Transcript Avaya Cloud Video Market Development Plan Draft November 19

Avaya Communicator for Web for
Avaya IP Office
Sales and Partner Pitch Pack
Updated November 2015
Agenda
 Introducing Esna – the newest member of the Avaya family
 Avaya Communicator for Web – IP Office
 Value Propositions
– Customers
– Partners
 Solution Examples
 Target Customers & Sales Motions
 Additional Partner and Sales Information
–
–
–
–
–
Partner and Sales Authorization
Quote to Order Process
Prerequisites
Solution Support
Collateral and Sales Tools
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Introducing Esna
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
3
Avaya and Esna Accelerate Communications
Enabled Applications for Effortless Engagement
 Who is Esna?
– Founded 1989 based out of Ontario, Canada
– Focus on developing user experiences that enable people to
communicate and collaborate quickly and easily inside the business
applications and mobile devices they use daily
– Embed rich communications into cloud-based business applications
– Avaya DevConnect Select Product Program member
 Why is this important?
– Growth in use of cloud-based applications
– Increased demand to integrate multi-vendor communications into cloudbased business applications for faster, better engagement
– Accelerates Avaya’s communications-enabled business application
strategy; highly complementary to cloud and mobile strategy
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Esna Embeds Communication and Collaboration
Tools Inside Cloud-Based Business Applications
Apps +
Browser
Esna
OFFICELINX
PBXs
On-premise, cloudbased or a hybrid
solution
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
|
CLOUDLINK
|
ILINK
Avaya Clients Communication Enable the
Applications and Processes that Drive Business
Web Apps +
Browsers
COMMUNICATOR
User
Experience
Desktop
Avaya
Communications
Platform
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Mobile
Web Powered by Esna
Avaya Communicator for Web
Overview
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
7
What We Are Launching?
 Avaya Communicator for Web
– The first Avaya branded offer initially available for IP Office
– Embeds browser-based real time communications in
– Google Apps
– Office 365
– Salesforce
– Google Chrome
– Internet Explorer
– Available in June 2015
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
8
Communicator for Web for IP Office
Overview
 Part of Avaya Communicator client portfolio
 Collaboration and communication capabilities
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–
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Voice and video calling
Instant messaging and presence
Phone control
Click-to-conference
 Runs as a Chrome extension or Internet Explorer add-on
– Provides a HTML5 front-end leveraging IP Office WebRTC in the backend to deliver voice, video, IM/presence within the browser and inside
cloud-based business applications
– Provides a modern, streamlined and easy to use collaboration
experience with a style familiar to customers using mobile, cloud and
browser-based applications
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
9
Avaya Communicator for Web
Value Propositions
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
10
Customer Value Proposition
 To End Users
– Provides complete, rich, communications for end users directly from inside cloudbased applications
– Provides single click access to voice, video, presence/IM, conferencing,
messaging (and other modes) from within a cloud-based application
– Increases productivity and customer satisfaction by decreasing effort required to
connect with anyone or collaborate as a team
 For IT
– Reduces the disruption associated with deploying new technologies, and from
switching applications or devices to communicate
– Provides the flexibility to use thin or thick communications clients or applications
– Enables faster adoption of new technologies
– Reduces the burden on IT budgets by leveraging existing multi-vendor
technologies
 For Business
– Increases the flexibility to choose the most appropriate application for the
businesses – avoiding vendor lock-in
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Partner Value Proposition
 Participate in Extended Market Opportunities
– Enable collaboration practices to be more relevant to enterprise CIOs that are investing in
SaaS, social and mobile collaboration applications
– Deliver a solution today that drives Avaya UC upgrades and new sales by embedding Avaya
solutions inside leading SaaS business applications
– Provide customers ability to adopt cloud-based business applications, and deliver a portfolio
of rich UC applications
– Capture organizations migrating from on-premise productivity solutions (Outlook/Exchange,
IBM Notes) to cloud solutions (i.e. Google Apps, Gmail)
 Help Customers Extend Avaya Investments
– Help customers leverage and extend their investment in Avaya to cloud applications (i.e.
