Transcript Avaya Communicator for Web Target Market + Sales Motion

Avaya Communicator for Web for Avaya IP
Office - Target Markets and Sales Motions
Updated November 2015
Avaya Communicator for Web Integrates IP Office with Cloud
Applications
Communication
Enabled Cloud Apps
and Web Browsers
COMMUNICATOR
Avaya User
Experiences
Desktop
Mobile
Web Powered by Esna
Avaya
Communication
Platforms
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Ideal Target Markets – Organizations Moving or Using Cloud-Based
Productivity, Email and CRM Solutions
● 5M+ businesses
● 50M+ end users
● 60% market share in higher
education
● 58% of Fortune 500
● 12M+ end users
● 100K+ customers
● Cloud CRM solutions market
leader; 14% market share
● 750M end users
● Leading web browser
● Chromebooks fastest
growing laptop
● 40M+ end users
● 31% of all cloud-based
business mailboxes are
Office 365
•
New and existing IP Office customers using Salesforce, Google Apps, or Office 365
•
New and existing IP Office customers that are migrating (or considering) off on-premise Microsoft
Exchange 2003/2007 to Google Apps or Office 365
•
Scopia Desktop users
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How Do You Know if Avaya Communicator for Web is a Great Fit for
Your Customer?
• Is your customer moving from on-premise apps for productivity, email and
CRM to the cloud or SaaS based solutions?
• Does your customer use Salesforce.com?
• Does your customer use Google Apps or Gmail?
• Does your customer use Office 365?
• Does your customer have employees that work remote?
• Does your customer have teams that are geographically dispersed?
If you answered “yes” to any of the above – Avaya Communicator for
Web + IP Office is an ideal solution for your customer.
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Avaya Communicator for Web – Feature Comparison by Cloud App
Collaboration
Voice Communication
Video Communication
Click-to-Call
Call Control
Softphone Only Mode
Instant Messaging
Phone Presence
Calendar Presence
Location Sharing
Contextual Collaboration
Share Document
Share Web Page
Screen Pops
Activity Logging
Create New Record
Web Meeting Services Integration
Click-to-Scopia [1]
Click-to-Hangout
Settings and Administration
Select Device
In-App Tutorial
Google Apps
Office 365
Salesforce
X
X
X
X
X
X
X
X
X
X
X
X
n/a
n/a
n/a
X
X
X
X
X
X
X
X
X
n/a
X
X
n/a
n/a
n/a
X
X
X
X
X
X
X
n/a
X
n/a
X
X
X
X
X
X
X
X
n/a
X
X [2]
X
X
X
X
X
X
[1] Requires Esna iLink for Avaya Scopia Desktop
[2] Requires Google account
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Google Apps Customers
(Google Apps for Work, Google Apps for Education, Google Apps for Government)
Decision maker: CIO, VP/Director IT
Avaya’s value to Google Apps
users
What they care about
How Avaya Communicator for
Web helps
Google Apps adoption and user
satisfaction
Provides missing UC features in
Google Apps
Be more productive in Google
with embedded real-time
communications
Click-to-voice
Click-to-video
Click-to-Hangout
Unified messaging
Work more effectively in Google
Drive/Docs
Contextual collaboration
displays collaborators and their
presence in every document in
Google Drive
Quickly find peers, see their
status and start a real time call
with them with one click
Click-to-voice
Click-to-video
Click-to-Hangout
Click-to-Scopia
Location sharing
Extend Google Hangouts
outside of just Google
Users can start a Hangout from
any web page and directly inside
apps like Salesforce.com
Ability to use the communication
tools they are most comfortable
and familiar with
Click-to-Hangout
Use Google Hangouts for
IM/P
Admins can turn off Avaya IM/P
and just use Avaya for voice,
video and conferencing
Ability to choose the tools they
want to use
Click-to-voice
Click-to-video
Click-to-Hangout
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Key Avaya Communicator for
Web capabilities
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Office 365 Customers
Decision maker: CIO, VP/Director IT
How Avaya Communicator for
Web helps
Avaya’s value to Google Apps
users
Office 365 adoption and user
satisfaction
Provides missing UC features in
Office 365
Be more productive in Office 365
with embedded real-time
communications
Click-to-voice
Click-to-video
Unified messaging
Work more effectively in Office
365
Contextual collaboration
displays collaborators and their
presence in every document in
Office 365
Quickly find peers, see their
status and start a real time call
with them with one click
Click-to-voice
Click-to-video
Click-to-Scopia
Location sharing
Use Skype for Business for IM/P
Admins can turn off Avaya IM/P
and just use Avaya for voice and
video
Ability to choose the tools they
want to use
Click-to-voice
Click-to-video
Click-to-Hangout
What they care about
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Key Avaya Communicator for
Web capabilities
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Avaya Improves Team Engagement in Google Apps and Microsoft
Office 365
Avaya amplifies collaboration
Whether you’re on the marketing
team or in R&D, Avaya helps
teams to stay connected and
productive.
