Avaya Q3 FY22

Quarterly Programs
Preview

1
Avaya Q3 FY22
Quarterly Programs Preview

Roundtable Discussion:
Susan Taylor – Global Commercial Tools Deployment
Con Griffin – Solution Commercialization
Lory Martin – Solution Commercialization
Sanjeev Gupta– Solution Commercialization
Don Turner – Devices Product Management

2
 Q3 FY22 Topics 2

Digital Transformation Delivers Improvements

to Tools & Processes
▪ Shifting to Avaya Store
▪ New Deal Registration Process
SMB/MidMarket Promotions
▪ Avaya Cloud Office
▪ IP Office
Way Forward Program
▪ Customer Transition Opportunities
▪ Older CM & CS1K Modernization Program Elements
▪ Attach J100 BOGO and 5-year DaaS
CCaaS
▪ Seeding Program
Devices
▪ J-Series Price Changes effective April
▪ DaaS Market Success Stories

3
Avaya Store

4
Look what's new in the Avaya Store

✓ All-in-one, single vendor solution 6 Simple Steps

✓ Avaya-first features
1. Create Quote
✓ Options for every use case
2. Attach Devices
✓ Plug & play
3. Attach Avaya Professional Services
✓ Easily add DaaS: complete OpEx model
4. Update Account Details
✓ Easily add Avaya OneCloud CCaaS Public 5. Apply Promotions for Best Price
✓ And more for you!
6. Checkout!
Increase your commissions by ~25%

5
Look what's new in the Avaya Store

One Tool
to quote many different offers!

✓ Avaya OneCloud CCaaS

✓ Avaya Cloud Office
✓ DaaS
✓ Avaya SIP Trunking

6
Look what's new in the Avaya Store
Sample device selections (price is APL)

7
Look what's new in the Avaya Store Show Live
if needed to
support talk
track
What about an
extra promotion How about free J139s and 2 free months?
discount?

Need help quoting?

Help Desk Support and Training

8
MidMarket

9
 The Way Forward with Avaya Cloud Office & SMB MM Offers

Avaya Cloud Office

Countries UC Devices Attach CC

1 Attach Campaign
Sales Strategy
Free J139 Capex CCaaS
Avaya Cloud 2 Month Free DaaS Better
Lead with Avaya Office Agency & Wholesale Together
New Customers Last
Lead
Avayawith
Cloud Office Cloud Office Bundles chance:
Migrate with Standard 2
OneCloud, Go Back ACO +
attachDevices
Attach
Pricing or Special
Bids + Campaign
What’s + CCaaS
Bundle
DaaS 3-2-1/DFPP
Devices & Capex
New Free Free for up to
Device 50 Agents
SellCC
CC 3 Trials
IP Office
Over-the-top Perpetual Quarterly and X Months
Seeding Free (coming
Solutions Solution Promotions
Camera BOGO 18 April)

EDGE Program Incentives

Available

10
 Avaya Cloud Office Promotion
Q1 FY22 Q2 FY22 Q3 FY22 Q4 FY22
Oct - Dec Jan - Mar April - June July - Sept
AV Installed Base • ACO Migrate • ACO Migrate • Extended! TBD
Capex Devices n/a • Free J139 • Extended! TBD
• Huddle Cameras BOGO • Huddle Cameras BOGO

DaaS Devices n/a • 2 Month Free – • Extended! TBD

36-month min term
CCaaS n/a • Free CCaaS – • Free until 17 April TBD
Omnichannel 5 – 50 agents max, with 12-month term
12-month term • Coming Soon!
9 Months Free, on 18 April
with 36-month term
Avaya Professional n/a n/a • Coming Soon: New TBD
Services Enhanced Basic Plus
and Tiered Premium
Package Pricing
New Customers • ACO For SMB n/a • TBD TBD
Legacy Contract • Cloud Next • Cloud Next Buyout • Cloud Next Buyout • Cloud Next
Buyout Buyout with with Repayment with Repayment Buyout with
Repayment Repayment
Vertical Offers n/a n/a • Coming Soon! Education TBD

11
 The Way Forward with SMB MM Offers
NON-Avaya Cloud
Office Countries UC Devices Attach CC

Sales Strategy 1 Attach Campaign

2 Month Free DaaS
Agency & Wholesale Better CCaaS
Lead with IP Office IP Office Subscription + Together
LeadSubscription
with Spaces Bundle Bundles Last chance:
2
OneCloud, Go Back ACO +
attach
Attach Devices + Campaign
What’s + CCaaS
Bundle
DaaS 3-2-1/DFPP
Devices & Capex
New Free Free for up to
CCCC Over-the- Device 50 Agents
Sell IP Office Perpetual + 3 Trials
top Solutions Spaces Solution Bundle and
Quarterly X Months
Promotions Seeding Free (coming
Camera BOGO 18 April)

