Avaya IP Office Partner Resource Guide

1. Avaya IP OfficePartner Resource Guide Get started and achieve successas an Authorized Avaya IP Office Partner! Click here to continue Brought to you by Small andMedium Enterprise Communications and

2. About this guide About PowerPoint “Slide Show” mode You should already be in full-screen “Slide Show” mode. If you are not, please select it as shown here. This Guide will help your company to become an Avaya Authorized Partner or SME Expert Partner, and to build sales momentum and success as quickly as possible. You can click buttons anywhere in the document to move directly to the topic indicated. PowerPoint “Slide Show” screen icon RELATED INFORMATION More about IP Office More about Avaya BACK NEXT TOPIC Back to title page < Get started

3. Small andMedium Enterprise Communications About IP Office Global Unified Communications Solution for SME Simple, powerful communications designed for small and medium business • Serve customers effectivelyand efficiently • Measurably increaseemployee productivity • Easy to use, manage and finance • Can calculate time to payback in less than five minutes For more information on IP Office, visit the “Products” and “Solutions” areas of www.avaya.com. BACK NEXT TOPIC < About Avaya

4. About Avaya Avaya is a global leader in business communications systems. The company provides unified communications, contact centers, and related services directly and through its channel partners to leading businesses and organizations around the world. Enterprises of all sizes depend on Avaya for state-of-the-art communications that improve efficiency, collaboration, customer service and competitiveness. Avaya global headquartersin Basking Ridge, New Jersey Avaya’s unique combination of communications applications, software and services helps companies simplify complex communications and integrate with technologies from other vendors, enabling customers to unlock value and potential from their network. By embedding communications into the operations of an enterprise, Avaya helps improve the way organizations work − making people more productive, processes more flexible and customers more satisfied. For more information on Avaya, visit the “About Us” area of www.avaya.com. BACK NEXT TOPIC < Get started

5. Get started Start with “Apply to become an Avaya Partner,” or go to any other section. You can reach all the same information at any time using the buttons on the left side of your screen. Apply to become an Avaya Partner More Get connected More Get support-ready More Get demo-ready More Get trained More Get authorized More Grow your business More NEXT TOPIC < Onboarding checklist

6. Partner onboarding checklist Complete and submit partner application START DATE Receive welcome package with log-in information Get online and locate key online resources Participate in partner onboarding call ONE WEEK FROM START Register for IP Office Implementation training Order demo equipment Complete sales training for two people in order to achieve Avaya Sales Partner authorization Begin selling IP Office using online resources like the SME Partner Portal TWO WEEKS FROM START Grow your sales funnel with campaigns using resources from Partner Marketing Central Register for IP Office Advanced Applications training toward SME Expert status 4-6 WEEKS FROM START Complete installation training for at least one person to receive Avaya IP Office Installation authorization Close sales of IP Office, with help frompre-sales support 6-10 WEEKS FROM START Complete IP Office Advanced Applications training and services assessment for SME Expert status Grow your competency by registeringadditional people for training NEXT TOPIC < Partner application View or print this checklist from the web

7. Apply to becomean Avaya partner Company information Your first step is to complete and submit an Avaya Partner Registration Form (right). The form can be filled out and submitted online. Go to www.avaya.com, select “Partners” and then “Become a Partner.” Key company contacts Employee counts Coverage, revenue, vendor and distributor relationships Other contacts Applicant information NEXT TOPIC < After submitting Avaya Partner Registration Form

8. After submitting yourpartner application… Once you have submitted your Avaya Partner Registration Form, you may be contacted by Avaya for additional details, or to review partner program requirements. If you have not specified a relationship with an Avaya Authorized Distributor, your Avaya representative may discuss your alternatives with you, and/or put you in touch with a distributor. Your distributor may have its own “on-boarding process” to acquaint you with the distributor’s practices and policies, and to inform you of the benefits provided to you by the distributor, above an beyond those provided by Avaya. If and when you receive your partner welcome package from Avaya, you will be ready to proceed with the steps in the next section of this document. About Avayadistribution partners The best way for Avaya to serve you as an Avaya partner is through an Avaya Authorized Distributor. Avaya Authorized Distributors are your partners in offering Avaya products to your customers, and they offer assistance that includes ordering and quotation help, webinars, training, sales support, and training. NEXT TOPIC < Get connected

9. Get connected:Link and SSO IDs Link ID information from your partner welcome e-mail If your application is accepted, you will receive a partner program e-mail welcome package. Pay special attention to the Link ID, which will serve as your company’s unique partner identifier throughout your relationship with Avaya. Once you have your Link ID, you’ll be directed to a form where you can use the Link ID to create your Avaya SSO (“single sign-on”) ID. The SSO ID is your key to much of the online information Avaya makes available to you. The welcome package also contains instructions for accessing the Avaya Learning Centre. Store and carefully guard your Avaya ID and login information. Creating the user ID and password you will use to access all Avaya partner content NEXT TOPIC < Find the SME Sales Portal

10. Get connected Most of the information you will need can be found on the SME Sales Portal. More information on the content and use of the SME Sales Portal will be found later in this document. Online resources provided to you by Avaya include the SME Sales Portal at http://partner.avaya.com Use Change View to get to the SME Sales Portal,if you find yourself on any other Avaya portal page. < Get authorized