Google Apps, Gmail, Salesforce)
– Customers can access real-time communication tools inside the cloud business applications
they use regularly without having to replace their existing Avaya assets
 Compete Better
– Compete effectively against solutions like Microsoft Lync / Skype for Business
– Bridge an enterprise’s infrastructure with the cloud, linking on-premise communications
technology and cloud applications
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Solution Examples
Avaya Communication-Enabled Business
Applications
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
13
Avaya
Communicator
for Web
A Chrome extension and
Internet Explorer add-on that
integrates cloud apps like
Google Apps, Office 365 and
Salesforce.com with Avaya IP
Office for faster, better
engagement.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
See Everyone’s Presence
Organize co-workers into
custom groups and easily see
their real-time presence and
availability.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Manage Your Own Presence and Devices
Apply custom presence labels
to match your availability and
(if applicable) decide which of
your devices is used to handle
calls.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Easily Make and Manage Calls
Dial extensions or phone
numbers by entering the
names of your contacts or
their numbers, then handle
calls with a full range of call
control features.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Chat and Activity History
Chat 1-on-1 with others and
within the same view, gain
access to a timeline of their
activities, including their status
changes and your call history
with them.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Expanded Search and Collaboration Actions
Searching for people
automatically aggregates your
coworkers and Gmail contacts
- simply click to bring up a
range of collaboration actions.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Make Voice and Video Calls Right from the Browser
Leverage the IP Office
WebRTC-based softphone
to make voice + video calls
from your browser.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Enable in ‘Softphone Mode’ for Only Voice + Video
Simply enable the client as a
softphone for voice + video, so
you can use another application
for IM + presence, like Skype
for Business.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Click-to-Call Any Number
The client is embedded across
your browser and enables the
ability to click-to-call any
number - depending on your
settings, the call will be
completed on your IP Office
deskphone or softphone.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
OAuth 2.0 Authentication Support
Support for OAuth 2.0 enables
users to sign in with a range of
3rd party credentials. A webbased authentication solution
through Esna is also available
for when security profiles or
other considerations make
other login options impossible.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
In App Tutorial Highlights Key Functionality
An optional in-app tutorial is
available upon installation and
exists as an option for viewing
at a later date.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Access collaboration tools
such as voice + video calls,
Scopia meetings, Hangouts,
presence and IM across
Google Apps and Google
Chrome for faster, better
engagement.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Real-Time Presence Across Google Drive
Everyone a document is
shared with is presented with
their current presence
(status), which can be
manually or automatically set
based on their Google
Calendar events or
phone/Hangout status.
Contextual Collaboration Across Google Drive
Start a Hangout or Scopia
meeting with individual
collaborators or an entire
group inside any Google
document.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Collaboration Actions from the Google Contact
Card
A range of collaboration
actions can be accessed from
the Google contact card,
including IM, and the ability to
place a voice or video call.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Presence Pulled from Google Calendar +
Hangouts
Enable Google Calendar and
Hangouts integration, which
automatically adjusts your
presence while you’re in a
meeting or in a Hangout.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Google Hangouts Across Any Web Page or App
As an embedded web
extension, the ability to start a
Hangout is extended across
any web page or app - even
natively inside Salesforce.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Access collaboration tools
such as voice + video calls,
Scopia meetings, click-to-call,
presence and IM across Office
365 and Internet Explorer for
faster, better engagement.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Real-time Communication Actions are Embedded
Inside the Office 365 Contact Card
A range of collaboration
actions can be accessed from
the Office 365 contact card,
including IM, and the ability to
place a voice or video call.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Embedded collaboration tools
inside of Salesforce including
voice + video calls, presence,
Scopia, Hangouts, screen
pops and the ability to
track/run reports on calls.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Embedded Avaya Communicator for Web Plug-In
Access to presence, IM, voice
+ video calls, click-to-call and
meetings tools such as Scopia
video calls and Google
Hangouts.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Caller ID is Matched to An Existing Salesforce
Record
When you receive a call, the
number is matched to a record
in Salesforce and is displayed.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Create a Contact/Lead Record from a New Caller
+ Take Call Notes Through the Plug-In
Ability to add a caller as a lead
or contact when you receive a
call, as well as take notes,
which are saved to the call
record.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Track + Run Reports Based on Call History
Automatically logs calls as
activities, which can be
referenced in reports.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Avaya Communicator for Web
Feature Comparison by Cloud App Integration
Google Apps
Office 365
Salesforce.com
Voice Communication
X
X
X
Video Communication
X
X
X
Click-to-Call
X
X
X
Call Control
X
X
X
Softphone Only Mode
X
X
X
Instant Messaging
X
X
X
Phone Presence
X
X
X
Calendar Presence
X
X
n/a
Location Sharing
X
X
X
Contextual Collaboration
X
n/a
n/a
Share Document
X
X
X
Share Web Page
X
X
X
Screen Pops
n/a
n/a
X
Activity Logging
n/a
n/a
X
Create New Record
n/a
n/a
X
Click-to-Scopia [1]
X
X
X
Click-to-Hangout
X
n/a
X [2]
Select Device
X
X
X
In-App Tutorial
X
X
X
Collaboration
Web Meeting Services Integration
Settings and Administration
[1] Requires Esna iLink for Avaya Scopia Desktop
[2] Requires Google account
© 2011 Avaya Inc. All rights reserved.
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Target Customers and Sales Motions
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39
Ideal Target Markets – Organizations Moving or Using
Cloud-Based Productivity, Email and CRM Solutions
for Business
● 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
O365
 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 onpremise Microsoft Exchange 2003/2007 to Google Apps or Office 365
 Scopia Desktop users
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
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.
