2022 Avaya Edge Program Policy Guide v1.2 11 March 2022

Avaya Edge Program
Policy Guide
Global
1 October 2021 to 30 September 2022
Issue: 1.2
Date: 11 March 2022
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TABLE OF CONTENTS
1 AVAYA EDGE OVERVIEW .......................................................................... 3
1.1 Program Objectives ........................................................................................... 3
1.2 Avaya Edge Program Structure................................................................... 3
1.3 Partner In Good Standing ............................................................................... 5
2 RIGHT TO SELL - SALES AUTHORIZATION REQUIREMENTS ... 5
PROGRAM FRAMEWORK ........................................................................... 7
3.1 Gem Program Level Requirements ............................................................ 8
AVAYA EDGE PROGRAM BENEFITS ................................................... 12
5 REQUIREMENTS TO PROVIDE SERVICES .........................................13
5.1 Right to Implement ..........................................................................................13
5.2 Right to Maintain ............................................................................................. 14
6 ADDITIONAL RESOURCES ...................................................................... 16
ADDITIONAL TERMS AND CONDITIONS ........................................... 17
APPENDIX A - TRACK CLASSIFICATIONS ............................................... 17
APPENDIX B - GEOGRAPHIC ZONES AND DESIGNATIONS ............18
APPENDIX C - EDGE PROGRAM BENEFITS ............................................23
APPENDIX D - MINIMUM RESELLER REQUIREMENTS .......................28
APPENDIX E - CALCULATION OF RESELLER NET REVENUE ...... 30
APPENDIX F - AVAYA SOLUTIONS CREDENTIAL PROGRAM .......32
APPENDIX G - AVAYA CREDENTIALS ......................................................35
DOCUMENT REVISION HISTORY ................................................................ 44

Edge Program and Solution Authorization Policy Guide avaya.com
1 Avaya Edge Overview

Avaya Edge is a worldwide innovative partner program that provides an opportunity for partners
to differentiate their company in the market and gives unprecedented access to a comprehensive
set of financial, technical, sales and marketing benefits.
This guide provides an overview of the Edge program framework, solution and product
authorizations, Sales and Design Readiness credential and associated program benefits. You will
also find details of the Avaya Credential requirements an Authorized Reseller must have their
team complete to gain the right to Sell and/or Service individual Avaya solutions.
1.1 Program Objectives

Avaya Resellers are highly valued and critical to our success. That’s why we make significant
investments in a Reseller program that rewards Resellers for their commitment to Avaya and the
value our Resellers deliver to customers.
Avaya Edge is designed to support our Resellers providing exceptional customer experiences by:
• Rewarding Resellers for value, competency, and growth
• Supporting a Reseller’s go-to-market model based on their targeted customer segments

and expertise
• Improving Avaya’s level of coverage, consideration, and closure
• Helping you grow your business in software, services and cloud-based solutions
1.2 Avaya Edge Program Structure

The Edge Reseller program is structured around Solution Tracks and three program gem levels,
Emerald, Sapphire and Diamond.
March 11, 2022 - Version 1.2 3

Go To Market Roles
A company that partners with Avaya to sell Avaya solutions to end customers. There are
different transactional arrangem,ent which are defied as Go To Market (GTM) Roles. They can
be any combination of Sales Agent, Direct Agent, Master Agent – ACO, Master Agent –
OneCloud, T1 Reseller, T2 Reseller, Distributor or Open Product Reseller.
Agency/ Cloud related GTM Roles
Master Agent – Now referred to as a Technology Services Distributor (TSD). A TSD signs a
legal contract with Avaya and has a collection of “sub agents” (aka Sales Agents) that help
close Avaya Cloud business for Avaya.
Direct Agent – A partner that acts as a Sales Agent directly with Avaya, without the need for a
Technology Services Distributor (TSD). Operates as both a TSD and a Sales Agent at the same
time.
Sales Agent – A partner that sells Avaya Cloud solutions to end customers on Avaya’s behalf.
The Sales Agent generates the opportunities through the TSD but the customer purchases
directly from Avaya. The Sales Agent works as a sub-agent of a TSD and receives a commission
in exchange.
Traditional/On-Premise related GTM Roles

Distributor, T1 Reseller (direct purchase), T2 Reseller (purchases via distribution), Open Product
Reseller (purchases from a limited selection of Open products)
The Edge program structure include the following:
• Defined Reseller Tracks, including Enterprise Value Added Resellers (VARs), SMB/MM
VARs, Systems Integrators (SIs)/Service Providers (SPs) and Open Product Reseller.
• A streamlined Avaya Solutions Credential Program providing training knowledge

management and industry recognized credentials. The credential program enables
Resellers to gain knowledge for the Right to Sell and the Right to Service Avaya Solutions.
Increasing these competencies also helps toward Program Gem Level promotions.
• Delivers discounts that increase with Reseller commitment and capability, as measured by
gem level achievement.
• Provides aggressive new deal and migration incentives to reward the development of new
business and customers in certain markets.
1.3 Partner In Good Standing

All Avaya Edge Resellers must maintain a good standing with Avaya. Resellers may have their
good standing status revoked if they do not meet these requirements:
• Signed current Terms & Conditions with Avaya and Positively representing Avaya brand
with customers
• Adherence to Avaya Sales Engagement Principles and Avaya Edge policies
• Credit account in good standing with Avaya (Tier 1 Resellers)
Resellers not meeting these requirements could risk loss of financial benefits, demotion or
contract termination.
2 Right to Sell - Sales Authorization Requirements

Authorization to sell or “Right to Sell” is required for each solution and in every country the reseller
intends to purchase products or Co-delivery services for resale to end users. Sales authorization
is NOT extended into other countries that may be within the Reseller’s hierarchy as a country
sub-group or theater designation.
A Reseller’s Right to Sell status is dependent on their individual employees holding valid Avaya
Sales and Design credentials. The reseller must achieve these credentials prior to selling the
Avaya solution or they will not be allowed to order Avaya products. For new resellers, the Design
credential must be completed within 180 days of their original account activation date in PRM. If
a reseller does not complete the Design credential requirements within 180 days of account
activation, their status will change to “Not-Authorized” for the solution and they will lose access
to ordering the solution until they complete the missing requirements. Once the reseller completes
the requirements, the status in PRM will change back to “Authorized”.
Avaya’s standard Terms & Conditions (for both Tier 1 Direct Partner Agreements and Tier 2
Reseller agreements (purchase via a distributor)) dictate that our Tier 1 and Tier 2 partners must
sell directly to end-customers. Any planned deviation from this rule, the Avaya account manager
must as soon as possible gather full details of the deal and contact Avaya Legal in order to
evaluate the case and obtain pre-approval before any sale can be made.
Right to Sell is achieved by having:
• A local registered Office address in each country.
• Minimum x2 Avaya Professional Sales Specialist (APSS) per solution in each country.
• Minimum x1 Avaya Professional Design Specialist (APDS) or 1 Avaya Certified Design

Specialist (ACDS)*
o Design credential not required for Midsize Unified Communications Solutions
o The Design credentials can be held at any of the reseller country locations in their
Avaya PRM hierarchy.
Avaya Professional Sales Specialist (APSS) are based on a self-paced online course and test.
Avaya Certified Design Specialist (ACDS) are based on self-paced online courses with a proctored
exam delivered by Pearson VUE centers or via the OnVue remote Proctored service. See Appendix
G – Avaya Credentials for further details.
*Avaya retired the APDS design credentials March 2020 and transitioned to the ACDS certified
design specialist program. The previously announced requirement to hold 3 ACDS for UC and or
CC has been cancelled and will remain as 1 APDS or 1 ACDS as shown above.
Avaya OneCloud™ UCaaS – Enterprise Unified Communication Solutions

Test Training
Need to Credential Title Quantity
Code Time
Sell APSS – 1102 Avaya OneCloud™ UCaaS for 44202T 2 1.75 Hours
Sales
APDS – 3170 Avaya Enterprise Team

Retired
Engagement Solutions
Design or 1
ACDS – 3186 Avaya OneCloud™ UCaaS 2.75 hours
31861X
Design
Avaya OneCloud™ CCaaS – Enterprise Contact Center Solutions

Test Training
Code Time
APSS 1200 Avaya Customer Engagement Retired
Solutions
Sell OR 2
APSS 1202 Avaya OneCloud™ CCaaS for 1.75 Hours
41551T
Sales
APDS 3370 Customer Engagement Retired

Solutions
OR
ACDS 3382 Avaya Aura® Call Center Elite 33820X 6 hours
Design 1
Design
OR
ACDS 3381 Avaya Aura® Contact Center
33810X 4 hours
Design

Avaya OneCloud™ UCaaS – Midsized Unified Communications Solutions
Credential Title Test Training

Need to Quantity
Code Time
APSS 1000 Avaya Midmarket Solutions Retired

Sell Or 2
APSS 1002 Avaya Midsized Solutions 46150T 1.0 Hours
Avaya OneCloud™ CCaaS – Midsized Contact Center Solutions

Test Training
Code Time
APSS 1000 Avaya Midmarket Solutions
Retired
APSS 1001 Avaya Contact Center Solutions
for IP Office Retired
APSS 1002 Avaya Midsized Solutions 2 1.0 Hours

Sell
2 APSS 1000 + 1 APSS 1001 or 46150T
1 APSS 1000 + 1 APSS 1002 or
2 APSS 1002
APDS 3770 Midmarket Solutions Retired

Design or 1 9.25 hours
ACDS 3781 Avaya Midsize Solution Design 37820X
Avaya reserves the right in its sole discretion to change, cancel, suspend, amend,
modify, revoke or terminate this program, in whole or in part, for any reason at
any time. This document contains proprietary information of Avaya Inc. and is
not to be disclosed or used except in accordance with applicable agreements.
Program Framework
Avaya Edge offers three program levels to reward Resellers for their value and competency. When
joining the program, Resellers will be assigned Emerald gem level. Higher program levels,
Sapphire and Diamond, are available to Resellers who achieve the higher program targets.

