avaya-ptnr-audited.pdf

Cisco Confidential 1 2013-2014 Cisco and/or its affiliates. All rights reserved.

2013 Cisco and/or its affiliates. All rights reserved. Cisco Confidential 1

Avaya Piranha Battlecard

December 2014

Cisco Partners Only


Disclaimer

All information in this presentation is

Cisco Confidential and is for Cisco Partner use only.

Under no circumstances is this

information to be distributed without the express

permission of Cisco

The information within this document is

current to the best of our

knowledge.


Why Cisco

Cisco provides an integrated collaboration platform that empowers employees to reach new levels of productivity and

innovation in a more connected work environment. Designed to work together across a broad set of best-in class capabilities,

the Cisco Collaboration portfolio offers a superior experience for any employee, in any business, of any size. More than

200,000 customers worldwide use Cisco Collaboration solutions to run their businesses every day. Cisco is a proven partner

with a unique ability to deliver compelling, innovative collaboration solutions through the combined power of software,

hardware, and the network.

Unmatched Experience The best voice and video user experience in the industry, bar none Consistent capabilities across the cloud, on-premises, and hybrid deployments Reliability, scalability, and policy-based security for business-class operations A unified management experience for IT

Industrys Broadest, Best Portfolio Complete solutions for any employee, use case, and business function for

organizations of all sizes

Number 1 market share for enterprise voice, video, and web conferencing Interoperability through industry-standards-based protocols and third-party

vendor testing

An open platform built on standards-based, open application programming interfaces (APIs) that are extensible and interoperable with third-party

systems and business applications

Proven Partner Market success, with more than 200,000 customers - including 95 percent of

the Fortune 500 - using Cisco Collaboration

Award-winning professional and technical services with global support More than 3500 Cisco Certified Collaboration Partners qualified through

Ciscos award-winning partner program, with more than 100,000 Cisco Collaboration professionals serving customers

Ongoing innovation with more than $1 billion in R&D A record leading the convergence to IP telephony, and transforming

videoconferencing with the Cisco TelePresence solution

Experience promoting industry standards including SIP, Extensible Messaging and Presence Protocol (XMPP), and WebRTC


Competitor Check List

Avaya Must Know Points Avaya Must Ask Questions

Financial challenges continue, highlighted by large debt, limited cash, lack of

profitability and lower revenue

Continue to struggle to normalize product portfolio as it still has product

overlap between Avaya and Nortel

Limited innovation in the enterprise product portfolio i.e. Aura

Despite recent announcements it continues to have separate offering by

technology

Do you believe Avayas current business and financials are sustainable? Does it

support long-term investment in next generation products?

Can existing IP Office customers adopt the Server Edition without investing in new

hardware and software

Are all features compatible with legacy Nortel and Avaya phones?

Can Avaya support full user capacity in a single server for call control and One-X

Portal?

Can Avaya offer IM&P Free of Cost for all 2000 users?

What is Avayas migration strategy from IP Office to their Aura platform?

Why do customers have to upgrade to the most current version to protect their

investment? Why do customers have to upgrade their legacy infrastructure to begin

migration to Aura?

When is Avaya going to normalize its enterprise product portfolio? Avaya has

released several updates for the midmarket in the last 18 months. Why hasnt Avaya

released any new products for the enterprise market in the same time frame?

Why does Avaya continue to have so many overlapping contact center products? Why

is their strategy ever-evolving?

What is Avayas cloud strategy? Is it focused on managed services only? How do you

go from premise to cloud? Who are their references? Besides HP who are its global

tier 1 cloud providers?

Avaya Business Challenges

Evolving from a hardware to a software and services company.

Avaya must offset the decline in revenue by addressing the growth

opportunities in the mid market, contact center and the cloud

Lack of success in transitioning the Nortel installed base to Avaya. Despite

Avaya claims much of the enterprise market continues to sweat its assets.

The ongoing transition of its sales channel from quantity sales to a portfolio

focus Core Plus 4. The four areas are applications, cloud, networking and

video. Note core is UC and contact center.

Its ability to gain traction in the cloud as they are late to market with a UCaaS.

Avayas cloud strategy and portfolio lacks focus and it is not clear where Avaya

has any real advantages. Many tier one SPs have aligned with Cisco and

other providers.

Inability to effectively compete in the collaboration market place for enterprise

market. They lack a mature offering in IM/Presence, video, end points, etc.


Business Profile

Avaya Company Profile: Avaya is a global provider of business

communication products and services. It conducts operations in

three segments including Global Communication Solutions and

Advanced networking . The third segments is Avaya services

portfolio. The companys products are target at large enterprises, mid-market business and government organizations.

Avayas Selling Strategy: Avayas strategy is focused on selling through indirect channel. It has strategic initiatives in place to

grow its partner community while supporting its partners'

profitability and success. It continues to invest in its developer

ecosystem, Avaya DevConnect. It also looks to utilize

partnerships and alliances to extend market reach through the use

of complementary technologies, to develop new products or

enhance existing ones

Revenue: $4.7B in 2013 (down 9% y/y), Product 50% of

revenues, Services 50%. Business model quarterly revenue target

of $1.1B - $1.15B

GAAP Gross Margins: 54%. Non-GAAP target of 58.5% - 59.5%

Financial Strategy: Improve financial health and restructuring

program to streamline operations and generate cost savings.

Channels Strategy: sell through direct and indirect channels.

Indirect represent 75% of its product revenue. As of December

2013, Avaya had approximately 11,300 channel partners

worldwide.

Product Portfolio Products Offered

Unified

Communications

Aura Platform and Messaging, Session Border Controller, Agile Communication Environment,

Video and Conferencing, Phones, Platforms and Infrastructure

Contact Center and

Customer Experience

Management

Intelligent Customer Routing, Dynamic Routing, Avaya Aura Call Center Elite Multichannel,

Avaya Aura Contact Center, Avaya Interaction Center, Avaya Aura Experience Portal, Media

Processing Server, Proactive Contact, Proactive Outreach Manager and Callback Assist

Small & Mid-Size

Enterprises IP Office, IP Office Contact Center, IP Office Select, and AvayaLive

Services Professional Services, Global Support Services and Cloud and Managed Services

Networking Ethernet Switching, Unified Branch, Wireless Networking, Access Control and Unified

Management

2009 2010 2011 2012 2013

Enterprise Voice

(Source: Synergy)

Cisco 25.1% 29.7% 30.9% 33.9% 34.8%

Avaya 12.2% 19.2% 21.0% 19.6% 18.0%

Contact Center

(Source: Synergy)

Cisco 9.5% 16.5% 15.3% 16.9% 18.7%

Avaya 33.1% 36.9% 36.5% 35.8% 35.3%

Telepresence

(Source: Synergy)

Cisco 7.0% 48.3% 48.7% 49.1% 48.4%

Avaya 0.0% 0.0% 0.0% 1.6% 1.9%

Web Conferencing

(Source: Synergy)

Cisco 45.4% 44.1% 41.7% 41.4% 40.4%

Avaya - - - - -

Managed L2/3

Switching (Source:

Dell Oro)

Cisco 71.3% 73.0% 70.2% 68.3% 66.7%

Avaya 2.3% 1.6% 1.5% 1.2% 1.1%

Enterprise Class

WLAN (Source: Dell

Oro)

Cisco 55.4% 53.6% 50.1% 52.9% 52.8%

Avaya - - - - -


Avaya Sales Messaging

Corporate Positioning Decoding their positioning

Avaya is consistently recognized as a global leader by industry and technology

experts and has achieved leadership position in market share and Gartners Magic Quadrants

Cisco leads in global market share for enterprise telephony, and has a

strong presence in most countries. The company provides the data

networking and voice communications infrastructure necessary to be a

contender for UC and collaboration (UCC) markets, and is an obvious

contender for any organization's corporate telephony shortlist.

