1. Build your SME revenue withAvaya Networking!Paul Compton (Avaya) comptonp@avaya.comDavid Garwood (Westcon) dave.garwood@westcon.co.uk

2. 2012 Avaya Inc. All rights reserved. 2Unique Characteristics of the SMELimited IT staffEquipment must beeasy to install,operate andtroubleshootTight budgetsEquipment must fit tightbudgets and be cost-effective to operate24x7 availabilityreliability and uptimeincreasingly morecritical in this spaceMore for lessEnterprise-classfeatures at SME prices 3. 2012 Avaya Inc. All rights reserved. 3SME Business Collaboration Solution UC Components IP Office System Hard and soft clients Applications Video LAN ERS 3500 or ERS 4000 Series WAN and WLAN Secure Router 2330, WLAN 810010/100 /1000Power overEthernet10/100/GigEthernetAvaya IPOfficeAvayaEthernetRoutingSwitch 3500WirelessAccess PointAvaya SecureRouterAvaya 9600Series IP phoneAvaya FlareCommunicatorfor iPad DeviceAvaya Ethernet Routing Switchesdeliver secure and reliable networkconnectivity (and power) for usersand their devices within a small officeSmall office deployment 4. 2012 Avaya Inc. All rights reserved. 4Avaya Ethernet Routing Switch 3500 Cost effective Gigabit and FastEthernet connectivity for SMEs 8 & 24 port models with Gig uplinks 80 Gbps of stacking capacity PoE and PoE+ capabilities Fanless operation for openenvironments (retail, hospitality) Extends the value of stackableEnterprise portfolio to Mid Market,SME and small branchesHighlightsOverview Pre-validated interoperability Simple Setup Run IP Office 1 min plug & play for IP phones Resilient stacking for growth Lifetime Warranty Quiet operation (ERS 3510)Perfect for IP Office 5. 2012 Avaya Inc. All rights reserved. 5ERS 3500 Value: Simplifying Installation One command provisions the switch/switch stack in under aminute Enables voice centric installers to deploy ERS 3500 byautomating VLAN, QoS and IP phone auto discoveryconfiguration. Two scripts: Simple (single command) or flexible (enter in a fewIP addresses) Suitable for 1-200 users Value: Reduction of errors through automation Quality of Experience guaranteed Fast deployments from hours to minutes for multiple devices No requirement for specialized data expertise Also coming to ERS 4000 and 5000 soon!Quick start Installation Script for IP Office 6. 2012 Avaya Inc. All rights reserved. 6ERS 3500 Value: Simplifying OperationsPlug and Play IP phonesEthernetRoutingSwitch3500Avaya IP PhonesUsing a combination of LLDP and Auto Detection/ Auto Configuration features,new IP phones could be deployed and operational around the one minute markMiercom, August 2011IP Office Simple adds, moves andchanges No need for contractor tomove phones employeescan do it themselves Dynamic configuration of boththe phone and the attachedEthernet port Avoid intensive configurationon non-Avaya switches 7. 2012 Avaya Inc. All rights reserved. 7ERS 3500 Value: Simplifying GrowthResilient Stacking*Return cablefor failsafestackingReplace aSwitch Quicklyand EasilyCost effective fixed-formatswitches in a chassis likeformation* Not available on ERS 3510GT/-PWR+ What is it? Multiple fixed format Ethernet switches to be stackedtogether in a chassis formation What is the Value? Improved availability Auto Unit Replacement Linear scaling Simplified management No licencing required, just the stack cables Not all stacking is created equal! Avaya: 1stto market with resilient stacking in 1998 Avaya only vendor to break 1Tbps barrier for stacking ERS 3500 stacking equivalent to many competitor highend stackable products 8. 2012 Avaya Inc. All rights reserved. 8ERS 3500 Value: Reducing Operating Costs Lifetime Hardware Warranty Next Business DayReplacement Lifetime Technical Support Lifetime Basic Support 90 days Advanced Support Optional Software Subscription Nominal fee for softwareupdates Plus energy efficiency andcompetitive services!Avayas Lifetime Warranty 9. 2012 Avaya Inc. All rights reserved. 99ERS 3500 v 4000 ComparisonsAttribute ERS 3500 ERS 4000Deployment/# of users Smaller Office/5-100 Larger Office/50-1,000Form Factor 8 port, 24 port 24 port, 48 portEthernet Speeds 10/100 and Gig 10/100 and GigPower over Ethernet (PoE) Full PoE+ Full PoE or PoE+Fanless (quiet) Operation Yes - 3526T, 3510GT3510GT-PWR+ (60W)NoResilient Stacking Yes (except 3510models)YesStack licencing No (cable only) No (cable included)Stack Performance (8 units) 80 Gbps 384 GbpsAutomated set-up withAvaya IP OfficeYes POR (5.6.3)Centralised Management Yes YesEnterprise Features Yes Yes+Lifetime Warranty Yes YesAPL Pricing $653-$2,250 $2,295-$7,995 10. 