Program Tracks
We recognize that our Resellers uniquely serve different customer segments in the marketplace.
All Avaya Edge Resellers are assessed, typically in October and mapped to one single track for
the whole Avaya fiscal year. Tracks are assigned based upon results from Avaya’s prior fiscal
year. Newly on-boarded Resellers will default to ‘Pending Assignment’ track classification.
Classification will be assigned based on “Target Market Segment” as supplied on the Reseller
application. Track allocation is automatic.
Reseller program level requirements vary slightly based on the country group or “Zone” in which
the company operates. Please refer to Appendix B Geographic Zones and Designations
Resellers are required to maintain ongoing their revenue and credentials as outlined in the
sections below. Edge program levels are valid for the full fiscal year. On a monthly basis, Avaya
evaluates Reseller standing against the Edge program level requirements. Gem level promotions
can be achieved based on fiscal year to date revenue and credentials. At the end of the fiscal
year, Avaya will evaluate all Resellers to determine if any downward program level adjustments
are needed. For further details, please refer to Appendix A - Edge Track Classification Promotions
and Demotions.
3.1 Gem Program Level Requirements

Avaya Edge has two core requirement categories with associated targets within each track, Sales
and Design Credentials and Revenue.
Revenue Targets for all Tracks
In order to earn a higher gem level, Resellers must meet minimum revenue requirements. These
requirements are based on Product, Services, and Cloud revenue on a fiscal year basis. Revenue
is stated in Partner Program Value (PPV – details in Appendix B). With Avaya Edge, product,
cloud, and services revenue count toward the Reseller’s revenue achievement, collectively called
Total Avaya Revenue. Product revenue includes hardware and software. Cloud revenue is credited
at monthly invoiced amount (MRR). ACO is credited at ARR amount. Services revenue includes
Avaya Professional Services (also known as APS and 1X services), maintenance, plus Subscription
upgrades on an annualized contract basis.
Each track has unique revenue requirements as stated in the table below:
Country Zone 1: United States only
Enterprise VAR & SI/SP SI/SP

Gem Level SMB/MM VAR
Country Theatre
Diamond $4,000,000 $1,760,000 $4,800,000
Sapphire $960,000 $340,000 $2,000,000
Emerald $20,000

Country Zone 2: See Appendix B Geographic Zones and Designations for country details
Enterprise VAR & SI/SP

SI/SP Country Theatre
Diamond $2,000,000 $720,000 $4,800,000
Sapphire $480,000 $240,000 $2,080,000
Emerald $10,000
Country Zone 3: excluding CALA

See Appendix B Geographic Zones and Designations for country details

Diamond $960,000 $400,000 $2,400,000
Sapphire $160,000 $120,000 $1,120,000
Emerald $10,000
Country Zone 3: CALA only

Diamond $960,000 $400,000 $2,400,000
Sapphire $160,000 $100,000 $1,120,000
Emerald $5,000
“Fiscal Year Product Revenue” is the sum of a Reseller’s Fiscal Year product purchases at partner
program value (PPV). The Resellers’ Reporting Link ID is used to capture their revenue. See
Appendix E Calculation of Partner Net Revenue for further details.
Emerald level revenue is the minimum level of productivity that Resellers are required to achieve
to continue as an Avaya Reseller within the Avaya Edge Program. See Appendix D Minimum
Reseller Requirements for full details.
For details on SI/SP Theatre Designation see Appendix B Geographic Zone and Designations
Program Track Credential Requirements
• To achieve the higher program gem levels, increased numbers of Sales and Design credential
Badges are required. The credentials gained to achieve a higher program gem level will also
count towards Resellers Right to Sell.
• For the purpose of earning an Avaya gem level, Sales and Design Credentials need to be held

at the same Link ID.
• All eligible sales and design credential held by a single person will be counted. The previous
requirement for sales credentials in the United States and Canada to be held by unique
individuals has been removed as of 1 February 2022
Enterprise VARs, and SI/SP’s
Min # of Sales Min # of Design Credentials

Gem Level
Credential Badges Badges
Diamond 6 3
Sapphire 4 2
Emerald 2 1
SMB/MM VAR Track
Min # of Sales Min # of Design Credentials

Gem Level
Credential Badges Badges
Diamond 4 1
Sapphire 4 None
Emerald 2 None
Below is the list of Sales and Design Credential Badges that will count towards Gem level
requirements. For FY22, ASRA Sales Readiness and ADRA Design Readiness credentials are
accepted towards the above Gem credential requirements.
Eligible Sales and Design Credential Badges

APSS - 1102 Avaya OneCloud™ UCaaS Sales (APSS – 1102)
APSS - 1200 Avaya Customer Engagement Solutions (APSS – 1200)
APSS - 1202 Avaya OneCloud™ CCaaS Sales (APSS – 1202)
APSS - 1000 Avaya Midmarket Solutions (APSS – 1000)
APSS - 1001 Avaya Contact Center Solutions for IP Office (APSS – 1001)
APSS - 1002 Avaya Midsized Solutions (APSS – 1002)
ASRA – 0001 Avaya Cloud Office™ for Sales (ASRA – 0001)
ASRA – 0003 Avaya Subscription for Sales (ASRA – 0003)
ASRA – 0005 Avaya Meetings and Workstream Collaboration Sales (ASRA – 0005)
ASRA - 0006 Avaya OneCloud™ CCaaS Public Sales (ASRA – 0006)
APDS - 3170 Avaya Enterprise Team Engagement Solutions (APDS – 3170)
ACDS - 3186 Avaya OneCloud™ UCaaS Design (ACDS – 3186)
ACDS - 3187 Avaya Meetings Server Solution Design (ACDS – 3187)
ACDS - 3181 Avaya Breeze™ Design (ACDS – 3181)
APDS - 3370 Avaya Customer Engagement Solutions (APDS – 3370)
ACDS - 3381 Avaya Contact Center - Avaya Aura® Contact Center Design (ACDS – 3381)
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ACDS - 3382 Avaya Contact Center - Avaya Aura® Call Center Elite Design (ACDS – 3382)
ACDS - 3480 Avaya Oceana® Solution Design (ACDS – 3480)
APDS - 3770 Avaya Midmarket Solutions (APDS – 3770)
ACDS - 3781 Avaya Midsize Solution Design (ACDS – 3781)
ADRA - 0001 Avaya Cloud Office™ Design (ADRA-0001)
ADRA - 0002 Avaya OneCloud™ CCaaS Public Omnichannel Design (ADRA – 0002)
Program Level Promotions and Demotions
Promotions and Demotions

Avaya Edge promotions occur on a monthly basis. The cut-off point for data assessment for a
promotion is the third Monday of the month. Revenue data examined for promotions is on the
fiscal period up to the last day of the previous month. For example, if a Reseller is seeking to be
promoted January 1, the revenue examined for the January promotion will be based on October
through December revenue. Credentials will be examined on the third Monday in November.
On January 1 the promotion will be seen first in the PRM system. The second Monday of January
is the “effective date” of the new level and is also the date on which Avaya Edge financial benefits
associated with that new level are effective and become available to the Reseller. The gem level
truing-up process occurs once a year in mid-October with a November effective date.
Avaya strongly recommends that Resellers maintain credential levels above the minimum
requirements to avoid any unforeseen shortfalls. Additionally, it is important to note the
processing time for gem entitlement can take several days to update on all applicable systems.
Therefore, Avaya recommends sufficient time is allowed to ensure this percolation from the
system of origin (Avaya Learning) to the Avaya PRM System. The dates below are the dates by
which credentials must be present in the Avaya PRM system.
2021 - 2022 schedule for Avaya Edge gem level assessments:
Date On Which Date On Which

Date By Which
Date By Which Reseller’s PRM Account Financial Benefits At
Credentials Must Be Met
Revenue Must Be Met Record New Gem Level Are
For Promotion (Third
For Promotion Updates With New Effective (Second
Monday)
Gem Level Monday)
30 September 2021 18 October 2021 1 November 2021 8 November 2021
31 October 2021 15 November 2021 1 December 2021 13 December 2021
30 November 2021 20 December 2021 1 January 2022 10 January 2022
31 December 2021 7 January 2022 1 February 2022 14 February 2022
31 January 2022 21 February 2022 1 March 2022 14 March 2022
29 February 2022 21 March 2022 1 April 2022 11 April 2022
31 March 2022 18 April 2022 1 May 2022 9 May 2022
30 April 2022 16 May 2022 1 June 2022 13 June 2022
31 May 2022 20 June 2022 1 July 2022 11 July 2022
30 June 2022 18 July 2022 1 August 2022 8 August 2022
31 July 2022 15 August 2022 1 September 2022 12 September 2022
March 11, 2022 - Version 1.2 11

31 August 2022 19 September 2022 1 October 2022 10 October 2022

30 September 2022 17 October 2022 1 November 2022 14 November 2022
Avaya Edge Program Benefits

Avaya Edge is designed to support and reward Avaya Resellers as they grow their business,
demonstrate their expertise to sell Avaya solutions and services, and deliver and create
exceptional customer experiences. Edge program benefits are scaled across the 3 program gem
levels. Benefits fall into three categories — financial, technical, and sales and marketing. Benefits
are cumulative, so Resellers receive all the benefits of the preceding gem levels. The tables below
highlight key benefits and we encourage Resellers to speak with their Avaya account team to
determine how they can best leverage them.
Program Benefits by Gem Level
Avaya Edge provides several financial benefits that support Resellers as they build their business
and rewards Resellers as they achieve growth targets. All backed by plan–driven marketing
development funds designed to deliver high ROI.
Financial Emerald Sapphire Diamond
Reseller Level Discounts ✓ ✓ ✓
Demo Purchase Program ✓ ✓ ✓
Market Development Funds (MDF) ✓ ✓ ✓
Retail Commissions ✓ US only ✓ US only ✓ US only
APS Volume Incentive ✓ NA only ✓ NA only ✓ NA only
New Customer Incentive ✓ ✓ ✓
Migration Incentive ✓ ✓ ✓
Co-delivery Program ✓ ✓ ✓
Avaya Edge Resellers have access to full suite of technical tools and resources that support
Resellers as they design, propose and support their customers including these benefits in the
table below.
Technical Emerald Sapphire Diamond

TechniCenter ✓ ✓ ✓
Qvidian Proposal Automation (QPA) ✓ ✓ ✓
RFP Support ✓ ✓ ✓
Global Requirements Integration Process (GRIP) ✓ ✓ ✓
Free Online Sales & Design Courses ✓ ✓ ✓
Customer Inventory Reports ✓ ✓ ✓
Experience Avaya ✓ ✓ ✓
Design Central ✓
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Avaya is committed to supporting our Resellers throughout the customer journey. Sales and
Marketing resources include digital demand generation campaigns and best in class executive
briefing centers to name a few.
Sales and Marketing Emerald Sapphire Diamond
Lead Generation ✓ ✓ ✓
Avaya Competitive Win Cards ✓ ✓ ✓
Partner Relationship Manager (PRM) ✓ ✓ ✓
Avaya Financial Services ✓ ✓ ✓
Avaya Customer Gallery ✓ ✓ ✓
Account Manager Support ✓ ✓ ✓
Press Releases ✓ ✓ ✓
Global Branding ✓ ✓ ✓
Partner Finder/Partner Locator ✓ ✓ ✓
Deal Registration ✓ ✓ ✓
Executive Briefing Center ✓ ✓ ✓
Federal & GovEd Agent Program ✓ US only ✓ US only
Briefing Edge Access ✓
5 Requirements to Provide Services