Avaya is recognized as an innovator and leading global provider of real time business

and communication solutions.

One should question Avayas ability to continue development in so many disparate products. How can their shrinking R&D budget meet the demands

of customers as they transition to a new consumption model?

Most new product offerings are either revision of existing products or rebranding of shelved products e.g. Elite Multichannel Contact Center

Avaya claims it has the most effective innovation model to bring the next generation

solutions to market faster by collaborating with customers, researchers and internal

developers. It uses its investment focused on the midmarket with IP Office as a proof

point.

Cisco sales and support resources should be quick to point out the

comprehensive nature of Cisco's collaboration portfolio. Avaya has gaps in

products portfolio, it lacks a broad collaboration portfolio. In addition it has

experienced years of uncertainty regarding long-term product roadmap. For

example, it lacks a true immersive capabilities.

Avaya has made significant improvements in its financial performance which has

paved the way to solidify its continued leadership in the market

Despite its claims, it continues to have financial challenges (debt, lower

quarterly revenues, and lack of profitability). In its most recent quarter

ending June 2014, it did not reach its business model targets for revenue

and EBITDA.

Avayas open standards-based platform accommodates customers with multi-vendor environments seeking to use their existing investments, supplement their existing

solutions with specific collaboration products. Its solutions allow organizations to

develop short-and long-term IT strategies and deploy them at their own pace.

Cisco is committed to and leads this vision of standards-based

interoperability in collaboration, and here are a few proof points:

Ciscos unified communications and collaboration products are natively based on H264, SIP, XMPP, BFCP, and TIP. They span the broadest

portfolio in the industry.

Cisco invests in creating and advancing standards. We have more authors of RFCs than any other company.


Avaya Sales Messaging

Corporate Positioning Decoding their positioning

Enterprise: Position Avaya solutions as an alternative to Cisco offering lower TCO

and price, lower bandwidth requirements, smaller footprint, less complex and increase

scalability. With existing base leveraging Aura architecture as a means of protecting

existing investments and migrating at own pace. Investing in developer ecosystem,

Avaya positions a less disruptive approach to next generation enterprise

communications

Take advantage of complex product line transitions (specifically call control

and contact center). Position endto-end collaboration solution (video, conferencing, IM/presence). Also emphasize financial strength of Cisco as a

long-term UCC vendor of choice. Put added focus on collaboration as a

business transformation activity. Finally highlight Ciscos architectural approach and wherewithal to invest in a robust solution set vs. cobbled

together nice acquisitions.

SMB/Midmarket: A 100% channel partner driven that is looking to leverage IP Office

9.0. Positioning better performance at a lower price, improved functionality (contact

center) and capacity.

Unlike Avaya, Ciscos BE6K and CUCM share the same code, enabling customers investment protection for the long-term. Despite claims of

customers can maintain legacy phones, it doesnt offer feature transparency, forces partner to re-label phones.

Avaya requires the customer to piece together their own virtualized

environment. Unlike Cisco, Avaya only supports virtualization for call control

and voicemail, and not for video, contact center, etc.


Avaya Claims/Responding

Avaya Claim/Positioning

Competitor

Ecosystem partners Cisco Response

SDN

Avayas Software-Defined Data Center framework offers a simplified and unified process for deploying cloud-based services in a matter of minutes, replacing

processes that used to take weeks or months. It allows businesses operating highly

virtualized data centers to easily combine, customize, and commission server,

storage, and networking resources through a single, common interface.

- Ciscos Application Centric Infrastructure (ACI) Makes your IT environment Simple, Smart, Secure Improves operational efficiency and consistency Leverages an ecosystem of third party applications and allows;

develop of customized applications to suit your needs

Automation with no custom programming required

Cloud

The Avaya Collaborative Cloud is a framework that combines the collaboration and

networking services organizations and service providers need to effectively build,

deliver, use, or enhance their communications

HP and SPs

(Windstream, BT, etc.)

Cisco HCS is architected to support the complete Cisco Collaboration

Solution including WebEx Social and Cisco TelePresence while Avaya

is in the early stages of executing on its use it, build it, deliver it and enhance it strategy

Mobility

Whatever the time or place, you'll stay connected and productive with the same

user interface across all devices and offer your customers the same simplified way to reach you. Avaya makes mobility affordable, easy and productive whenever

and wherever you need it..

Avaya DevConnect

partners, alliance

partners, distributors,

dealers, value-added

resellers, SPs and SIs

Collaboration tools like mobile and video devices are always changing.

You need to be sure that your employees can work together using the

latest features, like voice and video conferencing, web meetings,

presence, and IM. Plus you need to deliver a secure, consistent

experience, whether people are working on a desktop PC, smartphone,

tablet, or other device.

Internet of Things

The Internet of Things Needs a Network to operate upon. Network Connectivity is slated to possibly be the next utility service required to exist. Just like power, water

and cable TV.

Cisco connects the unconnected with an open standard, integrated

architecture from the cloud to end devices with exceptional reliability

and security. Cisco delivers industry-leading IoT solutions that feature:

Network expertise, Leading IP-based, Multilayer architectural approach,

Highly scalable and secure, ruggedized, resilient solutions,

Multi-protocol support, and Manage and store data.

Collaboration

Avaya is a leading provider of next-generation business collaboration and

communication products

Avaya DevConnect

partners, alliance

partners, distributors,

dealers, value-added

resellers, SPs and

system integrators. HP

Cisco delivers an integrated collaboration experience through a

comprehensive solution set across a range of employee types, use

cases, and business functionsfor organizations of all sizes. These solutions offer interoperability through industry-standards-based

protocols and open APIs that are extensible and interoperable. And

they can be delivered on premises, from the cloud, or fused together to

offer the best of both worlds.


