The document discusses unified communications (UC) and virtualization solutions for mid-sized enterprises. It notes that mid-sized enterprises are important contributors to the Italian economy but often have limited IT resources. Avaya offers solutions like IP Office and Aura that are tailored for mid-sized enterprises, providing UC capabilities with reduced installation, minimal integration, and responsive support. The solutions help enhance productivity while maintaining security and costs. Avaya IP Office provides mobility, telephony, conferencing and collaboration on a single platform and is flexible, scalable, and future-proof.

1. Le soluzioni UC e di virtualizzazione
per il Mid-Market
Pietro Gaffuri September 2013

2. © 2013 Avaya Inc. All rights reserved. 2
The Midsize Enterprise Challenge
www.gecapital.it/it/financing-trends/mid-market-insight.html

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Contributo delle medie imprese all’economia Italiana
Numero di Imprese Ricavi Dipendenti PIL
Medie
Tutte le altre

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PIL per dipendente per dimensione dell’impresa

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Medie Imprese: PIL per dipendente

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Variazione netta dell’occupazione in Italia
2007-2010 Imprese sopravvissute

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Variazione dell’occupazione nell’UE-4
2007-2010 Imprese sopravvissute

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The Midsize Enterprise Challenge
WITH LESS
DO MORE
Limited IT resources
Reduced installation &
configuration
Minimal integration
Responsive support
Deliver the best UC solutions
in a accessible package
Enhance productivity
and customer satisfaction
Maintain security
and contain costs

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Definition – Mid Market (200-2400)
Source: AMI Partners; Strategic Marketing Summary 2007; Customer experience design project – July-August, 2006 Mercer SMBS telephony survey
Typically have limited IT
resources – often outsourced
Seek reduced installation &
configuration with minimal
integration
Expect responsive support
TCO is paramount – it often drives
the selection
To improve business
efficiencies
For technology refresh
To facilitate efficient growth
To differentiate their
products or services
VARs (data and voice)
Systems Integrators
Consultants
Who they are Why they buy Where they go
IT with Finance/Mgmt typically drives decision
Vertical Notes:
 40% of Healthcare, Education, Finance verticals are midsize - Responsible for 15% of UC spending
 12% of Retail, Manufacturing are midsize - Responsible for 40% of UC spending

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1
Gartner MarketScope for Unified Communications
for the SMB Market, Western Europe
Full report is available at
http://www.gartner.com/technology/reprint
s.do?id=1-1BS8FU2&ct=120821&st=sb
AVAYA:-------------IPO SE
CISCO:-------------BE6000
SIEMENS:---------OpenScape Office
small-and-midsize-business

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xxx,000s10,000
Small Medium Midsize Large Fortune 1000
Avaya Aura®
Designed for Midsize and Large Enterprises,
more advanced communications needs
# of Users/site
5 100 250 1000
Avaya Aura®
Solution for Midsize
Enterprise
(Up to 2,400 users)
Avaya Aura®
Avaya IP Office
Designed for SME Markets,
Simpler communications needs
B5800 Branch
Gateway and
G430 / 450 Media
Gateways
Avaya: Solutions for All Market Segments
11
Avaya Inc. - Confidential. Use pursuant to the terms of your signed agreement or Avaya policy.

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Avaya IP Office Delivers What SME Need
 Mobility support for
iPhone, Android, and
tablets
 Phone, chat, and
conferencing, just as if
you’re in the office
 Video for everyone
 Telephony,
conferencing, mobility,
and collaboration on a
single platform
 Easy extensibility to
1,200 users and 32
networked sites
 Data networking and
security options
 Deployment flexibility
across multiple
technologies
 Reuse of phones and
cabling as you move
forward
 Future innovation to
build on your
investment
Simple and
Scalable
Future
Ready
Flexible
Workforce

