimised also needs to have the embedded flexibility to seamlessly scale as business demands evolve and grow. Through genuine innovation Avaya provides Industry-leading solutions that maximise capacity utilization, easily accommodate incremental growth, and therefore avoid unnecessary and costly fork-lift upgrades In summary, while Avaya addresses each characteristic uniquely, the most impressive advantage is that Avaya excels at all three simultaneously. We’ll now talk at a high level how we intend to get the message out… Up to 20X better performance Satisfying Business growth – scaling from 1G to 100G Virtualized & integrated Scalable Leveraging optimization & organic versatility to meet Business-driven Data growth requirements 11

IP Office Data Bundle Objectives: Products and Eligibility: Mechanism Drive Avaya DATA switch attachment to IP Office sales through resellers Displace competitive DATA switch attachment to IP Office sales Products and Eligibility: Bundle 1, 12 port PoE: IPO 500 + ERS2526T-PWR (no stacking) Bundle 2, 24 port PoE: IPO 500 + ERS2550T-PWR (no stacking) Bundle 3, 36 port PoE: IPO 500 + ERS2526T-PWR + ERS2550T-PWR (with stacking) SME channels purchasing via distribution Mechanism IPO and Data switch must be included in the same end customer order. Proof will be required for distributor back-end claim See Reseller Promo Bulletin for full details 12 12

Unter AVAYA Non-Disclosure Agreement ERS3500 – Marktsegmente Kostensparende Lösung für Unternehmenskunden Produkfamilie für kleinere bis mittlere Unternehmen Preiswerte, kleinere Erstlösungen Ideal für abgesetzte Standorte, Filialen und kleine Büros, sowie auch als Provider CPE Device Zweitrangig auch als Etagenverteilung einsetzbar Stark reduziertes TCO und Investitionsschutz mit den Mehrwerten einer umfangreicher Software, sowie deren Weiterentwicklung Increasingly customers are requiring higher density low cost stackable switches with PoE and enterprise features such as rich Converged IP Telephony solutions, Network Access Control functions, local and static IP routing, embedded security functions etc. The ERS3500 family presents a very competitive, affordable and convenient offering to customers deploying Avaya stackable Ethernet Routing Switches in a enterprise wiring closet or branch office solution. Additionally, security and servicability features on the ERS3500 bring consistency across all of Avaya’s stackable switches to deliver a robust communications environment for customers using multiple Ethernet switching product families in their network solution. The target customer for the ERS3500 is two-fold – new customers looking to purchase a low-end enterprise switch that meets their budget requirements as well as current Business Ethernet Switch 100/200/1000 series switches and 2500 customers who are ready for an upgrade of their edge switches and have enjoyed the functionality, performance, and price of these platforms. The ERS3500 provides customers with much greater functionality over the BES family and a new path to support more features over the ERS2500, still at a similar cost point – for those customers still looking for cost-effective 10/100 and 10/100/1000 office solutions.

Unter AVAYA Non-Disclosure Agreement ERS3500 – Marktsegmente Lukrative 10/100M- & 10/100/1000M Lösung für Firmenkunden Positioniert für die Anforderungen von kleinen LAN-Lösungen und für den Einstieg in LAN Lösungen preiswerte, skalierbare 10/100M Zugänge preiswerte, umfangreiche 10/100/1000M Einstiegs LAN Lösung Kundenzielgruppenmarkt Geringes Budget Kunden starten/bleiben mit/bei FastEthernet Gigabit Ethernet Anforderungen Wachsen mit der Zeit und dem Firmenerfolg PoE/PoE+ Anforderungen Bei Einführung/Implementierung von UC, VoIP (IPOffice) Lüfterlose Anwendungen HomeOffice und kleine Büros Increasingly customers are requiring higher density low cost stackable switches with PoE and enterprise features such as rich Converged IP Telephony solutions, Network Access Control functions, local and static IP routing, embedded security functions etc. The ERS3500 family presents a very competitive, affordable and convenient offering to customers deploying Avaya stackable Ethernet Routing Switches in a enterprise wiring closet or branch office solution. Additionally, security and servicability features on the ERS3500 bring consistency across all of Avaya’s stackable switches to deliver a robust communications environment for customers using multiple Ethernet switching product families in their network solution. The target customer for the ERS3500 is two-fold – new customers looking to purchase a low-end enterprise switch that meets their budget requirements as well as current Business Ethernet Switch 100/200/1000 series switches and 2500 customers who are ready for an upgrade of their edge switches and have enjoyed the functionality, performance, and price of these platforms. The ERS3500 provides customers with much greater functionality over the BES family and a new path to support more features over the ERS2500, still at a similar cost point – for those customers still looking for cost-effective 10/100 and 10/100/1000 office solutions.

