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Avaya ROADS+ Partner Onboarding Program

H2FY14 Program Enhancements

EU Theatre

Reseller Version

April 2014

© 2011 Avaya Inc. All rights reserved. 22

Avaya ROADS Program Onboarding & Partner Lifecycle Management Methodology

Recruit

Onboard

AuthorizeDevelop

Sustain

Objective:Faster, sustainable

revenue

Audience:- New Recruits

-

� Recruit - Engage prospect and sign up as partner

� Onboard - Introduce partner to Avaya programs & tools and processes

� Authorize / Accredit -Train to develop competency

� Develop - Apply competency to sales opportunities

� Sustain/Separate -Maintain and grow relationship


Goals

Grow business by focusing on Avaya

Goals

� Drive fast onboarding & enablement

� Increase your competency

� Reduce time to revenue & benefits

� Get expertise to sell full stack

� Grow business by focusing on Avaya

ROADS+ Program Accelerate Ramp to Revenue

Programs

� Recruit Stage: ROADS+

� Onboard Stage: ROADS +

� Authorize Stage: iConnect

� Develop Stage: S3I

� Sustain Stage: GRG

Strategy

� Close support from Avaya Distributor

� Program ownership & focus

� Mandatory distributor led authorization

� Avaya tools/process simplification

� Generous rebates & accelerators

� Bonus for demonstrating commitment

Incentive

� Partner & Distributor rebates

� Bonus for timely onboarding

� Bonus for reaching enablement target

� Bonus for driving more revenue

� Bonus for demonstrating commitment

Recruit

Onboard

AuthorizeDevelop

Sustain


ROADS+ EU Program

Objectives Strategy

� Drive fast onboarding & enablement with Avaya

� Increase your competency & generate more revenue

� Reduce time to revenue & time to Avaya benefits

� Get expertise to sell the full stack & expand coverage

� Grow your business by focusing on Avaya

� Continuous support from Avaya Distributors & Avaya Channel teams

� Ability to meet minimum Channel partner requirements

� Generous rebates & accelerators for demonstrating commitment

� Opportunity to receive more payouts more quickly when focused on Avaya

� Possibility to get eligible for other Avaya Connect financial programs & benefits faster

Scope

� Theatres: EU*

� Partner Types:

– Net New FY14 Resellers

– All ROADS partners activated since April 2013 with or without revenue

� Recruitment Time Frame:

– Since April 01, 2013

� Portfolio:

– Full Avaya portfolio (SME, UC, CC, Networking and Video) except for Services

� Rebate Payout Method:

– Credit note within 2nd month for previous quarter via distributors

Distribution Supports Partners in Driving to Revenue

EU Theatre

* ROADS+ program conditions are customized for each theatre


ROADS+ Program ConditionsEU Theatre

� ROADS+ EU Program Eligibility:

– Net new & dormant partners (number is unlimited)

– Partner Incentive is aimed at encouraging partners to become authorized & achieve revenue thresholds as well as full stack selling and going after new logos and can be re-invested in enablement programs such as iConnect

� Recruitment Time Frame: since April 01st 2013

– All net new resellers onboarded after April 01, 2014

– All net new FY14 resellers onboarded after October 01, 2013 till March 31, 2013

– All resellers onboarded as of April 01, 2013 with or without revenue and marked as “ROADS “ by their preferred distributors

� Program Rollout Timeframe:

– April 1st 2014 – September 30th 2015

� Program Portfolio Eligibility:

– All portfolio (SME, UC, CC, Networking and Video) except for Services

– All revenues are distributor net purchase price after all promos & discounts as reported to Avaya by the Avaya distributors based on the Sales Out Inventory Report data, therefore please note that the Resellers actual purchase price may be higher


� Targets Alignment� Focus Partner List� Selective Recruitment� Partner Engagement� Initial Business Planning� Partner Approval� Partner Activation

Recruitment & Onboarding

� Partner Welcome� Onboarding Checklist� Distributor Led Orientation� Tools Registrations � Sales Authorization � Demo Kit Ordering � iConnect /Full Stack Training

Enablement � Sales Plan Execution� Funnel Creation� Driving / Shadowing Oppty� Attractive Rebate Programs� Further Partner Development� Programs to Sustain Success� Monitoring Growth

Development & Growth

$

��

ROADS+ Program Framework


Enablement

Onboarding

� Target Revenue of min $25,000 within 9 months from activation plus sales authorization

Development

ROADS+ Program Reseller MilestonesEU Theatre

� PRM Link ID� SSO Access to Avaya� Avaya Orientation Session� Sales Authorization min 1 solution (any)

� Min Revenue within 4 months ($5,000)

� Target revenue of min $50,000 within 12 months from activation plus sales authorization