Avaya Cisco

Data Center

DC Switching Virtual Services Platform Nexus / ACI

Compute No solution UCS

SAN No solution Multilayer Director Switch

Orchestration No solution ACI

DC Security No solution ASA/Meraki Security Appliance

Campus

LAN Ethernet Routing Catalyst / Meraki

WLAN Wireless LAN 8100 Aironet / Meraki

Access Routing Secure Router Integrated Service Router

Core Routing Advanced Gateway Aggregation Service Router

Management Prime Infrastructure

Security

Policy No solution Identity Services Engine

FireWall No solution ASA/Meraki Security Appliance

IDS/IPS Identity Engine Sourcefire, Mobility Services Engine

VPN VPN Gateway ASA, Meraki Security Appliance

Email No solution Email Security Appliance, Cloud Email Security

URL Filtering No solution ASA, Web Security Appliance, Cloud Web Security

Advanced Malware No solution SourceFire AMP

Threat Intelligence No solution Security Intelligence Operations

Avaya Cisco

Collaboration

SMB Call Control IP Office (Prem)

AvayaLive Connect

(Cloud)

BE6K/7K (Prem)

Enterprise Call Control Aura Communication

Manager (Prem)

Collaborative Cloud

(Cloud)

CUCM (Prem)

HCS (Hosted)

Contact Center Aura CC, Elite, Elite

Multichannel, IP Office

CC and Select

CCE, CCX

Unified/Voice

Messaging

Aura Messaging Cisco Unity Connection

IM/Presence one-X, Flare Jabber

Video Collaboration Scopia

Collaborative Cloud

(Cloud)

Telepresence

CMR (Cloud)

Web/Audio

Conferencing

Aura Conferencing WebEx

End-Points Soft Clients

Mobile Clients

Desk Phones

Scopia Desktop

Scopia XT Video

Soft Clients

Mobile Clients

Desk Phones

DX Series

Telepresence

Portfolio Mapping


Architecture Positioning Collaboration

Avaya Positioning Cisco Differentiators Avaya Weaknesses

Avaya is leading global provider of next generation business collaboration solutions

Provides UC communications, real-time video collaboration, contact center, networking and

related services to companies of all sizes

around the world with emphasis on mid market

and enterprises

Demonstrate to its customers that its innovating and investing in next generation technologies

Its solutions are based on open standards Despite financial challenges management

continues to reiterate confidence in current

strategy

Proof Points: Introducing approximately 25 new

products each quarter

Avayas investment is focused on mid market with IP Office by increasing

scalability and adding multichannel CC

capabilities

Positioning the strength of cloud with collaboration pods and managed

services

With acquisition of Radvision and Sipera, has strengthened its end to end story

Take advantage of Avayas complex product line transitions (call control, contact center).

Avaya continues to support multiple platforms

that are not built on the same code base. In

comparison CUCM, BE6000 and BE7000 all

share the same code base allowing for multiple

platforms to be deployed with the same feature

set and management consoles.

Lead with a migration story. Avoid rip-and-replace. Take advantage of the Collaboration Breakaway PLUS and Midmarket Collaboration

promotions. Especially in situations where

Avaya is the incumbent, focus on the whole

Collaboration stack, rather then just IP

Telephony or UC.

Future-proof investments. Emphasize the financial strength and clear roadmap as a

reason to choose Cisco as a long-term UCC

vendor.

Set the Collaboration vision. Focus on how Cisco has clear execution advantages.

Position Ciscos portfolio of video endpoints to provide an immersive video experience - from

the browser to the boardroom; highlight the new

advanced video collaboration endpoints, such

as the DX70 and DX80.

Financial challenges continue, highlighted by large debt, limited cash, lack of profitability and lower

revenue

Continued to struggle to normalize product portfolio as it still has product overlap between Avaya and Nortel

Limited innovation in the last 18 months in enterprise product portfolio i.e. Aura Communication Manager or

Session Manager. Avayas focus appears to be on advancing the capabilities of IP Office. Highlight

Ciscos innovation around the entire portfolio including video, Business Edition, Jabber, UC on UCS, etc.

Despite recent announcements it continues to have separate offering by technology i.e. Contact Center

Research & Development - Question Avayas ability to continue development across many disparate

products. How can their shrinking R&D budget meet

the demands of customers as they transition their

collaboration requirements?


Technology Positioning - Routing

Cisco Differentiators Avaya Weaknesses

ASR 1K deliver a highly secure, reliable, high-performance WAN edge solution. New

ASR1001-X and ASR1002-X provides integrated services with high performance in a

reduced footprint.

ISR AX & ASR AX which provides WAAS, application visibility and control with PfR,

monitoring and management seamless services integration with QoS, voice, firewall. This platform provide the best experience for Voice/Video, Citrix, SAP, Office 365 and

BYOD

Cisco Cloud Services Router (CSR) 1000V Series. Single-tenant software routers in

virtual form factor that deliver comprehensive WAN gateway functionality to multi-tenant,

provider-hosted clouds. Includes zone based firewall, multiple VPN options, RESTful

API, LISP, VPLS and OTV for L2/3 extension, performance form 50Mbps to 10Gbps

and usage based licensing through AWS.

ISR 4K Family

Uncompromised performance with services for the Branch Integrated L7 context-aware firewall Elastic Branch upgradable performance and services without disruption Pay as

you grow (PAYG)

SDN Ready, uses onePK internally Containerization separation of controller, data and services planes

Cisco Intelligent WAN (IWAN) Solution provides a unified approach:

Optimal User and Application Experience Advanced Security protection Operational Simplicity Agility and Flexibility

No Dynamic VPN, limited functionality compared to Cisco No WAN Optimization No systematic integration of video into infrastructure other than providing QoS and control No integrated computing capability like with ISR UCS E-Series


Technology Position - WLAN

Cisco Differentiators Against Avaya Avaya Product Analysis and Mapping to Relevant Cisco Products

Advanced RF solutions across a family of 11n / 11ac APs delivering Enterprise-Class

RF performance, High Density Experience (HDX), reliability and lower TCO, indoor

APs, outdoor mesh APs and teleworker AP for OfficeExtend (AP600/700) with zero

touch deployment

Industrys highest performing APs: 11n AP (3600) with module for 11ac (simple migration), 11ac AP (3700) with module for migration to 11ac Wave 2 (investment

protection).

Cisco Prime Infrastructure for integrated wired/wireless management with

comprehensive provisioning, management, monitoring and troubleshooting for WLAN,

switching, location, wireless IPS and CleanAir

Wireless controller integrated in Cat 3850, Cat 3650, Cat 4K Sup via Cisco UADP

ASIC

Flexible architecture unified, autonomous, FlexConnect, OfficeExtend, indoor/outdoor, controllers to address a variety of requirements. APs can be converted

from unified from/to autonomous.

