1. Unifying Communications with
Cloud-based Applications in Higher
Education
Avaya Vertical vTeam call – February 8, 2012

2. Gavin Lee, GovEd Industry Verticals,
Director Business Development
David Ballins, Director of Channels, North America
ESNA Technologies
© 2012 Avaya Inc. All rights reserved. 2

3. What you will Learn Today
 Huge UC opportunity for Avaya due to emerging
adoption of cloud-based applications in higher
education
 Understand the industry drivers and issues
 Avaya/Esnatech joint sales offerings
 How you can find and attack opportunities
 What sales resources are available to you for this
opportunity
© 2012 Avaya Inc. All rights reserved. 3

4. Industry Status, Drivers, Challenges
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5. Headlines
January 23, 2012
December 14, 2011
State Higher Education Keeping higher education
Spending Sees Big Decline within reach
MIAMI — State funding for higher education has College costs are rising faster than the cost of
declined because of a slow recovery from the recession living, even faster than medical expenses,
and the end of federal stimulus money, according to a according to a recent report from the College
study released Monday. Board. Clearly, students and families have a
Overall, spending declined by some $6 billion, or nearly
reason to wonder what’s driving these costs and
8 percent, over the past year, according to the annual what, if anything can be done to control.
Grapevine study by the Center for the Study of
Education Policy at Illinois
Google, Microsoft do battle in, for May 25, 2011
the cloud
Google has locked horns with Microsoft in a high-stakes
showdown to dominate what could be the next great
mother lode of Internet-derived profits. Each is seeking
to attract businesses to lease its hosted versions of
essential communications and office programs, instead
of maintaining these basic tools in house.
© 2012 Avaya Inc. All rights reserved. 5

6. Why are Colleges and Universities Moving to the Cloud?
 Budget pressures
 The need to become more innovative
 Enhancing student and faculty collaboration
 Enhancing student and faculty services by upgrading
email and calendaring applications over less capable
legacy applications.
 Focusing IT staff on core competencies
© 2012 Avaya Inc. All rights reserved. 6

7. Cloud Adoption in Higher Education
High Clouds
ERP
ERP & High Performance
Computing (HPC)
HPC
CRM Middle Clouds
CRM & LMS
LMS
Low Clouds
Email/ Mail & Calendar
Calendaring
0.0% 10.0% 20.0% 30.0% 40.0% 50.0% 60.0% 70.0%
Source: 2011 National Survey of IT in US Higher Education, Campus Computing, October 2011
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8. Source: 2011 National Survey of IT in US Higher Education, Campus Computing, October 2011
© 2012 Avaya Inc. All rights reserved. 8

9. Source: 2011 National Survey of IT in US Higher Education, Campus Computing, October 2011
© 2012 Avaya Inc. All rights reserved. 9

10. The Issue and Impact to Unified Communications
 100% CPE or 100% Hosted Scenario
Seamless integration
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11. The Issue and Impact to Unified Communications
 100% CPE or 100% Hosted Scenario
Seamless integration
 Hybrid CPE and Cloud (email & calendaring)
Capabilities split between CPE and Cloud, fragmented communications
Cloud email Calendar Presence fragmented
IM
CPE
© 2012 Avaya Inc. All rights reserved. 11

12. The Issue and Impact to Unified Communications
 100% CPE or 100% Hosted Scenario
Seamless integration
 Hybrid CPE and Cloud (email & calendaring)
Avaya + Esnatech
Cloud
CPE Seamless integration
© 2012 Avaya Inc. All rights reserved. 12

13. Solution Overview
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14. Esnatech Can Help
 Reputable company with a 22 year Validated Avaya Partner
history
 Experienced with Carrier Grade
customers
Partner since 2005
 Validated with all major voice vendors
 Thousands of certified engineers
 Sold in more than 25 countries Master Esnatech Distributor
 More than 1,000 reseller partners since 2009
 Sold directly by major manufacturers
 Largest installation of UC in North
America
© 2012 Avaya Inc. All rights reserved. 14