ERS3500 – Marktpositionierung Unter AVAYA Non-Disclosure Agreement ERS3500 – Marktpositionierung Intention des ERS 3500 Portfolios Das ERS 3500 Portfolio ist . . . Keine „low cost Infrastrukturlösung für den SMB Markt ..., sie Das ERS 3500 Portfolio ist ebenso . . . Keine „Box-Selling-Maschine“ . . . , sie ist positioniert für SME- bis Large-Scale Anwendungen, die eine sehr robuste, effiziente und skalierbare End-zu-Ende Infrastrukturlösung implementieren Increasingly customers are requiring higher density low cost stackable switches with PoE and enterprise features such as rich Converged IP Telephony solutions, Network Access Control functions, local and static IP routing, embedded security functions etc. The ERS3500 family presents a very competitive, affordable and convenient offering to customers deploying Avaya stackable Ethernet Routing Switches in a enterprise wiring closet or branch office solution. Additionally, security and servicability features on the ERS3500 bring consistency across all of Avaya’s stackable switches to deliver a robust communications environment for customers using multiple Ethernet switching product families in their network solution. The target customer for the ERS3500 is two-fold – new customers looking to purchase a low-end enterprise switch that meets their budget requirements as well as current Business Ethernet Switch 100/200/1000 series switches and 2500 customers who are ready for an upgrade of their edge switches and have enjoyed the functionality, performance, and price of these platforms. The ERS3500 provides customers with much greater functionality over the BES family and a new path to support more features over the ERS2500, still at a similar cost point – for those customers still looking for cost-effective 10/100 and 10/100/1000 office solutions. ist eine Lösung mit “Best Practice” Design und Konfigurationen für völlig konvergente IPOffice und ERS3500 Anwendungen

Ethernet Routing Switch 3500 Familie Unter AVAYA Non-Disclosure Agreement Ethernet Routing Switch 3500 Familie Übersicht der Typen Kundenvorteile 10 Ports Switches ERS 3510GT ERS 3510GT-PWR+ 26 Port Switches ERS 3526T ERS 3526T-PWR+ ERS 3526GT ERS3526GT-PWR+ Preisgünstige effiziente Avaya Networking Zugangslösung für Firmenkunden Ideal skalierbar für flexibelste IP Office Lösungen Always-On – Stacking & Netzwerk Hocheffiziente Best Practise Design Flexibel anwendbar - mit 10 od. 26 Ports / mit u. ohne PoE+ Optionen Lüfterlose Switches mit 10 Ports als ideale Lösung für Meetingbereiche und Kleinbüros The Ethernet Routing Switch 3500 are a new line of enterprise class cost-effective 10/100& 10/100/1000 products that supercede the Ethernet Routing Switch 2500 product family and fit below the ERS4500 family within the Avaya stackable Ethernet switching portfolio. However, the feature set, management experience, and price range of the ERS3500 series is targetted at the small to medium enterprises (SME) and branch office / converged IP office solutions markets. The v5.1 release is a software release only that primarily introduces resilient stacking to the ERS3500 family. The ERS3500 leverages the feature-rich software from the ERS2500 family that supports many standards based protocols and features. Some of these major features are IP Local and Static Routing, Advanced QoS, Auto-QoS, EAP/NAC 802.1X, Security (MAC security, DHCP Snooping, ARP Inspection, IP Source Guard, BDPU Guard), DHCP Server, IPv6 VLANs, 802.1AB (LLDP), Automatic Unit Replacement (for switch stacks).

Ethernet Routing Switch 3500 Familie Unter AVAYA Non-Disclosure Agreement Ethernet Routing Switch 3500 Familie Modelle Ports   Anschluss Uplink Konsole 10/100 10/100/1000 PoE+ shared SFP Kupfer ERS 3510GT - 8 2 RJ45 ERS 3510GT-PWR+ ERS 3526T 24 ERS 3526T-PWR+ ERS 3526GT ERS 3526GT-PWR+

Trends im Wireless LAN-Markt Signifikantes Wachstum im Enterprise Wireless LAN-Markt Angenommene Steigerungsraten von 14% in 2008 bis 20% in 2013 18% durchschnittliche jährliche Wachstumsrate (CAGR) Steigende Popularität von “embedded” Wi-Fi-Geräten 45% CAGR 2008-2012 für drahtlose Endgeräte in Unternehmen Mobile PCs, Dual-Mode-Telefone, VoWLAN-Telefone, etc. 802.11n treibt das Wachstum Zu FastEthernet vergleichbare Geschwindigkeit In 2010 werden 50% aller ausgelieferten Access Points in Unternehmen 802.11n-APs sein

