In this course we will present an overview of the Avaya UC Messaging portfolio to

provide insights and practical information that will help you optimize your selling
opportunities.

The Avaya Messaging portfolio and its related legacy components have been an
important part of business operations for global customers for many years. With our
current messaging portfolio, Avaya can leverage the largest installed messaging
base in the world to bring leading edge capabilities that will support advanced
collaboration and unified communications strategies.
Todays Avaya Messaging portfolio can bring our current and future customers real
business value while supporting our sales people as they win their sales
opportunities.

A PDF version of the course content is available for your reference. If you would
like to download the student guide, click the Attachments tab.

This course is part of a series. To get the most out of this course, we recommend
that you take the Avaya Unified Communications (UC) Messaging courses in the
order shown here.

This course, the Avaya UC Messaging - Heritage course is the third course in this
series. The course title is shown in bold text on this slide. To see where this course
fits into the complete recommended learning path for the UC APSS credential, click
the image thumbnail on the screen.
You will find that this course provides additional information that builds off the
foundational courses.

After completing this course, you will be able to:

Provide the sales positioning for the various products and components within the
Avaya Messaging Portfolio.
Articulate the purpose, features, and benefits of Avayas
Hospitality Messaging Server (HMS 400) system.
Articulate the features and benefits of the CallPilot Messaging offer.
Articulate the purpose, features, and benefits of Avayas Communication Manager
Messaging solutions.

Describe the features and benefits of Modular Messaging.

We will start our overview of Avaya legacy heritage products with an overview of
the Hospitality Messaging Server or HMS 400.
At the end of this module, you will be able to articulate the purpose, features and
benefits of the HMS 400 system and I think most importantly you will be able to
describe how the solution fits into the UC Messaging portfolio overall.

As we see in this graphic there are a number of products in the current Avaya
Enterprise Messaging portfolio. HMS 400 is a very specialized solution that we will
focus on for the balance of this module.

Hospitality Messaging Server, what is it? Well, it's a fit for purpose platform
designed specifically to meet the needs of this industry. It's an integration point into
an organization's property management system. It's a solution that scales
economically to meet the needs of everything from a small individual property to
some of the largest mega resort configurations and it's truly global in that it has
multilingual support.
This is not a plain old voicemail system. Don't try to sell this anywhere outside of
the industry it was intended for. You will see why on the upcoming slide where we'll
review all of the different features it has. But note, it can't be considered a core
component of the Avaya Enterprise Unified Communications portfolio, in that it
simply doesn't offer integration into things like message networking, one-X
Speech, one-X communicator and one-X Mobile on the mobile device. So sell it
as fit for purpose. Don't try to make it fit into an opportunity that it simply isn't
capable of supporting.

How do we think you should sell this? Always seek out a subject matter expert to
assist you in positioning, designing and proposing this application. You don't want
to go in front of a customer never having tried to sell this particular application into
this particular industry before. You want to put your best foot forward and that will
almost invariably mean finding an Avaya business partner who either specializes in
selling into this industry or at least has done so successfully at least a couple of
times before. Also note for your very largest opportunities we have seen
circumstances where customers will find that the HMS 400 is an absolutely a
perfect solution for their guest rooms. But the organization staff may be so large
where they may require a solution that integrates into the rest of the enterprise
infrastructure. Or they may require functionality not in the HMS system and so they
will also purchase an Avaya Aura Messaging system to meet those needs.

I am not going to read you all of the features listed here but I'll ask you to take a
minute and go through them and I believe you'll be very impressed on what this
does for the check-in clerk, for the guest, for the maid staff, the minibar,
refreshment staff, there are so many specialized features in here with so many
specialized benefits that I hope you'll recognize that this is obviously a leading
solution in that particular industry. You should be proud to have it in your portfolio.
You should use it wisely in places where it will help you win the business and you
should just make sure you enlist the proper talent alongside your effort to help you
have a higher chance of being successful.

