Transcript Presentation Title Goes Here: Up to Two Lines
Partner Pitch Pack IP Office R7.0
Speaker Name and Date Goes Here
Agenda
Executive Summary SMEC Market Solution Offers Market Segmentation Partner Business Proposition Training Investments Complementary Offers Additional Resources & Links Avaya 3 3
Executive Summary
With the release of IP Office R7.0, Avaya delivers on it’s promise of an integrated portfolio. The ability to migrate all popular vintage sets to a single platform offers unique migration opportunities coupled with investment protection.
Solution Offers Convergence
•Data Migration tool •RJ21 connector eases BCM to IP Office PBX upgrades w/ exiting phones •Support for BCM/Norstar Digital and DECT sets via new hardware •Enhanced functionality on Nortel IP sets
Enhancements for Sub-20
•Quick Mode Install •Increased messaging storage •New 9500 Digital paperless sets
IP Office R7.0 provides a unique window of opportunity to beat the competition, grow your share in the sub-20 market and migrate the existing heritage customer base Investment protection
40%- 60% investment protection by migrating existing BCM/Norstar IP and digital sets
DevConnect Partner Integration
Leverage existing Dev Connect partners and penetrate the Healthcare vertical which is growing at 3% YOY
Simplified Installation
Data migration tools and RJ21 connections for heritage Nortel customers Quick Mode Install for IP Office Essential Edition
Grow sub 20
Cool new sets that offer Enterprise class functionality Enhanced messaging capabilities 4 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
GLOBAL SMEC MARKET
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First, Let’s Define The Market SME Communications
Sub Segment Names
SOHO Very Small Business (VSB) Small Business Medium Business
Midsize Enterprise Large Enterprise
Firm Size (employee)
<5 5-20 20 - 100 101 - 250
250 - 1000
1000+
Est. Historical % Total SMEC Sales:
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
What’s driving our Market?
Fastest growing space is in 50-99 with 7.9% growth expected next year Very small businesses (sub-20) comprised of 82.5% of SMB market
64% of SMB’s will be replacing outdated systems
– PC replacement cycle driven by SMB support for Windows 7 – PC ownership as well as notebook purchases fueled by lower prices and advanced capabilities – Replacement of desktop PCs by notebooks driving new refresh cycles – SMB LANs/Server-based LAN penetration will exceed 64% by end of 2011 According to Dell’Oro, 2011: Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Now is the Time to…..
Defend and Migrate the Installed Base
More than 1.6M of Installed systems worldwide about to refresh with a maximum potential market of
$8.5B
IP Office PARTNER Merlin/Legend/ Magix Integral BCM Norstar
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Be the only one to offer 40-60% investment protection Upgrade Norstar, PARTNER, BCM (>3 years) and other customers to IP Office Release 7.0
Protect recent BCM investments <3 years to BCM R6.0 extend new functionality …….
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Avaya Fit for Purpose Solutions
Serving Small, Midsize and Large Enterprises
Avaya IP Office
Designed for SME Markets, Simpler communications needs
Avaya Aura®
Designed for Midsize and Large Enterprises, more advanced communications needs
Avaya Aura® Solution for Midsize Enterprise Avaya Aura® Avaya Aura® Branch Solutions
For 1-450 users/location
5 Small 100 Medium 250 Midsize # of Users Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
1000 10,000 Large xxx,000s Fortune 1000 9
SOLUTION OFFERS
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Avaya IP Office Unique Investment Protection
IP Office 500
Single
, Modular Platform Scales to 384 users per system, 32 sites Simple, role-based solutions 5.0
3.0
4.0
6.0
6.1
AGENT POWER USER
7.0
MOBILE WORKER
Merlin Integration PARTNER ® Integration Avaya Aura TM Integration BCM, Norstar Integration Part 1 BCM, Norstar Integration Part 2 Integral Integration Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
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Avaya IP Office R7.0 Solutions Offering Convergence
BCM/Norstar Digital Phone and Digital Mobile phone Integration BCM/Norstar IP Phone Enhanced Functionality
Feature set similar to IP Office terminals
New Hardware for Easy Migration
TCM8, DS16A and DS30A for set integration. RJ21 Connectors and Wall Mount kits for simplified installation
Data Migration Tool
Easy transfer of voicemail message content, voicemail greetings and associated configuration data Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Avaya IP Office R7.0 Solutions Offering IP Office Innovation
New 9500 Digital Sets New Line of 9600 IP Sets New paperless digital phones Color IP paperless phones Color IP Gigabit Touch screen phones 96X1 available with 6.1 maintenance release. 9611 not available with this release Enhancements for the Sub – 20 Market Designed for the stand alone small business customer IP Office – Quick Mode for rapid Install and simplified administration Increased message storage, out calling notification for IP Office Essential Editions Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Avaya IP Office R7.0
New Enhancements Vs Competition
Avaya IP Office Alcatel-LU OmniPCX Office Cisco UC500 Mitel 3300 MCD Support for Norstar and BCM Digital Sets and Wireless YES NO NO NO Encrypted IP Endpoints YES YES YES YES Paperless Label phone for <$300 Linux OS Option for SME products One-touch transfer both directions with mobile twinning YES YES YES NO YES NO YES NO YES YES On enterprise products only YES ShoreTel Enterprise Edition NO NO YES NO NO Siemens HiPath NO YES NO NO NO
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CUSTOMER SEGMENTATION
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Avaya IP Office R 7.0
Market Segment Customer Type
• • • • • traditional key-system customers PBX customers <250 BCM customers >3 years old Heritage Norstar and Avaya legacy customers Healthcare and Hospitality verticals • • Current legacy Nortel or Avaya products Healthcare with vintage products or net new • • Expanding or Greenfield Desires UC functionality
