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BusinessPartner Briefing on the Avaya Investment Saver Promotion James Haensly April 2009 Partner Presentation Only – Not for Customers Avaya Proprietary.

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Presentation on theme: "BusinessPartner Briefing on the Avaya Investment Saver Promotion James Haensly April 2009 Partner Presentation Only – Not for Customers Avaya Proprietary."— Presentation transcript:

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2 BusinessPartner Briefing on the Avaya Investment Saver Promotion James Haensly April 2009 Partner Presentation Only – Not for Customers Avaya Proprietary

3 Avaya Inc. – Proprietary. Use pursuant to the terms of your signed agreement or Avaya policy.2 Today’s Challenging Times  Businesses are facing significant challenges and looking more than ever for ways to keep costs low and manage risks.  Businesses depend on their communications systems to support the mission critical elements of communicating with customers, suppliers, and within their business.  Each decision on a purchase of new systems is facing a high level of scrutiny.  Businesses need to stay operational and know that they have strong support from the partners and vendors in their ecosystem.

4 Avaya Inc. – Proprietary. Use pursuant to the terms of your signed agreement or Avaya policy.3 Executive Overview  Avaya Investment Saver is a new, innovative promotion designed to: – Provide attractive support plan for unsupported customers in the market to ensure maximum uptime and protection from communication failure. – Leverage OPEX model instead of CAPEX to support customers and to create a smooth upgrade path when the economic situation improves – Create a base of satisfied, supported, up to date customers  Focus: all customers with CM1, CM2, or CM3 – Promotion includes extended maintenance agreement (2 year) with option for no-charge software upgrade to latest CM software anytime during the agreement – Suggested retail price from Avaya (wholesale price to partner) – Good margin for partner sale and good value for customer

5 Avaya Inc. – Proprietary. Use pursuant to the terms of your signed agreement or Avaya policy.4 Avaya Investment Saver Customer Benefits  Get comprehensive technical support, enabling the productivity and continuity of their communications by utilizing best practices & leading edge technology  Achieve peace of mind that their business critical systems will continue to be supported both proactively and reactively  Upgrade to the latest release at their convenience with no additional charge for software

6 Avaya Inc. – Proprietary. Use pursuant to the terms of your signed agreement or Avaya policy.5 Avaya Investment Saver Partner Benefits  Upgrade component makes it easier to position system maintenance with customers, not currently under coverage which in turn provides partners with an ongoing revenue stream  Customer has remote support coverage from Avaya to add additional insurance protection for their customer maintenance contracts  Positions customers for upgrade in the future and makes it more attractive to stay with Avaya rather that go with competition  Create opportunity for additional interactions and future business with the customer

7 Avaya Inc. – Proprietary. Use pursuant to the terms of your signed agreement or Avaya policy.6 Three Types of Customers  Customers ready to upgrade now: – Upgrade them!  Customers who never want to upgrade: – Make sure they have proper support  Customers who want or plan to upgrade in the future but may not have budget or inclination now: – SELL Avaya Investment Saver!!!

8 Avaya Inc. – Proprietary. Use pursuant to the terms of your signed agreement or Avaya policy.7 Timeline & Next Steps  Letter sent to BP Principals launching program – March 5 th  Collateral available on BP portal – March 5 th  Partner Briefing Sessions ASEAN, South Pacific, India – March 10 th Korea – March 11 th HK/TW – March 12 th China – March 19 th Japan – April 16th  Partner Head-start Registration Deadline – April 15 th  First Assessment – May 15 th  Partner head-start promotion over – May 31 st  Promotion concluded – June 30 th

9 Avaya Inc. – Proprietary. Use pursuant to the terms of your signed agreement or Avaya policy.8 Avaya Sponsored BP Sales Incentives

10 Avaya Inc. – Proprietary. Use pursuant to the terms of your signed agreement or Avaya policy.9 Partner Call to Action  Sell NOW! to all of your approved customers.  Enlist your Channel Manager if you need help  Enquire to Partner Engagement Team if you have any questions.  Get finalized quotes and place your orders with Partner Engagement Team  Act now as Investment Saver Promotion will end soon.

11 Avaya Inc. – Proprietary. Use pursuant to the terms of your signed agreement or Avaya policy.10 Avaya Investment Saver FAQ  Can a Partner charge whatever retail price they want to the customer? – Yes, however the goal is to have 100% coverage of the base. This promotion should not be viewed as primarily a vehicle for margin improvement program for Partner. Customers are expected to benefit from the no-incremental charge upgrade and communications will be provided to reinforce the message to customers.  Can a Partner use the promotion to focus on other Partners’s customers or on Avaya direct maintenance customers? – No. Partners MUST register the customers for this program in the web registration tool and with Eligible customers will be determined by Avaya and partners will be notified prior to partners being able to solicit customers. Customers of other Partners or Avaya direct maintenance customers are off-limits unless specifically authorized in advance by Avaya. Partners found to be targeting unauthorized customers will be terminated from this promotion.  Can Partner up-sell, their current extended contracts to extend for two more years? – Yes, Partners are encourage to up-sell any existing support contracts.  What if Partner has outstanding AR due to non-payment for services from Avaya? – Avaya reserves the right to limit the promotion to only those Partners who are up to date on their payments for Avaya services including PSS  What if Partner does not want to sell this offer? – Partners will be provided a limited time window to sell this promotion to eligible and approved customers. Avaya reserves the right to directly approach customers or have other partners engage for any customer not covered by a back to back agreement with Avaya.

12 Avaya Inc. – Proprietary. Use pursuant to the terms of your signed agreement or Avaya policy.11 Avaya Investment Saver FAQ - continued  Will adjunct applications such as MM & CMS & Intuity be included? – Yes, standard extended maintenance terms when available (details to be provided in partner job aide regarding standard extended maintenance support) plus assured discount off of list for customers and for partners for product upgrades. This will only apply to adjunct applications that are registered at the time of the promotion sale. Type of SolutionBP Discount Customer Discount CMS HW & SW 65% 50% Modular Messaging HW & SW50%30% Voice Portal HW & SW60%43% Proactive Contact SW60%43%  How can customer be assured that we will not charge extra for hardware to make up for no-charge software upgrade? – Hardware necessary for supported users will be assured at a customer discount of 50% and Partner at a discount of 65%  Are additions allowed at time of upgrade? – Yes, additions will be charged at market rate.  How does a partner order the upgrade? – Partner uses the Avaya Investment Saver approval code (details in Partner job aide)


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