Who is this presentation for?

• Avaya Authorized BusinessPartners (selling to Small and Midsize

organizations)

What is the objective?

• Educate you about an exciting offer for Extreme Network Summit
switches when sold with Avaya IP Office systems
• Help you to understand how it works and what it means to you

What will be the result?

• You will be motivated to sell more IP-enabled converged
communications systems to your SMB customers
• You will understand exactly how the program works and be able to
explain it to others

When was this presentation last updated?

19th November 2007

© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 1
 Avaya and Extreme Networks

Converged Communications Solutions

for Small & Midsize Businesses

November 2007

© 2007 Avaya Inc. All rights reserved.

Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy.
 A Channel Ready Voice and Data Solution
Combining Avaya’s business
communication applications
with Extreme’s VoIP-aware Extreme Networks Summit
engaged networks Ethernet Switch

Delivering market-leading +
security, intrusion detection
and threat mitigation Avaya IP Office 500
Communications Server
Based on flexible, open
standards-based architecture
Lowering total cost of Extreme
ExtremeNetworks
NetworksandandAvaya
Avaya
ownership for small business deliver
deliver communicationsfor
communications forSmall
Small
customers &&Midsize Businesses
Midsize Businesses
Competitive
Competitiveoffer
offerpricing
pricingthrough
through
common
commondistribution
distributionpartners
partners

© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 3
 Converged Communications
Business Partner Benefits

Very competitively-priced Extreme switch, when purchased

as a part of the solution (IP Office 500 + Summit switch)
– Up to 50% discount for the Extreme switch, than when
purchased alone
– Average 10% discount for combined solution
“One stop shop” – total package available from your distributor
Increased attach rates for data equipment sold with IP Office
Enhanced Business Partner margins from:
– Additional discounts
– Additional revenue from increased attach rates (solution sales)
– Additional services from increased attach rates
Voice and data solutions enhance reputation with customers and
differentiates you from voice-only or data-only players
Best-of-Breed solution from market-leading players in the voice
and data world
© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 4
 Converged Communications
Customer Benefits

Meets the demand for connectivity, management and security

Optimized voice quality with superior QoS vs. compeition*
Maximized uptime and reliability:
– IP Office has failover and survivability capabilities
– Extreme switches have redundancy features and hardened
modular Operating Systems helping to ensure minimal
dropped calls
Lower TCO / Faster ROI**
Mitigated Risk – Open standards-based solution
with certified interoperability***
Ease of Management – the solution has integrated Avaya and Extreme
Network Management Systems
Single Point of Accountability - an always-on, secure and easy-to-
deploy unified solution without single vendor compromise
* QV: Tolly Report Aug 05’ ** Meritology Report Oct 05’ *** Avaya DevConnect & Extreme SIL labs
© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 5
 IP Office 500

Affordable,
Affordable, high-capacity
high-capacity Software-based
Software-based VCM
VCM channel
channel
licensing
licensing up
up to
to 128
128 VoIP
VoIP channels
channels
SIP
SIP trunking
trunking
Support
Support up
up to
to 272
272 users
users
Standard
Standard Edition
Edition optimized
optimized toto address
address smaller
smaller business.
business.
Upgrade
Upgrade to
to Professional
Professional to
to increase
increase capacity
capacity and/or
and/or
functionality
functionality
Backward
Backward compatible
compatible with
with IP
IP Office
Office 400
400 expansion
expansion modules
modules
Existing
Existing users
users can
can easily
easily be
be upgraded
upgraded –– No
No forklift
forklift upgrade
upgrade
required
required

© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 6
 IP Office 500 - Product Description
4-Slot Switch Chassis
– 19” rack mountable or wall
mounted
New range of Distribution and
Trunk interface cards:
Daughter card
– ‘Base cards’
• 32 or 64 Channel VCM card
• 8 Port DS
• 2 or 8 Port Phone
– Trunk ‘Daughter cards’ fit on top of a base card in
the same slot
• 4 Port Analog Trunk card
• 2 or 4 Port BRI (4 or 8 channels)
• Single/Dual PRI cards
Slots accept current range of trunk cards via Base or Carrier card
‘Legacy Card Carrier’
Also provides 8 Expansion ports compatible with IP
Office expansion units
SmartCard – system operation and licensing

IP Office 500 Feature Key

© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 7
 IP Office 500 - Designed for Business Partners
Makes both capacity and functionality upgrades easy!

Four
FourUniversal
UniversalInterface
Interface
slots
slotssupport
supportaamix
mixof
of
digital, analog or IP
digital, analog or IP
endpoints
endpoints

Support
Supportfor
foreight
eight
Front View IP Office
IP Office
expansion
expansion
modules
modules
Internal
Internal
PSU
PSU Back View

SmartCard
Smart Card LAN/WAN
LAN/WAN
slotfor
slot for (Ethernet)
(Ethernet)
featurekeys
feature keys DTE
Reset DTE
Reset Port
Port
Button
Button
CompactFlash
Compact Flash
(Embedded
(Embedded
Messaging,MOH)
Messaging, MOH) External
ExternalMusic
Music
External
External on Hold
on Hold
Relay
Relaycontrol
control
© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 8
 IP Office 500 – System Capacities
Control unit Extension Capacity 32
Digital Station (DS) Ports 24
Analog Phone (PHONE) Ports 32
System Extension Capacity 272
Digital (DS) Phones only 264
Analog Phones only 272
IP Phones only 272
Max IP500 Trunk Capacity 264
Analog trunks (control unit / maximum) 16 / 144
BRI trunks 32
T1/PRI trunks 96 / 120
SIP trunks 128
Maximum voice compression channels 128
Messaging & Conferencing Capacity
Embedded voicemail (common card with 406v2) 4
VoiceMail Pro 30
Conferencing 64

© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 9
 IP Office 500
Efficient for Customer Acquisition:
– Modular design makes solution customization and sales training
quick, easy and efficient for channels

Easy for Customer Retention:

– Channel can easily and cost-effectively provide existing
customers with a way to take advantage of new benefits
via legacy card carriers

Slots
Slotsare
areinterchangeable
interchangeable
Install
Installonly
onlywhat
whatisisneeded
needed
Simplifies
Simplifiescertification
certification
–– Standard
StandardEdition
Editioncourse
course
isistwo
twodays
daysvs
vsfive
fivedays
days

© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 10
 Extreme Summit Solution Offers

WAN

SMB Networking
SMB VOIP SMB VOIP
Value Offer
Value Offer Performance Offer

Summit X150e-24t Summit X150e-24p Summit X250e-24p

10/100 Ethernet switch 10/100 Ethernet switch 10/100 Ethernet switch
24 port 24 port 24 port
Gigabit uplinks Gigabit uplinks Gigabit uplinks
No PoE Full PoE on every port Full PoE on every port
Convergence grade hardware Based on Advanced Extreme O/S Based on Advanced Extreme O/S
Based on Advanced Extreme Advanced traffic management with Advanced traffic management with
O/S resiliency, comprehensive security resiliency, comprehensive security
Stacking
© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 11
Summit® X250e Series
Ideal for 10/100 Layer 2/Layer 3 Intelligent Switching for
Advanced IP Services at the Edge of the Network
Key Features
– ExtremeXOS™ modular high availability and
extensible operating system
– Universal Port dynamic port configuration for
IP Telephony and security
– Internal AC power supply with external redundant
AC power supply options
– 10/100BASE-TX with and without PoE and 100M
SFP optical version
– 40 gigabit full-duplex SummitStack™ stacking

Target Application
– Edge PoE and non-PoE switch providing intelligent 10/100BASE-T
connectivity to the desktop in a network running ExtremeXOS from the
core to the edge
© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 12
Summit® X150 Series
Ideal for 10/100 Layer 2 switching for simple enterprise edge
solution
Key Features
– ExtremeXOS™ operating system
– ExtremeXOS scripting capability to automate
switch configuration
– External redundant AC power supply options
– 10/100BASE-TX with and without PoE
standalone switches

Target Application
– Edge PoE and non-PoE switch providing intelligent 10/100BASE-T
connectivity to the desktop in a network running ExtremeXOS from the core
to the edge
– Carrier Ethernet edge switching with 100BASE-X provides advanced fiber
connectivity to the customer

© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 13
 IP Office Telephones
Digital Phones
IP DECT 5402 5410 5420 EU24

IP Hardphones
5602 5610 5621 EU24

EU24 - Expansion module for 5420, 5620 & 5621

Note: Avaya 4600 series (IP) telephones and Avaya 2400 (Digital) also supported
© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 14
 Avaya/Extreme SMB Solution Offers
Number of
Offer Extreme Switch Avaya IP Office
Users
A) Networking
Up to 24 wired
Value (TDM and / or IP)
Summit X150e-24t
(non-PoE) IP Office 500 (4 VCMs)
users per switch

B) VoIP Value
Up to 24 IP users Summit X150e-24p
IP Office 500 (12 VCMs)
per switch (with PoE)

C) VoIP
Up to 24 IP users Summit X250e-24p
Performance IP Office 500 (32 VCMs)
per switch (with PoE)

Minimum IP Office construct to qualify for Avaya / Extreme Solution pricing:

– BASE UNIT: IP Office 500 base unit
– TRUNKS: BRI/ATM4 or T1/PRI Module
– VoIP RESOURCES: IP Office 500: with VCM32 or 64 module with required channel
licences (as above)

Recommended number of Avaya phones:

– For the Summit X150e - Minimum 12 x Avaya Digital phones (any mix)
– For the Summit X250e - Minimum 12 x Avaya IP phones (any mix)
© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 15
 How to Source the Solution
Order the combined solution from your Extreme authorized distributor
– Distributors have special parts codes for each offer
Business Partners must be Product Authorized to sell IP Office – visit
Avaya University for more information: www.avaya-learning.com
The Extreme Summit products are openly available to all Avaya
BusinessPartners – however partners are encouraged to get authorized
– for more information visit: www.extremenetworks.com/partners
For more information about the Avaya and Extreme SMB alliance,
visit: SMB Programs and Promotions
Avaya SMB Sales Portal > Prepare the Customer Proposal > Corporate
Brand, Lead Gen, Ads, Campaigns > SMB Programs and Promotions

© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 16
 Summary
Highly competitive converged Personal
Productivity
communication solution Applications

Customer
Market leading, best-of-breed Interaction
Applications
solution from leaders in voice
and data
Delivers high-quality,
reliable, secure telephony
to the customer
Ethernet
Switch
Promotion runs through
March 31st, 2008*
IP Office Communications
Server

*Avaya and Extreme Networks reserve the right to discontinue this program with 30 days notice to their distributors.
© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 17
© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential Use pursuant to the terms of your signed agreement or Avaya policy. 18