Secure Architecture encrypted CAPWAP AP-controller control plane and DTLS data encryption, comprehensive integrated security for wired and wireless IPS

Next Gen controllers with line rate encryption performance (5500, 5760) and

integration with Cat 6500 (WiSM2) & ISRG2 (WLCM2)

Flex 7500 and 8500-series controllers for large scale remote AP deployments in

enterprise and service provider networks

The most comprehensive virtualized WLAN services portfolio (VMware based) for

small and medium-sized deployments: Virtualized Controller, Virtualized Mobility

Services Engine, Virtualized Prime Infrastructure and Virtualized ISE

IPv6 client and dual stack support via controllers, APs, MSE and Prime. Improves

security, network efficiency and mobility. Provides monitoring, reporting,

troubleshooting and location services for IPv6 and dual stack clients

Meraki Cloud WLAN for customers with lean IT who prefer simplicity and cloud

management

WLAN not a core competency, minimal investment in WLAN technology and products

Low customer acceptance, no reported market share

Older 8100 series 11n only, 2 Indoor APs, only 1 outdoor AP, only 1 hardware controller Newer 9100 series two 11ac indoor APs, two indoor 11n APs one 11n outdoor, software

based controller

Lacks advanced RF feature combination CleanAir, VideoStream, ClientLink, BandSelect ,

RRM, and HDX

Limited RF coverage and performance for 11n and 11ac APs

Limited application visibility and control

Only software controller for 9100 series limited performance and scale Limited policy management, no client integration

Standalone WLAN management with limited troubleshooting functionality no wired-wireless integration

Limited support via Avaya Configuration and Orchestration Manager only supports the 8100 series

Lack of scalable controller architecture for remote sites

No cloud controller

No validated designs for WLAN

No location engine

No CMX equivalent

Cautions:

9122 & 9123 11n APs are software upgradable to 11ac functionality All 9100 APs can operate both radios on 5GHz simultaneously


Technology Positioning Cloud Management Cisco Differentiators Against Avaya Avaya Product Analysis and Mapping to Relevant Cisco Product

Integrated solution for lean IT environments

Complete portfolio for distributed enterprise networks: access points, access

switches, core switches, security appliances with WAN routing and mobile

device management (MDM)

Consistent innovation over 7+ Years

Rich set of integrated features available today:

Built-in NAC, policy, identity 1-click guest access Zero-touch provisioning L7 application traffic shaping Visibility - device, OS, user traffic fingerprinting and reporting Seamless over-the-web upgrades Integrated location tracking with API Free Mobile Device Management (MDM) standard version Enterprise MDM with wipe, enrollment integration, security profiling and

group policy integration

Built-in analytics capabilities user dwell-time, repeat visits, heat maps, etc.

APs have a dedicated security radio Scales to network of all sizes deployed and proven in large architectures

(10,000+ APs)

Deployed by 10s of thousands of customers across for SMB, mid-size and large enterprise networks

Try before buy program Free Meraki AP at Webinars: https://meraki.cisco.com/webinars

No Cloud managed products

Only on-premise management available


Technology Positioning Enterprise Call Control

Cisco Differentiators against Avaya Avaya Weaknesses

Call Control - Enterprise

Market leader #1 All ends points register to Communication Managers, no Session Manager

required

Proven architecture in clustering, SRST, etc. Leverage the network as the platform i.e. dynamic CAC & QoS, SIP RSVP Native interoperability through multiple protocol support without the need to

add session management.

Unified call control that includes: voice, video, mobility, messaging, presence, management, security and session management. All end points register to

CUCM no SIP registrar needed.

Call Control

Continuously re-architecture solutions Supporting multiple code bases (ACM & CS1000) when is EOS? Attack Avaya front end story ISR vs Avaya needs six devices (gateway,

survivable server, SBC, voice portal, MCU & router

Session Manager required to register SIP Minimal innovation in the last 18 months for Aura Communication Manager and

Session Manager platform, focus appears to be on SMB, virtualization and

video

Session Management

Session management is a service embedded in Cisco Unified CM with the benefit of one platform all architectures

Deployment choice: supports centralized, distributed, hybrid SIP trunk architectures, TDM trunks as well. The flexibility to deploy session

management as part of an existing cluster, or for larger deployments, can

be deployed as a separate architectural layer

Easier to learn & deploy: uses same interfaces & architecture as CUCM Investment protection: repurpose Cisco clusters as needs change. Scalable - Cisco SME registers phones, but scales more easily - just move

phones to another Cisco cluster for a massively scalable architecture.

Session Management

Interoperability limited to SIP load balancing and SIP header manipulation Extremely basic call admission control capabilities It leverages Aura Session Manager as the foundation of the Aura Core Network.

However, Avaya does not support SIP across their gateways and endpoints

Only supports SIP Feature disparity between SIP and traditional endpoint


Technology Positioning Midmarket Call Control


Call Control Mid Market (Business Edition 6000/7000) Packaged Collaboration Solutions Business Edition 6000 & 7000 Ideal for

midsize or large enterprises that need a more simplistic approach to

collaboration.

The Cisco Business Edition 6000 provides growing midsize companies with sophisticated yet simple advanced collaboration capabilities

They are a portfolio of turnkey platforms preloaded with UC applications on UCS servers, ordered with single SKUs, and ready-to-activate out of the box.

Complete: End-to-end collaboration capabilities Choice: Virtualized platform with model options Affordable: Right-priced solution that increases ROI Simple: Deployment flexibility rapidly lowers TCO, easy to manage and use Interoperable: Integration and support for Third-party

applications and devices

High availability: Optional redundancy for business continuity Scalable: Easy upgrades and smooth migration paths enable platform to

change and grow

Call Control Midmarket (IP Office) IP Office Server Edition and IP Office 500 V2 are two separate platforms with

different licensing models, management portals, operating platforms and

scalability

IP Office 500 V2 is based on a proprietary operating system, supporting multiple software editions (Basic, Enhanced, Advanced and Preferred) for

features and scalability.

IP Office Server Edition does not support 2,000 users in a single server. It requires more than one server for full 2,000 users support.

IP Office One-X portal server supports different user capacity when co-resident with Primary Server Edition as compared to a separate server.

Despite announcing a new IP Office Contact Center it still lacks a good call center story and will continue to rely on 3rd-Party vendors to support over 100

agents and multi-media requirements.

Avaya requires the customer to piece together their own virtualized environment. Unlike Cisco, Avaya only supports virtualization for call control

and voicemail, and not for video and contact center.


Technology Positioning Aura Contact Center


Contact Centers

Cisco provides a stable and mature solution that does not does not need future platform migrations

Cisco has a well defined and firm contact center roadmap Cisco provides a next generation contact center architecture today with

thousands of installed customers

Cisco is investing heavily to innovate in customer care i.e. Social Media, Web 2.0 architecture, Media capture and analytics as a network service, etc.

Cisco Unified Contact Center Enterprise is our preeminent, premises-based product. It offers the most advanced functionality and the widest range of

features in the product line. Self-service and queuing for UCCE are provided

by Cisco Unified Customer Voice Portal (CVP)

Cisco Packaged Contact Center Enterprise gives you many of the critical enterprise capabilities of the Cisco Unified Contact Center Enterprise, but

packaged into a smaller version.

