Professional Documents
Culture Documents
Version 1.0
QUESTION NO: 1
A. A higher TCO
B. Branch office managers to maintain and administer their own communications systems
C. Consistent user experiences
D. Each user to have a different, customized experience
Answer: C
QUESTION NO: 2
Partners selling to Global Accounts at the Avaya Direct Account Team's invitation must
sell which of the following?
Answer: C
QUESTION NO: 3
Answer: A
QUESTION NO: 4
Who determines the maintenance renewal strategy when a Partner has previously sold a
maintenance agreement to a non Global / US Named Account? (Choose two.)
Answer: C, D
QUESTION NO: 5
A business process consists of a set of steps that an organization typically uses to execute
daily business and is _____.
Answer: A
QUESTION NO: 6
Which are the three basic functions of the Communication Manager Software?
Answer: A
QUESTION NO: 7
In the Contact Center portfolio, how does Avaya solve this customer problem: Inability to
make good decisions on behalf of customers and to provide personalized customer
service?
A. Access to actionable customer data through a single database and reporting platform
B. Ability to extend applications outward through the enterprise
C. Access convenient communications capabilities to find and reach people more
effectively
D. Best practice use of technology
Answer: A
QUESTION NO: 8
Avaya will have direct resources assigned for primary coverage for which two of the
following account types? (Choose two.)
Answer: B, C
QUESTION NO: 9
Which enterprise is defined by having over 1000 users, mulitple locations, are often
multinational, and have complex business models?
A. Very-small-sized
B. Small-sized
C. Mid-sized
D. Large-sized
Answer: D
QUESTION NO: 10
A. Presence
B. Metrics
C. Call volume
D. Process
Answer: A
QUESTION NO: 11
Which organizations within Avaya are necessary to map our customers' business
requirements to technology and delivery models?
Answer: B
QUESTION NO: 12
A. EDS
B. Cisco
C. Microsoft
D. Siemens
Answer: A
QUESTION NO: 13
A. When Avaya determines they prefer a different partner to have the opportunity
B. The Partner does not follow the requirements for Avaya content, Avaya Product, Avaya
Maintenance, and first right of refusal on other services
C. Avaya has the right to refer an opportunity to a new partner at any time since Avaya
always owns the leads they send out
D. The Partner is offering a competitor's product to replace an existing Avaya call
processing hardware or software product
Answer: D
QUESTION NO: 14
Who is the final arbiter for selecting the channel of distribution to procure solutions and
services?
Answer: C
QUESTION NO: 15
What is the Avaya strategy regarding marketing and selling to Territory Accounts?
A. To market and sell to US Named Accounts through a direct sales strategy with
moderate involvement from Partners
B. To market and fulfill the Avaya solutions primarily through Partners, utilizing an
indirect strategy
C. To market and sell to US Named Accounts only through telesales
D. To market and sell to US Named Accounts only through a direct sales strategy
Answer: B
QUESTION NO: 16
Answer: B
QUESTION NO: 17
Although it is the Avaya strategy to market directly to Global Accounts, the CEO at a
Global Account would prefer to do business with an Avaya Partner. Who will determine
how the end-user will be served?
A. The Partner
B. The End-User
C. Avaya
D. The Partner and Avaya
Answer: B
QUESTION NO: 18
The use of Business Advocate in a Contact Center can account for which of the
following?
Answer: A
QUESTION NO: 19
Which is a possible consequence if a Partner does not obtain formal written approval
prior to selling Avaya stand-alone maintenance renewals to a US Named Account or
Global Account?
Answer: B
QUESTION NO: 20
Under what circumstance may Avaya or one of its Partners actively solicit business from
each other's existing customers where the customer has NOT issued an RFP?
Answer: C, D
QUESTION NO: 21
What value message might you present to an LOB leader when selling Unified
Communications?
Answer: A
QUESTION NO: 22
A. The Partner Executive and the Avaya Channel Manager Executive / Alliance Director
B. The Partner Sales Executive and the Avaya Channel Manager Executive / Alliance
Manager
C. The Partner Owner / President and the Avaya RVP
D. The Partner Management and the Avaya SVP
Answer: B
QUESTION NO: 23
Based on the Avaya Sales Engagement Principles, when is it safe for a Partner to share
end-user information or customer lists with Avaya personnel?
A. A partner should always feel safe since the engagement rules dictate that Avaya and
the Partners will respect the confidentiality obligations to which they have agreed
between them when establishing their relationship.