A Sales Office in each country with the appropriate Right to Sell is required where a reseller plans
to sell products or services. Sales and Services credentials are gained at country level HQ
locations. Regardless of the type of services provided, only appropriately credentialed individuals
are permitted to undertake the implementation or support on Avaya solutions. If a reseller plans
to provide their own services, Avaya Edge has two distinct Solution authorizations areas, Right to
Implement Solutions and Right to Maintain Solutions as detailed below in sections Section 5.1
Right to Implement and Section 5.2 Right to Maintain.
5.1 Right to Implement

Resellers who wish to provide their own Implementation services for Avaya solutions must
complete and maintain the Avaya Edge Implementation authorization requirements.
Implementation credentials certify that a candidate has achieved an enhanced level of
proficiency to ensure the specialist can implement, validate and troubleshoot the installation of
a single product, single system or product family.
If a reseller:
• Chooses not to build an implement practice
• Does not have an employee with the appropriate Implement credential
• Loses the individual(s) with the necessary credential
they must utilize Avaya Professional Services (APS) implementation services or the
March 11, 2022 - Version 1.2 13

implementation services of another Avaya Implementation authorized reseller with the

authorizations for the solution being deployed.
Any engineer that visits a customer location to replace a faulty card or restarts a server etc. is
classed as an Implementation resource and should hold the appropriate Avaya Implementation
credential for the given product.
For further details on Implementation support, please refer to the Avaya Edge Implementation
Authorization Policy Guide.
Resellers choosing to subcontract implementations to another reseller should request from that
reseller a copy of their Avaya authorized reseller letter to confirm appropriate authorization.
Resellers may conveniently print such a letter which lists their Service Authorizations from their
HQ account record in SFDC/PRM.
Avaya strongly recommends that a reseller have at least two (2) individuals that have
completed the required credential so that if one employee leaves or loses the Certification, the
reseller will still be authorized to implement the product.
Implementation Enterprise and Midsized Solutions
Service Assessment Not Required
Services Credentials Minimum x1 Implementation credential per product
Comply with the Avaya Professional Services Quality

Framework policies
Other Requirements • Solution Validation Services Design Review
• Network Readiness Assessment
netassessment@avaya.com
Credentials by product are outlined in Appendix G – Avaya Credentials
5.2 Right to Maintain

Resellers that wish to provide any type of support services for an Avaya solution to their
customers including Avaya Powered by solutions must complete and maintain the Avaya Edge
Right to Maintain requirements. This is to ensure the specialist can triage and troubleshoot any
system fault, find the root cause of the issue and rectify problems on a single or suite of products.
If any reseller sells or provides any support services to an Avaya customer, they are required to
have in place an active Avaya support contract. This requirement is for all products that are
eligible for support up to the End of Services Support date as described in the Avaya Product
Lifecycle Policy. For further details, please refer to the Embedded Base Coverage Policy.
Resellers may not purchase remote support services from any 3rd party entities (“3-tiering”,
“subcontracting”, etc.).
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Resellers who complete and maintain the Avaya Edge Maintain authorization requirements get
access to purchase the respective Avaya Support Service Co-Delivery restricted offers. The
support offers provide access to the Avaya proactive diagnostic tools and to Avaya tier 3 and tier
4 GSS remote support. Only those individuals at a Reseller that have completed the appropriate
Maintain credentials will receive the support for the related product/solution.
Failure of any part of the authorization requirements will lead to temporary, partial or full loss of
co-delivery authorization.
Resellers wishing to provide their own support services must complete a services assessment
and hold Maintain credential badges for all products they are to support. The requirements are
shown in the table below. We strongly recommend Resellers have more than the minimum
numbers of services credentials per product to be sure to cover sick days, holidays, expired
credentials or loss of staff.
Authorization Midsized Solutions Enterprise Solutions
Service Assessment Yes Yes
Minimum x1 Maintain Minimum x2 Maintain

Services Credentials
credential per product Credential per product
Other Requirements None None
Credentials by product are outlined in Appendix G – Avaya Credentials
Service Assessment
The overall capabilities of a Reseller to maintain Avaya Solutions are assessed as part of the
Avaya Service Assessment process. Service Assessment details can be found in Avaya Edge
Service Assessment Guide.
Resellers will be invited to complete the service assessment following acceptance of their Co-
Delivery program application.
Right to Maintain - Co-Delivery Application Process
Resellers wishing to apply to gain the Right to Maintain should engage their Avaya Channel
Account Manager (CAM) to review this policy guide. The CAM must complete and submit the Co-
Delivery application on the Resellers’ behalf including the required regional approvals. Avaya
CAMs can download and complete the Co-Delivery Application forms below, using the Avaya
internal only documents links:
• Enterprise Co-Delivery Program Application Form

• Midmarket Co-Delivery Program Application Form
Co-delivery authorization cannot be achieved until both service assessment and credential
requirements are met. There will not be any grace period to gain any required Maintain
credentials. Please also refer to the credential required for Aura Suite Licensing in Appendix G –
March 11, 2022 - Version 1.2 15
Avaya Credentials
Co-Delivery Credential Responsibilities
It is the Co-delivery Reseller’s responsibility to achieve and maintain the minimum level of service
credentials. Failure to maintain active credentials will result in the loss of the Reseller’s ability to:
• Purchase the respective Avaya Support Service Co-delivery offers, net new and renewals.
• Service any existing Co-delivery contract entitled solutions.
Please see the How to Manage Avaya Edge Authorization guide for information on credential
expirations and how to check and manager your Avaya credentials and associated authorizations.
Full details about Avaya’s Co-delivery offers, Service Agreement Supplements for Support
Advantage, PASS and IPOSS can be found on the Avaya Portal under Services Contracts and
Descriptions. Please also refer to the Support Advantage Portal, and the Avaya Edge Co-Delivery
Program portal page
6 Additional Resources
For all registered Resellers, the online Partner portal at
www.avaya.com/partnerportal provides additional
information on Avaya Edge as well as access to many
program benefits:
New Partner Orientation materials, to get new Resellers

and new hires of current Resellers up to speed on Avaya
policies, processes and tools can be found at Partner
Portal> Programs> Partner Onboarding and Orientation>
New Partner Orientation.
Avaya Edge Materials including, all program policy

guides, fact sheets and forms, are posted at Partner
Portal> Programs> Edge Program> Edge Partner
Program
Avaya Edge Incentive Programs are described in individual portal pages at Partner Portal>
Programs> Partner Program> Edge Partner Program> Partner Programs
Credentials and Authorizations information can be found at Partner Portal> Programs> Partner
Program> Edge Partner Program> Credentials & Authorizations.
Credential descriptions, curriculum maps, coursework and course enrollments are located at
www.avaya-learning.com.
Avaya Edge Partner Program - Ask questions or give us feedback on this award-winning partner
program at AvayaEdge@avaya.com.
Opportunity Registration Program - send questions about the registration program to

oppreg@avaya.com.
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Special Bids or Deals Desk – request assistance at dealassistus@avaya.com
Should you have questions about this program, please contact your Avaya Channel Account
Manager or raise a case on the Avaya OneCare Portal at onecare.avaya.com
Additional Terms and Conditions

Avaya Edge Programs and incentives are subject to further terms and conditions. They can be
found in Channel Programs Terms & Conditions section of the Channel Polices portal page
Appendix A - Track Classifications

Avaya will assess Resellers using a number of factors to determine which track best reflects their
business model and targeted customer segment. There will be geographic variance on how the
criteria is applied as listed below. SI/SP Resellers are mapped in the track that reflects their
business model and not the products or solutions they sell.
For details on SI/SP Theatre Designation see Appendix B - Geographic Zones and Designations
The decision to classify a Reseller as an Enterprise VAR or SMB/MM VAR is at Avaya’s sole
discretion. Resellers who move tracks will be re-assessed on the month they move tracks based
on their new track criteria.
The tables below show the criteria used for the FY22 track assessment:
US/Canada/CALA
Enterprise VAR SMB/MM VAR

Track Track
>50% Avaya revenue over 1,000 user segment ✓
>50% Avaya revenue under 1,000 user segment ✓
Open/ Unrestricted portfolio product sales only ✓
Focus on Selling to Avaya Named Accounts ✓
Services Partners ✓
• Primarily focused on government entities (varies by state/country)
• Resellers in the SMB/MM VAR track whose revenue predominantly moves to the over 1000
user segment will be moved into the Enterprise VAR track immediately. The Reseller gem level
will be re-assessed based on that track criteria.
EMEA/APAC
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Enterprise VAR SMB/MM VAR

Track Track
Enterprise (UC) and/or (CC) Sales Authorizations ✓
Midsized / SME Communications Sales Authorizations ✓ ✓
Open / Unrestricted portfolio product sales only ✓
Services Partners ✓
• Resellers who hold only Midmarket/SME sales authorizations and who do not hold the
Enterprise Sales Authorizations UC/CC will be placed in the SMB/MM VAR Track.
• If a Reseller in the SMB/MM VAR track wishes to commence selling Enterprise UC or CC, Avaya
approval is required to move tracks.
• Resellers in EMEA and APAC theatres who are assigned to the Avaya Edge SMB/MM VAR Track
should not commence Enterprise Team Engagement (UC) or Enterprise Customer Engagement
(CC) Sales and Design training prior to getting approval from Avaya to move into the Avaya
Edge Enterprise Track.
• Transition to the Enterprise VAR track will occur the same month the Reseller receives their
Enterprise Sales Authorization. The Reseller gem level will be re-assessed based on that track
criteria
• If a Reseller moves from the Enterprise VAR track to SMB/MM VAR track their Enterprise
UC/CC sales authorizations will be removed.
Appendix B - Geographic Zones and Designations

Based on the size of the local market opportunity, countries are placed into one of three groups,
for which requirement conditions differ.
Country Group Definitions:
Country Zone 1 Country Zone 2 Country Zone 3