Cisco Unified Contact Center Express offers workforce optimization at an affordable price point. Contact Center Express is also bundled into Cisco

Business Edition 6000/7000 solutions

Hosted Collaboration Solution for Contact Center gives you the same capabilities as the Cisco Unified Contact Center Enterprise in a hosted version.

Contact Centers

Consolidation expected in SMB CC product line Many different competing technologies in todays CC portfolio that are based on

different architectures

Aura Call Center Elite Limitations No universal queue No integrated reporting (multimedia, outbound) Not next gen No rich CTI support (e.g., screen pop read/write data, external database

lookup)

Different products by services (outbound, inbound, multimedia) No SIP softphone contact center available

Aura Contact Center Limitations Unproven/limited integration to Aura Communications Manager Missing features (remote silent monitoring, whisper announcement, trunk

group reporting, predictive dialing)

No support for Elite tools (e.g. CMS) and integrations (e.g., recording, WFM)

No pick/pull for email (push only) Server sprawl (more servers than UCCE)


Technology Positioning IP Office Contact Center


Contact Centers

Cisco provides a stable and mature solution that does not does not need future platform migrations

Cisco has a well defined and firm contact center roadmap Cisco provides a next generation contact center architecture today with

thousands of installed customers

Cisco is investing heavily to innovate in customer care i.e. Social Media, Web 2.0 architecture, Media capture and analytics as a network service,

etc.

UCCX has many open interfaces, including open interfaces for Outbound campaign management and agent desktop features that

allows customers to optimize their operations either by in-house

customization or by availing of the many 3rd party products that

supplement CCX functionality.

UCCX includes Social Media Customer care, allowing the same agents to respond to postings made on social media, and to report on social

media activity using the same reporting platform as for Voice, Email and

Chat

CCX has many IVR features, including the ability within IVR menus to query databases and CRM systems which are enabled with REST

APIs.

Contact Centers

IP Office Contact Center (5-100 agents) No blended multichannel Initial release only available in English Doesnt support SMS, FAX channels and social media IP Office Contact Center High Availability is not supported If the customer requires POM (Outbound), WFO or Avaya Portal will

position IP Office Contact Center Select

The is no upgrade path to Contact Center Select or enterprise suite of contact center products

IP Office Contact Center Select (30-250 agents) Requires IP Office 9.0.3 or higher, does not support any legacy

solutions

Significant limitations when deployed onIP500v2 only supports up to 30 active logged in agents and 30 supervisors

Currently support 96x1 and 96x0 H.323 physical phones. Other SIP endpoints not current supported.

IP Office cannot provide High availability IP Office doesnt include social media integration IP Office doesnt include advanced self service capabilities as it

cannot integrate with Avayas Experience Portal. IP Office doesnt include the capability to run outbound campaigns

using predictive dialing, or to integrate with Avayas Proactive Outbound Manager


Technology Positioning Hosted UC Cisco Differentiators against Avaya Avaya Weaknesses

We are delivering HCS today proven track record, high profile global SPs, over 2M contracted licenses, 40 partner signed agreements, and 25 countries

covered we are delivering our solution today Cisco HCS is architected to support the complete Cisco Collaboration Solution

including WebEx Social and Cisco TelePresence

Cisco Hosted Collaboration Solution (HCS) lets you provide the latest collaboration technologies through a secure as-a-service cloud model that can

change and evolve with your business

When you choose Cisco, you benefit from our expertise as a global leader in collaboration and cloud solutions.

With our broad product portfolio, Cisco Powered cloud services delivered by our certified Cisco HCS partners, and commitment to open standards solutions

that work smoothly together, you can begin using collaboration services in the

cloud with confidence

Avaya has attempted to enter the hosted market several times since 2006 Lacks the extensibility of HCS which can be offered in private, cloud or hybrid

model

Difference in functionality amongst Avayas offerings. Cloud portfolio not as mature and established as Ciscos HCS

Avaya is in the early stages of executing on its use it, build it, deliver it and enhance it strategy

Avaya LiveConnect is based on different architecture than recently announced solutions. Not clear on how it integrates with other Avaya cloud and premise

solutions

Contact Center is a managed private cloud offering, not provided as a public cloud solution

Growth in Avayas business appears almost entirely dependent on growth of Cloud related offers and partnerships.

To date, this business is very small and growth in this segment has been weak, while erosion of its large existing legacy customer base and associated

technical support services is continuing at a significant rate.

Despite focus on building cloud offers for the past several years, Cloud & Managed Services only account for 7% of total company revenues and

sequential growth (Q3/Q2) of 7%.

Although participating broadly, Avayas cloud strategy and portfolio lacks focus and it is not clear where Avaya has any real strengths or advantages.

Requires better solution synergy amongst its cloud portfolio


Technology Positioning Executive Desktop Cisco Differentiators Avaya-Radvision Weaknesses

Both DX80 & DX70 offer superior features and performance for less than half the price of Polycoms Executive Desktop product offers

DX70 all-in-one collaboration endpoint Built in 802.11 a/b/g/n WiFi, Bluetooth, and Gigabit Ethernet connectivity Android 4.1 and Google Play Store access for third-party applications 14 inch touch screen display with intuitive application controls HDMI Input for PC/Mac Display and Content Sharing Fully-featured IP Phone that registers to Cisco UCM call control Up to 1080p video and content sharing Native Cisco AnyConnect VPN makes connecting to the workplace from

the home office a snap Intelligent Proximity - allows calls to/from the users mobile device to be

made using the DX70s audio hardware and call control, as well as sync of Contacts and Call History from the mobile device to the DX70

Camera tilts for easy document viewing/sharing DX80 all-in-one collaboration endpoint

All the capabilities and features of DX70 plus. 23-inch 16:9 screen provides an engaging experience for video calls and

running apps 4 digital microphone array helps isolate the speaker from environmental

background noise

Limited Industrial design - Tube style thin pedestal stand is unstable and shakes display violently every time the desk shakes due to typing etc.

