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Winning Together with Avaya Client Services

Winning Together with Avaya Client Services. Carson Hostetter & Gerardo Quinones November 14, 2012. Services GTM Strategy – What Does Good Look Like? Certain selling scenarios (or States) lead to greater partner rewards from Avaya. Key Strategic. Most Flexible. Services GTM Renewal rates

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Winning Together with Avaya Client Services

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  1. Winning Together with Avaya Client Services Carson Hostetter & Gerardo Quinones November 14, 2012

  2. Services GTM Strategy – What Does Good Look Like?Certain selling scenarios (or States) lead to greater partner rewards from Avaya. Key Strategic Most Flexible • Services GTM • Renewal rates • High POS attach • Blue upgrade • Competent Service Delivery • Comp Levers: • Partner comp • High Touch Support • Discounts • Special Bids Core Business Most Stringent

  3. Revenue Trends

  4. Growth of Support Advantage as a Percentage of Overall Point Of Sale

  5. Percent of Support Advantage Point Of Sale Annual Contract Value that is Preferred

  6. Improving Renewal Rates and Driving Growth

  7. Avaya Support Experience Downloads Client Issue Avaya Web.Alive Forums Publish Immediately KM Swarming Videos Ask Your Peer Avaya Virtual Agent Engineers Swarming the problem AvayaLive Engage Entitlement World Class KM Site Browsing Update or Query SR Status Click to Chat Video Chat Enabled Tool Kits Diagnostic Tools Web.Alive Apps for Dispatch, Tools, Parts, etc Field Capabilities

  8. FY13 Focus – IP Office Support Services Comprehensive Flexible Options Access to Intellectual property Competitive New Revenue Streams Simplified

  9. Services Continuum Positioning AvailabilityManagement Operate Service Monitoring Service Desk Service Management Incident Management Problem Management Configuration Management Change Management Release Management Reporting On-Site +Parts Release Management Capacity Management Change Management Increased Value Based on Customer Needs Release Management Managed Assist Service Monitoring Service Desk Service Management Incident Management Problem Management Configuration Management Reporting On-Site + Parts CSM Dedicated Tech SPOC MACD Upgrade Advantage Upgrade Advantage On –Site + Parts Essential IP Office Support Services Essential Preferred Preferred Support Services Offers Managed Services Offers

  10. FY13 Focus – Avaya Operation Services • Flexible • Supports UC, CC, Video, Data, Multi-Vendor and Cloud solutions • Available in a Retail-commission model or Wholesale • Enables you to include wrap around service

  11. Call To Action Working Together to Achieve: • 90%+ On-Time Renewals • Sell Support Advantage Preferred and sell up the • stack • Attached IP Office Support Services with all new • IP Office 8.1 sales • Position Avaya Operations Services • Sell Avaya Support Services with every Sale Please visit us in the Innovation Lounge

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