Transcript LATAM BREAKOUT - avaya
Managing Director LATAM, Avaya
14 - 16 November 2012 I Cancun, Mexico
FY-12 Game Plan
Increase Consideration, Segmentation & Coverage
14 - 16 November 2012 | Cancun, Mexico
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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