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Partnering with Tech Data on Avaya’s Data Solutions
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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
Tech Data Confidential
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
Tech Data Confidential
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
Tech Data Confidential
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
Tech Data Confidential
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
Tech Data Confidential
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
Tech Data Confidential9
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
Tech Data Confidential10
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
Tech Data Confidential
Supply Chain Management
• 85%+ fulfillment rate on high velocity products
• Roll-out support
• Triangle calls - structured forecasting
• Documented escalation process
Tech Data Confidential
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
Tech Data Confidential
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
Tech Data Confidential
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)
Tech Data Confidential
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
Tech Data Confidential16
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
Tech Data Confidential
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 Confidential
Tech Data’s Avaya Solutions Group
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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]
Tech Data Confidential19
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