Customer Values
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• • • • Reliability and scale Ease of migration Investment Protection Simple to understand, purchase and finance • Enhanced functionality
Avaya IP Office R 7.0
– Key Messages
Investment Protection • Customers can save 40% to 60% on new IP Office installation using their existing BCM or Norstar sets Total Cost of Ownership • • IP Office allows for simplified installation which decreases customer installation costs and increases TCO Simplified management tools efficiency – built for the sub 20 market to decrease cost of management and improve • Data Migration tool reduces time to migrate thus decreasing cost and increasing TCO Enhanced User Experience • • • Migration of existing sets minimize disruption and need for customer training Faster and simpler administration for customer with paperless phones Cool new phones provide a more professional look and feel for the small business customer 17 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Key Messages Based on Customer Type
Customer Type: Current System —Spirit, Magix, Partner, etc IP Office Essential Edition IP Office Preferred Edition
Everything is in one package Plug and play capability Investment protection: keep using existing phones Easy to administer and manage — no in-house technical support needed Support for TDM keeps costs down while giving you the path to IP Options to grow —when the time is right for you Best of both worlds: innovative solution backed by the industry Leader Proven reliability / proven performance Lowers TCO Provides options to expand Investment protection/easy transition: keep using existing phones No hidden costs
IP Office Advanced Edition
Everything you need —plus options for innovative applications to drive business improvements New ways to differentiate your company New ways to keep improving customer service Streamline collaboration System will keep adapting as your business evolves Proven reliability / proven performance Long-term investment protection – IP Office evolves with your business Integrates to a contact center Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Key Messages Based on Customer Type
Customer Type: BCM/Norstar IP Office Essential Edition IP Office Preferred Edition
Investment protection: keep using existing phones High reliability: no fans, hard disks, etc.
Easy to administer and manage —no in-house technical support needed Everything in one package including Embedded Voice Messaging at no extra cost Plug and play capabilities Options to grow —when the time is right for you Investment protection: keep using existing phones High reliability: no fans, hard disks, etc.
2 X 64 user Conference Bridge Easy to administer and manage —no in-house technical support needed Plug and play capabilities Options to grow —when the time is right for you
IP Office Advanced Edition
Investment protection: Keep using existing phones Resiliency; SCN/VM redundancy Browser-based apps; easy install Future ready: migrate to SIP Streamline operations with multisite call reporting Improved communications and uptime via multi-site networking; resilience, paging Easy to administer and manage —no in-house tech. support needed Can grow with your business Scalability to 384 stations (IP, digital, analog) Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Why Migrate Norstar to IP Office
Factors
Scalability Reliability User Applications
Avaya Norstar 3X8 – 3 lines and 8 users CICS – 8 lines and 24 users MICS – 224 users Networking via OPX and IP Gateways Avaya IP Office Up to 384 users per single site Up to 1000 users over 32 sites. Can be cost effectively networked together over IP Highly reliable but no resiliency offers in multi-site scenarios Highly reliable but no resiliency offers in a single site mode In multi-site environments, software based IP phones, applications and voice mail resiliency is available with IP Office Preferred and Advanced Editions Highly reliable but no resiliency offers in single site Solid state components with no moving parts reduces points of failure and increases resiliency Limited off-site mobility offers Remote working capability is limited which inhibits productivity No web-based desktop call control software or call center No Point-to-point video calling support 3-party ad hoc conferencing is standard, no Meet-me conferencing One-Number access via Mobile Twinning Remote working capabilities via several applications (Varies by IP Office Versions) Web-based call control software via one-X mobile ™ Thin-client access to call center reporting improves access from remote locations Point-to-point video calling standard with Tele-worker and Power User 128-party Meet-me conferencing standard (2 X 64 users per call) Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Why Migrate Norstar to IP Office
Factors
Endpoints and Device Integration Management and Administration Networking
Avaya Norstar No IP phone support; no SIP phone support No Bluetooth headset support Standard Windows-based administration tool No multi-site administration tool OPX circuits and gateways for networking of Norstar systems Avaya IP Office IP, analog, digital, wireless, DECT Bluetooth and third-party SIP phone support (varies by IP Office Version) Standard proactive monitoring and alarming (Preferred and Advanced Edition Editions) Standard IP Office Manger enables configuration and management of Avaya IP Office systems in an distributed network IP Office Preferred and Advanced Edition support up to 32 sites/up to 1000 users across sites Sites can be connected together with IP Office Preferred and Advanced Editions with free calling between networked locations Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
PARTNER BUSINESS PROPOSITION
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How Avaya Partners Benefit
Avaya offers multiple ways
Increase Margin BDF and MDF programs, Promotions, Expanded Product portfolios Why should your Partners care?
