Avaya Connect: Rewarding Partner Value

The transition from Volume to Value

 The Evolution of Avaya Connect
Value-

Beginnings

• Volume is the primary criteria for

medal status

• Competency used secondarily to

determine medal status

• Customer satisfaction not utilized in

program
Volume-based

• Brand stewardship is not component

of program

• Growth is not component of program

based

2010/2011 2012

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 2

Avaya Connect Evolution Goals

Reward portfolio breadth

Recognize partners that invest in their people

and capabilities

Reward partners for new customers, new

technologies, and new markets

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 3

 The Evolution of Avaya Connect
Value-

Transition

• CSAT introduced to
program

• BDF program eliminated

• Volume is the primary criteria for medal status• MDF introduced globally
• Competency used secondarily to determine medal
status • Partner Benchmark tool
• Customer satisfaction not utilized in program
• Grow Right introduced
• Brand stewardship is not component of program
• Implementation
• Growth is not component of program
Satisfaction (ISAT)
Program
Volume-based
based

2010/2011 2012 2013

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 4

 The Evolution of Avaya Connect
Value-

Transition
• Grow Right strategic
products expanded

• CSAT introduced to program • Enhanced Deal

• BDF program eliminated Registration launch
• MDF introduced globally • Avaya Acquisition
• Partner Benchmark tool Advantage (new customer
• Volume is the primary criteria for medal status• acquisition)
Grow Right introduced
• Competency used secondarily to determine medal
status
• Implementation Satisfaction • S3I – (SME Segment
(ISAT) Program
solution sales)
• Customer satisfaction not utilized in program

• Brand stewardship is not component of program

• Growth is not component of program

Volume-based
based

2010/2011 2012 2013 2014

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 5

 The Evolution of Avaya Connect - b a se d

Va lue
Value-

• Grow Right 2.0 launched

• Grow Right strategic products
expanded • Tier Volume Discounts

a s ed • Enhanced Deal Registration launch

• Partner Appreciation Kit
- b • CSAT introduced to program

me
• Avaya Acquisition Advantage (new
customer acquisition)

lu • BDF program eliminated

Vo • MDF introduced globally

• S3I – (SME Segment solution sales)

• Partner Benchmark tool

• Volume is the primary criteria for medal status• Grow Right introduced
• Competency used secondarily to determine medal
• Implementation Satisfaction
status (ISAT) Program
• Customer satisfaction not utilized in program

• Brand stewardship is not component of program

• Growth is not component of program

Volume-based
based

2010/2011 2012 2013 2014 2015

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 6

 The Evolution of Avaya Connect - b a se d

Va lue
• Solution Experts

• Value-based discounting
Value-

• Grow Right 2.0 launched • Removal of revenue as

• Tier Volume Discounts primary medal-level
requirement
• Partner Appreciation Kit
• Grow Right strategic products
expanded

a s ed • Enhanced Deal Registration launch

- b • CSAT introduced to program

me
• Avaya Acquisition Advantage (new
customer acquisition)
u
Vol
• BDF program eliminated
• S3I – (SME Segment solution sales)
• MDF introduced globally

• Partner Benchmark tool

• Volume is the primary criteria for medal status• Grow Right introduced
• Competency used secondarily to determine medal
• Implementation Satisfaction
status (ISAT) Program
• Customer satisfaction not utilized in program

• Brand stewardship is not component of program

• Growth is not component of program

Volume-based
based

2010/2011 2012 2013 2014 2015

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 7

 Avaya’s value-based characteristics
drive…
Evolve innovation differentiation
revenue
higher margins Thrive Helping you stand apart in
profitability the marketplace

VALUE
growth

rewarding
competency

delivering
deep expertise ROI
solution-
Expanding your
business based
Succeed
practice

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 8

Solution Expert Architecture
Enterprise Mid-Market
Solution Solution
Areas Areas

UC UC
Aura IPO

CC CC
Aura IPO

Networking

Video
Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 9
Solution Expert Requirements

Solution Expert
Benefits (proposed)
(proposed)
Requirements

Financial
Credentials
(e.g. APSS/APDS/ACDS)  Incremental product discount w/in
each Solution Expert.
 Prioritized leads
 Shift Grow Right to pay
differentiated awards based on
medal status
Solution Revenue
Product Revenue $
Marketing
 Logo/designation
 Certificate of Achievement
 Partner locator/finder designation

CSAT

SPECIFIC BENEFITS - TBD

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 10
RPV Requirements Model
Medal status driven by > level of capabilities – Solution Experts & CSAT.

P : E E E CSAT

G : E E CSAT

S : E CSAT

– # Sales Credentials
Solution – # Design Credentials # Surveys
Experts E – Solution Revenue (product) CSAT Survey Score
– CSAT

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 11

 Transition Roadmap – Volume to Value
Award on both programs start FY15. Phase out Volume program in FY15.

 Award medal status

(promotion /demotion)
Program
(current)
(current)
Volume

as scheduled (Nov)
 Effectively end
program Dec

Q1 FY15 Q2 FY15 Q1 FY16

 Partners benefiting  Shift Grow Right to  Award medal status

from Value model (vs. pay differentiated (promotion /
awards based on
Program

Volume) to be demotion) as
Value

(new)

medal status
(new)

awarded new medal scheduled

 Promotions based  Release additional
only on Value Expert benefits
program from Dec (e.g. product
discounts)
 All partners aware of
Expert status

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 12

 More ways to Reward Partner Value
Introducing the Avaya Connect Partner Appreciation Kit

 Customizable resources to help partners promote their relationship with

Avaya
 Available from May 6,to all Avaya Connect partners at:
– www.avaya.com/partnermarketing
 Materials include:  
– Award certificate .
– HTML customizable email
– OFT email.
– Turnkey social media content –
– Logo artwork .
 Partner Communication:
– May 6: targeted email to partner Principals
– May 7: Partner News article

Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 13

Avaya Connect Partner Appreciation Kit
Materials available on May 6
Social blog
Certificate posts

Thank you letter

Downloadable
logos

HTML and
OFT Emails
Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 14