Galib Karim Managing Director LATAM, Avaya. 14 - 16 November 2012 I Cancun, Mexico.
-
Upload
alberta-elliott -
Category
Documents
-
view
213 -
download
0
Transcript of Galib Karim Managing Director LATAM, Avaya. 14 - 16 November 2012 I Cancun, Mexico.
Galib KarimManaging DirectorLATAM, Avaya
Galib Karim
BREAKOUT
14 - 16 November 2012 I Cancun, Mexico
FY-12 Game Plan
Increase Consideration, Segmentation & Coverage
14 - 16 November 2012 | Cancun, Mexico
14 - 16 November 2012 | Cancun, Mexico
Great ResultsGrowth 9% Y/Y
- 121% Networking- 51% Video- 12% SMB
Market share- IP-Telephony + 2% Total 23.6%- UC + 4.1% Total 22.4% (Frost & Sullivan)- UC + 6 % Total 28 % (IDC)- CC + .5% Total 43.7%- Video + 1% Total 4.7%
Indirect Sales @ 80% +
14 - 16 November 2012 | Cancun, Mexico
FY-12
CY 2010 CY 2011
CISCO 33.8% 31.8%AVAYA 21.9% 23.6%Siemens 15.6% 15.8%Alcatel-Lucent 7.4% 8.5%NEC 6.4% 6.2%Aastra 3.1% 2.1%Interbras 1.8% 1.7%Others 10.0% 10.2%
Source: Frost & Sullivan
Market Share: Enterprise Telephony
14 - 16 November 2012 | Cancun, Mexico
CY 2010 CY 2011
Microsoft 24.1% 24.1%CISCO 28.4% 24.0%AVAYA 18.3% 22.4%IBM 12.8% 13.0%Siemens 5.7% 6.5%NEC 3.5% 3.2%Alcatel-Lucent 2.1% 1.9%Others 5.1% 4.9%
Source: Frost & Sullivan
Market Share: Unified Communications
14 - 16 November 2012 | Cancun, Mexico
CY 2010 CY 2011
AVAYA 43.3% 43.7%Siemens 13.2% 12.8%Genesis 11.3% 12.0%CISCO 5.0% 5.4%NICE 4.2% 4.4%Tecnovoz 3.9% 4.4%Verint Witness 3.7% 3.9%Others 15.4% 13.4%
Source: Frost & Sullivan
Market Share: Contact Centers
14 - 16 November 2012 | Cancun, Mexico
Source: Frost & Sullivan
CY 2010 CY 2011
Polycom 41.2% 42.1%CISCO 37.7% 37.6%Radvision 3.7% 4.7%Huawei 1.3% 4.0%Sony 7.0% 2.7%LifeSize 3.4% 1.8%Others 5.7% 7.1%
Market Share: Video Conferencing
14 - 16 November 2012 | Cancun, Mexico
100% MDF
Fund ExecutedOn DemandGen Activities
With BPs.
Evolutions Facts
5 Cities7,000 People
17,000 Tweets
300Partner
Initiatives
Partner Marketing
FY12 LATAM Highlights
14 - 16 November 2012 | Cancun, Mexico
Case Studies LATAM FY12
14 - 16 November 2012 | Cancun, Mexico
FY-13 Areas
CCA:
14 - 16 November 2012 | Cancun, Mexico
LATAM Leadership
Team
Galib KarimSr. Managing Director LATAM
Daniel PeirettiProduct Group AI
Christian AlvarezPSO AI
Gabriel RodríguezEnterprise Sector
Mexico
Jef SouzaTech Operations
CALA
Fernando Ruiz Galindo
Sales Operations LATAM
Oscar MedinaService Providers
Mexico
Ricardo JanchesManaging Director
Southern Cone
Paulo ManzatoManaging Director Caribbean
& Central America
Karla NussbaumerTech Operations
MexicoGustavo LorenzoPublic Sector
Mexico
Arturo VargasChannels & Commercial
Mexico
Maggie BautistaMarketing LATAM
Arturo GómezSales Andean Region
Luiz RuizClient Services
AI
Juan Ramón SánchezChannels & Tech Ops
Andean Region
LATAM Leadership Team
14 - 16 November 2012 | Cancun, Mexico
Incremental Spending ($M) per year
BRAZIL
UC
CA
GR
(%
)
MEXICOCHILE
COLOMBIA
ARGENTINA
Rest of S. Cone
CARIBBEAN
Rest of N. Cone
CALA – Market Size and growth
14 - 16 November 2012 | Cancun, Mexico
Incremental Spending ($M) per year
Networking
UC
SMEC
CC
Video
CA
GR
(%
)LATAM – Market Size and growth
14 - 16 November 2012 | Cancun, Mexico
Increase Consideration, Segmentation & Coverage
Growing Networking Attach
Winning w/ Radvision
Accelerating Adoption of SMB Portfolio
Expanding wallet share in Top Accounts
Service Providers, Cloud Solutions