North America US Canada
Israel, Middle East, North Africa,
South Africa, Sub-Sahara Africa,
Russia, Western
EMEA Pakistan, Central/Eastern Europe,
Europe
Commonwealth of Independent
States (CIS),
Brazil, Mexico, Colombia,
CALA Southern Cone, Caribbean and
Central America (LAMC)
Japan, India, South
APAC ASEAN
Pacific
Country Sub-Group Definitions:

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Sub-Group Countries
Austria, Belgium, France, Germany, Ireland, Italy,

Western Europe Luxembourg, Monaco, Netherlands, Portugal, Spain,
Switzerland, UK
Bahrain, Iraq, Jordan, Kuwait, Lebanon, Oman,

Middle East Palestine Territory, Qatar, Saudi Arabia, United Arab
Emirates and Yemen
Adriatic Region, Bulgaria, Croatia, Cyprus, Czech

Republic, Denmark, Estonia, Finland, Greece, Hungary,
Central/Eastern
Iceland, Latvia, Lithuania, Macedonia, Malta, Moldova,
Europe
Montenegro, Norway, Poland, Romania, Serbia,
EMEA Slovakia, Slovenia, Sweden
Armenia, Azerbaijan, Belarus, Georgia, Kazakhstan,

CIS
Kyrgyzstan, Tajikistan, Turkmenistan, Ukraine
North Africa Algeria, Egypt,Lybia, Morocco, Tunisia, Turkey
Angola, Benin, Burkina Faso, Botswana, Burundi,

Cameroon, Cape Verdi, Chad, Ethiopia, Equatorial
Sub-Sahara
Guinea, Kenya, Martinique, Mauritius, Namibia,
Africa
Nigeria, Rwanda, Senegal, Togo, Uganda, Zambia,
Zimbabwe
Southern Cone Argentina, Chile, Uruguay
Anguilla, Antigua, Aruba, Bahamas, Barbados,

Barbuda, Belize, Bermuda, Bolivia Bonaire, Cayman
Islands, Costa Rica, Curacao, Dominica, Dominican
CALA Rep., Ecuador, El Salvador, Grenadines, Grenada,
Caribbean and
Guadeloupe, Guatemala, Guyanas, Haiti, Honduras,
Central America
Jamaica, Martinique, Montserrat, Nevis, Nicaragua,
(LAMC)
Panama, Paraguay, Peru, Puerto Rico, St Kitts, St
Lucia, St Martin, St Vincent, Suriname, Trinidad,
Tobago, Turks and Caicos, Venezuela, Virgin
Is.(British), Virgin Is.(US)
March 11, 2022 - Version 1.2 19

Sub-Group Countries
British Indian Ocean Territory, Brunei Darussalam,

Cambodia, Indonesia, Lao People’s Democratic Rep.,
ASEAN
Malaysia, Myanmar, Philippines, Singapore, Thailand,
Timor-Leste, Vietnam
American Samoa, Australia, Cook Islands, Fiji, French

Polynesia, Guam, Kiribati, Marshall Islands, Micronesia,
APAC South Pacific Nauru, New Caledonia, New Zealand, Palau, Papua
New Guinea, Samoa, Solomon Islands, Tonga, Tuvalu,
Vanuatu
Greater China China, Hong Kong, Korea, Macau, Taiwan
India & SAARC Bangladesh, Bhutan, India, Maldives, Nepal, Sri Lanka
Geographic Designations
Geographic Coverage Designation (GCD)
Avaya Resellers operating in multiple countries or theatres may qualify for a uniform gem level
across an entire sub-group based on earning it in one country. If their breadth of experience
extends to theatre level, they may qualify for a theatre designation. And for Resellers whose
breadth of reach and experience extends across the globe, they may be able to achieve a global
designation, which may give Diamond level benefits worldwide.
If the Reseller does not qualify for these designations, they receive pricing based on their Reseller
level in each country.
The Geographic Coverage Designation is designed to:
• Promote a Reseller’s breadth of presence and competency within a geography to our

Customers. Global GCD indicates a Reseller’s ability to address Customer needs worldwide
with a level of credibility, skill and competency.
• Allow Resellers to enjoy benefits across a geography when they have met certain
geographic coverage requirements. Global Resellers can earn extraordinary benefits
across a geography when they meet both geographic coverage and volume of business
requirements.
The Geographic Coverage Designation element of the Avaya Edge Program requires Resellers to
comply with all of the Avaya Edge authorization policies:
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• It does not authorize a Reseller to do business in all countries in the theatre or the globe.
• It does not exempt a Reseller from any of the Sales or Services authorization policies
except where noted.
• It does not provide the Reseller the ability to deliver services across the theatre or globe.
• Resellers will be re-certified each year for their GCD.
• Resellers must still follow all services policies.
Country Sub-group
Reseller gem levels are awarded based on country or country sub-group. This means that a
Reseller may qualify for a uniform gem level across an entire sub-group based on earning it in
one country. In this case, the Reseller is assigned and can promote their gem level throughout
the sub-group in all countries in which they hold a valid Sales Authorization (see Sales
Authorization Section). This allows Resellers to benefit in multiple countries in the sub-group from
the gem level earned in one country. See section Appendix B - Geographic Zones and
Designations for information on the Avaya Edge sub-groups.
Sub-Group Requirements
• Must be Sapphire or Diamond gem level in any country in the sub-group
• Sales authorized in any other countries in the sub-group
Subgroup Benefits.
The highest gem level is awarded in all countries in the sub-group in which the Reseller is at a
minimum sales-authorized on one of the solutions outlined in Section 2 Right to Sell - Sales
Authorization Requirements.
Theatre Designation
SI/SP Reseller Theatre Designation Requirements
Resellers in the SI/SP Theatre Track are eligible for Theatre Designation when:
• They meet the revenue requirements in section 3.1 at the theatre level. In cases where
locations fall across multiple zones, the revenue requirement of the highest of the zones
applies.
• They satisfy the credential requirements defined in the Gem Program Level Requirements
section in at least one country in the theatre.
Once the above conditions are met, the SI/SP Reseller will be awarded the highest earned gem
level across all countries in the program theatre that hold at least one sales authorization as
defined in section 2 Right to Sell - Sales Authorization Requirements.
Conferring of ‘theatre designation’ or gem levels to multiple countries does not replace existing
sales or services authorization requirements which still need to be met in each country where a
Reseller wishes to sell product/offer services.
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Theatre Designation Requirements (tracks other than Theatre SI/SP)
Resellers other than Theatre SI/SP Track are eligible for Theatre Designation when:
1. They meet the revenue requirements as shown below at the theatre level. In cases where
locations fall across multiple zones, the revenue requirement of the highest of the zones
applies.
2. They satisfy the credential requirements defined in the Gem Program Level Requirements
section in at least one country in the theatre.
Zone 1 Revenue Zone 2 Revenue Zone 3 Revenue

Gem Level
Requirement Requirement Requirement
Diamond $4,800,000 $3,200,000 $1,600,000
Sapphire $2,000,000 $1,280,000 $640,000
Once the above conditions are met, the Reseller will be awarded the highest earned gem level
across all countries in the program theatre that hold at least one sales authorization as defined
in section 2 Right to Sell - Sales Authorization Requirements.
Assignment of ‘theatre designation’ for gem level purposes does not replace existing sales or
services authorization requirements which still need to be met in every country where a Reseller
wishes to sell product/offer services.
Theatre Benefits
• Theatre Designation: Reseller receives Theatre Geographic Coverage Designation for external
usage with our Customers.
• Theatre-wide Diamond Status: Awards the Reseller with Diamond level in all countries in which
they are fully Sales Authorized in at least one Avaya solution set (UC, CC, or SME).
Global Designation Requirements
Reseller must be fully Sales Authorized in at least one Avaya solution set (UC, CC, or SME) in at
least 15 countries worldwide spanning all 4 theatres, and;
Avaya Edge Sapphire or Diamond status in at least 2 subgroups and spanning at least 2 theatres
(having achieved such gem status prior to any in-theatre or in-country manual overrides in
Salesforce/PRM by Avaya Edge theatre leads).
Global Designation Benefits
• Global Designation: Reseller receives Global Geographic Coverage Designation for external
usage with our Customers.
• Global Account Support: Ability to participate in Global Accounts Program.
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Worldwide Diamond Status
Resellers who meet the above requirements for a Global Designation and supply $50M in Global
Revenue (product, services, and cloud) to Avaya will qualify for this final threshold of benefit.
Worldwide Diamond Status awards the Reseller with Diamond Level benefits in all countries in
which they are Sales Authorized—including Diamond-level pricing for all purchases.
Program Level of Reseller Affiliates
Only the party to the reseller agreement may receive the Avaya Edge Reseller gem status. In
rare instances, Avaya has allowed affiliates, but they must first meet the contractual definition of
an “affiliate” and actually be called out as such in the reseller agreement. Typically, if the
companies involved are separate legal entities, then each is required to execute their own
individual reseller agreement with Avaya. In this case, each company would need to meet the
requirements for the Avaya Edge gem status they desire based on their own merits under the
program.
For example, in order for the Diamond program status of Reseller company ABC to flow to their
affiliate company DEF, DEF must be included in ABC’s reseller agreement as an affiliate. Avaya
Edge cannot recognize the affiliate company with Diamond status -- even if there is a legal
arrangement or common ownership between the two companies – unless DEF is referenced as an
affiliate in the reseller agreement signed by the ABC “parent” company. Avaya Edge treats all
parties to a single Avaya reseller agreement as one company.
Appendix C - Edge Program Benefits

