Partnering with Tech Data on Avaya’s Data Solutions

1. Partnering with Tech Data on Avaya’s Data Solutions Jeff Salanco Manager, Avaya Solutions Group July 20, 2011

2. Tech Data + Avaya • We service the full Avaya Portfolio • Data • Unified Communications • Contact Center • SME Voice • Flare • Services • Help at Every Step of the Way • Enablement activities • Supporting the Sales Cycle • Avaya dedicated resources

3. Enablement – Playbooks Partner-Enablement Playbooks • Roadmap to entering specific technologies • Understanding the market and opportunities • Accessing vendor resources • Training Guidelines/Resources • Support the initial selling motion Vendor Connections Training Resources Selling Support Understanding the Market

4. Training & Certification • Access to existing Avaya Training Courses/Events • Training roadmaps provided by subject matter experts • Ensure that you have visibility to your options so you receive the training where & when you need it! • Custom Enablement • Playbooks • Webinar Series • Regional workshops • On-site events

5. Supporting the Selling Cycle Financing Options Solutions Design Supply Chain Management Pre-Sales Support Order Management Market Development Integration Services Professional Services Support

6. Market Development Customized marketing activities to supplement PMC and MarketLeaders: • Reseller brand development • Advertising in print and new media • Brochures and other printed materials • Direct mail, fax and e-mail broadcasts • Electronic newsletters • Marketing leads • Product catalogs • Seminars and showcases • Telemarketing services and lead generation • Trade shows

7. Pre-sales Support • Real-world experience • Competency on technical sales solutions • APDS and VENA Data • APDS UC • APDS CC • APDS Video • IPOffice Implementation/Adv App Certification • Access and Training on critical Avaya tools to manage the business • Bill of materials confirmation • Opportunity registration

8. Solution Design – Data Networking • Services Provided on complete data portfolio • Part number look-up • New solutions design (EC and PST Tools) • System upgrades • Information Required • Design specification details or parts list • Service Level Agreement • Complex solutions = 2 Day turnaround • Basic solutions and part number look-up = same day • Training Available • Ability to step through the design process with your technical support team using the Avaya EC and Tech Data PST tools

9. Solutions Design - Avaya Demo Center • IT solutions lab integrating Avaya Data and Voice solutions • Scripted demo options • Access remotely • VSP 9000 Demos available to our customers (ETA: August) • Opportunity to interoperate with VMWare solution

10. Financing Options

11. Supply Chain Management • 85%+ fulfillment rate on high velocity products • Roll-out support • Triangle calls - structured forecasting • Documented escalation process

12. Order Management • Structured access to key resources • Management of special pricing • Order status confirmation • ETA support • Maintenance Agreements • Service Levels • Same day order processing • 95% live answer rate • 95%+ Clean order rate

13. Order Management – Data Maintenance Agreements • Services Provided • Part number look-up • Expiration/Renewal information • Process • Tech Data’s Avaya services support form • Best in class clean order rate • Service Level Agreement • Complex solutions = 2 Day turnaround • Basic solutions and part number look-up = same day • Training Available • Ability to step through the maintenance process with your technical support team using the Avaya’s View Contracts and Tech Data PST tools

14. Integration Services • Hardware staging and integration • Software installation • Customized end-user setup • POST and special testing • Asset tagging and labeling • Rack configuration and shipping • Custom imaging • Special packaging • Private Label Delivery (PLD)

15. Professional Services Support – Avaya • Services Provided • Access to Avaya professional services offering • Quote input support • Process flow • Fill out the Avaya implementation and professional services pricing request form • Tech Data provides tracking mechanism • Service Level Agreement • 5-7 business days

16. Professional Services – TD OnCall Avaya installation, maintenance and patching

17. Avaya @ TD.com • Providing customers with key selling resources • Educate and learn how to become APSS and APDS certified • Registration page for demo services • View the latest Avaya promotions and upcoming Avaya Events • Connect to Technical and Sales Resources • Access to marketing options

18. Tech Data’s Avaya Solutions Group Jeff Salanco Marketing Manager UC SBU David Bradley Manager Tech Support Matt Dietz SPSC Bette Bench Services Specialist David Ciraulo Sr Product Manager Mike Rogers ECG Portfolio Jen Keatinge SPSC – Central/West DemetriosKalogridis Avaya Order Admin Sherri Louison Product Manager Frank Bolanger SME Portfolio Steve Leslie SPSC - East Open Avaya Order Admin Lou Desrosiers Data Portfolio Esteban Rodriguez SME PSC Open Avaya SE Open SME PSC Tech Data’s Avaya Hotline – 800-228-7901 PSC Contact Information –Teamavaya@techata.com Services Contact Information –avayaservices@techdata.com SE Contact Information –seavaya@techdata.com

19. Summary • Leverage Tech Data’s Scale and Resources • Resources and connections focused on training and enablement • Execute at the highest level with our Avaya Solutions Group

20. The Difference In Distribution