LATAM BREAKOUT - avaya

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Transcript LATAM BREAKOUT - avaya

Managing Director LATAM, Avaya

14 - 16 November 2012 I Cancun, Mexico

FY-12 Game Plan

Increase Consideration, Segmentation & Coverage

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14 - 16 November 2012 | Cancun, Mexico

FY-12

Great Results Growth 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

Market Share: Enterprise Telephony

CISCO AVAYA Siemens Alcatel-Lucent NEC Aastra Interbras Others CY 2010 33.8% 21.9% 15.6% 7.4% 6.4% 3.1% 1.8% 10.0% CY 2011 31.8% 23.6% 15.8% 8.5% 6.2% 2.1% 1.7% 10.2%

Source: Frost & Sullivan 14 - 16 November 2012 | Cancun, Mexico

Market Share: Unified Communications

Microsoft CISCO AVAYA IBM Siemens NEC Alcatel-Lucent Others CY 2010 24.1% 28.4% 18.3% 12.8% 5.7% 3.5% 2.1% 5.1%

Source: Frost & Sullivan

CY 2011 24.1% 24.0% 22.4% 13.0% 6.5% 3.2% 1.9% 4.9%

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Market Share: Contact Centers

CY 2010 AVAYA Siemens Genesis CISCO NICE Tecnovoz Verint Witness Others

Source: Frost & Sullivan

43.3% 13.2% 11.3% 5.0% 4.2% 3.9% 3.7% 15.4% CY 2011 43.7% 12.8% 12.0% 5.4% 4.4% 4.4% 3.9% 13.4%

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Market Share: Video Conferencing

CY 2010 Polycom CISCO Radvision Huawei Sony LifeSize Others 41.2% 37.7% 3.7% 1.3% 7.0% 3.4% 5.7%

Source: Frost & Sullivan

CY 2011 42.1% 37.6% 4.7% 4.0% 2.7% 1.8% 7.1%

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FY12 LATAM Highlights

Evolutions Facts

5 Cities 7,000 People 17,000 Tweets

100% MDF

Fund Executed On Demand Gen Activities With BPs.

Partner Marketing

300 Partner Initiatives

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Case Studies LATAM FY12

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FY-13 Areas

CCA:

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LATAM Leadership Team

Luiz Ruiz Client Services AI Daniel Peiretti Product Group AI Christian Alvarez PSO AI Fernando Ruiz Galindo Sales Operations LATAM Maggie Bautista Marketing LATAM Jef Souza Tech Operations CALA Galib Karim Sr. Managing Director LATAM Gabriel Rodríguez Enterprise Sector Mexico LATAM Leadership Team Oscar Medina Service Providers Mexico Arturo Vargas Channels & Commercial Mexico Juan Ramón Sánchez Channels & Tech Ops Andean Region Arturo Gómez Sales Andean Region Paulo Manzato Managing Director Caribbean & Central America Gustavo Lorenzo Public Sector Mexico Karla Nussbaumer Tech Operations Mexico Ricardo Janches Managing Director Southern Cone

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CALA – Market Size and growth

CHILE COLOMBIA ARGENTINA Rest of S. Cone CARIBBEAN UC Rest of N. Cone MEXICO BRAZIL Incremental Spending ($M) per year

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LATAM – Market Size and growth

Networking Video CC UC SMEC Incremental Spending ($M) per year

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FY-12 Initiatives

Increase Consideration, Segmentation & Coverage Growing Networking Attach Service Providers, Cloud Solutions Winning w/ Radvision Accelerating Adoption of SMB Portfolio Re-activating the dormant installed base Expanding wallet share in Top Accounts Re-energize the Contact Center Business

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Increase Consideration Segmentation & Coverage Global Coverage Major Commercial SMB # of Accts

Global / MNC Major Commercial

FY12

0 157 1158

FY13

2 101 1386 14 - 16 November 2012 | Cancun, Mexico

Grow Networking Attach

Challenge

- FY12 Less than 10% Attach Rate - Lack of confidence - Lack of knowledge of the Networking Portfolio

Opportunity

- Increase attach rate - Data Center VSP 7K/9K - BYOD Identity Engine - Lan Switching & WLAN

Advantages

-Recognized Brand -Right Price in every product -Innovation – Technology -Success Stories in LATAM and Globally.

-Complete Solution

Segments/verticals

- Government - Contact Centers - Hospitality - SMB - Manufacturing - Financial

Service Providers, Cloud Solutions

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 14 - 16 November 2012 | Cancun, Mexico

Winning with Radvision

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 14 - 16 November 2012 | Cancun, Mexico

Accelerating Adoption Of SMB portfolio

* Telephony Only Small

MEDIUM

Big Opportunity in the mid market below 1000 ports.