Payout: $1,000

Payout: $1,500

Payout: $1,500

Total Payout: $6K*Credit Note within 1st month for previous quarter via preferred distributor

Commitment � Target revenue of min $100,000 within 12 months from activation plus sales authorization

Payout: $2,000

To receive total payout of $6,000 partner needs to achieve all 4 steps in required timeline or earlier


ROADS+ Program Benefits Simulator for Resellers

Milestone Payout per Milestone Achieved

Total Payout YTD

PRM Link ID, Access to Avaya, Orientation, Sales Authorization + min $ 5K in 4 months or earlier

$1,000 $1,000

$ 25K in 9 months or earlier + Sales Authorization

$1,500 $2,500


$1,500 $4,000


$2,000 $6,000


ROADS+ Program Payout� ROADS+ Program Incentive Payout Eligibility:

– Meeting Program incentives criteria will qualify for payout

– Missing the targets would disqualify from payout

– Partner must be sales authorized to receive a payment (i.e. achieve at least 1 sales authorization (any solution))

– To achieve total payout the partner needs to achieve all steps in required timeline or earlier

� ROADS+ Program Payout Mechanism:

– Partner incentives are paid via distributor as a credit note on a quarterly basis (during the 2nd month for the previous quarter achievements to allow the distributor 30 days to pass the funds to reseller)

– Resellers are notified by the Avaya Partner Helpdesk (PHD) Team of the Credit Note eligibility and details via e-mail sent to the Partner PRM Admin with the copy to the distributor ROADS Champion

– Payout eligibility tracking is conducted by the Central Avaya Channel Ops Team (Joerg Kirmes) on a monthly basis and shared with Avaya DCAMs and Distributors


Avaya Programs to Drive Partner Success

Selective partner recruitment to increase partner competency,

shorten TTR, drive commitment & attract new logos

ROADS+((Net New VARs &

VADs)

Special price demo kit, fast track

training, individual sales incentives, GR Program & S3I

Eligibility

iConnect ((Net New &

Existing VARs)

1% to 14% Advanced Rebate Rate Obtainment

S3I((SME Expert

VARs)

10% rebate against Year-over-Year growth of Eligible

Solutions

Accelerate partner Avaya business practice by selling strategic Avaya products and

demonstrating QoQgrowth

Grow Right ((SME Expert & Medaled VARs)

Increase new partner competency with fast track

training to support revenue generation by selling full stack

portfolio

Drive growth to experience greater benefits as an SME Expert partner for attaching SME

solutions products to IP Office sales

PROGRAM

STRATEGY

REWARD

STAGE

Up to 6K to a partner and attractive distributor incentives for

successful ramp to revenue

Avaya Acceleration Programs

Authorize SustainRecruit Develop

Accelerate Partner Ramp To Revenue

Onboard

GGM plan to incl. India & Greater

China

GGM, currently excl. India & Greater

China

EU &GGM plan to incl. Greater China

EU & GGM*

* ROADS+ program conditions are customized for each theatre


Recruit

Onboard

AuthorizeDevelop

Sustain

Partnering for mutualGROWTH


ROADS+ Program Comms & Implementation Plan

• 06-07/03 LT/RCL Calls

LT/RCL Buy In

• 14/03 DCAM Calls

DCAM Training

• From 01/04/2014 Program Launch Events

Distributor Launch

• By 01/04 Partner Portal

Portal Publishing

• 27/03 PHD Team Call

PHD Training ImplementationPreparation

Distributors & Partners in EU & GGM*

• From 01/04/2014 Program Launch Events

Partner Launch

* ROADS+ program conditions are customized for each theatre.

For EU ROADS+ program details visit EU ROADS+ Page on Partner Portal at https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3ja0000000LtOlAAKFor ROADS+ GGM program details please contact your Avaya DCAM


Reseller Next Steps: How to Achieve a $6K Payout

� Choose Preferred Distributor

� Register for SSO Access to Avaya

� Attend Avaya Orientation Session

� Achieve at least 1 Sales Authorization (any) solution

� Place an order of min $5,000 within 4 months $1,500$1,500 $2,000

� Achieve Sales Authorization in min 1 (any) solution

� Place orders for min $25,000 total in 9 months

$1,000


� Place orders for min of $50,000 total in 12 months


� Place orders for min of $100,000 total in 12 months

With support from your preferred distributor!

1

EnablementOnboarding Development Commitment

2 3 4


Additional Questions?� You Preferred Avaya Distributor

� Distributor Channel Account Manager or Territory Account Magr

� Regional Avaya Marketing Team

� Joerg Kirmes Channel Operations EU & GGM [email protected]

� Alla van Bommel Business Partner Onboarding EU & GGM [email protected]

� Avaya Connect Partner Helpdesk https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j30000000L7l2AAC

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