• Programs to offset costs, fuel growth, increase margins • Cool applications like mobility, SIP enhancements, remote worker and new sets address customers' hot buttons which ncrease loyalty • Up-sell capabilities open the door to complete solution sales
Reduce Cost Market Leaders Campaigns, Partner Marketing Central, Streamlined training, One product line
• Avaya programs help marketing dollars go further! Tested programs provide quicker ROI with a lower “touch” • Streamlined training reduces time away from selling, decreases SG&A. No Fees for Sales Authorization!
• Learn, Sell and Maintain one product platform that scales the SME Market
Realize Cash Quickly Avaya Financial Services (AFS)
• Utilize AFS leasing options to increase cash on hand • Free up credit lines previously used to purchase product • Advanced funding puts 50% of margin in your hands at the time of sale Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
IP Office R 7.0 Transition to IP Office It’s All About Growth!
Natural Migration Path:
• Protect your installed base from the competition • Support all Nortel IP and Digital phones on IP Office • Resellers use same BCM design and quote tools • Data migration tool, RJ21 Jacks, Wall Mount Kits
Increase Revenue Growth
Migrate Nortel install base of +800,000 systems globally (210k BCM, 600K Norstar) Accelerate sales (installation) in the sub-20 segment with simplified manager Save at least 1 ½ hours per install with IP Office-Quick Mode; therefore decreasing quote to cash timeframe
Increase Revenue Share
Refresh Nortel phones with Avaya 95xx and 96x1 phones Offer Enhanced UC applications to existing and new customers
Increase Market Share
Attract new customers in sub-20 with 95xx digital phones Attract new customers in the high end segment with 96x1 IP phones Penetrate new vertical markets with Dev Connect solutions Outperform your competition with “Green” solutions
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Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Proven Investment Protection
Keep the phones, change the core hardware
Grow with IP Office Digital or IP Phones
Protect
your
installed base
– Don’t’ let the competition get a look in!
IP Office with phones Re-use Nortel phones $ saving Protected Investment 10 $4,082 $2,500 $1,582 39% Number of Users 30 $16,141 $9,535 $6,606 41% IP office 500v2, mix of Combo cards, TCM8, DS16A/30A, analog and/or PRI, (and supporting module(s)) Essential Edition (10 user) Preferred Edition 30 users and above. Phone Mix 10%1403, 10% 1408, 60% 1416, 10% 9504, 10% 9508
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50 $25,280 $14,270 $11,010 44% 100 $44,300 $22,280 $22,020 50% 200 $81,010 $35,970 $45,040 56% 25
Key Partner Takeaways
Time is Ripe for IP Office
Continue selling BCM where it’s applicable while up on IP Office ramping Sell with confidence! IP Office is the on-going flagship product for Avaya’s SME space Streamlined, cost effective training makes it easy to become authorized to sell Protect and grow your base investment protection with the promise of Grow your market share to cash with decreased time from quote Grow your wallet share phones, by up selling new 95XX and 96X1 Target your Maintenance customers to heritage base monetize the Penetrate new markets Office with Dev Connect solutions for IP
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TRAINING INVESTMENTS
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FY11 SME Expert
Market your expertise by becoming an SME Expert
Requirements
SME Expert Badge # of Certified Specialist / Certified Architect per solution
2 APSS SME 1 ACSS SME or 1 ACS Implement IPO 1 ACIS IP Office or 1 ACSS SME
Service Assessment
Remote SME Expert Assessment
Benefits of SME Expert Financial Improved
Business Development funds Marketing Development Funds SME Expert remote assessment fee waiver once specified requirement are met for all medal levels
Marketing Improved
SME Expert Logo/Designation SME Expert Plaque Current Analysis Membership Partner Locator preference over SME Authorized Lead routing preference over SME Authorized in certain theatres
Technical
No cost remote GSS Support for implementations Direct access to the GSS Backbone for Maintenance support bypassing Distribution Input to product development through the Global Requirements Input Process (GRIP)
New to IP Office
Training Requirements
Course Name Course Number US Cost
IP Office Sales – APSS
Delivery method Avaya IP Office Sales Training* (APSS) Avaya IP Office Sales* Assessment (APSS) 2S00040W 2S00040A $0 $0 Web-based 3.5 hrs Web-based 1 hr IP Office Hardware and Data Components