2012 Avaya Inc. All rights reserved. 10Addressing SME/Mid Market/Small Branch Challenges Limited or no local IT staff ERS 3500 simplifies edge operations Lack of dedicated wiring closet space ERS 3500 is suitable for open spaces Tight budgets ERS 3500 is cost effective to purchase andoperate Feature equivalency with enterpriseproducts ERS 3500 delivers 100+ enterprise class featureswith form factors & price points suitable for SMEs Requirement for extended product lifecycle ERS 3500 enables pay as you grow scaling andcomes with a roadmapOf SMEs are upgradinglegacy systems to drivedown maintenance costsand increase workerproductivityCTIA64% 11. 2012 Avaya Inc. All rights reserved. 1111ERS 3500 Value for Partners 12. 2012 Avaya Inc. All rights reserved. 1212Looking for Opportunities SMEs deploying converged IP Officesystems and need to upgrade their LAN Enterprises with remote branches Small 8-port powered switch in public WiFizones or large conference areassupporting a cluster of access points Video surveillance in remote areas Fanless models provide stronger play inkey verticals such as education,healthcare and hospitality Organisations that host events and requiresmall switches to extend the reach oftheir network for a period of time 13. 2012 Avaya Inc. All rights reserved. 1313Upsell the Benefits of Gigabit User Experience Faster downloads, quicker response Faster back-ups and auto-save reduce risk Maximise performance of devices with Gigabit interfaces,particularly servers Alternative to high-speed WiFi where speed and security areimportant Investment Protection 10x capacity of 10/100 fast Ethernet use existing Cat 5 cabling Extra network capacity to accommodate growth in traffic,applications, usage and rich multimedia content Ease of migration from 10/100 Ethernet Lower incremental cost 14. 2012 Avaya Inc. All rights reserved. 1414Overcoming ObjectionsAvayas history inswitching dates back to1985 when Wellfleet andSynoptics formed BayNetworks. We have anextensive installed basedating back through theBayStack brand.Why haventI heard ofAvayaswitches?Avaya offers uniquedifferentiation when soldas part of an IP Officesolution that 3rdpartyvendors cant meet.My companyis only willingto look at thetop 3 switchingvendorsAvaya offers the bestvalue for money in theindustry. Our price pointsare comparable, however,we offer valuable features(PoE+, stacking, LTW,etc) that preservecustomers investment &keep costs lowEdge switchesare acommodity. Iwant thecheapestoption 15. 2012 Avaya Inc. All rights reserved. 1515Current Offers from Avaya Win with IP Office SME competitor system displacement with IP Office Now includes ERS 3500 attach Triple 7 for IP Office Legacy Avaya/Nortel SME system replacement with IP Office Now includes ERS 3500 attach 3500 Stack Attach ERS 3500 to any other converged IP Office sale Sell ERS 3500 into any SME, Mid Market or small branch officeopportunity All contribute to the Avaya Grow Right programme forQoQ growth of strategic Avaya productsContact Westcon for details+ 16. 2012 Avaya Inc. All rights reserved. 1616Resources and Call to Action Resources SME promotions via www.avaya.com/partnerportal ERS 3500 Partner Pitch Pack ERS 3500 Quick Set-Up with IP Office Video ERS 3500 Quick Set-up Customer Brochure ERS 3500 Quick Set-up Configuration Flyer UK Case Study: Synexus Position for SME, Mid Market and Small Branch Emphasise differentiators Attach to every converged IP Office Sale 17. 17 18. Why Westcon & Avaya Networking Pre Sales Support Pre packaged services Bespoke and standard Technical / SalesTraining Large Avaya Data stock holding 19. Thank you 20. Back up 21. 2012 Avaya Inc. All rights reserved. 2121ERS 3500 v 2500 ComparisonsAttribute ERS 3500 ERS 2500Form Factor 8 port, 24 port 24 port, 48 portEthernet Speeds 10/100 and Gig 10/100 onlyPoE Full PoE+ 50% PoEFanless Operation Yes - 3526T, 3510GT3510GT-PWR+ (60W)NoResilient Stacking Yes (except 3510 models) YesStack licencing No (cable only) Yes (cable included)Stack Performance (8 units) 80 Gbps 32 GbpsAutomated set-up withAvaya IP OfficeYes NoCentralised Management Yes YesEnterprise Features Yes YesLifetime Warranty Yes YesAPL Pricing $653-$2,250 $653-$2,995Note: ERS 2500 will be End of Sale in December 2013