What Avaya offers
Outcomes achieved with Avaya
●
Embedded voice, video, IM and
presence
●
Click-to-Call and Conference
●
Amplify creativity
●
Click-to-meet (Scopia,
Hangouts)
●
Create impactful content
●
Rapidly deliver the latest
materials
●
Remove geographic barriers
●
Streamline team meetings
●
Reduce travel
●
Click-to-collaborate
●
Real time communications in
document manage apps like
Google Apps and Office 365
●
Unified messaging in any cloud
or mobile email platform
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Salesforce.com Customers
(Sales Cloud, Service Cloud)
Decision maker: LOB – VP Sales, Salesforce Admin, Sales Ops
Influencer: IT – CIO, VP/Director IT
What they care about
How Avaya Communicator for
Web helps
Avaya’s value to Salesforce.com
users
Key Avaya Communicator for
Web capabilities
Accurate and timely sales and
service activity data in
Salesforce to improve decision
making
Track and log incoming and
outgoing calls, and online
meetings (Scopia)
End users no longer have to
worry about data entry;
ops/admins/leadership have
accurate and timely data
Click-to-call (voice/video)
Schedule Scopia
Activity tracking
Create new contact
Increase stickiness and keep
users inside Salesforce
Users can communicate with
others without leaving
Salesforce
Provide tools that end users can
actually use and benefit from
Click-to-call (voice/video)
Call pops
Activity tracking
Create new contact
Schedule Scopia
Focus on sales/service not
Salesforce administration
Automatically log customer
interactions and provide tools
that streamline sales processes
Automate key sales
communications processes so
sales and service pros can focus
on the customer
Click-to-call (voice/video)
Call pops
Activity tracking
Create new contact
Schedule Scopia
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Avaya Impacts Sales Outcomes
What Avaya offers
Avaya improves sales performance
Avaya helps optimize sales
processes and performance by
accurately monitoring, tracking and
identifying sales activities that deliver
the best results.
●
Embedded voice, video, IM and
presence
●
Click-to-Call and Conference
●
Click-to-meet (Scopia, Hangouts)
●
Screen pops of customer records
natively in Salesforce Sales
Cloud, Service Cloud and
Community Cloud
●
●
Unified messaging with any cloud
or mobile email platform
Integration with most cloud-based
CRM solutions
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Outcomes achieved with Avaya
●
Identify sales activities that
produce results
●
Spot top and low performing sales
reps
●
Shorten sales cycles
●
Streamline sales processes
●
Accelerate response time to
customer questions and RFPs
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Avaya Improves Customer Service Performance
Avaya enables better service
What Avaya offers
●
Avaya enables service teams to
delight their customers by addressing
their questions and issues efficiently
and effectively.
Embedded voice, video, IM and
presence
●
Click-to-Call-Conference
●
Click-to-meet (Scopia)
●
Screen pops of customer records
natively in Salesforce Service
Cloud and Community Cloud
Outcomes achieved with Avaya
●
Resolve service issues faster
●
Improve customer satisfaction
●
Reduce on-hold call times
●
Decrease service costs
●
Reduce travel
●
Unified messaging with any cloud
or mobile email platform
●
Collaborate more effectively with
team members
●
Integration with leading cloudbased customer service solutions
●
Share best practices and insights
more easily
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Existing IP Office Customers
Decision maker: IT – CIO, VP/Director IT
What they care about
How Avaya Communicator for Web helps
Avaya’s value to IP Office users
Get more value from their investment in IP
Office
Extend IP Office’s communication and
collaboration inside cloud-based business
apps
Give user the freedom to choose the tools
they use to communicate with others; users
can leverage their desktop or mobile client,
if that is what they are comfortable using,
and now they have a third option of
communicating right from their browser.
Make communicating easier for end users
Allows IP Office users to make voice/video
calls right from their Chrome or IE browser
Provide communications tools that fit the
way people work, not the other way around.
Reduce IT hassle of deploying and
managing communications client
No desktop software to deploy or manage;
updates are automatically pushed down to
users
Give IT the ability to focus on strategic
initiatives that impact productivity and
growth.
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Prerequisites
• Supported versions of IP Office
• IP Office Preferred Edition
• IP Office Server Edition
• IP Office Select
• IP Office Release 9.1.4 or later required
• Avaya one-X Portal required
• Per user license and requires users to have one of the
following licenses: Mobile Worker, Office Worker, Teleworker,
Power User
• Salesforce integration requires Salesforce Open CTI and
works with Salesforce Enterprise or Unlimited edition
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Collateral and Sales Tools
•
Avaya Sales & Partner Portal Page https://sales.avaya.com/en/general/avayacommunicator-for-web
• Sales & Partner Pitch Pack
• Fact Sheet
• Offer Definition
• FAQ
• Customer Presentation
• Sales and Tech Connect Training Recording
•
Avaya.com
•
•
• http://www.avaya.com/usa/product/avaya-communicator/
Training
• Sales & Tech Connect Partner KT Presentation and Recording
Demo
• Avaya Communicator for Web added to the Power Demo Kit for IP Office
• https://sales.avaya.com/en/general/anywhere-demo-kit
• Demo Avaya enabled with Avaya Communicator for Web
• Briefing Centers being enabled
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