In this section of the course we will discuss CallPilot. At the end of this module, you
will be able to articulate the features and benefits of the CallPilot messaging offer
and describe how CallPilot fits into both the UC messaging portfolio and the overall
Avaya Unified Communication strategy.

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What is CallPilot? Its the feature rich messaging system for the Communication
Server 1000 (CS 1000) that Avaya sells and supports. Call Pilot has been used to
compete successfully against the likes of Cisco Unity, Unify and AVST. It's a
solution that scales economically to meet the needs of everything from small
individual or branch locations to larger single site or centralized messaging
configurations and is a truly global solution in that it offers multi-language support.
It's a component of the current Avaya messaging portfolio targeted for sale to those
customers who already have a number of CallPilot systems in place and want to
procure additional systems to further their messaging common operating
environment. They already have perhaps Meridian Mail systems in place and want
the easiest possible migration option to a newer messaging platform, or they might
require CallPilot due to the specialized integration capabilities it offers to certain call
center applications.

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The next several slides show features and benefits of CallPilot. To go through the
series of slides you will click on the next button to go to the next page. If you have a
customer base that requires you to be an expert in CallPilot, I urge you to learn
more. It's a very competitive marketplace and messaging can be a critical part of
your sales strategy. Do not hesitate to seek out additional subject matter expert
support for the more complicated opportunities.

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When you are ready click the next button to go to the next page.

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When you are ready click the next button to go to the next page.

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When you are ready click the next button to go to the next page.

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When you are ready click the next button to go to the next page.

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When you are ready click the next button to go to the next page.

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When you are ready click the next button to go to the next page.

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You will learn that CallPilot is indeed an excellent product, which is why Avaya has
kept it in the market for sales to the kind of customers identified in the previous
slides. This slide shows that through the CallPilot Outlook interface you can view
your e-mail, voice and fax messages together.

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CallPilot is not an Avaya Messaging solution that is going away right now. Since
Avaya announced intentions to continue to sell new CallPilot systems and/or
upgrades, your customers for whom CallPilot is the right choice can buy with
confidence. Avaya will then offer manufacturer support for a period of perhaps as
long as six years after end of manufacturing takes place. Since most customers
use a five year amortization schedule on their solutions, they likely can buy
CallPilot and use it to the full extent of its value. Your customer can amortize it
completely and then move on to what will meet their then current needs. If CallPilot
is indeed the right solution for them today, by all means take this sale. So, CallPilot
is not the Messaging solution you would recommend to a customer unless that
customer needs to migrate from Meridian Mail, already has a number of CallPilot
systems installed, requires specialized call center application support or simply
demands a CallPilot be the solution you quote. Again, this solution is for a very
targeted audience.

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So, how should you sell CallPilot messaging? You should recognize that while
CallPilot can be every bit of a good enough solution for a current customer that
already uses it to meet their user's needs, it is unlikely to be seen as a future
component of a complete UC strategy for greenfield opportunities. Consider the
following: CallPilot messages cannot be integrated into one-X Mobile; that's your
primary mobility solution for your customer base. CallPilot messages are not
accessible via one-X applications: your primary Avaya produced desktop UC
Clients. And CallPilot messages are not accessible from one-X Speech.

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In this section of the course we will discuss Avaya Aura Communication Manager
Messaging.
At the end of this section, you will be able to articulate the purpose, features and
benefits of Avaya's Communication Manager Messaging solutions and describe
how Communication Manager Messaging fits into the UC messaging portfolio.

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What is Avaya Communication Manager Messaging? It's a Communication

Manager embedded component of the Avaya messaging portfolio that is targeted
for sale to customers who identify with the following requirements. Voice Mail in
over 30 languages: CMM is localized for some markets that no other Avaya
messaging solutions supports. The simplest possible implementation of locally
installed and maintained voice messaging. They are already using or willing to use
the Intuity Telephone user interface. They are looking to add more nodes to an
already in place message networking topology and are looking for the easiest
possible migration from earlier versions of Intuity Audix systems. They may be
seeking the lowest cost option versus looking for the most feature rich solution.
Note that this is an extremely scalable solution that can go from 12 to over 200
ports.
Communication Manager Messaging Federal Markets is a standalone server based
messaging solution that is offered for sale only into the US federal market where
specific JITC-complaint technology and IPV6 capabilities are in demand.