15. Esnatech
Unifying Communications in Higher Education
Cloud Voice Cloud
Applications
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Business
PBXs Applications
Mobile OS
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16. Office LinX Bridging Enterprise Infrastructure,
To Groupware, Cloud and SaaS Services
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17. Esnatech Offers a Comprehensive Suite of
UC Integrated with Google Apps
Unified Messaging UC Web Services
Integrates with any phone system to deliver Both desktop and web gadgets enable full
voice and fax access from email dialing, presence and corporate phone search
applications; ability to access email over the functionality from any OS or browser.
phone.
Fax Services
Rich Phone Presence Integrated fax services for fax messaging and
Integrated phone presence with Google Talk, outbound faxing from any application
Skype, MSN, OCS to see who is on or off including web applications.
the phone and initiate click to dial from a
phone extension. Mobile Phone PBX Integration
Integrate Android, IOS, Blackberry and
Calendar Integrated Mobility Windows 7 devices with existing phone
Personal, shared and public calendars system and PBX for station to station dialing
integrated with your phone voice mail and inbound and outbound calling of
greetings and mobility settings for find me enterprise PBX.
follow me functionality.
Speech Access to Apps
Knowledge Screen Pops Navigate Contacts, Calendar, and email over
Desktop look up using Google or Windows the phone leveraging DTMF and speech
Live search based on incoming caller ID and commands for offline hands-free access to
name to provide ad-hoc call center email accounts.
functionality.
© 2012 Avaya Inc. All rights reserved. 17

18. DevConnect Compliance Tested
Solution Compliance Tested Avaya Platform
Release
With CS 1000 using Avaya Aura®
Office-LinX 7.5/6.1
Session Manager
Office-LinX With CS 1000 7.5
Avaya Aura® Communication
Office-LinX Manager using Avaya Aura® SIP 5.2/5.2
Enablement Services
Office-LinX With BCM 50/450 6.0
Avaya Aura® Session Manager with
Office-LinX Avaya Aura® Communication 6.0/6.0
Manager
Office-LinX Voice Mail,
Automated Attendant, and IP Office 3.2 (17)
Speech Enabled AA
Source: https://devconnect.avaya.com/dc/Public/WebListings/v2/CompanyWebListing.aspx?CompanyId=1679
© 2012 Avaya Inc. All rights reserved. 18

19. Esnatech Office-LinX™ and Office-LinX™ Cloud Connect
Edition Solution Feature Comparison
© 2012 Avaya Inc. All rights reserved. Source: Esnatech 2/14/2012 19

20. Case Study
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21. Park University
 Challenges/Issues
– Inconsistent communications
– Outdated legacy Nortel voice (rls. 3)
– Customer service
– Adopted tech plan to advance academic
and administrative functions
43 campus centers
 Solution across 21 states and
– Avaya UC, CC and Data Networking online
– Esnatech Office-LinX for messaging and 24,100 students
presence information into Outlook and
Google Apps
– NACR 5 year maintenance (co-delivered)
 Benefit
– Consistent nationwide, 4 digit dialing
– Customer service enhanced, reduce costs
© 2012 Avaya Inc. All rights reserved. 21

22. Sales Support and Sales Resources
© 2012 Avaya Inc. All rights reserved. 22

23. Key Contacts and More Information
Esna Technical Esna Channel Avaya GovEd
Support Support
John Biancucci David Ballins Gavin Lee
johnb@esna.com davidb@esna.com glee@avaya.com
(905) 707-4613 (905) 707-4175
esnatech.com/landing/avaya.htm twitter.com/poweredbyesnauc
uc4googleapps.com facebook.com/unifiedcommunication
plus.esna.com youtube.ca/ucommunicate
© 2012 Avaya Inc. All rights reserved. 23

24. Avaya and ESNA Webinar
Title: Is Your Institution Moving Your Email to
the Cloud
When: February 22, 2012
Time: 1:00 PM ET/10 AM PT
Registration: http://info.esnatech.com/avayaedu/
Event Summary:
This webinar will cover how to:
• Connect to key applications in the Google Apps
cloud, including hosted email, shared calendars,
shared documents, and collaborative websites
• Seamlessly integrate your existing telephony
system with Google Apps, without the need to add
hardware
• Increase collaboration and productivity among
faculty and students while also lowering costs
© 2012 Avaya Inc. All rights reserved. 24