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7-Step Technical Sales EnablementVersion 6.1, June 2009
2Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Goal & Purpose
Increase your effectiveness and create better sales opportunities
Create credibility and confidence at your customer
Increase Close Rates
Increase Customer Satisfaction
Raise your skills
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Problems & Pains
Questions from our partners:– Where can I find product information?
– Where can I find competitive & Market information
– Who should I contact?.
– What procedures do I need to follow?
– How do I use the programs
– How can I train myself?
– How do I maintain & service my customers installation?
– How can I demonstrate and show the Avaya solutions?
– …
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Benefits and Impact
Win time in finding correct resources and tools for answering RFP’s, proposals, Technical questions – time is money
React quickly on Customer requests for Information
Leverage SE Skills on Added Value Work.
Make efficient use of the Avaya Technical Presales Resources
More time for Avaya Consultants to focus on Key Projects , Customer Facing Meetings and Partner Enabling
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The 7 StepTechnical Sales
Navigator
4
Learn
2
Strategy
Com
petition
1Solutions& Offers
5Helpdesk
6
Dem
on
strate
7C
onsu
ltanc
y
3 P
rop
ose
Get trained
Increase your Avaya Knowledge Understand
the marketplace
and the competition
Find Details onSolutions and Services Offers
Get Help
Contact the Helpdesks
Dem
on
strate
Sh
ow
the S
olu
tion
s
Enga
ge P
resa
les
Bus
ines
s C
onsu
ltant
s
Bu
ild P
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ls A
nsw
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FP
/RF
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The 7-Step Technical Sales Navigator
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Make efficient use of the Avaya Technical Presales Resources :
Always use the self-service tools first, before requesting info to the Avaya TechniCenter or to local-regional presales engineers.
Step 1: Consult the Partner Portal for detailed info on Products-Services
Step 2: Understand Avaya Vision and Market insights
Step 3: Build your Proposals and answer RFP/RFI questions
Step 4: Get Trained and increase you Knowledge
Step 5: Get Help and Contact the Technical Helpdesk
Step 6: Show Case and Demonstrate the Avaya Solutions
Step 7: Engage Avaya Presales & Business Consultants
The 7 Step Approachfor Technical Sales Resources
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Step 1 – Portfolio A-Z
Find Details on Solutions and Services Offers
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Step 1 : Portfolio A-Z
All you want to know on the Avaya products or Services Offers
One Place for All information on Products and Services
– Positioning
– Product Presentations - Definitions
– Brochures - White Papers
– Technical specifications
– Integration Notes
– Designer cheat sheets
1. Portfolio A-Z
Products - Services
Support site
Services Navigator
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Solutions & Products
– Portfolio Area Section: information
– Insights
– Featured Customers
– Key topics
– Value through partnership
– Demos
Product A-Z Section: Materials
– Product Information
– Selling strategies information
– Sales collaterals and tools
– Product Documentation
– Product Technical support
Navigation for Products & Services A-Z
Partner Portal landing Page
partner.avaya.com
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Navigation for Products A-Z cont’d
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Navigation for Products A-Z cont’d
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Products A-Z : IP Office
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IP Office Product MatrixUnder job aids and Tools
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Services A-Z
Services A-Z
Day 0 to Day 2 services information
– Implementation
– Maintenance
– Offers
Presentations and Descriptions
Job aids, tools and FAQs
Partner Portal landing Page
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Partner Services Navigator
Partner Services Navigator
Easy to use Navigator
All services offers available following a services lifecycle
– Plan, design, implement, maintain, optimise
Services Navigator : www.avaya.eu/psn
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Support Site – support.avaya.com
The Post Sales Support Site
Installation Manuals
User Guides
PCN information
Connectivity Information
Link to Services Tools
E-notification
– End-of-Sales
– End-of Support
Download
– updates, firmware
support.avaya.com
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Step 2 – Strategy & Competition
Understand the Avaya Strategy , the marketplace and the competition
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Step 2 : Strategy & Competition
Understand Avaya Value Proposition, Vision and Roadmap.
A Day in the Life Presentations
Go Green With Avaya
Know the market and competition
Find Reference Customers and Case studies
Be ready for the customer visit
2. Strategy & Competition
Value Proposition & VisionSolution PresentationsCompetitive IntelligenceCustomer Gallery
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Avaya Value Proposition
Presentations & Speakernotes on :
High level overview
Positioning the Avaya Vision
Overview of solutions
Reference Architecture
Portfolio Roadmap– Unified Communication
– IPT
– Contact Center
Partner Portal - Sales Tools
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A Day in the Life Presentations
Have a business value driven discussion with a line of business leader
Help to uncover and confirm the customers key pain points, discuss how Avaya solutions could address those issues today as picture of “what’s possible” tomorrow.
