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Small and Medium Hispanic-owned Businesses in the United StatesHave Greatest Understanding of IP Telephony Technologies, AvayaStudy Finds

02-24-2005

Avaya presented findings of a study that examined the business characteristics of Hispanic-owned small and medium businesses in the United States.

Avaya Inc. (NYSE: AV), a leading global provider of businesscommunications software, systems and services, today presentedfindings of a study that examined the business characteristics ofHispanic-owned small and medium businesses in the United States. Ata briefing at Avaya's local headquarters in Miami, experts fromAvaya shared with Florida-based resellers the results of researchconducted by RDA Global, an international marketing research andconsulting firm.

"According to several studies conducted, Hispanic-owned smalland medium-sized businesses in the United States totalapproximately two million firms and generate more than $273 billionin revenues," said Hernan Mariño, Avaya's manager for theU.S. Hispanic and Latin American market, Small and Medium BusinessSolutions Group. "We wanted to do our own study to understand theneeds and behaviors of this powerful economic force to better servethem with our communication solutions and empower them to embedcommunications technology in the fabric of their businessoperations. We found that Hispanic-owned business owners have thedeeper understanding of the benefits of IP telephony technologythan their counterparts, making them a critical market for Avaya,the global leader in IP innovations."

Forecasts from the Avaya-sponsored research indicate that overthe next 10 years the growth rate of Hispanic-owned businesses willbe at almost three times the rate of overall U.S. firms. Thecompany surveyed Hispanic owners of small and medium businesses inthe largest Hispanic markets in the United States includingCalifornia, Texas, Florida and New York. The sample categoriesrepresented included companies of: 1-10 employees, 11-20 employees,21-50 employees and 51-100 employees. A total of 350 firms weresurveyed.

Because of their intrinsic connection to Latin America and needfor communications between the U.S. and the region, Hispanic-ownedfirms are outspending their non-Hispanic counterparts oncommunication systems and services. Businesses have significantexpenditures for basic communication services such as continuousoverseas calling, conferencing, faxing and e-mailing. "Beyondcost-savings, there is a tremendous opportunity for Hispanic-ownedsmall and medium firms to make their people more productive,processes more intelligent, and customers more satisfied, bydeploying IP-based communications systems," saidMariño.

The seminar, held at Avaya's Executive Briefing Center in Miami,was held in conjunction with Tallard Technologies, one of Avaya'sBusinessPartners focused on the U.S. Hispanic market. Avaya andTallard Technologies have formed a relationship to penetrate U.S.Hispanic firms in Florida, where there are more than 55,000 smalland medium Hispanic-owned businesses. More than 70 percent of thosebusinesses are based in South Florida.

"Hispanic-owned businesses of between five and 100 employees aregrowing at a compounded annual rate of seven percent," said MannyRodriguez of Tallard Technologies. "This makes them a verylucrative market for a reseller trying to grow their business,especially since these businesses represent the fastest growingsegment for business consumers of technology."

About Avaya
Avaya Inc. designs, builds and manages communications networks formore than one million businesses worldwide, including over 90percent of the FORTUNE 500®. Focused on businesses largeto small, Avaya is a world leader in secure and reliable InternetProtocol telephony systems and communications software applicationsand services.

Driving the convergence of voice and data communications withbusiness applications — and distinguished bycomprehensive worldwide services — Avaya helps customersleverage existing and new networks to achieve superior businessresults. For more information visit the Avaya Web site: http://www.avaya.com

Note to editors:
The Avaya product portfolio for small and medium businessesincludes Avaya IP Office, Partner® Advanced CommunicationsSystem, Merlin MAGIX, and INDeX. Avaya has sold 38,000 IP Officesystems, an "all-in-one" office communication solution that bringstogether voice, data and communications, to small and mediumbusinesses worldwide, through its global network of 1,500resellers. Avaya has also sold more than one million Partnersystems worldwide. Partner is a telecommunications system thatsupports advanced telephony capabilities, including messaging andwireless applications to enhance company productivity. Merlin MAGIXis a simple and cost-effective telecommunication system thatincludes applications such as networking, messaging, wireless, andcall center capabilities, and INDeX is Avaya's convergedcommunication system for the European market.

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