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1© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Unified Communications SWOT for Nortel NetworksUnified Communications SWOT for Nortel Networks
This is NOT to be used as a customer presentation.This is NOT to be used as a customer presentation.
2© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Avaya Inc. obtained the information contained in this
presentation from industry consultants, customers,
published research, trade journals, and internal
research. To the best of our knowledge, this report is
based on the most current information available.
Although every effort has been made to ensure
freedom from errors, Avaya is not responsible for the
accuracy of all the information contained in this
presentation.
3© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Defining Unified Communications
There is no industry standard definition for Unified Communications whether coming from a vendor or the analyst community.
The base for any UC definition must include:
– all communications applications: v-mail, email, IM, etc.
– available from any communication device: handset, mobile device,PDA, personal computer, etc.
– Accessible from anywhere on the globe.
Avaya Web site: Think of UC as the solution that bridges all types of access endpointsseamlessly between stand alone communications applications (e.g. Voice Mail , Email, Instant Messaging etc.), and does it through a communication portal optimized by an Intelligent Communications architecture.
4© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Perspective
This slide deck looks at the strengths, weaknesses, opportunities and threats from a Nortel Networks perspective.
The deck provides information on how to effectively move Nortel from a predator to a competitor.
Avaya wins regularly against Nortel, one case study is highlighted in this deck. Many more case studies are available through the Customer Gallery.
5© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Nortel UC Strengths
Established voice company
Large customer base
Complete portfolio of solutions
–Market segments
– Valid migration story
Innovative Communications Alliance (ICA) with Microsoft
IBM Alliance
Recognized as a leader in Gartner MQ for Unified Comm, 2006
6© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Nortel Weaknesses
CallPilot supports “integrated messaging” not “unified messaging”
Different: platforms, OS, features, licensing and management
Mobility solution is weak
Mixed commitment to Linux
IPT 1-2-3 Program very complex
Migration path for customers is architecturally challenging, large number of servers, different OSs
Market share
Professional and maintenance services strategy under MS Innovative Communications Alliance could offend channel partners and service partners
Management tool complexity
Numerous business challenges (cash flow, revenue, gross margins,market share)
7© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Nortel Opportunities
Reorganization and refocus w/support of MS and Innovative Communications Alliance (ICA)
Partnership with IBM focuses on building an open IMS and SOA delivery platform that enables ISVs to deliver advanced telecom services
MS ICA opens the door to get out of the hardware business
Emphasis on Carriers and SP
Customer base
8© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Nortel Threats
Avaya – Voice expertise, software applications, award winning Services organization
MS may consume all NT intellectual property
MS may abandon NT relationship once UM market matures
MS already talking about migration strategies that eliminate need for NT telephony products
IBM relationship may be diluted by the IBM-Cisco UC(2) initiative aimed at the same market
NT not accepted in the market as a professional services provider
MS & IBM Channels dominate NT services and maintenance offerings
Google – social networking – free biz apps
Oracle, SAP – SaaS model
9© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Avaya Defensible Differentiators over Nortel
#1 WW market share in IPT, Unified Messaging and Conferencing
Award winning products for Mobility and Speech Access
Industry recognized Professional, Maintenance and Managed Services teams
The Avaya DevConnect program provides innovative, integrated applications that meet market demands
The Avaya-Microsoft relationship supports path, pace and choice over forklift upgrades
Avaya offers a clear roadmap for customers to migrate at their own pace and budget from basic voice to converged communications to unified communications to CEBP and intelligent communications
TCO and ROI
Reduced complexity
10© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Winning Against Nortel
Local municipality selects Avaya over Nortel– Consistent, branded customer experience with Direct Inward Dial (DID) lines and the use of Avaya Modular Messaging which allows county employees to provide citizens with faster and more efficient access to services and administration representatives.
– • Intelligent, personalized interactions have given county criminal justice officials the ability to conduct witness interviews and medical screening via video conferencingrather than physically transporting inmates from one location to another.
– • More productive internal collaboration with current tenants (University, the state run county court system and Community Action Team) which is seen as a potential revenue stream with significant growth prospects.
– • Faster linkage of people, processes and resources has saved the County an estimated $15,000 annually due to reduced phone bills within agencies coupled with the ability to replace long trips to and from their town to county jails with videoconferencing for court arraignments.
– • More agile, secure and reliable operations during a crisis with failover ability and accessibility since implementation of the Avaya S8300 Media Server in Local Survivable Processor mode.
– • The cost of the project will pay for itself with 65 to 75 percent savings expected in one year on communications costs. For example, the rest home reduced its monthly bills by $900 per month, which includes the cost for Internet access and equipment leasing fees.
– Bid, installed and supported using a local business partner.
11© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA
Additional Competitive Resources
Competitive Resource Centre
Customer Gallery
Demonstrations
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