<p> Talking Points: Nortel PBX Displacement</p><p>Note: the talking points presented here are NOT to be used externally. The points should be used as background information on potential issues and Avaya advantages, to help you prepare for your discovery conversation with Nortel PBX customers.</p><p>Target Audience Nortel PBX customers with 101 – 500 users. Systems targeted: 75 to 100 station Norstar and Business Communications Manager (BCM) 100 to 200 station Option 11/Mini 200 to 500 station Option 21 </p><p>Systems should be a minimum of 3 years old. </p><p>Position Avaya Mobility which is a major competitive differentiator in this space </p><p>Nortel Customer Pain Points The Nortel upgrade path is considered complicated and expensive – requiring a significant investment in time, effort and disruption to existing business operations.</p><p>Mobility - Nortel’s add-on mobility offering is not fully integrated into these older systems, which offer only basic connectivitiy and communications. Systems cannot be centrally managed, and any enterprise features / functionality cannot be extended to remote branches or mobile users. Mobile users require multiple telephone numbers, mailboxes and service agreements with corresponding expenses.</p><p>TCO - Systems Can Be Expensive to Administer: Nortel’s system architecture (discrete processors per system deployed ) and the complex network topology require local administration and management. o Administration tasks, resources required and associated costs can be very high due to application / feature deployment on a per systems basis. Reference: Nemertes issue paper “The Business Case for VoIP”, Nemertes Research 2007.</p><p>Avaya Inc. –Confidential. Internal Distribution Only. Use pursuant to the terms of your signed agreement or Avaya policy. Nortel’s use of proprietary systems and technologies limits IP Migration, and can increase the total cost of ownership </p><p>Security – System security is limited and requires buttressing with third party offerings</p><p>Product Maintenance and Support - Destandardization: the end of the manufacturing cycle of the targeted Nortel equipment is creating repair/support issues for customers when they are attempting to further grow older systems o Frequently, customer are forced to upgrade to newer system in order to accommodate growth requirements – this entails additional cost and disruption to customer operations. </p><p>Avaya Competitive Differentiators </p><p>Mobility</p><p>- Avaya one-X Mobile solution has been developed to deliver a fully integrated user experience with advanced IT control and security. Avaya extends enterprise class communications capabilities to the mobile workforce. o one-X Mobile enables users to securely access all their deskphone features from any phone on the network. It allows the full use of enterprise capabilities, such as low cost dialing plans, single call logs and voicemail systems – from hundreds of mobile devices, reducing cell phone expenses, providing more secure communications and enabling employees to be more efficient. </p><p>TCO Flatten, Consolidate and Extend (FCE) - Reduces administration costs, operational overhead, centralizes surveillance and control, provides system redundancy, flexibility of deployment of features and functionality, highly reliable advanced technology with complete SIP enablement services fully integrated into the Avaya platform reducing the need for multiple servers. o Avaya Integrated Management solutions provide a single, intuitive interface with which to manage all communications.</p><p>Security - Avaya Managed Security Services provides total security through the extended perimeter of an enterprise’s voice, data and IP networks. </p><p>Avaya Inc. –Confidential. Internal Distribution Only. Use pursuant to the terms of your signed agreement or Avaya policy. o Managed Security Services offers additional regulatory compliance support through proactive and real-time event reporting, audit trails, forensic analysis, and intrusion detection and incident responses that strengthen security for the networks monitored.</p><p>Product Maintenance and Support - Avaya uses industry accepted open standards for all its applications and ensures that all capabilities match dynamic business needs while meeting IT requirements for reliability, security, interoperability and manageability.</p><p>Avaya Value Proposition</p><p>– Avaya holds the #1 market share position in worldwide Enterprise Telephony revenues (20.6% according to the Dell’Oro Group). Nortel is a distant 3rd from Avaya, with 11.6% of the global Enterprise Telephony market. </p><p>- Avaya provides customers the choice of “IP-enabling” existing PBX infrastructure and using a mixture of TDM and IP phones or a “pure IP” solution. Avaya also has the ability to “front end” other vendor PBXs to provide IP telephony capabilities. </p><p>- Competitive advantage from leveraging Intelligent Communications applications that connect the right people & processes wherever they are, especially in branch and remote offices, at home, while mobile, or anywhere in the world </p><p>Relevant Programs and Promotions</p><p>– Win It! – Trade In Trade Up – New Wave Financing</p><p>Contact Contact Larry Ekiert: 905-474-8317 / [email protected] </p><p>Avaya Inc. –Confidential. Internal Distribution Only. Use pursuant to the terms of your signed agreement or Avaya policy.</p>