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BusinessPartner Program – 2007

BusinessPartner Program – 2007. December 2006. BusinessPartner Programme - EMEA. Objective: Provide a framework to measure and assess Avaya’s channel capability and footprint across EMEA. It must be: Regionally consistent (process, workflow and nomenclature) Simple to understand

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BusinessPartner Program – 2007

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  1. BusinessPartner Program – 2007 December 2006

  2. BusinessPartner Programme - EMEA Objective: Provide a framework to measure and assess Avaya’s channel capability and footprint across EMEA • It must be: • Regionally consistent (process, workflow and nomenclature) • Simple to understand • Simple to engage in • Scalable and repeatable to our business • It must deliver: • Partner segmentation through specialisations • Partners tiered by competency and engagement • Metrics on Partner performance in the channel to aid business decisions • Competitive differentiation for Avaya in channel programmes • Competitive differentiation for our Partners • A competent, trained Partner base to able to fulfil Avaya end-user requirements

  3. Authorisation & Certification Business Partner Program (BPP) Certification Incentive Program (CIP) Channel Incentives New Opportunity Incentive Program Deal Registration for new projects Rebate Opportunity Against Revenue Growth Channel Incentive ProgramsAll programs underpinned by Certification level

  4. Partner Programme – Finding the Balance Volume • Revenue • Revenue • Revenue Value • Skills • Competency • ‘Good’ Behaviour • Certification through • Sales performance and engagement • Marketing engagement • Customer service excellence • Technical and product expertise

  5. Specializations Three Levels Programme Framework and Requirements

  6. Highlights: • Revenue thresholds have been removed • Focus on Specialisation • Enterprise Partners measured purely on Enterprise capability • Partners can specialise in any track and can receive more than one set of benefits

  7. Avaya Enterprise Partner EMEA * Currently available to only in UK, will be rolled out across EMEA through 2007

  8. SMB Partner EMEA (Excl. UK) * The Revenue Threshold is measured against the purchase price from the Distributor** (Distributor Reported Cost) ** Purchases through distributors will be measured by means of the Sales Out reports submitted by the authorized distributor to Avaya

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