720p/30fps maximum, NO option for 1080p. TV like remote control is standard UI, NO touch screen or panel interface Radvisions implementation of H.264 SVC does NOT interoperate with other

vendors SVC codecs including Cisco and Microsoft Lync

Lacks native WiFi and Bluetooth Fixed position camera which can not be tilted for document viewing No native applications, requires licensing for 3rd party UC applications and

additional Integration Services


Cisco Differentiators Avaya-Radvision Weaknesses

All-in-one UC Application Presence & IM Voice, Video, voice messaging Desktop sharing, conferencing

Any Platform support Windows Mac OS iOS Android BlackBerry

Consistent user interface and experience across all platforms IM & Presence integration with 3rd party XMPP UC clients (e.g. MS/Lync, IBM

Sametime, AIM, Google Talk). Deployment flexibility with on-premise and cloud-based (Jabber video cloud)

infrastructure Up to 1080p/30 fps with Jabber Video client

Radvisions implementation of H.264 SVC does NOT interoperate with other vendors SVC codecs including Cisco and Microsoft Lync

Limited 720p/30 maximum resolution & frame rate Integration with Avaya IP office is complicated and limits video meetings to no

more than 9 participants

Lacks IM and Presence with 3rd party applications

Technology Positioning Soft Clients



Flexible range of solutions for all business needs and budgets Consistent user interface and user experience Best in industry HD video quality up to 1080p/60fps Full frame rate content sharing without losing resolution in main channel Video Compositing Up to 12 HD inputs Up to 5 HD outputs Individual Transcoding on all ports in multisite Multiway feature provides seamless escalation to multipoint HD calling C-Series supports H.264 SVC for integration with MS/Lync 2013 and SVC

architectures SX 20 supports 1080p/60 fps people resolution and High-definition content

sharing up to 1080p/15 fps

All of the Scopia XT solution platforms use Radvision's proprietary H.264 High Profile and H.264 SVC codecs, which dont interoperate with 3rd party video technology

Low-end XT1200 lacks the 1080p/60 capabilities of Ciscos SX20 Mid-Range XT4200 is limited to 720p/30 video quality High-end XT5000 lacks the input and output port capabilities and flexibility of

Ciscos C90 None of the Scopia XT family provides the ability to seamlessly escalate a call

to a multi-party HD video session (Cant match Ciscos Mutliway feature). Scopia Shared Encode feature causes all sites to view same image (including

self-view) and receive transmission at lowest common resolution

Scopia XTs use 3rd party cameras. Ciscos products use camera technology developed by our own in-house experts. This provides superior optics and

integration with Ciscos Codec technology resulting in higher quality imagery.

Technology Positioning Solution Platforms



The Cisco TelePresence SX80 Codec provides a powerful and flexible platform for creating the ultimate video collaboration experience. The SX80 was built with the integrator in mind to support flexibility and creativity for customized video collaboration rooms that delight customers. 2014 Red Dot Award Winning Product for high design quality! Industry-first support for H.265, which lays the foundation for future

bandwidth efficiencies made possible by the new standard The power to drive 5 video inputs, 3 screen output, 8 microphones, all in

one compact 1U form factor Best in industry HD video quality up to 1080p/60fps Full frame rate content sharing without losing resolution in main channel 1080p/30 fps HD embedded Cisco TelePresence MultiSite with individual transcoding Offers four simultaneous video inputs Multiway feature provides seamless escalation to multipoint HD calling Uses industry standard HDMI, DVI, and Composite/S-Video connectors

making installation and integration easy through the use of standard cables.

Uses standards based codecs which provide for worry free interoperability and operation with other standards based video and audio platforms.

No support for H.265 No individual transcoding severely damages the multipoint user

experience in multi-point calls

Radivision claims 50 percent less bandwidth than Cisco when using their proprietary implementation H.264 High Profile. However, Radvisions H.264 High Profile does not work when used in combination with

standards based 3rd party endpoints and infrastructure.

Proprietary H.264 SVC codecs, does NOT interoperate with 3rd party video technology including Microsoft Lync 2013 SVC.

Technology Positioning High Performance Codec



The Cisco TelePresence SpeakerTrack 60 Camera (SpeakerTrack 60) is an unparalleled dual-camera system that lets participants in a video meeting see the active speaker on the other end of a conference - in full view. It enables rich, spontaneous collaboration to help you manage costs, make decisions faster, improve customer intimacy, scale scarce resources, and speed products to market.

Fast installation, does not require camera calibration Fast, direct switching between active speakers delivers a continuous

meeting experience.

Multi-speaker view prevents unnecessary switching when the next active speaker is already in the current shot.

Automatic framing of all participants provides an ideal, dynamic overview of the full room.

Sleek industrial design and wall-mount option enables discreet room set-up.

Simple user interaction provides a consistent experience with the rest of the Cisco TelePresence products.

True 1080p60 HD resolution delivers rich, vivid image quality. 80 degree Field-of-View and Dynamic Overview capabilities allow all

participants in the room to be seen even when sitting close to the

cameras.

Precision 60 cameras 10x Optical/20x digital zoom capability provides the ability to zoom in on participants up to 27 feet away from the camera

No Competitive Offer Radvision uses 3rd party sourced camera technology which lacks the tight

integration and superior performance and application capabilities of

Ciscos in-house developed cameras.

Technology Positioning Speaker Tracking Cameras



The Cisco TelePresence SX10 Quick Set is an all-in-one unit that combines with any flat-panel display to video-enable your small collaboration spaces. It offers tremendous affordability for small- to medium-sized businesses just starting out with telepresence, or in extending telepresence throughout an enterprise.

Business-quality video, priced to scale at roughly the cost of a PC True simplicity of installationfrom out-of-the-Box to video calling in minutes. Camera and codec in a single compact device that sits on top of your standard

flat-panel display

Simple, elegant cabling system that connects through a single-cable system for both power and Ethernet connectivity

High-definition video with up to 1080p30 resolution and content sharing at 1080p30 plus WXGAp5

Leading wide-angle 830 Field-of -View provides exceptional overview, even in small spaces

No Competitive Offer

Radvision lacks an All-in-One Set Top solution like Ciscos SX10. The closest Radvision XT offer (XT1200) requires multiple cables to

connect components and requires complex configuration of the

codec to function.

Technology Positioning All-in-One Set Top Video Systems



Ciscos IX5000 Industry-first support for H.265 on a triple-screen product delivers true

1080p60 video on all three screens at half the bandwidth. The codec is the first to handle five simultaneous streams of data three

video and two content A single, powerful codec and an intelligent software platform deliver

unmatched high fidelity audio, video and overall superior rich media collaboration experience

Stand-up mode allows participants to stand up and move about the room Options for seating for 6 up to 18 people (2 row option required for 18

seating) Three 70" screens are positioned to reduce camera intrusion while

maintaining perfect eye gaze for all participants Powerful camera with 4K sensors captures the entire room in ultra high

definition with no camera movement; discreet camera placement allow full-screen usage for content

Integrated lighting delivers best possible video image while eliminating need for light reflector and room remediation

19 speakers delivers outstanding full high-fidelity audio 8 system depth and 96 height means it can fit into almost any room Requires only 1 network, 1 power cable/10 amp circuit about the same

power required for a hair dryer means significantly reduced operating costs

Ciscos Intelligent Proximity technology utilized in the IX5000 provides the flexibility for in room participants to view content on their mobile devices (e.g. iPAD and Android tablets).

Scopia Telepresence Platform

Unlike Ciscos fully integrated TX9000 and IX5000 series Immersive Telepresence solutions, the Scopia Telepresence Platform is a component

based system. For the solution to be completed, Avaya-Radvision requires

that a systems integrator be engaged to supply the cameras, display

monitors, and furniture parts needed to complete the solution.