AVAYA Lösung für das drahtlose Unternehmen Das WLAN 8100 Portfolio WAP 8120 Dual Radio 2,4 & 5 GHz Outdoor AP Dual Radio Ext. Antennen WAP 8110 Single Radio Niedrigpreis Ext. Antennen WAP 8130 Tri-Radio Scanning Vollständiges 802.11n Portfolio Eigenständige und integrierte Wireless LAN-Controller Access Points Wireless Management System Vereinheitlichung Wired/Wireless-Integration Unified Management Ende-zu-Ende-Access- Management Optimiert für Sprache & Multimedia Partnerschaften mit Marktführern Location Services und erweiterte RF-Sicherheit APs Eigenständig WC 8150 < 8 APs WC 8160 < 64 APs WC 8180 512+ APs ERS SW-Lizenz < 24 APs Integriert WCM 8150 Modul für SR < 8 APs ERS8800 SW-Lizenz 512+ APs Rechen-zentrum Außenstelle Verteiler Unified Communications Management Wireless Management Software (WMS)

AVAYA’s einzigartige WLAN Architektur Herkömmliches Modell AVAYA WLAN Split Architektur Servers Wireless Controllers Servers Virtualized Wireless Controller Integration mit LAN Gute Skalierbarkeit Höhere Datenmenge Management Integration Effizienter im Vergleich. Overlay Architektur Größerer Overhead Höhere Datenmenge begrenzte Kapazität Ineffizienter im Vgl. Steuerungsdaten Datenverkehr © 2009 AVAYA Inc. All rights reserved. 20

Comconsult Insider Online 07/2010: Thema: Wireless Switching – die nächste Generation Zitat: „ … Kernproblem ist dass der WLAN-Controller einen natürlichen Engpass darstellt, wenn der gesamte Verkehr aller WLAN-Endgeräte über den WLAN-Controller getunnelt wird …“ Alternative 1: Lokales Bridging am AP Nachteile beim Roaming und Verlust des Overlay Charakters Zitat: „ … Dies kann also keine Lösung sein!...“ Alternative 2: Intelligentes Local Bridging AP entscheidet zwischen lokalem Switching und Tunneling zum Controller Zitat: „ …Ob dies die Problematik mit IEEE 802.11n wirklich praktikabel löst, wird man im Einzelfall entscheiden müssen…“

Comconsult Insider Online 07/2010: Thema: Wireless Switching – die nächste Generation (ff.) Alternative 3: WLAN-Controller werden leistungsfähiger Zitat: „ …das grundsätzliche Problem bleibt jedoch. Wenn die Nutzungsform des WLAN sich verändert, immer mehr Endgeräte die hohen Datenraten bei IEEE 802.11n auch verwenden und die Anwendungen immer bandbreitenhungriger werden, skaliert eine solche Lösung nicht gut genug Alternative 4: Trennung von Wireless Controll und Wireless Switching Aufteilung von Wireless Control- und Wireless Switching auf unterschiedliche Komponenten im Netz Zitat: „ …Tatsächlich beginnt sich dieser Ansatz bereits in Produkten zu materialisieren, wie beispielsweise AVAYA mit dem WLAN-Controller 8180 gezeigt hat ...“

AVAYA WLAN 8100 Split Plane-Konzept Bisher Wireless Controller / Wireless Security Switch Kontrolle & Daten kombiniert Gemeinsame Plattform für Control und Data Plane Appliance oder Chassis-System Die neue Generation Kontrolle & Daten separiert – SPLIT PLANE Separate Steuerungs- & Datenpfade Flexible Einsatzoptionen Unabhängige Skalierung Funktionsoptimierte Hardware Wireless Switching Point Appliance für Daten-Verkehr Wireless Control Point für Kontroll-Verkehr Wireless Switching Point in Switch integriert Virtualisierte WCP (Software)

1 min. 2 min. 36% 40% 233% <1 sec. 31% 23% 7x 25x AVAYA NETWORKING Markt- und Innovationsführer in Echt-Zeit-Networking 1 min. 2 min. 36% 40% 233% Certified 1 minute Plug-n-Play phones Certified 2 minute stackable unit hot-swap 36% Less edge energy consumption 40% Lower edge total cost of ownership 233% Greater stackable traffic capacity <1 sec. 31% 23% 7x 25x Certified sub-second failover 31% More video call sessions than competitive average 23% More VoWLAN call sessions than competitive average Up to 7x faster time to service for virtual network provisioning than Switch Clustering Up to 25x faster time to service for virtual network provisioning than Spanning Tree Source: Miercom 2011 Avaya Test Reports

Klaus Eschenbrenner keschenbrenn@avaya.com DANKE Klaus Eschenbrenner keschenbrenn@avaya.com © 2011 Avaya Inc. Alle Rechte vorbehalten. © 2011 Avaya Inc. Alle Rechte vorbehalten.