11. Get authorized What people and training are required to attain each level of Avaya partnership? A V A Y A S M E C O M P E T E N C Y M O D E L APSS APSS PA Implement ACSS Avaya Professional Sales Specialist Avaya Professional Sales Specialist Avaya PartnerAuthorization Implement* Avaya Certified Solutions Specialist Two APSS people qualify your company as anAvaya Credentialed Sales Partner These three* people qualify your company as anAvaya Credentialed Sales and Installation Partner so you can sell product and offer installation and maintenance services These four* people, and completion of a Services Assessment, qualify your company as anAvaya Credentialed SME Expert Partner - with more partner advantages * Note: PA Implement can be earned by one of the two people with APSS standing, and does not have to be earned by a separate (third) individual NEXT TOPIC < Avaya Connect and SME Expert

12. About Avaya Connect Avaya Connect is an innovative partner program designed to create rewarding and long lasting relationships with our partners. It’s a simple idea that brings you: • Strong financial rewards • A simplified framework • Resources that help you bring in new customers • Our commitment to invest in your business Platinum SME Expert Gold Silver Authorized For the latest Avaya Connect Program information,use the SME Sales Portal (described later in this Guide) to access the Avaya Connect Program web site. NEXT TOPIC < More about SME Expert

13. Become anSME Expert Partner The SME Expert specialization recognizes partners that have demonstrated expertise in the SME market. SME Expert Authorized Partner logo To become anSME Expert Partner Benefits of becoming anSME Expert Partner • Business development funds (BDF) • Lead generation • Current analysis • Global Requirements Integration Process (GRIP) input • Partner Finder • SME Expert branding • Direct access at no charge to Avaya Backbone for remote Installation Support • Direct fee-based access to Avaya Backbone for remote Service Support • Train two people as APSS (Avaya Professional Sales Specialists) • Train one person as aPA Implement (Avaya Partner Authorization Implement) • Train one person as an ACSS (Avaya Professional Solutions Specialist) • Successfully complete an Avaya Services Assessment NEXT TOPIC < Get trained

14. Get trained What training is required to attain each level? APSS PA Implement ACSS Avaya Professional Sales Specialist Avaya PartnerAuthorization Implement Avaya Certified Solutions Specialist Completion of all PA Implement requirements plus: IP Office Advanced Applications Workshop40-hour classroom-based course(Avaya ATI00484IEN) SME Communications ExaminationTwo-hour, certified,classroom-based exam(Avaya 3000.2) Selling IP Office Three hours, web-based(Avaya ASC00121WEN) Assessment Half-hour, web-based (Avaya ASC00121AEN) IP Office Technical Overview Six hours, web-based(Avaya ACT00916WEN) IP Office R6 Implementation Workshop40 hours, classroom-based(Avaya ATA01225IEN) AssessmentOne hour, web-based (Avaya ATC02011AEN) Web-based online courses and assessments are provided by the Avaya Learning Centre. Classroom-based instructor-led courses and exams are typically provided by your authorized Avaya distributor, although they are also available through the Avaya Learning Centre. Learn more about training NEXT TOPIC < Get demo-ready Avaya Learning Centre

15. About The Avaya Learning Centre The Avaya Learning Centre(also known as “Avaya University”) is your destination for web-based IP Office training. Tools like the Learning Navigator, and and automatically-updated curriculum maps, will show you what’s required and help you track your progress. You can also get course descriptions, register for and actually take the training, all from this site. Access the site at www.avaya-learning.com. NEXT TOPIC Use your Avaya Link ID to set up your Learning Centre login, so that you received proper credit for all courses taken. < Get demo-ready

16. Get demo-ready Demonstrations have proven to be a very important way to illustrate for customers the value of IP Office. They also allow you to build your own skills and familiarity with IP Office products. Learn more on the SME Sales Portal at http://partner.avaya.com: • how to purchase a demo system from your distributor • how to conduct effective demos and close business NEXT TOPIC < Buying your IP Office demo system

17. Buy your IP Officedemo system Having an IP Office demo system is vital. Show your customers the full functionality of the system, and how IP Office can build business continuity and competitive advantage. The demo system includes all the hardware and software required to fully demonstrate IP Office, and includes hardware and software valued at over $30,000. The demo system is offered only to authorized Avaya partners, with a list price of only $1,995. Check with your distributor for discounts. Order your demo system today! Click “Demonstrations” on theSME Sales Portal, or contact your distributor to order your demo system. NEXT TOPIC < Give effective IP Office demos

18. Give effective IP Office demos Once you have IP Office demo equipment on order, it’s important to learn how to use demos effectively to close business. Avaya has prepared a series of “How to Demo IP Office” videos to help. Your distributor may also offer demo tools and specialized demo training. NEXT TOPIC < Support