Financial Benefits
Reseller Level Discounts
Avaya rewards Reseller commitment and capability with discounts that increase as Resellers
achieve a higher Avaya Edge Reseller level. Discounts are applied automatically, whether the
Reseller purchases directly from Avaya or through a distributor.
Note: actual discounts may vary for Resellers buying through distribution, as these are subject
to negotiation with the distributor.
Market Development Funds (MDF)
Discretionary co-investment funds are available to Resellers on a case-by-case basis for specific
marketing and/or business development activities. Eligible activities vary by theater and may
include training, demo equipment, sales incentives, Reseller Marketing Advantage,
seminars/webinars, and other business development or demand generation activities. All Reseller
levels are eligible for MDF investment based on business case evaluation. Resellers seeking MDF
funding should work with their Avaya Channel Account Manager (CAM). Please reference the MDF
Policy Guide for more information.
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Demo Purchase Program
Resellers can purchase Avaya equipment for demonstration purposes at a significant discount.
This program offers access to new systems and upgrades for Avaya’s strategic solutions, for the
purposes of demonstrating Avaya solutions to end customers. For more information, please see
Demo Purchase Program Policy Guide.
Co-Delivery Pricing
Co-Delivery Resellers are entitled to favorable Co-Delivery pricing, as long as the Reseller is
compliant with all Reseller program policy and Co-Delivery requirements.
Retail Commissions (US Only)
The Retail program is a go-to-market sales opportunity for Avaya authorized Resellers where the
Reseller works with the Customer as an Avaya sales agent and Avaya provides the solution to the
Customer on a direct contract basis. Avaya will pay the Agent a commission for maintenance,
cloud, subscription, and other recurring revenue offers. For full details see the Retail Commission
Policy Guide.
New Customer Incentive
The New Customer Incentive program rewards Resellers for developing and selling to customers
not currently leveraging the respective Avaya solution. A qualifying customer will not have
purchased an Avaya Product or Service in either the Avaya Unified Communications (UC) or
Contact Center (CC) portfolio within the last 36 months at any site location globally. For eligible
Private Cloud and Subscription deals the rebate rate will be 8% and will be paid against the Total
Contract Value. For a perpetual deal, the rate will be 4% and the rebate will be calculated as a
percentage of PPV. Please see New Customer Incentive portal page for further details.
The Migration Incentive
The Migration Incentive is designed to reward resellers for migrating existing Avaya
maintenance customers to OneCloud Subscription TM or OneCloud PrivateTM. Avaya recognizes
both the incredible opportunities as well as the challenges presented by emerging technologies
like cloud. Please see Migration Incentives portal page for further details.
Technical Benefits
Avaya TechniCenter
The Avaya TechniCenter provides technical support from a specialist who can answer feature and
functionality questions about many Avaya products or solutions. Resellers can contact the Avaya
TechniCenter via hotline, email, or collaborative web site. Resellers receive priority access based
on their Avaya Edge level. Learn more using the TechniCenter portal page.
Avaya Design Central
Avaya’s ATAC Design Central team provides configuration consultation and tool support, for all
Enterprise level offerings from the Avaya Portfolio. They provide this assistance while staffing a
hotline, where they answer voice call and email submitted questions, from a presales design
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perspective.
Avaya Resellers can call and discuss proper direction to address a customer issue, and advice
related to tool use, output questions, and overall configuration best approach tips. In addition,
they can create designs specifically for Avaya Distributors; SI/SPs, and Diamond Level Resellers.
Qvidian Proposal Automation (QPA)
Qvidian Proposal Automation delivers immediate sales assistance when you need it most.
Comprised of proposal tools and easy to search and use RFP answers, this tool helps Resellers
build customized proposals in a matter of minutes. It also provides boilerplate language for RFPs
using the latest Avaya portfolio descriptions and content.
RFP Support
Avaya has created many tools to help Resellers successfully respond to RFPs and win new
business. Self-help tools include: an RFP wizard for preparing professional, always-current
responses to customer requirements and FAQs; executive summaries; and environmental policy
responses. This wizard includes content across the Avaya portfolio: Unified Communications and
Contact Center. In addition, Avaya provides pre-sales Assistance, Advisory or Managed Proposal
Support resources for RFPs requiring assistance with size, scope and technology solution.
Resellers are encouraged to use these resources early in the RFP process.
Post-Sales Support
The Global Support Services organization provides low-cost technical consultation on the post-
sale implementation and maintenance of Avaya products, services, and solutions. The Avaya
support representative that is assigned to a Reseller inquiry is determined by the Reseller’s
competency level, ensuring Resellers receive appropriate assistance.
Global Requirements Integration Process (GRIP) Input
GRIP is an online tool that allows Resellers to provide feedback to Avaya Product Management
and Development Groups on product features, functions, and performance, and make product
change requests. The feedback is documented and consolidated at a theatre level, so product
groups can prioritize suggestions and take action as needed. Check here for more information.
No Cost Online Sales & Design Courses
Avaya provides free online skills and knowledge training to help Resellers sell and design Avaya
solutions. It includes a full curriculum of product and sales-specific sessions, plus classes on sales
techniques and technical information. ACDS design certification exam fees do apply.
Customer Inventory Reports (ACSBI)
Resellers can access online reports with data on customer solution configurations for most base
customers. These reports provide valuable information that can help Resellers gain a competitive
advantage in the sales process. Having this information also saves time during implementation,
particularly when upgrading existing Avaya systems.
The Avaya Client Services Business Intelligence (ACSBI) report is a data mining tool that extracts
March 11, 2022 - Version 1.2 25
Avaya customer equipment and software configuration information and stores it in a database,
for use in equipment upgrades, migrations and/or maintenance renewals.
Experience Avaya (trials and demos)
Avaya offers our customers several options to experience Avaya solutions with short-term trials
and demonstrations. Resellers can leverage these programs to accelerate sales to Avaya
customers. See more info below or contact your Avaya Channel Account Manager.
‘Try Avaya’ Trial Program
The ‘Try Avaya’ program provides customers with complimentary Avaya hardware or software for
evaluations. Visit here for more details.
Demo Avaya
We make it easy for you to sell Avaya with Demo Avaya, check out our latest demos and sign up
for a free Reseller account today. Visit the Demo Purchase Program portal page for further detail
on Demo Avaya too
Sales and Marketing Benefits
Avaya-provided leads
Avaya will design and execute digital demand generation campaigns to provide Resellers with
qualified leads. Leads are distributed real-time through the Partner Communities Partner
Relationship Management system (PRM).
Avaya Wincards
Avaya Wincards are competitive intelligence resources that automate the tracking of our
competitors’ digital movements allowing us to translate data into meaningful insights which are
presented in an easy to consume manner. These wincards are available to Avaya Edge partners
via their PRM account and Sales and Partner Portal. They provide real time information on
competitor news, blogs and social media activity; a market view of the competitor in the news;
and a customer perspective which includes reviews on the competitor solution. Additionally,
Avaya curated value-added content and insights are accessible via these resources.
Partner Relationship Manager (PRM) Communities Tool
The Partner Relationship Manager (PRM) Communities Tool enables Resellers and Avaya to work
more collaboratively by providing a single, global source of information across Avaya and the
Reseller ecosystem. The secure, web-based portal provides consolidated views of a Reseller’s
profile and sales activity, along with rich dashboards and reporting. Using PRM, Resellers can
gain better access to information, request assistance, and win deals.
Executive Briefing Centers
Win deals by visiting Avaya's Executive Briefing Centers - state-of-the-art venues, staffed by
Avaya briefers—trained to offer specific support and advice to Resellers. Centers offer a
customized and personalized solution to a customer based on the Reseller’s perspective of their
needs. A briefer works closely with the Reseller to plan the customer visit and ensure the proposed
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solution matches the customer’s requirements. In addition, briefers can be engaged to support
client opportunities at customer locations and via web or video-based technologies. Working with
your Channel Avaya Account Manager, Resellers can use Briefing Edge to schedule your own
Executive Briefing Center (EBC) visit and the services of an Avaya EBC Briefer.
Avaya Financial Services
Avaya Financial Services can assist Resellers in closing deals by helping customers acquire the
financing they need. It offers a full range of financial products that can meet each customer’s
unique requirements, including government and education offers, and is dedicated to promoting
end-to-end customer satisfaction—from lease commencement to termination. Financing is
available for all Avaya products and solutions. Because of its experience and comprehensive
understanding of Avaya hardware, software, and services, Avaya Financial Services can provide
innovative and flexible financial solutions worldwide.
Avaya Customer Storytellers
Showcasing Avaya customers, the Avaya Customer Gallery lends credibility to the benefits of
Avaya products, solutions, and services and creates confidence in the Avaya brand. A global
program, the Avaya Customer Gallery includes a diverse pool of customer success stories that
can be leveraged for sales and marketing activities, in-region, and in-country. For sales teams, it
provides valuable references that help close sales quickly.
Resellers can use press release templates to announce your certification as a Sapphire or Diamond
Reseller and your achievement of competency specializations. Resellers simply need to complete
and submit the release to Avaya for review and approval. Avaya will post the press release to the
Avaya.com newsroom, and Resellers can distribute it as desired.
Global Branding
Build your brand with Avaya Edge logos showing your relationship with Avaya and your industry
expertise. Along with gem-level designation, Resellers may brand themselves with specializations
they’ve earned, including Cloud Integrator and Cloud Specialist. These logos can be used in many
places, including business cards, brochures, and presentations. Resellers can obtain their logo
images and guidelines from their Channel Account Managers.
Partner Locator
Partner Locator can be found at avaya.com and highlights Avaya Resellers capabilities to
prospective customers, Avaya sales associates, and other Resellers who might want to collaborate
with them. Capabilities shown are based on the Avaya solutions each reseller has gained
authorization to sell. Partner Locator offers an easy, web-based way to search for a Reseller based
on name, country, product capabilities and other advanced filters such as distance from a site or
March 11, 2022 - Version 1.2 27
Reseller certification. Resellers must maintain active Right to Sell sales authorization to appear in
the Partner Locator.
Sales Engagement Principles
These guidelines provide a predictable, objective basis for interaction between Avaya, sales and
Resellers. The principles clarify roles for collaboration in sales efforts across a range of customers,
equipping all parties to be more successful. For further information please visit the Sales
Engagement Principles portal page.
Deal Registration (Opportunity Registration)
Deal Registration is available to all resellers. The program allows the reseller and Avaya account
team to track and manage opportunities throughout the sales cycle. This collaboration facilitates
the best possible strategy and decision making for the respective opportunity. Preferred Partners
will receive priority support from the Avaya sales team.
Resellers can register deals using the Deal Registration option in PRM Partner Communities. There
is no opportunity size limit. Resellers are encouraged to enter all Avaya opportunities. Resellers
registering deals first and that are approved by Avaya, will become the "Preferred Partner" for
the opportunity. The "Preferred Partner" is the only partner eligible for program benefits.
Any reseller registering a deal already in the Avaya sales funnel will become a "Registered Partner"
for the opportunity. The “Registered Partner” is not eligible for program benefits
Avaya Fulfillment Partner Program – (Federal & GovEd Agency)[US Only]
The Avaya Fulfillment Partner Program allows an approved Avaya Edge Reseller to act as an agent
for Avaya and resell using an existing end-user agreement between Avaya and a Federal or GovED
entity that includes agency language. The Reseller must execute a reseller amendment and be
approved to act as an agent for Avaya. This policy is effective in the United States.
Appendix D - Minimum Reseller Requirements