Re-activating the dormant installed base
Re-energize the Contact Center Business
FY-12 Initiatives
14 - 16 November 2012 | Cancun, Mexico
Global
Major
Commercial
Coverage
# of Accts FY12 FY13 Global / MNC 0 2
Major 157 101 Commercial 1158 1386
SMB Thousands Thousands
SMB
Increase Consideration Segmentation & Coverage
14 - 16 November 2012 | Cancun, Mexico
18
Opportunity
Segments/verticalsAdvantages
Challenge
- FY12 Less than 10% Attach Rate- Lack of confidence - Lack of knowledge of the Networking Portfolio
- Increase attach rate- Data Center VSP 7K/9K- BYOD Identity Engine- Lan Switching & WLAN
-Recognized Brand-Right Price in every product-Innovation – Technology-Success Stories in LATAM and Globally.-Complete Solution
- Government- Contact Centers- Hospitality- SMB- Manufacturing- Financial
Grow Networking Attach
14 - 16 November 2012 | Cancun, Mexico
Partnership with VMWARE & EMC ¨RED RACK¨Cloud Ready Solutions available in LATAM GTM Inclusive for Service Providers and Partners UC, CC and Video- UCaaS- CCaaS- AvayaAlive
Service Providers, Cloud Solutions
14 - 16 November 2012 | Cancun, Mexico
RADVISION TOUR 1000 Demos Program Demo Equipment Sales & Technical Training
Fastest Growing UC segment Dominated by two vendors Great Technology Avaya is changing the game
Winning with Radvision
14 - 16 November 2012 | Cancun, Mexico
* Telephony Only
Small MEDIUM BusinessBig Opportunity in the mid market below 1000 ports.Complete Portfolio:
- IP Office Release 8.1- Video: SCOPIA- Networking
Accelerating Adoption Of SMB portfolio
14 - 16 November 2012 | Cancun, Mexico
We Love it…..
But Now isSomethingBetter
Reactivate Dormant Install Base
14 - 16 November 2012 | Cancun, Mexico
600,000 Telephony Ports Opportunity
WeLove it…
Drive Value SIMPLE, EASY, FAST...
Collaboration, Networking, Video, BYOD, Identity Engine
From Un-supported Platforms to an up-dated Platform
ROI
Re-activating Dormant Installed Base
14 - 16 November 2012 | Cancun, Mexico
Any:Meridian, Norstar, BCM,
CS1K (less than 500 Extensions), Marlin,
Partner IP Office 8.1NetworkingWLANIdentity Engine
Konftel
SCOPIASwitch to IP-Office
and up-sell the Full Avaya Stack
Reactivate Dormant Installed Base
14 - 16 November 2012 | Cancun, Mexico
Expected seats growth in 2013Colombia, Peru, México, Argentina,
Central AmericaFocus in ApplicationsDrive Innovation - Social Media- Video- Multimedia
Beat Aspect ProgramNew Initiative for Mid Size
Contact Centers
Re-energize the Contact Center Business
14 - 16 November 2012 | Cancun, Mexico
7 Cities
Radvision Tour 12 Cities
Networking Tour 10 Cities
PartnerConnection Days
Tour
2013 Demand Generation
14 - 16 November 2012 | Cancun, Mexico
Legacy Nortel Installed Base
• Triple 7 for Enterprise: up to 70% Off GPL in UC, CC and Data products - CS1k and Meridian upgrades to Aura Communication Manager.
• ASSIP: Loyalty credit for customers’ software investments – 25% - 80% when upgrading like to like software; no charge under subscription
• Collaboration Package for CS1k: up to 50% WPP in UC - UC upgrade materials and discount on Aura materials for CS1k Collaboration Package
Mid-Market CC Customers
• Avaya Aura® Contact Center Suite Mid-Market and Drive Midsize Combination Offer : AACC Suite Mid-Market and Drive Midsize - pre-defined AACC discounted prices for product and services bundles up to 400 agents.