B. Partners should never share sensitive information with Avaya personnel or other Avaya
Partners.
C. Safety is not the issue since the Partner agreement states that a Partner agrees that
Avaya may use Partner provided information to actively compete with them.
D. Partners should only share sensitive information with Avaya personnel on an
opportunity that is registered and accepted through eDemand.
Answer: A
QUESTION NO: 24
What is the Avaya strategy regarding marketing and selling to Global Accounts?
A. To market and fulfill the Avaya solutions primarily through Partners, utilizing an
indirect strategy
B. To market and sell to Global Accounts primarily through a direct sales strategy
C. To market and sell to Global Accounts primarily through telesales
D. To market and sell to US Named Accounts only through a direct sales strategy
Answer: B
QUESTION NO: 25
Which of the following statements most closely represents this sales engagement
principle, "Avaya and the Partners will respect each other and support customers as
professionally and promptly as possible."?
A. Avaya and the Partners should never speak poorly of each other's business practices
B. Avaya and the Partners should not be overly concerned about what they say to end-
users
C. Avaya and the Partners will foster a competitive environment with each other so it
does not matter what we say
D. Avaya and the Partners should speak disparagingly to end-users about each other's
business practices
Answer: A
QUESTION NO: 26
Answer: A
QUESTION NO: 27
Answer: A
QUESTION NO: 28
A. Fluid
B. Refined
C. Complex
D. Standard
Answer: A
QUESTION NO: 29
When a Channel Partner registers a new opportunity for a US Named or Global Account
that is accepted by Avaya, when must the Channel Partner sell Avaya services for that
opportunity?
A. Always
B. When there is an existing Avaya Maintenance agreement
C. The Partner is not required to sell Avaya Maintenance when an opportunity is
registered and accepted
D. The Partner is not required to sell Avaya Maintenance for a US Named or Global
Account.
Answer: B
QUESTION NO: 30
Which three are top business imperatives in Customer Service? (Choose 3.)
Answer: A, B, C
QUESTION NO: 31
Answer: B
QUESTION NO: 32
Answer: D
QUESTION NO: 33
According to Nemertes, what percentage of employees work in locations other than
headquarters?
A. 20%
B. 40%
C. 60%
D. 90%
Answer: D
QUESTION NO: 34
Whose main interests focus on the key metrics return on assets and return on capital?
A. IT Manager
B. CEO
C. LOB Manager
D. Customer Service Representative
Answer: B
QUESTION NO: 35
It is predicted that, within two years, the bulk (75%) of the agent positions shipped will
be:
A. TDM
B. SIP
C. IP
D. Analog
Answer: C
QUESTION NO: 36
One of Avaya's strengths in the marketplace is its ability to service the large enterprise
effectively and reliably. To do this, we can scale our contact centers to a total of how
many simultaneous, logged-in agents?
A. 2,000 agents
B. 5,000 agents
C. 7,000 agents
D. 10,000 agents
Answer: C
QUESTION NO: 37
What is the part of CEBP that collects, organizes, and filters high volumes of data so it
can be processed?
Answer: D
QUESTION NO: 38
Answer: A
QUESTION NO: 39
A. One-X Mobile
B. One-X Portal
C. One-X Speech
D. One-X Communicator One-X Quick Edition
Answer: B
QUESTION NO: 40
Answer: C
QUESTION NO: 41
What is an urgent business problem faced by a CEBP ideal client?
Answer: A
QUESTION NO: 42
Advanced Event Detection (EDA) combined with a Closed-Loop Response Layer are
examples of what?
Answer: B
QUESTION NO: 43
What type of enterprise is the Avaya Distributed Office solution perfect for?
Answer: B
QUESTION NO: 44
The Avaya "Flatten, Consolidate and Extend" value proposition means _____.
Answer: D
QUESTION NO: 45
What is a key Unified Communications value message for a "Road Warrior" type of
worker?
Answer: A
QUESTION NO: 46
Which two Avaya solutions should you use when customers find employees unreachable
or unproductive at the office and have IT departments having increasing difficulty
controlling mobility, spending, and usage? (Choose two.)
Answer: A, C
QUESTION NO: 47
Answer: D
QUESTION NO: 48
A. 15%
B. 27%
C. 33%
D. 41%
Answer: D
QUESTION NO: 49
Which section of the Solution Messaging Card is best described by where Avaya lists
Specific details and how a problem manifests itself at the individual level?
A. Solution linkage
B. Business impact
C. Trend relevance
D. Potential pains
E. Metrics proof of value
Answer: D