Minimum Reseller Requirements
This Avaya Edge Minimum Requirements Policy establishes the minimum level of productivity that
authorized Avaya Resellers are required to achieve to continue as an Avaya Reseller within the
Avaya Edge Program. Resellers must comply with these Minimum Requirements to maintain
Reseller status. Open Product Resellers and Sales Agents of a Master Agent are excluded from
these requirements.
Minimum Reseller Requirements are measured annually based on credentials and total Avaya
fiscal year revenue (“Revenue”).
Newly Activated Avaya Edge Reseller
Newly activated Resellers, as measured by the effective date of their Avaya Reseller Agreement,
will have a grace period to comply with minimum reseller requirements. A new Reseller that is
onboarded after the start of Avaya’s fiscal year, October 1, will not be subject to minimum reseller
requirements that fiscal year. New Resellers will be assessed after their second fiscal year with
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Avaya at the next evaluation period. For example, a Reseller that is onboarded on December 1,
2021 (Avaya FY22) will be assessed during the October 2022 - September 2023 (Avaya FY23)
evaluation period.
Existing Avaya Edge Authorized Reseller
This is a Reseller who was an Authorized Reseller at the end of Avaya's prior fiscal year (ends
September 30th).
Minimum Reseller Requirements:
a) Meet Emerald level revenue and credential criteria.
Review Process
1. Separate to gem level evaluations, Resellers’ performance will be evaluated by Avaya once
a year. Avaya will conduct an annual review for Avaya Edge Resellers to ensure that
Resellers are meeting the minimum level of productivity required to achieve to continue
the relationship as an Avaya Reseller
2. Avaya, in its sole discretion, will determine if Resellers are below the minimum
requirement threshold.
3. Minimum requirements are just one of the Avaya Edge policies and Resellers are expected
to comply with all applicable Avaya policies. Avaya reserves the right to perform other
reviews and audits as permitted by the applicable Avaya commercial agreement and Edge
and offer policies.
Avaya Edge Resellers wishing to review an Avaya termination or non-renewal decision should
contact their Avaya Channel Account Manager or chosen distributor who will contact the
appropriate individuals in Avaya for further review.
Impact of Failure to Comply
Failure to comply with the requirement thresholds may result in partner shifted to Open Product
Reseller, account deactivation, loss of access to all Avaya resources, loss of Reseller’s
authorization and program benefits within Avaya Edge program, and termination or non-renewal
of the Reseller’s agreement with Avaya.
Termination or non-renewal is subject to the terms and conditions of the written agreement.
Reseller applications will not be accepted for a period of 1 year after termination.
Termination or non-renewal is subject to the terms and conditions of the written agreement.
Reseller applications will not be accepted for a period of 1 year after termination.
Internet Sales Requirements
Avaya encourages Resellers to use the internet and social media to foster business. End-
customers need the ability to make purchases over the internet, and Resellers should use the
internet to meet this end-customer need.
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The internet also presents opportunities, however, for unauthorized and gray market sales that
harm end-customers who may unknowingly purchase damaged or unsupportable products,
damaging the Avaya brand and the businesses and reputations of Avaya and its authorized
Resellers. Gray marketers predominately use the internet to sell products to end-customers either
in their own name or via an online marketplace website at which their name is not used or is only
available after the end-customer searches for the product by name. End-customers need to know
that internet purchases are not gray market and are from Avaya-authorized Resellers.
Therefore, and in order to avoid confusing end-customers as to whether they are buying from a
legitimate authorized Reseller or a gray marketer, any electronic or internet sales conducted via
a website or other electronic method of selling products or services must be conducted in the
Reseller’s Account Name used on the Reseller’s Avaya Reseller Registration Form, and the
Reseller’s Account Name must also appear on the webpage and in the URL or website address. A
Reseller using a “Doing Business As” (“DBA”) name or the name of an affiliate to conduct business
may use the DBA name or the affiliate’s name provided the Reseller has first provided written
notice of the DBA name or affiliate name to Avaya pursuant to the notices provision of the
Reseller’s agreement with Avaya. Acceptable websites might be http://www.partnername.com or
http://www.spacebook.com/partnername. Sales via an online marketplace website are not
permitted.
Furthermore, internet sales must only supplement a Reseller’s non-internet business. Internet
sales may not be used to actively expand a Reseller’s sales beyond the authorized Reseller
territory. For example, a Reseller authorized in Canada may not use internet sales to actively sell
to end-customers in the United States.
Avaya, in its sole discretion, may make exceptions to these requirements and may also determine
whether a particular website is confusing, misleading, or deceptive to end-customers. Resellers
will comply with Avaya’s determination of any actions a Reseller must make regarding such
determinations. Resellers are reminded that they may not use any Avaya Licensed Trademarks
in the URL or web address of their websites. The use of a website to sell products must at all
times be a supplement to the other requirements contained in this program guide, including the
requirement for Brick-and-Mortar site locations and authorizations.
Gray Market Activity - report product serial numbers suspected of gray market origin,
companies or websites displaying Avaya trademarks or logos without authorization, or simply to
ask questions about gray market at graymarket@avaya.com
Appendix E - Calculation of Reseller Net Revenue

Resellers will be credited “Reseller Net Revenue” (A.k.a “Partner Program Value” or PPV) toward
meeting the minimum revenue thresholds required for achieving a Gem level in the Avaya Edge
program. Reseller Net Revenue will always be represented in US Dollars (USD).
Reseller Net Revenue value for products or services sourced through a distributor is a “proxy”
calculated by Avaya and intended to represent the reseller purchase price from the distributor.
This proxy includes a revenue offset for all the program claims (rebates or discounts) made by
the individual Reseller. Purchases for products or services placed directly on Avaya will credit at
the actual purchase price.
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Product Revenue Calculation
Net Revenue is calculated as follows:
• Begin with Avaya Global Price List (NPL) for product purchased
• Subtract:
o Distributor Standard Discount (based on Material Price Group, or MPG)
o Special Bids discounts (upfront and back-end credits)
o Promotions (upfront and back end credits)
• Multiply this Subtotal by the Uplift Factor (varies by Program Level and Theater)
• Resulting number is Reseller Net Revenue (A.k.a PPV)
Items ordered outside of published lead times and not shipped from Avaya or reported on POS or
POP reports from a Distributor during a calendar year will not be included. No purchases from
sources other than directly from Avaya or from Avaya-authorized Distributors will count toward
the calculation of Net Revenue.
Avaya OneCloud™ Private and Avaya OneCloud™ Subscription revenue is credited at

monthly recurring invoiced amount (MRR).
Avaya Cloud Office and CCaaS Revenue Calculation

The Avaya Cloud Office and CCaaS revenue calculation for Gem revenue retirement will be
based on the following formula: reseller’s total current month’s MRR * 12. Each month Avaya
will determine the reseller’s total current month’s MRR and multiply by 12 (to annualize the
amount). This monthly calculation will count as part of the reseller’s Gem revenue result.
Services Revenue Calculation

Support services is a global metric comprised of Maintenance plus Upgrades (e.g., UA, SS
Upgrade, and PASS Upgrade) on an annualized contract basis. Support services/subscriptions
revenue is also stated at “Reseller Net Revenue (A.k.a PPV)” which means both product and
services are on a similar “proxy” basis for standardized tracking and reporting of Reseller
performance.
Avaya Professional Services (a/k/a APS or “1x”) will also now count towards meeting the minimum
revenue thresholds required for achieving a gem level. Comprised of three customer-facing offers
of Enablement, Optimization, and Innovation across the lifecycle of Avaya’s solutions, APS
revenue is also stated at “Reseller Net Revenue” to ensure standardized tracking and reporting
of Reseller performance for Reseller program purposes.
For the purposes of this program, a Reseller’s minimum revenue attainment (product, software,
and services) will not be adjusted for any issue related to order shipment, whether Avaya’s fault
or not. Such issues may be in connection with supply chain order error, Special Bids, or of any
other kind stemming from supply chain logistics, order fulfillment, and shipping. Although every
effort will have been taken to ensure accuracy and completeness, each Reseller should review
their monthly minimum revenue numbers with their Avaya Channel Account Manager. If any error
is detected, the CAM must notify the Avaya Edge program manager in their sales theatre
immediately. Avaya will not, however, entertain Reseller requests for audits of a Reseller’s
March 11, 2022 - Version 1.2 31
minimum revenue pursuant to attainment of a gem level under the 2021 Avaya Edge Partner
Program.
Disclaimer
To the degree that a change in the claim (negative or positive) is identified after reporting of
“Reseller Net Revenue,” Avaya reserves the right to adjust Reseller results in the following
months, and to the degree necessary, adjust the Reseller program status and funds accrued off
previously reported “Reseller Net Revenue.”
Appendix F - Avaya Solutions Credential Program