Solutions Flaws

Radvisions non-integrated component based approach to immersive telepresence requires expensive Systems Integrator services and 3rd

party camera and displays to complete. This approach lacks the purpose

built, tightly integrated engineering of Ciscos immersive telepresence products. The resulting solutions have poor eye-gaze alignment,

inconsistent look and feel of each room, and unpredictable video quality.

Interoperability Issues

Radvision claims 50 percent less bandwidth than Cisco when using their proprietary implementation H.264 High Profile. However, Radvisions H.264 High Profile does not work when used in combination with

standards based 3rd party endpoints and infrastructure.

Proprietary H.264 SVC codecs, does NOT interoperate with 3rd party video technology including Microsoft Lync 2013 SVC.

Technology Positioning Immersive Rooms



Designed on WebRTC principles, uses Jabber API Plug-in to support video in all major Browsers (IE8, IE9, FireFox, Chrome, Safari ). NO social media or public video service subscription required!

Secured using SIP over TLS and sRTP for media, HTTPS for call control

Uses industry standards for firewall/NAT traversal via Collaboration Edge X8.1, (ICE, TURN protocols)

Easily integrates into Web pages, email, or text documents using standard HTML URL strings


Technology Positioning Business to Consumer



Cisco TelePresence Server offers advanced features that the competition cant match such as:

ClearVision - Delivers Video upscaling through Software improving lower quality video clarity

ClearPath - Preserves the quality of a video call even in high packet loss networks

Active Control Allows each user to select the format of how participants and content will be displayed on their own endpoint

Webex Enabled Telepresence The ability to join Web and video users together in one conference

Active Presence Provides a clear view of all participants in a multiparty conference without disrupting the immersive experience

Deployment Options Cisco Telepresence Server provides customers the option to deploy this solution either as a virtual (software) solution on x86

servers or as a preconfigured appliance

Offered only as a hardware appliance, no software virtualized offer Radvision Scopia Elite 5230 vs. Cisco 4500

75% of the capacity of Cisco 4500 series for 720p, and 38% of the capacity of Cisco 4500 series for 1080p

Radivision Scopia Elite 5230 vs. Cisco MSE 8000 17% for 720p and 8% for 1080p of the capacity of an MSE 8000

Chassis fully loaded with MCU blades

Use of ports for 1080p transmission cuts capacity in half for Scopia Elite Proprietary H.264 SVC and High Profile codec dont interoperate with 3rd

party endpoints or infrastructure

Unlike Ciscos video infrastructure which is tightly integrated with UCM, Radvisions MCU solutions lack a tight integration with Avayas Aura Communication Manager and Aura Session Manager architecture

Technology Positioning MCU & Gateways



Cisco Telepresence Conductor provides customers advanced features that help ensure intelligent conference placement and optimum resource utilization, while delivering powerful, comprehensive administrative control, making simple natural conferencing a reality.

Supports a wide range of Cisco TelePresence multipoint control units (MCUs) and TelePresence Servers

Efficiently scales from small businesses to enterprises, supporting expansion as utilization increases

Supports service differentiation, allowing administrators to define specific classes of service for conference attendees

Allows conferences to dynamically grow and even exceed the capacity of individual MCUs or TelePresence Servers

Supports high availability through allowing up to three conductors to be clustered together in an active-active redundant architecture

Scale each conductor can support up to 30 Cisco MCUs or Telepresence Servers providing pervasive conferencing support for even

the largest of enterprises

Interoperability when combined with Cisco VCS or Expressway supports all call types and network environments including SIP-H.323

interworked calls and IPv4-IPv6 internetworked environments


Although Radvision supports cascading of their MCUs, their approach to multiparty video communications and orchestration of MCU resources

lacks the refinement of Ciscos Conductor solution. In Radvisions cascading solution, all Telepresence endpoints in cascaded meetings

must always connect to the master MCU. This can result in unnecessary

long distances network hops which can add significant network delay

(latency) and operating costs to a conference.

Technology Positioning MCU Cluster Control


Cisco Services Differentiators Avaya Global Services

Cisco services are designed to enable customers and partners to:

Align to business priorities; Simplify network management and support processes; Enable an exceptional experience. Provide predictive, actionable insight; and Complement a companys IT skills.

Cisco positions services specific to its technology architecture, industry verticals and segments across its lifecycle stages Plan, Build & Manage.

A major area of focus includes Collaboration Services.

Commitment to BYOD - Cisco partners with device vendors for interoperability.

Cloud Support for Voice - Cisco offers a choice of software or cloud without feature penalty.

Comprehensive Video Support - Cisco offers interoperable, scalable, high-quality video across diverse devices.

Collaboration Optimization Services

Cisco Services are utilized throughout the industry and has received many Industry Analyst awards Ciscos SMARTnet technical support, Consulting and Advisory Services, known as Advanced Services, is considered industry-leading.

Avaya Global Services are responsible for approximately 50% of the companys revenue.

Avaya claims a large installed base of customers. However many include an aging legacy maintenance base and many of their services capabilities stem from earlier Bell/Lucent/Avaya Labs development of tools and support capabilities. And Avaya remains challenged in converting many of their Nortel customers to Avaya Client Services.

Avaya positions its Global Services as providing leadership in UC/Telephony, Contact Center, Enterprise Messaging, SME Telephony, and Voice Maintenance Services. However this scope is very narrow in comparison to the vast scope of IT technologies and services in which Cisco has leadership.

Avaya states that it has transitioned many of its telephony related capabilities to IP Telephony and UC, they are relatively weak with respect to the broader data networking (reliant on acquired Nortel resources) and cloud related services in the Collaboration area.

Avaya is transferring traditional telephony customers to private cloud.

Avaya is heavily promoting cloud transformation, but their cloud capabilities and offers have not provided tangible commercial success.

Services Positioning


Cisco Differentiators Avaya

Avayas relatively new global Support Advantage (SA) platform provides basic SW and HW support services, available under Direct sale, Partner Resale, and Partner Co-delivery go-to-market models.

SA Essential provides basic SW support and is minimum required attach at POS. Features include 24x7 remote HW/SW support, TAC, SW update provisioning, security, and Web services.

Avaya enforces required attach through elimination of per incident support and restricted access to software downloads.

SA Preferred offers the addition of Monitoring with EXPERT systems, on/off-board alarming, improved response times, additional Secure Access Link capabilities.

Remote monitoring is still rooted in decades-old EXPERT Systems infrastructure.

Avaya has a good onsite support capability but doesnt match Ciscos diversity of response time options. And where Avaya is not servicing the market directly, response time would depend on capabilities of its Business Partners.

Support Advantage pricing is highly simplified and based on percentage of SW

License list values; HW support pricing is based on Server/Gateway List pricing.

Pricing of Avaya SA Essential (SW support) and Upgrade Advantage (SW upgrade) is generally around 14% of license List price on annual basis (under 3-year contract).

Avaya engineering talent in networking is thin and experience in field support often limited in comparison to Cisco.