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How should you sell it: Your first thoughts should be: "Will Avaya Aura Messaging
be the best possible recommendation from me for this customer?" If you truly
believe Avaya Aura Messaging would be, you will have the most powerful UC
messaging and UC solutions combo to help you make your sale and you will retire
more quota. If you truly believe CMM is the answer, you will have the lowest cost,
easiest to implement and sell solution. Keep in mind that, like Modular Messaging
and CallPilot, CMM's role in the Avaya UC messaging portfolio will be folded into
Avaya Aura Messaging at some point in the near to mid-term future. So, make the
decision wisely and with conviction. It will likely not be possible to change direction
in the middle of the sales cycle.

If you are selling to portions of the US federal government, JITC compliance and
IPV6 may be absolute requirements. If Avaya Communication Manager is the PBX,
then Communication Manager Messaging Federal Market is the obvious choice.
For an enterprise customer, you need to know what they think they want and then
balance it with what you know about your UC messaging portfolio and what you
expect the competition to propose. Most buyers who will be happy with a CMM
quote from Avaya will fall into one of 2 camps. They may really know their
organizations needs, the expectations of the users in senior management and the
true status of their Unified Communications strategy and be correct in thinking that
CMM will meet everyone's needs. Or they may be either unsophisticated-in that
they are not aware of the positive impact UC messaging would have on their
organization because they don't know the differences in the products and haven't
seen the increased value proposition-or they may not be in the know as to what
either senior management or their co-workers on the other side of the IT aisle are
talking to your competition about.

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Here we have a view of CMM Federal Market on the left. CMM Federal Market is
on a standalone server and in this case integrated via SIP to Communication
Manager. On the right we have a view of one server with CMM Embedded into
Communications Manager on System Platform.

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Communication Manager Messaging is a very powerful voice messaging system

that offers features such as voice and fax messaging, e-mail integration, automated
attendant, Bulletin Boards and networking choices.

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Note, that with fax integration and for access from the PC, the customer will need
to implement Avaya Message Manager as the desktop client. This is a proprietary
thick client that offers many features, but is harder to get customers to consider
implementing in the day of so many powerful desktop UC client options being
available to them. And no, Message Manager does not work on Vista or Windows 7
PCs. So, be careful here.

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You have bulletin boards providing caller access to pre recorded information. And
you have auto attendant capability allowing for routing of calls and phone
answering at any time of the day.

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And CMM allows for networking through direct connection to other Communication
Manager Messaging or Intuity Audix systems on a point-to-point basis, or through
Avaya Message Networking for hub-and-spoke connectivity and connectivity out to
non-Avaya messaging technologies

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Remember all versions of Intuity Audix are end of manufacturer support, and this
represents tens of millions of mailbox licenses for you to roll over. CMM will likely
represent the easiest migration option, but keep in mind the power of proposing
Avaya Aura Messaging.

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Here we see the capacities available on CMM and CMM federal markets. Again,
they are very scalable both downward and upward to meet your customers needs.

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Now looking at the Federal Market's version specifically, you'll note the three big
differences. JITC certification as we've touched on already, IPV6 compatibility and
that it is a stand-alone server based configuration. It is not a configuration that is
embedded into the Communication Manager system itself.

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CMM Federal is supported on the Avaya common server. It features full raid 5
capabilities even in such a small and compact hardware configuration.

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In this module of the course we will discuss Avaya Modular Messaging. After this
module, you will be able to:
describe the features and benefits of Modular Messaging.

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Modular Messaging - What is it? It is a feature-rich UC Messaging System with the

broadest scalability, flexibility and design options in the industry today. It is a key
component of the current Avaya Messaging Portfolio, that is targeted for sale to
those customers who, already have a number of MM systems in place and want to
procure additional systems to further their messaging common operating
environment, or customers that require telephone user interfaces, message stores,
desktop clients and/or languages not available on Avaya Aura Messaging at the
time of your sale.

