14 - 16 November 2012 | Cancun, Mexico

Amir Hameed Technical Sales Leader - Americas

Americas Tech Sales

14 - 16 November 2012 | Cancun, Mexico14 - 16 November 2012 | Cancun, Mexico

Sales Engineers

Applications Sales Specialists

Business DevelopmentConsulting Systems Engineers

New Product Introduction

Channel Enablement

Tech Sales is responsible for driving profitable revenue growth and successful NPI through strategic solution evangelism, thought leadership and technical sales for our most complex opportunities and through direct customer facing engagement and the technical enablement of our key partners and SE community across Americas.

Powerful SE Community

14 - 16 November 2012 | Cancun, Mexico

• Weekly pre-sales sessions on all Portfolios• Over 30,000 views since inception• Available in Live session, Downloadable, Streaming, Podcast

• NPI for Avaya SEs and Partner SE’s• Full week virtual event with SE breakout sessions

• Modular Program that covers certification and design• Competency beyond certifications

FY12 Results

• 200+ PARTNERS• 600+ SEs • Bootcamps, Webinars, 1-1s

Contact Center and WFO

• 460+ SEs from 100 Partners • LATAM, Brasil and Canada

• Hands On Workshops in all regions– 30+ Sessions, 120+ Partners, 300+ SEs

• IDE Bootcamps• 3 New Distinguished Systems Engineers

Avaya Networking

• Rapid Ramp for 9 Distis, 80 Partners• Technical SE Sessions with Demo

equipment

US Channel Tech Sales FocusUS

Contact Center

EnablementTools

Programs CSEs

Applications

Nationals

Channel Tech Sales

On Boarding

SISP

Territory & Named

SME

Disti

Networking

UC: Desktop,

Sipera Video

Networking

US FY13 PrioritiesUS

Partner Tools– Avaya Solution Kit (ASK Platform)

• Complete Enterprise Demo System In A Box• Virtualized Single Server with Time-To-Demo Under 15 Minutes

– Avaya Tech Connect expands to Avaya Sales Connect• Avaya Sales Connect will focus on solution selling, competitive differentiators

Avaya investment in partners – Designated CC Specialists for our top 19 Partners– Designated Networking Specialists (Networking Accelerators) to increase Networking attach

rate– NPI Focus: Networking, RADVISION, Sipera– Help raise levels from silver to gold and gold to platinum

Drive Avaya brand preference and differentiation through applications Focus on Networking

– Avaya Technology Forum - building competency around networking will be held in Orlando February 26 - 28th

Canada FY13 Priorities

• Increased Focus with Partners on strategic solutions and emerging markets– Video, CC, UC, Networking, Cloud , Virtualization Services– Drive SME Business value adoption

• Formal Enablement team to increase PSAT– Consistent approach to enablement and NPI

• Video Revenue Growth over 200%– National APDS Bootcamp training

• Call Center Growth and Capability– 5 day Select ACIS certified Partner Installers , deep dive into AACC

• Data Increase Attach Rate – Data hands on Bootcamps through Distribution– Data Roadshow

• UC Attach Growth and capability– UC Bootcamp to increase capability over APDS base– Collaboration PODS and Virtualization workshop

CANADA

CALA FY13 Priorities• Radvision Growth of 100%

– Building local labs / training in language– Focus on the Avaya installed base

• Data Increase Attach Rate – Data Roadshowsh – Starting Nov 26– Continue ERS hands-on training – partners and prospects

• Increase PoC to support opportunities– Radvision sales driven by Demo’s and PoC’s– Attack Microsoft Lync installed base positioning ACE solutions with PoC’s– Increase Proof of Concept (PoC) activities in top accounts

• Continuous focus on enablement - ESEP UC, Radvision Deep Dive, Networking Roadshow, Contact Center ESEP

• IP Office Server Edition training in order to increase midmarket presence

CALA