• Avaya Aura® WFO Mid Market Initiative: bundled WFO packages designed specially for mid-sized customers
Nice Customers • Avaya Aura® WFO NICE Competitive Replacement Initiative: instant discount to Nice customers replacements by WFO solution
Enterprise Promotions & When to Apply
14 - 16 November 2012 | Cancun, Mexico
Greenfield opportunity or Upgrade the installed base
• IP Office Value Promo 50%, 55% and 65% Off RPL
• Apply to IP Office Control Unit (50%), Expansion Modules(55%) and Licenses/Applications (65%)
Trade In for legacy Nortel Installed Base
• Triple 7 - 70% Off GPL• Apply to Avaya IPO Hardware &
Software; 1400, 1600, 9500 & 9600 sets; ERS 2500,3500, 4000 Hardware and Software
SME Promotions & When to Apply
14 - 16 November 2012 | Cancun, Mexico
Combine Avaya Voice and Networking
• Avaya-on-Avaya Promo 35% Off WPP+VID
• Apply to ERS 4000/5000
Trade In for Competitor's or legacy Nortel Installed Base
• Switch2Power up to 35% Off WPP+VID • Apply to ERS 2500 / 3500 / 4000 / 5000 /
software and management components• VENA Now! 2 40% Off WPP+VID• Select ERS 8800 models, modules, COM
Networking Promotions & When to Apply
14 - 16 November 2012 | Cancun, Mexico
OEFC Order Processing Red ProductsLicense ActivationEDI Implementation VAD´sDelivery Times in selected productsAvaya Learning
We appreciatte your feedback
14 - 16 November 2012 | Cancun, Mexico
Beat Aspect Program
Account StrategyBundled Solutions (UC, Video, Networking)
IPO Rl 8.1 + Networking + Scopia
Complement them…They can do it aloneACE Integration, Flare , ScopiaMAC Integration, Lync Integration
IPO Rl 8.1 + Networking + Scopia
Video is only one piece of the solutionIntegrationOpen Pltaforms
Beat Competition
14 - 16 November 2012 | Cancun, Mexico
• Daniel Peiretti, Leader Product Group AI• Christian Alvares, Leader Avaya Professional Services AI• Maggi Bautista, Leader LATAM Marketing• Fernando Ruiz Galindo, Leader Sales Operations LATAM• Gerardo Quiñones, Sales Leader Client Services ACS• Gaby Koren, Sales Leader RadVision Americas
Experts Panel
14 - 16 November 2012 | Cancun, Mexico
• Thank You• Gracias
14 - 16 November 2012 | Cancun, Mexico
• BACK-UP
14 - 16 November 2012 | Cancun, Mexico
Key Takeaways
Channel Partner Loyalty with Avaya has improved in FY12 (compared with FY11) entering into Market Best-in-Class level
PSAT Overall satisfaction variation is flat compared with FY11, mostly due to a decrease in Product/Solution Quality perception.
Key FY12 Drivers: Avaya Connect Program and Channel Account Team perception have improved significantly since FY11 which show success stories on key drivers of PSAT.
FY12 Sample has increased strengthen the representation of Channel feedback
FY13 Areas of Focus will remain with Products/Solutions Quality and will include New Product Introductions as a new critical factor to develop. Channel Account Management Teams & Connect Program will also remain in this group
LATAM PSAT – Partner View of Avaya
14 - 16 November 2012 | Cancun, Mexico
Key Takeaways
FY12 Client ratings of Channel Partners significantly improved this year with an NPS within Best in Class level and CSAT Overall trending to Best-in-Class levelFY12 Sample has increased strengthen the representation of Channel Client feedbackFY13 Focus Area will Jointly serviced customers, in general, provide lower evaluations of Avaya compared to all customers combined.
LATAM CSAT – Client View of Partner
14 - 16 November 2012 | Cancun, Mexico
LATAM FY-13 Market Analysis
14 - 16 November 2012 | Cancun, Mexico
Contact Center Performance Management
Ethernet Switches
Support ServicesProfessional Services
Phones
Automated Experience
Management
Virtual Enterprise Network
Architecture
Soft ClientVideo and Conferenci
ng
Communication and Messaging
Business CollaborationUnified Communications
Avaya Product Stack
14 - 16 November 2012 | Cancun, Mexico