Partnering with Tech Data on Avaya’s Data Solutions Jeff Salanco Manager, Avaya Solutions Group...

Partnering with Tech Data on Avaya’s Data SolutionsPartnering with Tech Data on Avaya’s Data Solutions

Jeff Salanco

Manager, Avaya Solutions Group

July 20, 2011

Jeff Salanco

Manager, Avaya Solutions Group

July 20, 2011

Tech Data Confidential

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


Enablement – Playbooks

3

Partner-Enablement Playbooks

• Roadmap to entering specific technologies

• Understanding the market and opportunities

• Accessing vendor resources

• Training Guidelines/Resources

• Support the initial selling motion

Understanding the Market

Vendor Connections

Training Resources

Selling Support


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

Tech Data Confidential5

Supporting the Selling Cycle

Pre-SalesSupport

Pre-SalesSupport

Supply ChainManagementSupply ChainManagement

OrderManagement

OrderManagement

SolutionsDesign

SolutionsDesign

IntegrationServices

IntegrationServices

ProfessionalServicesSupport

ProfessionalServicesSupport

MarketDevelopment

MarketDevelopment

FinancingOptions

FinancingOptions


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


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


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


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


Financing Options

Direct Pay Credit Leasing Guaranty Other

TD Direct Pay Tech Data Line of Credit

Tech Data One Lease

Personal Guaranty

Assignment of Proceeds

Direct Debit Distribution Financing/

Floorplanning

Avaya Financial Services

Cross Corporate Guaranty

Escrow Accounts

Wire Transfer Stand-by Letter of Credit

American Express Leasing

Joint Purchase

Orders

Electronic Funds

Transfer

Credit Cards Alternative Leasing

Companies

TechSelect


Supply Chain Management

• 85%+ fulfillment rate on high velocity products

• Roll-out support

• Triangle calls - structured forecasting

• Documented escalation process


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


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


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)


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


Professional Services – TD OnCall

Avaya installation, maintenance and patching

Network Maintenance Services

TDOnCall connects you to best in class contract maintenance services across North America by utilizing highly trained and manufacturer certified engineers and

field technicians.

• Standardized per port pricing• Advanced spares options available• Remote monitoring option available• Mon – Fri 8x5 or 25x7x365 options available

Proactive Patching Solution

Proactive Patching is a remote service offering that is designed for mission critical Avaya solutions. The service reduces the

likelihood of system failure and downtown by actively monitoring system logs and keeping the system patched to the

current available list directly from Avaya.

• Clearly defined per port pricing• Concise service level agreements• Rapid quote turnaround time zones• Easy to understand terms and conditions


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

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Tech Data’s Avaya Solutions Group

18

Mike Rogers

ECG Portfolio

Bette Bench

Services Specialist

Demetrios Kalogridis

Avaya Order Admin

Open

Avaya Order Admin Lou Desrosiers

Data Portfolio

Jen Keatinge

SPSC – Central/West

Matt Dietz

SPSC

Steve Leslie

SPSC - East

Esteban Rodriguez

SME PSC Open

Avaya SE

Jeff Salanco

Marketing Manager

UC SBU

David Bradley

Manager

Tech Support

Sherri Louison

Product Manager

David Ciraulo

Sr Product Manager

Open

SME PSC

Frank Bolanger

SME Portfolio

Tech Data’s Avaya Hotline – 800-228-7901PSC Contact Information – [email protected]

Services Contact Information – [email protected]

SE Contact Information – [email protected]

mailto:[email protected]




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

The Difference In DistributionThe Difference In Distribution

Partnering with Tech Data on Avaya’s Data Solutions Jeff Salanco Manager, Avaya Solutions Group...

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