Avaya solutions competency enables resellers to gain the knowledge and skills to successfully
design, sell, configure, install and support Avaya products/solutions and create experiences that
matter.
Authorizations represent the minimum number of individual credentials a reseller must hold to
sell, install and support the Avaya Solutions. The number of total credentials held by employees
at a Reseller company is also a key requirement in determining the Edge Reseller Program gem
level.
The majority of Avaya product are classed as restricted. Resellers are responsible for maintaining
the minimum authorization requirements to gain access to sell and service these restricted
products. Failure to continuously meet the minimum Credential requirements indicated may result
in a reseller organization losing their right to sell or service an Avaya solution. It is strongly
recommended that resellers exceed the minimum Credential requirements and consider that it
may take up to one week for the result of an Online test or Proctored Exam to feed through to
the Solution Authorization system.
For information on all available Avaya training, recommended curriculum and individual
credentials, please visit the Avaya Learning Center.
Open Products
Avaya offers a group of “Open Products” that have been defined as not requiring credentialed
authorization and are therefore exempt from solution authorizations requirements. Products such
as end point devices and Avaya Spaces require only a limited instruction and can be sold by any
reseller. Resellers must first register with Avaya as an Open product reseller to be able to resell
open products. The Avaya Open products are listed in a table at the end of Appendix G – Avaya
Credentials.
Credential Lifecycle
Avaya Credentials are issued as valid for 2 years. Expiration notifications are sent to the individual
credential holder’s email address on record automatically by the Avaya Credential Management
System (CMS).
All credentials are gained by reseller individual employees. The individual credentials are assigned
to a resellers Link ID enable the reseller to achieve authorization. The individual credentials and
reseller authorizations are tracked in Salesforce.com, also known as PRM Partner View or PRM.
March 11, 2022 - Version 1.2 32
Authorizations are set as “Not Authorized” by default. Once the reseller has completed the
requirements, their status will automatically change to “Authorized”. Once the status has changed
to “Authorized”, the reseller will be able to sell or service the solution. SFDC/PRM is updated on
a daily basis overnight. Newly gained credential are added and those that have expired are
removed. The related authorizations are updated automatically.
New Product Introductions & Updates
Avaya will determine if planned new product introductions, product enhancements, or new
releases of current Avaya products require updated credentials. If so, resellers will need to fulfill
any new or additional authorization requirements to sell the solution and meet service
requirements.
Reseller Employee Attrition
Regardless of the hiring situation, employee credentials will immediately count toward Solution
Authorization for the right to sell, design, implement, and support Avaya products and solutions.
Resellers must at all times maintain the minimum Solution Authorization credential requirements
or else they will immediately lose their ability to sell/service the solution. Therefore, Avaya
strongly encourages Resellers to maintain their number of credentialed individuals above the
minimum requirement authorization requirements. This helps protect against the risk of losing
authorization should the Reseller lose an associate who has completed a credential.
It is the Reseller's responsibility to notify their Avaya CAM immediately when an individual
leaves their company. CAMs will deactivate the associate’s PRM account by raising a case in
SFDC. They will request the disabling of the individuals Avaya Single Sign On (SSO) access
through Avaya OneCare Portal. Lastly CAMs will also request the Avaya Learning Helpdesk un-
assign the student from the Company’s Link ID by opening an IT case at
https://onecare.avaya.com/customercare/en/public.
For additional information on how to contact Avaya Learning Support, see https://www.avaya-
learning.com/lms/#/help.
These steps are important to ensure the individual’s records are no longer associated with the
Reseller company. Resellers without a dedicated Avaya CAM may initiate the disassociation of the
individual from their company records by emailing the above contacts directly as outlined.
Every credential is valid for a predefined validity upon passing test verification, see table below
for details. The ASTA certificates will be valid until there is a major product release and therefore
be issued without an expiration date at the time of completion. Should there later be a need to
update an ASTA certificate due to a product major release update, a 12-month expiration cycle
will be applied and an updated ASTA course and test made available. Impacted students will be
notified with usual advance notifications in that case.
Avaya reserves the right to revise right to sell or service requirements for any product after 60-
day advance notification.
New Product Introductions & Updates
Avaya will determine if planned new product introductions, product enhancements, or new
March 11, 2022 - Version 1.2 33

releases of current Avaya products require updated credentials. If so, Resellers will need to fulfill
any new or additional authorization requirements to sell the solution and meet service
requirements.
Credential Length of Validity

Avaya Sales Readiness Associate (ASRA)** Not issued with an expiry date.
Avaya Design Readiness Associate (ADRA)** Not issued with an expiry date.
Sales Specialist (APSS) 2 years
Design Specialist (APDS) 2 years
Design Certified (ACDS) 2 Years
Implementation Specialist (ACIS) 2 years
Implementation Specialist (AIPS) 2 years
Support Specialist (ACSS)* 2 years
Support Specialist (ASPS) 2 years
Support/Implementation Specialist (ASTA) Follow major releases
*some product have a single service credential and are issued as ACSS only. Please refer to the
tables in Appendix G.
** ASRA and ADRA provide knowledge and certification for the Avaya OneCloud Subscription and
Cloud Offers. They are not part of any authorization requirements and there Is not any required
quantity. An expiry date will be added when certification has been replaced.
The above credentials are used to fulfill the right to Sell, Design, Implement and Maintain Avaya
Solutions.
Additional credential information can be found on the Avaya Learning Centre www.avaya-
learning.com.
March 11, 2022 - Version 1.2 34

Appendix G - Avaya Credentials

Avaya Sales and Design Readiness Credentials
Avaya Sales Readiness Associate (ASRA)
Avaya Cloud Office Avaya Cloud Office™ for Sales (ASRA – 0001)
Avaya OneCloud Subscription Avaya Subscription for Sales (ASRA – 0003)
Avaya Meetings and
Avaya Meetings and Workstream Collaboration Sales
Workstream Collaboration
(ASRA – 0005)
Sales
Avaya OneCloud™ CCaaS
Avaya OneCloud™ CCaaS Public Sales (ASRA – 0006)
Public
Avaya Design Readiness Associate (ADRA)
Avaya Cloud Office Avaya Cloud Office™ Design (ADRA-0001)

Avaya OneCloud™ CCaaS Avaya OneCloud™ CCaaS Public Omnichannel Design
Public (ADRA-0002)
Solution Specific Web Based Training Course
In additions to the formal authorization or readiness credentials provided by Avaya Learning,

There are also many product and solution specific web-based training courses available. To search
for these extra valuable training courses, please visit the Avaya Learning website. From the
homepage you will find the search icon in the top right corner. Select this icon and then enter
your search.
The following tables outline credentials available from the Avaya Professional Credential Program.
Please see the relevant section of the document for full authorization requirements in each area.
Avaya Aura Suite Licensing

The table below describes the Aura Suites of products (i.e., Foundation, Core, Mobility, Power
and Collaboration), and required credentials for maintain/Co-delivery authorization. Suites
require a consistent service delivery model (i.e. Co-Delivery or Wholesale). If a Reseller is not
authorized to support the bundle within a quote, they will need to order Wholesale or Retail
(US) services for all bundled products.
As you move up through Aura Suite Licensing, additional product features are added at each
level. When ordering, you can choose the appropriate Suite for each user; however, the maintain
authorization requirement for the highest Suite in the order will apply for the entire order. For
March 11, 2022 - Version 1.2 35
example, if an order contains 100 Core Suite and 50 Power Suite licenses, the Aura Suite co-
delivery certification requirement will be for the highest bundle, which is the Power Suite.
Implement authorization follows the standard Avaya Edge rules. Resellers are only required to
have the Implement Authorizations for the specific products that will be installed.
Maintain / Co-Delivery Authorization
Foundation Suite
Avaya Aura CM, CM Messaging
ACSS 7220 Avaya Aura® Core Components 2
Avaya Aura Session/System Manager
Core and Mobility Suite
Avaya Aura CM, CM Messaging & UC Clients
Avaya Aura Messaging ACSS 7230 Avaya Aura® Communication
2
Avaya Session Border Controller Enterprise Applications
Avaya Messaging ACSS 7180 Avaya Messaging 2

Power and Collaboration Suite
Avaya Aura CM, CM Messaging & UC Clients
Avaya Aura Messaging ACSS 7230 Avaya Aura® Communication
2
Avaya Session Border Controller Enterprise Applications
Avaya Messaging ACSS 7180 Avaya Messaging 2
Avaya Scopia / Aura Conferencing ACSS 7241 Avaya Meetings Server

or
2
ACSS 7240 Avaya Equinox™ with Avaya
Avaya Equinox / Workplace Aura® Collaboration Applications
Note: Foundation Suite is end of sale
March 11, 2022 - Version 1.2 36

Avaya OneCloud™ UCaaS – Enterprise Unified Communications Solutions

Sales Authorizations
Sales credentials Design Credentials
Solutions
APDS 3170 Avaya Enterprise Team Engagement
Solutions
OR
ACDS 3186 Avaya OneCloud™ UCaaS Design
APSS 1102 Avaya OneCloud™ UCaaS for
One Cloud UCaaS Sales
Optional - not required for UCaaS right to sell
ACDS 3181 Avaya Breeze® Design
ACDS 3187 Avaya Meetings Server Solution Design
Services Authorizations
Implement credentials Maintain (Co-Delivery) Credentials
Product
Avaya Aura
Communication Manager.
ACIS 7120 Avaya Aura® Core
Session Manager, System ACSS 7220 Avaya Aura® Core Components
Components
Manager
Avaya Aura UC Soft Clients
Avaya Session Border

Controller Enterprise
Avaya Aura Presence
Services ACIS 7130 Avaya Aura® Communication ACSS 7230 Avaya Aura® Communication
Avaya Aura Messaging Applications Applications
Avaya Breeze
Application Enablement
Services (AES)
March 11, 2022 - Version 1.2 37

Avaya Messaging ACSS 7180 Avaya Messaging ACSS 7180 Avaya Messaging
ACIS 7141 Avaya Meetings Server ACSS 7241 Avaya Meetings Server
Avaya Meetings Server OR OR
(Formerly Equinox™ Solution) ACIS 7140 Avaya Equinox™ with Avaya ACSS 7240 Avaya Equinox™ with Avaya Aura®
Aura® Collaboration Applications Collaboration Applications
Avaya Workplace
ASTA 9170 Avaya Workplace Attendant ASTA 9170 Avaya Workplace Attendant
Attendant
ACIS 7141 Avaya Meetings Server

ACSS 7241 Avaya Meetings Server
OR
OR
ACIS 7140 Avaya Equinox™ with Avaya
ACSS 7240 Avaya Equinox™ with Avaya Aura®
Aura® Collaboration Applications
Avaya Video Conferencing Collaboration Applications
OR
Endpoints OR
ASTA 9130 Avaya Video Conferencing
ASTA 9130 Avaya Video Conferencing Endpoints
Endpoints
OR
OR
ASTA – 9290 Avaya Scopia Solution
ASTA – 9290 Avaya Scopia Solution
ACIS 7141 Avaya Meetings Server ACSS 7241 Avaya Meetings Server
OR OR
Avaya Scopia Solution ACIS 7140 Avaya Equinox™ with Avaya ACSS 7240 Avaya Equinox™ with Avaya Aura®
Aura® Collaboration Applications Collaboration Applications
OR OR
ASTA – 9290 Avaya Scopia Solution ASTA – 9290 Avaya Scopia Solution
Avaya Solutions Platform ACIS 7594 Avaya Solutions Platform ACSS 7694 Avaya Solutions Platform
Avaya IP Office Deployed ASTA 9190 Avaya IP Office Deployed as a ASTA 9190 Avaya IP Office Deployed as a
as a Branch Branch Branch
March 11, 2022 - Version 1.2 38