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This is a reminder that only Avaya Aura Messaging and Avaya Modular Messaging
have all the integrations into the rest of the Avaya UC Portfolio. As we go through
what makes Modular Messaging great, I ask that you keep in the forefront of your
mind, the fact that Avaya Aura Messaging and Modular Messaging are truly UC
Messaging solutions and full-fledged members of the greater UC Portfolio.
This diagram shows our links to Avaya Aura, one-X Speech, one-X Mobile, oneX Communicator, and by extrapolation into the desktop, smart phones, video,
audio, Web conferencing etc.

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Please take some time to view these next two charts to learn more about the
features of modular messaging. When you are ready click the next button to go to
the next page.

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And here is a second chart showing features of Modular Messaging. When you are
ready click the next button to go to the next page.

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How do we recommend you sell this? Unless your customer says "Give me more
Modular Messaging to go along with the ones I already have," you should always
do a mental comparison between Modular Messaging and Avaya Aura Messaging,
with an eye towards always recommending Avaya Aura Messaging if you and the
customer determine that it is the best option for them. Having said that, Avaya has
been successful in selling millions of Modular Messaging licenses and thousands of
systems against the likes of Cisco, AVST, Unify and yes, even CallPilot as well as
many lesser-known competitors. Modular Messaging has been installed on PBXs of
probably every major manufacturer. So do not shy away from making it your
leading recommendation in all appropriate opportunities.

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Here is a quick reminder of the cool stuff one-X Speech does for a user, which
supports the value proposition of a hands-free and eyes-free user interface.

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Here is what the Modular Messaging web client looks like.

Please take note of how similar the functionality is to Avaya's IMAP4 integrations
into Outlook and Lotus Notes.
Remember Internet Message Access Protocol, commonly known as IMAP is one of
the two most prevalent protocols for email retrieval so most of your customers
should be comfortable deploying it. Virtually all modern e-mail clients and mail
servers support IMAP4 protocol as a means of allowing messages to be viewed
from a desktop client. And in this case, those messages being displayed are
actually stored on an Avaya Message Storage Server in Modular Messaging.

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You've already seen how we can make our voice messages available in Outlook,
Lotus Notes, Web clients, one-X desktop and tablet UC clients. This is a view of
Outlook where Exchange is being used as the Message Store in the Modular
Messaging system. Note how all message types are displayed in the single Inbox,
with the voice messages being identified with a different icon.

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Here we see several of the different UC client integrations including one-X, email,
web and text-to-speech.

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Here is voicemail at the desktop in the email client which is typically Outlook or
Lotus Notes. Avaya officially supports both of these client integrations. So this is
Visual Voicemail. You can see your voice messages on the screen right in front of
you, just like email but in a separate view. Choose the messages you want to listen
to, first or next in any order. Click to listen, click to delete, to reply, to forward or to
save. You can view your faxes if Modular Messaging is where they are being
received and you can control them as you would any voice message.

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In this module of the course we have a course Summary and indicate additional
resources for your continued study.

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The Avaya UC messaging heritage products occupy an important place in the

Avaya UC portfolio. Your first thought should be Will Avaya Aura Messaging be
the best recommendation? If not, one of the heritage messaging products may
help you seal the deal.
It is important to understand how UC messaging heritage products relate to the
Avaya UC portfolio to properly position them.

We have discussed the features, and benefits of Avayas Hospitality Messaging

Server (HMS 400) system, the CallPilot Messaging offer, Communication Manager
Messaging and Modular Messaging.
Study materials on the sales portal and the Avaya support site to gain additional
knowledge which will help you successfully position UC messaging heritage
products.

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Since web links change, we have provided the general information about where to
find additional resource information. Avaya portals are updated often and enable
associates and partners to use sidebar navigation or search functions to find
specific and updated product information as needed.

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Thank you for your attention to this course information; when you are able, move
forward to the next course in this series.

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