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
41
Google Apps Customers
(Google Apps for Work, Google Apps for Education, Google Apps for Government)
Decision maker: CIO, VP/Director IT
What they care about
Avaya’s value to Google
Apps users
How Avaya Communicator
for Web helps
Key Avaya Communicator
for Web capabilities
Google Apps adoption and
user satisfaction
Provides missing UC
features in Google Apps
Be more productive in
Google with embedded realtime 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
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Office 365 Customers
Decision maker: CIO, VP/Director IT
What they care about
Avaya’s value to Google
Apps users
How Avaya Communicator
for Web helps
Key Avaya Communicator for
Web capabilities
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
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Avaya Fuels Team Engagement in Google Apps
and Office 365
Avaya amplifies collaboration
What Avaya offers
Outcomes achieved with Avaya
● Embedded voice, video, IM
and presence
● Click-to-Call and
Conference
Whether you’re on the
marketing team or in R&D,
Avaya helps teams to stay
connected and productive.
● Click-to-meet (WebEx,
Scopia, Hangouts)
● 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
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
● Amplify creativity
● Create impactful content
● Rapidly deliver the latest
materials
● Remove geographic
barriers
● Streamline team meetings
● Reduce travel
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
Avaya’s value to
Salesforce.com users
How Avaya Communicator
for Web helps
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
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Avaya Impacts Sales Outcomes
Avaya improves sales performance
Avaya helps optimize sales
processes and performance by
accurately monitoring, tracking
and identifying sales activities
that deliver the best results.
What Avaya offers
●
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 cloudbased CRM solutions
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
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
Avaya Improves Customer Service Performance
Avaya enables better service
What Avaya offers
●
Embedded voice, video, IM
and presence
●
Click-to-Call-Conference
●
Click-to-meet (Scopia,
Hangouts)
●
Avaya enables service teams to
delight their customers by
addressing their questions and
issues efficiently and effectively.
●
●
Screen pops of customer
records natively in Salesforce
Service Cloud and
Community Cloud
Unified messaging with any
cloud or mobile email
platform
Integration with leading
cloud-based customer
service solutions
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Outcomes achieved with Avaya
●
Resolve service issues faster
●
Improve customer satisfaction
●
Reduce on-hold call times
●
Decrease service costs
●
Reduce travel
●
Collaborate more effectively
with team members
●
Share best practices and
insights more easily
Existing IP Office Customers
Decision maker: IT – CIO, VP/Director IT
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.
What they care about
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Additional Partner and Sales Information
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49
Partner Ordering Process
 Partner Authorization
– All existing IP Office authorized resellers are eligible to sell the Avaya
Communicator for Web for IP Office offering
 June 8: Ordered via piece part merchandise orders, pricing in:
– Price List Administration Tool (PLAT) files
– Global Pricing Catalogue (GPPC)
– Avaya Solution Designer (ASD) catalogue
 August 31: Quoting via:
– Avaya Solution Designer (ASD)
– Avaya Once Source Configurator
– Avaya Quick Price Tool (QPT)
Material Code
383441
383454
Description
AVAYA COMMUNICATOR FOR WEB IP OFFICE 1 USER LICENSE:
CU
AVAYA COMMUNICTOR FOR WEB IP OFFICE 1 USER REMOTE
INSTALLATION (per user)
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
APL
Category
$100
9P
$6
9P
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Requirements for Ordering
 Order requires additional information to deliver license entitlements and remote
installation
 Upon submission of the PO to Avaya, an automated email response is provided back
to the originator, indicating that additional information is required to be entered at http://processmyorder.esna.com
 User will be directed to provide the following information:
– Purchase Order Number to Avaya
– Distributor name, contact, email, phone number (if applicable)
– Partner name, contact, email, phone number
– End customer name, contact email, phone number
– Domain name in full FQDN (Fully Qualified Domain Name) format
– Number of licenses on PO
 Enables Avaya to fulfill the order
 Once submitted, the order will be electronically delivered in 2 business days
 Contact Avaya at 1-800-565-3762 or 905-707-9700 (for international) for help
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
51
Requirements for Ordering
http://processmyorder.esna.com
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
52
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
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
53
Solution Support
 Maintenance Service Offer
– Avaya IP Office Support Services (IPOSS)
– Supported as part of support coverage purchased to cover the
IP Office solution
 Remote Installation Support
– Available to support the initial implementation of the solution in
an IP Office installation
– Minimum order quantity is 25 and must be equal to the total user
licenses ordered for initial implementation
– Remote installation support includes:
– Installation on the user’s Chrome browsers
– Professional services will assist in the installation on 5
workstations
– Guidance on how to install the Chrome extension in a streamlined
manner using the Chrome Administration console, if available
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.
Collateral and Sales Tools
 Avaya Sales & Partner Portal Page
https://sales.avaya.com/en/general/avaya-communicator-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/
– Avaya Communicator page
 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 being enabled with Avaya Communicator for Web
– Briefing Centers being enabled
Avaya – Confidential & Proprietary. Use pursuant to your signed agreement or Avaya Policy.