IP Office Implement – ACIS
AVA00916WEN $0 Web-based 6 hrs IP Office Implementation Workshop ATC01225IEN $2720** Instructor led 40 hrs ACIS - Avaya IP Office Implementation Exam 6401.1
$100 Pearson Vue Testing Center 2 hrs
Enhanced Support Requirement – Optional - ACSS
IP Office Advanced Applications and Troubleshooting ATI00484IEN $ 2720** Instructor Led – 40 Hrs ACSS Small & Medium Enterprise Communications Exam 3000.2
$100 Pearson Vue Testing Center 2 hrs
* See Note section below
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
IP Office Essential Edition –
Training Requirements
PARTNER ® Version
Partners who traditionally sold PARTNER ® ACS and would like to continue selling our PARTNER ® replacement – IP Office Essential Edition – PARTNER® Version must complete the following training: Course Name Avaya IP Office Sales Training* (APSS) Avaya IP Office Sales Assessment* (APSS) IP Office Essential Edition – PARTNER ® Version Installation** Course Number 2S00040W 2S00040A ATC01993WEN US Cost $0 $0 $0 Delivery method Web-based 3.5 hrs Web-based 1 hr Web-based Self-paced *
Partners are required to have 2 individuals with APSS Sales Authorization on IP Office in each country where they will be selling the product. This is the same course as the IP Office APSS (no PARTNER ® specific version). Courses and assessments are available in French, Italian, Spanish, and German ** Available for those individuals who will be implementing and maintaining the IP Office Essential Edition – PARTNER® Version in the NAR. Course is non-credentialed and is at Avaya University in the APSS SME Communication curriculum map under “to continue my training” section
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Currently Authorized
Optional Training
For Partners currently APSS authorized, or planning to refresh their Implementation credential this course is recommended. There is no additional assessment required. Course Name Course Number US Cost Delivery method Avaya IP Office Technical Delta R7.0 training 5S00001W $0 Web-based 2 hrs For Partners currently APSS Authorized and would like additional training on IP Office Essential Edition – PARTNER® Version (NAR only) Course Name IP Office Essential Edition – PARTNER ® Version Course Number ATC01993WEN US Cost $0 Delivery method Web-based Self-paced Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
COMPLEMENTARY OFFERS & ADDITIONAL RESOURCES
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Focus on: Healthcare
Increasing IT Spending
Total IT Expenditure in Healthcare in 2010 is “Healthcare expenditure “is expected to grow with practices looking to use technology to improve efficiency and margins”
(IDC – 2009 )
expected to be $82.2 billion, up 3% on 2009
(Gartner – October 2009)
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There are approximately 750,000 healthcare establishments in the US. 90,000 in the 20 to 99 employee size
small businesses in the
Small Healthcare Businesses spent more then $10bn: Telephony equipment ($500M) telephony services ($7B) and internet services ($3B)
(AMI Research 2009)
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Understanding the Healthcare Vertical Nursing Homes
Providing Residents access to phone and voicemail Accurate billing Staff access to full communications suite (mobility, contact center etc) jkjj wireless phones Immediate notification of 911 calls Room status - guarantees the cleanest environment to the residents Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Doctors Offices
Complete mobility, Doctors and/or delegates can quickly be found, without disclosing cell or home number Automatic appointment reminders and reschedules reduce the revenue lost to missed appointments.
Automatic Lab result reader and Prescription Refill free staff for more pressing tasks Specialists are free to seamlessly roam across office locations
IP Office & DevConnect Partners
Creating Healthy Solutions
DevConnect Partners
Computer Instruments
RSI
DuVoice
TigerTMs Key Capabilities: Appointment reminders
Repeat prescriptions
Integrated DECT Mobile solutions
Invoice Reminders
Emergency notifications
Pre-surgical checklist
DECT Mobility What this means to Partners:
Increased revenue opportunity
Improved margins from software
Repeatable business (verticals)
Take share from competition 35
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Why Demos Are Important
Show and Tell
Good Demo 30.2%
Now you have a choice!!