AND AND
ACIS 7120 Avaya Aura® Core ACSS 7220 Avaya Aura® Core Components)
Components) AND
AND ACSS 3000 Avaya IP Office™ Platform
ACIS 7720 Avaya IP Office™ Platform
OR
AIPS 4000 IP Office Platform
Avaya Modular Messaging N/A End of Sale ASTA 9200 Avaya Modular Messaging
Avaya Hospitality N/A End of Sale ASTA 9210 Avaya Hospitality Messaging Server
Messaging 400
Call Pilot N/A End of Sale ASTA 9240 Call Pilot®
Avaya Communication N/A End of Sale ASTA 9220 CS1000 for Avaya Aura
Server 1000 for Avaya
Aura
Two of each credential is required to maintain Enterprise products. However, in the case of Avaya IP Office Deployed as a Branch
only one ACSS - Avaya IP Office Platform is required (in addition to two ASTA Avaya IP Office Deployed as a Branch and two
Avaya Aura® Core Components).
Salesforce Connector – This is a manually managed sales authorization in SFDC/PRM. This I used to confirm the Partner has
fully complete the Compliance / Risk assessment
Legacy products with retired credentials
The credentials for the following legacy products have been retired and now all expired. Where Resellers previously held
credentials and authorizations for these products, a static fixed services authorization has been manually added to SFDC/PRM.
Business Communication Manager (BCM) and Meridian 1
March 11, 2022 - Version 1.2 39

Avaya OneCloud™ CCaaS – Enterprise Contact Center Solutions

Solutions Credential Credential
APDS 3370 Customer Engagement Solutions

APSS 1200 Avaya Customer Engagement OR
Solutions ACDS 3382 Avaya Aura® Call Center Elite
OR Design
APSS 1202 Avaya OneCloud™ CCaaS for OR
Contact Center Sales ACDS 3381 Avaya Aura® Contact Center
Design
Optional - not required for CCaaS right to sell

ACDS-3480 Avaya Oceana® Design
Services Authorization Implement credentials Maintain (Co-Delivery) Credentials

Products Credential Credential
ACIS – 7392 Avaya Aura® Call Center
Avaya Call Center Elite ACSS – 7492 Avaya Aura® Call Center Elite
Elite
Avaya Call Center Elite ASTA 9060 Avaya Aura® Call Center Elite ASTA 9060 Avaya Aura® Call Center Elite
Multichannel Multichannel Multichannel
Oceana® ACIS 7495 Avaya Oceana® Solution ACSS 7497 Avaya Oceana® solution
Avaya Analytics™ ACSS 7498 Avaya Analytics™ ACSS 7498 Avaya Analytics™
Avaya Aura Contact Centre ACIS 6202 Avaya Aura Contact Center
Avaya Aura Contact Centre ACSS 3300 Avaya Aura Contact Center
ACIS 6209 Avaya Aura Contact Center
CCT (Communication
CCT and Multimedia
Control Toolkit)
March 11, 2022 - Version 1.2 40

Call Management System ASTA 9090 Avaya Call Management

ASTA 9090 Avaya Call Management System
(CMS) System
Avaya Proactive Contact ASTA 9080 Avaya Proactive Contact ASTA 9080 Avaya Proactive Contact
Experience Portal with

Proactive Outreach ACSS 3305 Experience Portal with POM ACSS 3305 Experience Portal with POM
Manager (POM)
Interaction Center ASTA 9070 Avaya Interaction Center and ASTA 9070 Avaya Interaction Center and Avaya
/Operational Analyst Avaya Operational Analyst Operational Analyst
Workforce Engagement ASTA 9270 Avaya Contact Recording and ASTA 9270 Avaya Contact Recording and Avaya
Release 11 only* Avaya Quality Monitoring R11 Quality Monitoring R11
Workforce Engagement* ACSS 3308 Avaya Workforce Engagement ACSS 3308 Avaya Workforce Engagement
Workforce Management ASTA 9040 Avaya Workforce Management ASTA 9040 Avaya Workforce Management
Workforce Engagement
ASTA 9300 Avaya Workforce Engagement ASTA 9300 Avaya Workforce Engagement
Select (Enterprise)
Avaya Control Manager ASTA 9030 Avaya Control Manager ASTA 9030 Avaya Control Manager
The following products are installed by Avaya Professional Services only and Co-delivery service offers are not available
• WFO Desktop & Process Analytics, Customer Feedback and Speech Analytics
• Avaya IQ 5.2
• Avaya Performance Centre

* Workforce Engagement Co-delivery Offers not applicable for the US.
Avaya OneCloud™ UCaaS – Midsized Unified Communications Solutions
March 11, 2022 - Version 1.2 41

Solutions
APSS 1002 Avaya Midsized Solutions

SME Communications Or NA
APSS 1000 Avaya Midmarket Solutions
Product Implement credentials Maintain (Co-Delivery) Credentials
ACIS 7720 Avaya IP Office™ Platform

Avaya IP Office Platform OR ACSS 3000 Avaya IP Office™ Platform
AIPS 4000 IP Office
Avaya Session Border ASTA 9110 Session Border Controller for ASTA 9110 Session Border Controller for
Controller Midmarket Midmarket Solutions Midmarket Solutions
Avaya Equinox™ for Avaya ASTA 9120 Avaya Equinox™ for Midmarket ASTA 9120 Avaya Equinox™ for Midmarket
IP Office™ Platform Solutions Solutions
March 11, 2022 - Version 1.2 42

Avaya OneCloud™ CCaaS – Midsized Contact Center Solutions
Solutions
APSS 1002 Avaya Midsized Solutions
OR
ACDS 3781 Avaya Midsize Solution Design
Avaya Midsize Solutions APSS 1000 Avaya Midmarket Solutions
OR
CC AND
APDS 3770 Midmarket Solutions
APSS 1001 Avaya Contact Center Solutions
for IP Office
Product Implement credentials Maintain (Co-Delivery) Credentials
Avaya IP Office Contact ASTA – 9310 Avaya IP Office™ Contact

ACIS 7750 Avaya IP Office™ Contact Center
Center Center
ACSS 7895 Avaya Contact Center Select ACSS 7895 Avaya Contact Center Select
Avaya Contact Center
OR OR
Select
ASPS 5000 Avaya Contact Center Select ASPS 5000 Avaya Contact Center Select
Avaya Workforce
ASTA 9300 Avaya Workforce Engagement ASTA 9300 Avaya Workforce Engagement
Engagement Select
Unrestricted Open Products
Open Products - These products DO NOT require Authorization unless sold in the Agency model
All Avaya Devices and Video Endpoints, Scopia® Solutions, Avaya Spaces™(Spaces required Avaya Hosted terms).
March 11, 2022 - Version 1.2 43

Document Revision History
Version Date Section Summary
1.0 1 October 2021 All New 2022 Edge Document Initial release
1.2 Adding GTM Role definitions

3.1 Adding ASRA and ADRA as accepted credentials for gem
1.1 13 December 2021
Level
Appendix G Adding ASRA and ADRA to credential table
The uniquely held sales credential Gem requirement for
1.2 11 March 2022 3
North America the has been removed as of 1 February 2022
March 11, 2022 - Version 1.2 44

2022 Avaya Edge Program Policy Guide v1.2 11 March 2022

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Avaya Edge Program

1 October 2021 to 30 September 2022

© 2021 Avaya Inc. All Rights Reserved.

1 AVAYA EDGE OVERVIEW .......................................................................... 3

1.1 Program Objectives ........................................................................................... 3

1.2 Avaya Edge Program Structure................................................................... 3

1.3 Partner In Good Standing ............................................................................... 5

2 RIGHT TO SELL - SALES AUTHORIZATION REQUIREMENTS ... 5

PROGRAM FRAMEWORK ........................................................................... 7

3.1 Gem Program Level Requirements ............................................................ 8

AVAYA EDGE PROGRAM BENEFITS ................................................... 12

5 REQUIREMENTS TO PROVIDE SERVICES .........................................13

5.1 Right to Implement ..........................................................................................13

5.2 Right to Maintain ............................................................................................. 14

6 ADDITIONAL RESOURCES ...................................................................... 16

ADDITIONAL TERMS AND CONDITIONS ........................................... 17

APPENDIX A - TRACK CLASSIFICATIONS ............................................... 17

APPENDIX B - GEOGRAPHIC ZONES AND DESIGNATIONS ............18

APPENDIX C - EDGE PROGRAM BENEFITS ............................................23

APPENDIX D - MINIMUM RESELLER REQUIREMENTS .......................28

APPENDIX E - CALCULATION OF RESELLER NET REVENUE ...... 30

APPENDIX F - AVAYA SOLUTIONS CREDENTIAL PROGRAM .......32

APPENDIX G - AVAYA CREDENTIALS ......................................................35

DOCUMENT REVISION HISTORY ................................................................ 44

1 Avaya Edge Overview

1.1 Program Objectives

• Rewarding Resellers for value, competency, and growth

• Supporting a Reseller’s go-to-market model based on their targeted customer segments

• Improving Avaya’s level of coverage, consideration, and closure

1.2 Avaya Edge Program Structure

March 11, 2022 - Version 1.2 3

Agency/ Cloud related GTM Roles

Traditional/On-Premise related GTM Roles

The Edge program structure include the following:

• A streamlined Avaya Solutions Credential Program providing training knowledge

1.3 Partner In Good Standing

• Adherence to Avaya Sales Engagement Principles and Avaya Edge policies

• Credit account in good standing with Avaya (Tier 1 Resellers)

2 Right to Sell - Sales Authorization Requirements

Right to Sell is achieved by having:

• A local registered Office address in each country.

• Minimum x1 Avaya Professional Design Specialist (APDS) or 1 Avaya Certified Design

o Design credential not required for Midsize Unified Communications Solutions

Avaya PRM hierarchy.

Avaya OneCloud™ UCaaS – Enterprise Unified Communication Solutions

APDS – 3170 Avaya Enterprise Team

Avaya OneCloud™ CCaaS – Enterprise Contact Center Solutions

APDS 3370 Customer Engagement Retired

March 11, 2022 - Version 1.2 6

Avaya OneCloud™ UCaaS – Midsized Unified Communications Solutions

Credential Title Test Training

APSS 1000 Avaya Midmarket Solutions Retired

Avaya OneCloud™ CCaaS – Midsized Contact Center Solutions

APSS 1002 Avaya Midsized Solutions 2 1.0 Hours

APDS 3770 Midmarket Solutions Retired

March 11, 2022 - Version 1.2 7

3.1 Gem Program Level Requirements

Revenue Targets for all Tracks

Country Zone 1: United States only

Enterprise VAR & SI/SP SI/SP

Sapphire $960,000 $340,000 $2,000,000

March 11, 2022 - Version 1.2 8

Enterprise VAR & SI/SP

Sapphire $480,000 $240,000 $2,080,000