EDGE Program Incentives

Available

12
Way Forward
(Enterprise)

13
Lead with
Subscription
& Cloud
for Best Value!
▪ Capture new customers
with lower costs to entry
▪ Migrate to Subscription & Cloud
leveraging attractive offers,
incentives & programs
▪ OneCloud + The Way Forward
for upgrades
Perpetual Support Services
Lifecycle Changes Effective Feb 2022
Pricing:
▪ 10% List Price increase (R8 & below, CS1K, IPO)
▪ Remove term discounts
(3-year List Price = 1-year List Price)
▪ Wholesale and Co-delivery Discount Reductions
Offers:
▪ End of Sale for 5-year terms across all support offers
▪ End of Services Parts Support on BCM, BCM sets, AS5300
▪ End of Services Support on ACE, COTs sets, CS2100
▪ Effective MARCH 2022: End of Sale for 3-year terms
on heritage Nortel maintenance offers
Policies:
▪ Align Support termination policy
with OneCloud termination policy
▪ Reduce quote validity period from 120 to 90 days
14
 Partner Program: Way Forward to Avaya OneCloud
for Avaya Aura R5 and Below, Definity and CS1000

ACTION: Read the Program Guide, Engage your CAM and Tiger Team to create your winning deal!

Portal Page: https://sales.avaya.com/en/general/way-forward-cm-cs1k

Program Elements Avaya OneCloud Subscription

Special pricing for Analog (quoted as UC Basic)
~$1.15 USD/license for 5-year annual prepay;
Wholesale Pricing Dependent on Rates
~$1.25 USD/license for 3-year annual prepay
from Distributor to Partner and Medal Status
Legacy CM / Elite / CS1K Migration Credit
Provided for any maintenance level 40% for Core, Power, CC licenses
or even if customer has no maintenance
Remote Support for Legacy Platform during transition
Once Subscription contract is signed and starts billing,
For customers where Avaya is NOT doing
no charge for remote support up to 1 year
the implementation.
while transitioning to Avaya Aura Platform.
Parts/Onsite charged separately.

HW and Devices Standard Promotions

15
 Target CS1000, Legacy CM and Competitive Systems
Great wins moving to Avaya Aura Platform!
Large Hospital System
(US)
Solution:
• 17k UC Users, 50 CC Agents
• 3-year Subscription
on Avaya Aura Platform
TCV grew 40% vs mtce
Value:
• Compelling offer though
the CS1000 Tiger Team
• Consolidation/co-term
of multiple contracts
• Support CS1000 at no extra
cost while customer migrates
to Avaya Aura
Large Hospital System
(Canada)
Solution:
• 12k UC Users
• Multi-year Subscription
on Avaya Aura Platform
• J Series devices
TCV: Maintenance had lapsed;
all new revenue
Value:
• Standardization of UC –
customer had CS1000,
legacy Avaya Aura & Cisco
• 20% flex for Subscription
will support growth needs
Transportation
(US)
Solution:
• 1800 UC Users
• 5-year Subscription
on Avaya Aura Platform
TCV grew 350x vs. mtce
Value:
• Compelling offer through
the CS1000 Tiger Team
• Standardization of UC –
customer had legacy CM
& CS1000, which was
inefficient to manage
16
CCaaS

17
CCaaS Seeding Programs and Promotions
FY22 Seeding Program
Global Seeding Programs
Customer must agree
to be reference:
▪ 12 months free on a 36+ month
contract on CCaaS agent seats,
max. 50 seats (Digital, Voice,
or All Media) + premium APS
implementation free
▪ SFDC Campaign Code: CCaaS Seed
▪ This is a refresh of existing seeding
program with X months free
FY22 Promotions
Avaya Cloud Office - CCaaS
Promo Bundle
▪ New Avaya Cloud Office orders
into existing or new customer
▪ 9 Months CCaaS seat free,
min 36-month contract, premium
APS implementation at 50% off
a
Starts 18 April 2022
In planning: GoBack CCaaS Promotion
For competitive CC customers
18
Devices

19
Device Pricing & DaaS
Capex List Price Increases
▪ Capex List price increases for J100 series, Digital,
and DECT Wireless effective 18 April 2022
▪ Note: J139, B100, Huddle Cameras and CU360
are not impacted by this action.

Promotions
▪ J100 BOGO & 5-year DaaS rates extended for Q3/Q4

DaaS
▪ DaaS rate cards for Avaya Cloud Office
adjusted to reflect higher costs
DaaS Deal Examples
▪ Significant DaaS traction as customers shift
to OpEx preference • Transportation / Retail = 2,880
• Three Large Medical Providers = 2,600
▪ DaaS 3-2-1 EZ Rate Card adjustments
• US Federal Agency = 485
under consideration
• Two State Government Agencies = 475

20
Thank you!

21