•EZ Demo – updates coming! Also coming to an Apple App store near you •Flash Demo •Avaya Demo Sales Specialists
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Reduce Marketing Expenses by Leveraging Avaya
MarketLeaders 2.0 and Partner Marketing Central
PMC is free to all partners MarketLeaders is subsidized 50% upfront by Avaya and is at heavily reduced rates MarketLeader Savings example: • A standard email (Excite) campaign includes 2 email blasts, telemarketing follow up &1000 contacts for ~$1400 • Cost estimate to create a campaign and purchase a list = $5K+
~$3600
Savings per Campaign
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New SME Campaign materials available on PMC & MarketLeaders today
Target: sub 20 market Theme: “You didn’t know a phone system could do that?” Assets: oft & html emails, online banners and telemarketing scripts – – Horizontal Hospitality – Healthcare Offers: – – IP Office Demo Small Business Unified Communications for Dummies
PMC Link: https://pmc.avaya.com/ui/smesolutions.aspx?link=ipoffice&categoryId=6&subCat=282
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
New SME Campaign materials available on PMC today
Social media – Social media is a key component of the Avaya SME program, enabling us to increase awareness, showcase innovative SME solutions and forge deeper connections with SME owners. – Partners can take advantage of the power of social media by participating on whatever level they feel comfortable. – Social Media calendar posted each month – Partners can use this content exactly as is and post in your own social media efforts, or create their own – it's up to them!
– PMC Link: https://pmc.avaya.com/ui/smesolutions.aspx?link=socialmedia&categoryId=71 Seminar in a box (emails / landing page / telescripts, etc) – https://pmc.avaya.com/ui/smesolutions.aspx?link=ipoffice&categoryId=6& subCat=151 Quarterly eNewsletters (for SME & Enterprise) – https://pmc.avaya.com/ui/smesolutions.aspx?link=enewsletter&categoryId =49&subCat=201 Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
SME Campaigns coming in Q2/Q3
IP Office 7.0 Campaign – Multi-touch campaign focusing on: – Growing your business – – Pain points of an SME Business benefits of IP Office Target: – Nortel Legacy (BCM/Norstar) – – Avaya Legacy (PARTNER, MERLIN) Net New Assets: oft & html emails, online banners and telemarketing scripts – Horizontal & Healthcare New Premium Content – Nortel migration guide – – Avaya migration guide Avaya White Paper: How Effective Communications Deliver Real Results to Your Business – Avaya White Paper: Revolutionizing Patient Care Through Communications: helping nurses improve patient outcomes, patient care productivity, and hospital profitability Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
SME Promotions & Programs Cheat Sheet
Q2 – Q3 FY 2011
Use this Cheat Sheet for a
quick view
of the promotions and programs available to help you win with your SME customers. View important details on the
SME Promotions and Programs Page Programs Seed Program
Customers can trial IP Office for a two week period free of charge. Just provide an IP Phone. •
Contact your CAM for details.
Trade-In / Trade-Up
Customers can easily trade-in their old equipment (Avaya, Nortel, Cisco) for a cash rebate when trading up to IP Office. •
Available in U.S. and Canada.
Financing IP Office Finance/Lease Offers
Offer customers 0% (60-months) True Lease financing for new IP Office systems.
•
Through Avaya Financial Services
•
Can be combined only with Trade In/Trade-Up
Expires: June 30, 2011 Free Software Trial Licenses
Enable your customers to try select IP Office applications for FREE for 60-days.
•
Contact your distributor.
No expiration dates: ongoing programs
Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Powerful, SME Focused Portal
Tools for All Elements of The Selling Cycle
Case Studies Competitive Roadmap Demos ROI Tool Industry Kits Collateral Training Demand Gen
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Get Started Now!
Take advantage of the SMEC market with the latest portfolio updates featuring: •A clear and simple migration path for our legacy customers. •Competitively differentiated technology based on an integrated, open standards, multi media platform •New “Green” sets that outpace our competitors •One hardware platform that grows as your customers grow. •Dev Connect partners that will help you infiltrate the healthcare vertical.
Next Steps
Attend
SMEC February Launch Webinars
Register
for Authorization Training sessions
Visit
www.avaya.com/partnermarketing and access a wide variety of self and full service marketing assets and programs to support your lead generation efforts! Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.