Cisco offers a comprehensive portfolio of product and end-to-end support services specific to its entire Collaboration of application portfolio.

Cisco provides single-point-of-accountability across extensive scope of IT Services

Cisco and core partners are single-point-of-contact for end-to-end solutions and supported by Cisco to quickly identify and resolve of

problems.

Cisco services provide knowledgeable and experienced live technical experts available to provide real-time technical support 24x7 worldwide

and supported by sophisticated Smart Services diagnostic tools and

procedures.

Smart Services are the main focus of Ciscos future direction in services. Cisco holds at least a 12-month lead over competitors in Smart services.

Cisco field support experience is extensive as Cisco has been in UC&C market and in enterprise production environments 16+ years, with a

customer base of over 55 million IP phones.

Proactive monitoring such as the Cisco Smart Services, for example: Smart Call Home; Smart automated data gathering, analytics, and tools are available from Cisco, but not where Microsoft solutions are involved.

Equivalent pricing for Cisco Collaboration Software Services (SWSS) are at 12% of license.

Cisco can cite objective evidence from leading industry analysts and others to support its claimed superiority in support services.

Services Positioning - Technical Services



Smart Services extend beyond technical support to include Advanced Services.

Ciscos competitive advantage, and greatest potential to add value and differentiate itself from competitors, lies in its Smart Advanced Services.

Cisco Professional services focus on all aspects of the network from support in building strategy, assessing the current network for transformation and design to create a flexible, resilient, scalable architecture.

Cisco implemented Collaborative Professional Services, which provides partners with fee-based access to Cisco engineering expertise, Smart Services, best practices and proprietary methodologies for the co-delivery of services, such as cloud assessments to participating partners customers.

Cisco Professional Services is investing in key growth areas such as data center, software, security, cloud, mobility, and big data and analytics, and launching new services to grow its consulting focus approach.

Scope and multi-vendor capability of Managed Services has been significantly enhanced by Nortel and Radvision acquisitions and includes

coverage for IP and traditional Telephony, Enterprise Voice Messaging,

Video Infrastructure, Video Conferencing, Contact Center, WAN/LAN, VPN,

Server Infrastructure, Application Server, and Wireless.

Avaya cloud strategy has been lacking significant momentum and its new Collaborative Cloud portfolio is immature and limited in scope to UC,

Contact Center, and Video communication.

Avaya Direct Hosted public cloud offers are limited to very small deployments - AvayaLive Connect (up to 20 users), AvayaLive Engage (up

to 150 concurrent users).

Avaya Operation Services (Managed Services) are priced on custom basis but typically price below Cisco as result of lower cost Monitoring services.

Services Positioning Professional Services



Cisco offers a specific portfolio of cloud-based business applications and services for enterprises to purchase directly or as a service from a Cisco partner or service provider.

Cisco offers a choice of software or cloud without feature penalty.

The Cisco Hosted Collaboration Solution (HCS) provides the full functionality of the Cisco portfolio including voice, video, IM, voicemail, conferencing, and contact center from the cloud.

Tools such as Network Profiler and Cisco Network Collector allow Cisco to deliver audits and assessments that are part of network health checks within the NOS.

Cisco Smart Services provide near real time proactive and predictive analytics comparing device health to other similar devices in network as well as performance best practices associated with VoIP traffic management and quality.

Advanced Smart automated data gathering, analytics, and tools are available from Cisco, but not Avaya.

Scope and multi-vendor capability of Managed Services has been significantly enhanced by Nortel and Radvision acquisitions and includes

coverage for IP and traditional Telephony, Enterprise Voice Messaging,

Video Infrastructure, Video Conferencing, Contact Center, WAN/LAN,

VPN, Server Infrastructure, Application Server, and Wireless.

Avaya cloud strategy has been lacking significant momentum and its new Collaborative Cloud portfolio is immature and limited in scope to UC,

Contact Center, and Video communication.

Avaya Direct Hosted public cloud offers are limited to very small deployments - AvayaLive Connect (up to 20 users), AvayaLive Engage

(up to 150 concurrent users).

Avaya Operation Services (Managed Services) are priced on custom basis but typically price below Cisco as result of lower cost Monitoring services.

Avaya and HP Enterprise Services (HP ES) announced a multiyear agreement whereby the two companies will sell a combined portfolio of

Unified Communications-as-a-Service (UCaaS), Contact Center-as-a-

Service (CCaaS), and infrastructure modernization services. Avaya has

sold part of its service group and transferred employees as part of this

deal.

Services Positioning Cloud & Managed Services



Cisco attributes 80% of total revenues to its partner ecosystem, with over 69,000 partners worldwide and this ecosystem is driven by incentives for specific certifications in Collaboration and other key technologies to provide highly expert end-to-end solutions. Partners are available to meet unique customer requirements (not to fill gaps in Ciscos offer).

The Cisco Cloud Channel Program has three partner categories: Cloud Builders, Cloud Providers and Cloud Services Resellers, offering more than 70 Cisco cloud-powered services ranging from hosted unified communications to SaaS applications.

Cisco provides flexibility for partners/ customers in terms of resale and collaborative services. Cisco has a well designed and managed program that is highly-rated in the industry.

Cisco aims to benefit its partners by investing in software-enabled services and their delivery, which can be achieved via partners facilitated by Cisco's collaborative services or pass-through, or even with Cisco acting as a subcontractor.

Cisco Service Contract Center tools are unique in providing Partners with ability to easily and effectively manage all aspects of customer quoting, ordering, renewal, and change management requirements for Technical Services.

Smart B2B Bonding allows strategic customers and partners to connect services delivery processes.

Cisco offers flexible and innovative financing solutions for Ciscos customers (i.e. Operating lease - FMV) and covers larger set of countries in comparison to Avaya.

Ciscos Enterprise Agreement program provides customers software deployment, service consumption rights, and the richest feature sets for their entire organization in single, co-terminated, multi-year agreements across Ciscos UC, telepresence, conferencing, and customer collaboration portfolios.

Avaya will de-emphasize the importance of revenue in its new value-based partner program.

Partner level progression will primarily depend on solution expertise

Managing the move to the new program will be vital.

Avaya has announced changes to its Connect partner program, which enables partners to focus on solution

expertise. Its objective is to move toward a value-based

program, marking a shift from its current program, which is

primarily volume-focused.A notable change is the reduction in revenue requirements for partners, which in

some cases could be 60 times less under the new

program guidelines. This puts Avayas program more in line with that of chief competitor Cisco (Canalsys, 2014)

Cisco Response: This appears to be a retread of the professional certification programs for partners that Avaya

has had in place for years. Avaya is attempting to replicate

professional certifications that Cisco has in place with

partners and has been successful though-out the industry.

Avaya offers standard financing solutions through Avaya Financial Services but currently has no Enterprise

Agreement options.

Services Positioning Channel Partner Services

Thank you. Thank you.

avaya-ptnr-audited.pdf

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