19. Pre-sales support For pre-sales technical support, you have three sources of help: Support from your distributor: Avaya and its Authorized Distributors have made significant investments in people and infrastructure, in order to respond quickly and accurately to your requests. Your distributor will provide instructions for accessing this support. Avaya online resources: Avaya IP Office Knowledgebase contains a vast amount of information to help you support your customers, from specifications to installation guides to product tutorials. IP Office Knowledgebase Avaya pre-sales support: A dedicated Avaya team awaits your more difficult or product-specific questions. Contact information and hours of operation for this team are available on the SME Sales Portal or from your Avaya account manager. NEXT TOPIC < Post-sales technical support

20. Post-salestechnical support Avaya Avaya Distributor Distributor Your business is backed by Avaya’s global, highly-awarded technical support services. Avaya partner support services are described in detail online, and can be accessed through the SME Sales Portal. Highlights: Avaya Partner Avaya Partner Avaya Sales orSales/Installation Partner AvayaSME Expert Partner • Ability to offer your own support services to customers with full backing form Avaya • Escalation path from your distributor support to Avaya support as required • Easy purchase of blocks of hours to access support • Alternative Emergency Support • Direct path to Avaya backbone support(for SME Expert partners only) Avaya was recognized in 2009 and 2010 by J.D. Power and Associates for “Providing an Outstanding Customer Support Experience” NEXT TOPIC < Sales tools

21. Tools to grow your business Home page of SME Sales Portal The SME Sales Portal The SME Sales Portal is your “one-stop partner shop” for IP Office product, sales and support information. Please take time to get familiar with it. Click “More” below for a quick tour of the most important information available in each area of the SME Sales Portal. Access the Portal at http://partner.avaya.com Note: if you do not see a page like this, click “Change View” at the top of the page, and then select “Sales View” < More…

22. SME Sales Portal Present our roadmapto close business Show how other customers have benefited from IP Office Win more often with up-to-date competitive information Explore vertical market opportunities Note: content and organization of theSME Sales Portal are subject to change! < More…

23. SME Sales Portal (continued) Get “deep-dive” product information here Learn about Avaya applications that add value to IP Office Get info about third-party applications and and developers < More…

24. SME Sales Portal (continued) Show the superior ROI of IP Office Commonly-requested sales solutions More on this topic Present fast, accurate quotes Quickly develop professional proposals Get demo equipment and use it to win Use promotions to close business < More…

25. SME Sales Portal: ROI Calculator The IP Office ROI Calculator lets you or your customers enter actual data to see their projected return on investment from IP Office < Back to SME Portal

26. SME Sales Portal (continued) Web-based and classroom training Run your own campaigns More on this topic Get the Avaya Business Partner NewsFlashnewsletter Avaya Connectpartner program Online documentation Expert pre-sales support < More…

27. Partner Marketing Central Accessible from the SME Sales Portal, Partner Marketing Central is your source for the tools and information you need to create and implement successful campaigns to grow your business. NEXT TOPIC < Quick Start Guides

28. Quick Start Guides Establish your marketing strategy and planning Write a Marketing Plan A Guide to Growing Your Funnels Marketing Plan Template and Sample CalendarTemplate and Sample Develop and execute programs tailored to your marketing goals Implement Successful Public Relations Initiatives Getting Started withE-mail Marketing The Power of Mobile Marketing Landing Page Development Launch an Effective Search Engine Marketing Program Website Creation and Main-tenance Guide Create and Manage Successful Events Social Media for Business NAVIGATION PATH:SME Sales Portal > Partner Marketing Central >Resources > Education > Quick Start NEXT TOPIC < Full-service and self-service marketing programs

29. Full- and self-service marketing for you MarketLeaders Full-Service Marketing for Partners An integrated lead generation program designed to help partners generate leads with the ultimate goal of revenue generation. NAVIGATION PATH:SME Sales Portal >Partner Marketing Central >Resources > Programs and Seminars > MarketLeaders Partner Marketing Central Self-Service Marketing Self-service tools to create and execute your own campaigns with a minimum of time and expense. NAVIGATION PATH:SME Sales Portal >Partner Marketing Central > SME Solutions NEXT TOPIC < Distributor information

30. 0430a Catalyst information After visiting a link on this page, please minimize or close your browser window to return to the Partner Resource Guide NEXT TOPIC < Avaya resources

31. Selected Avaya web andtelephone resources After visiting a link on this page, please minimize or close your browser window to return to the Partner Resource Guide NEXT TOPIC < Frequently-asked questions

32. Frequently-asked questions (FAQs) Question Answer NEXT PAGE < Index

33. Index Click any item here to jump directly to that area of the Resource Guide: ACSS Proposal development IP Office APSS KnowledgeBase Quick Start Guides Learning Navigator Applications Roadmap Link ID Avaya Connect ROI calculator MarketLeaders Sales campaigns Avaya Learning Centre Checklist Newsletter Slide Show mode Competitive info Onboarding checklist SME Sales Portal PA Implement SME Expert Demo system Demo training Partner application SSO (single sign-on) ID Support DevConnect Partner Marketing Central Partner levels Distributor information Training Distributor selection Post-sales support Vertical markets EZ Quote Pre-sales support FAQs Product information < Back to start

34. End of Resource Guide Oops! You should never get to this page In PowerPoint Slide Show mode! Please use these buttons to review the information in this document <