13. © 2013 Avaya Inc. All rights reserved. 13
Single
Platform
Scalable
from
5‐1,200
users
Single‐site or
Multi‐site
SME,
Midmarket,
or
Branch
Distributed
or
Centralized
Internal or
External
Applications
Appliance,
S/W only, or
Hybrid
Investment
Protection
/ Cost
Effective
Unique
Consistent
User
Experience
Hardware and
Software
Investment
Protection
New & Legacy
IP, Digital, or
Analog
Endpoints
Convergence
platform for
Norstar, BCM, &
Partner
Flexible
Architectures –
Migrate at your
own pace
Integration
Handsets
Desktop
Mobile
Tablet
In the Office TeleworkerOn the Road Home
Enterprise
BranchSME
Mid-
Market
IP Office
Avaya IP Office
Platform of your choice

14. © 2013 Avaya Inc. All rights reserved. 1414
1. SME
Centralized Mgmt. &
Licensing
(Multi-site Mgr., ADI)
HQ Site #1
Remote Site #2 Remote Site #n
4. Mid-market
(Peer-Peer Networked)
5. Avaya Aura Branch®
(a. Distributed, b. Centralized, c. Mix)
Single Site
Local Mgmt. &
Licensing
(IPO Mgr., ADI)
Branch #2
Branch #1
Branch #n
Local Mgmt. &
Licensing
(IPO Mgr., ADI)
Centralized
Mgmt. &
Licensing
(SMGR,
WebLM/PLDS)
Avaya Aura® Distributed
Avaya Aura® Centralized
Local
Mgmt.
(Rainy
Day)
Branch #2
Branch #1
Branch #n
Centralized
Dial Plan,
Trunking,
Routing, Apps.,
& Survivability)
+
2. Distributed Branch
(Local Mgmt.)
3. Distributed Branch
(*Centralized Mgmt.)
Branch #2
Branch #1
Branch #n
* Centralized
Mgmt. (SMGR)
Local Licensing
(ADI)
*Roadmap Item: Centralized Mgmt. (SMGR)
IP Office SME IP Office Mid-Market IP Office Branch
IP Office 500 v2
Avaya IP Office
Solution Architecture
IP Office for Linux

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Infrastructure
& Endpoint
Options
Maintenance &
Service
Options
DataMulti-site OptionsMulti Media Endpoints
Centralized
Management
Avaya IP Office Mid Market Solution
.
Rich UC
Options
Mobile Desktop
Deployment
Options
Avaya Server, All IP
IPO Mid-market
DVD & Server
Avaya Server, Hybrid
IPO Mid-market –
DVD, Server & Gateway
Avaya IP Office Support Services (IPOSS) GLOBAL
SERVICES
Single SW Server Edition SW License

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Avaya IP Office Cloud – Concept
 Potential to offer an Avaya branded,
Business Partner led offer for SME
– For new and existing customers
– Leverage existing IP Office skills sets
 Extend IP Office brand into Collaboration-
as-a-Service
– Hosted service with utility pricing
– Partner & Avaya profitability with recurring
revenue stream
 Flexible deployment options augmenting
on-premise deployment
– Apps. hosted
– Fully hosted with optional premise
survivability
– IP and TDM endpoints
– Open SIP trunking
 Web Portal with integrated management
– Easy-to-use Quote-to-Cash & Mgmt. tools
Avaya Collaborative CloudTM
www.ipocloud.com
AvayaHosted
Optional CPE
POI

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Avaya IP Office Cloud
– Deployment Options
Deployment Options
Hosted Customer Premise
PBX Apps Gateway PBX Phones
1 Fully Hosted w/ Survivability x x x x
2 Fully Hosted x x x
3 Apps. Hosted x x x
Customer(s)
2 FULLY HOSTED
Apps PBX /
Mgmt
Customer(s)
IP Office (PBX)
APPS. HOSTED3
Apps PBX /
Mgmt
Customer(s)
IP Office (Gateway)
FULLY HOSTED w/ SURVIVABILITY1
Apps PBX/
Mgmt
POI

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Questions
Thank You !

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19
Grazie Pietro Gaffuri
gaffuri@avaya.com
© 2011 Avaya Inc. All rights reserved.