Complete Portfolio: Business - IP Office Release 8.1

- Video: SCOPIA - Networking 14 - 16 November 2012 | Cancun, Mexico

Reactivate Dormant Install Base

But Now is Something Better We Love it…..

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Re-activating Dormant Installed Base

Drive Value

 SIMPLE, EASY, FAST...

   Collaboration, Networking, Video, BYOD, Identity Engine From Un-supported Platforms to an up-dated Platform ROI

600,000 Telephony Ports Opportunity

We Love it…

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Reactivate Dormant Installed Base

SCOPIA Switch to IP-Office and up-sell the Full Avaya Stack Konftel

Any: Meridian, Norstar, BCM, CS1K (less than 500 Extensions), Marlin, Partner

IP Office 8.1

Networking WLAN Identity Engine

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Re-energize the Contact Center Business

Expected seats growth in 2013 Colombia, Peru, México, Argentina, Central America Focus in Applications Drive Innovation - Social Media - Video - Multimedia Beat Aspect Program New Initiative for Mid Size Contact Centers 14 - 16 November 2012 | Cancun, Mexico

2013 Demand Generation

7 Cities Radvision Tour 12 Cities Networking Tour 10 Cities

Partner

Connection Days

Tour 14 - 16 November 2012 | Cancun, Mexico

Enterprise Promotions & When to Apply

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: Collaboration Package up to 50% WPP in UC - UC upgrade materials and discount on Aura materials for CS1k 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 14 - 16 November 2012 | Cancun, Mexico

SME Promotions & When to Apply

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 14 - 16 November 2012 | Cancun, Mexico

Networking Promotions & When to Apply

Combine Avaya Voice and Networking •Avaya-on-Avaya Promo

WPP+VID

•Apply to ERS 4000/5000

35% Off

Trade In for Competitor's or legacy Nortel Installed Base •Switch2Power VENA Now! 2

up to 35% Off WPP+VID

•Apply to ERS 2500 / 3500 / 4000 / 5000 / software and management components

40% Off WPP+VID

•Select ERS 8800 models, modules, COM 14 - 16 November 2012 | Cancun, Mexico

We appreciatte your feedback

OEFC Order Processing Red Products License Activation EDI Implementation VAD´s Delivery Times in selected products Avaya Learning 14 - 16 November 2012 | Cancun, Mexico

Beat Competition

Beat Aspect Program Account Strategy Bundled Solutions (UC, Video, Networking ) IPO Rl 8.1 + Networking + Scopia Complement them…They can do it alone ACE Integration, Flare , Scopia MAC Integration, Lync Integration IPO Rl 8.1 + Networking + Scopia Video is only one piece of the solution Integration Open Pltaforms 14 - 16 November 2012 | Cancun, Mexico

Experts Panel

• • • • • • 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 14 - 16 November 2012 | Cancun, Mexico

Thank You

Gracias

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BACK-UP

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LATAM PSAT – Partner View of Avaya

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 14 - 16 November 2012 | Cancun, Mexico

LATAM CSAT – Client View of Partner

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 level  FY12 Sample has increased strengthen the representation of Channel Client feedback  FY13 Focus Area will Jointly serviced customers, in general, provide lower evaluations of Avaya compared to all customers combined.

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LATAM FY-13 Market Analysis

Country

Mexico Argentina Colombia Venezuela Chile Peru DR Guatemala Uruguay Costa Rica Panama Bolivia El Salvador Paraguay Honduras Jamaica Haiti Bahamas Nicaragua Guyana Belize Saint Lucia

GDP 2013

$ 1,293.300

$ 578.482

$ 344.057

$ 304.259

$ 253.754

$ 195.603

$ 63.640

$ 52.560

$ 49.928

$ 45.569

$ 36.051

$ 27.420

$ 26.240

$ 26.058

$ 19.040

$ 16.850

$ 10.497

$ 8.439

$ 8.021

$ 2.818

$ 1.620

$ 1.158

GDP Growth %

3.350% 4.198% 4.456% 1.326% 4.500% 5.719% 6.000% 3.468% 4.039% 4.500% 6.563% 4.492% 4.000% 4.000% 4.000% 2.843% 7.223% 2.378% 4.000% 5.436% 2.500% 3.256%

Region

Mexico Caribbean & CA Andean Region Southern Cone

Market Growth

7.5% 7.1% 6.1% 6.4%

FY-13 Plan

10.1% 4.7% 9.7% 3.9% 14 - 16 November 2012 | Cancun, Mexico

Avaya Product Stack

Soft Client Video and Conferenci ng Automated Experience Management Contact Center Communication and Messaging Phones Performance Management Business Collaboration Unified Communications Virtual Enterprise Network Architecture Professional Services Ethernet Switches Support Services

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