Show the pain points and impacts of Avaya solutions on key roles within the enterprise.
Different Roles covered :– Mobile Professional - IT Director
– Knowledge Worker - HR Director
– Attorney - Contact Center Supervisor
– Contact Center Agent - Customer
Under Portal Landing Page – Sales Tools – Sales Enablement
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Go Green with Avaya
All you want to know about Green Avaya. How can Avaya solutions reduce “carbon footprint”? “cheat sheet " outlining Avaya technologies Independent Studies
Portal : Go Green With Avaya RFP website – Green Section – Click Here Portal - Customer Presentation – Click Here Portal - Additional materials – click Here
Green Calculator For Business For Employee Public Link
– Green Calculator
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Helps you to understand details of the key technology areas which will “dissolve” any of the confusing or wrong info that competitors raise with prospects.
Get Market & industry Analyst Reports
Understand the Key Selling point
Improve your credibility with customers on how Avaya compares
Competitive Intelligence - Resource Centre
Partner Portal landing Page
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Competitive Intelligence - Example
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Competitive Intelligence – IP Office
Select IP Office Competitive Information under Competitive Intelligence
Resources:
– CIN Sheets
– Talking Points
– Presentations
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Customer Gallery
Customer success stories
Clear, strong evidence of the wide-ranging benefits achieved through the implementation of Avaya products, solutions and services
Generates unique confidence and credibility in Avaya-BP’s ability to deliver value to our prospective customers.
BP can also submit a Reference customer
.
Partner Portal landing Page – Sales Tools
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Conformity Docs
Documents that contain the declaration of conformity
http://support.avaya.com under resource library -> more resources
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Step 3 – Propose
Build your Proposals and answer RFP/RFI questions
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Step 3 : Propose
Support the BP with best-in-class Proposal Management
Consistent Avaya message and value proposition in one single template format.
Provide questions to write RFP’s
Provide answers to RFP questions.
Provide Design Materials
Complement & enhance your solutions with services using the Services Navigator.
Understand the Promotions
3. Propose
ProposAll Wizard Searchable RFP Database (FAQ)ROI/TCOServices Offers
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Proposal Tools – Self-Support
Partner Portal landing Page – Sales Tools Help! I've got an RFP
– Management tips to respond an RFP.
– Downloadable Response and CD Templates
RFP Q&A Database – Searchable Web database
– Answers to frequently asked questions
Influencer Questions – Sample RFP Wizard
– Provide the customer these thought-provoking questions to help them create an RFP.
– Cleverly written to highlight Avaya's strengths
ProposAll Wizard– User-friendly tool
– Produces a professional, customer-ready proposal
– Based on the input you provide
– Tweak it to speak to your specific customer's unique needs.
.
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Q&A Database
Easy to use on-line access to database via SSO
Full of customer-ready RFP questions and answers
A large and growing database of RFP answers that are available using a fast search engine.
Cut and paste your selected answer right from the tool.
Submit new question and answer
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The ProposALL Wizard
Web based Proposal Tool
Different Languages
Package info on
– multiple products
– services
Single, customer-ready document.
Build Content in 4 steps – Fill out contact information
– Select desired items
– Build executive summary
– Create Proposal
Used when – initiating a new contact with a customer
– customer’s request for more information on a product
– to learn and understand the Avaya products
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http://marketingtools.avaya.com/knowledgebase Search engine
TechTips & Bulletins
Product Description
Installation Manuals
End-User Guides
Multiple Languages
KnowledgeBase IP Office
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ProposAll Wizard - IPO
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Proposal Tools – Support
Partner assisted by Avaya when Available Resources
Large & Complex High-Touch Deals
Assign Global Proposal Manager
Advisory support– Deals > 1M$
– Creating a timeline and a task assignment list.
– Managing the kick-off call.
– Tutoring the sales team on using the self-help tools.
– Acting as a point of contact to find help for extremely difficult questions
Managed support– Deals > 3M$
– The opportunity is a "fit" for Avaya products and services
– The Sales Team is prepared to engage in the response effort, i.e. a WIN Strategy has been developed and a local team of sales, technical and contract support has been assembled, and the RFP has been read and discussed.
– There is sufficient time - 12 working days is the minimum time
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Design Materials – Visio Central
Optimize your Visio diagrams with Avaya Specific Stencils
Partner Portal– Technical Resources – Design Central
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Design Materials – Connectivity Guides
Guide provides system component descriptions, drawings, environmental information, capacity information, and part numbers
Partner Portal– Technical Resources – Design Central
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ROI TCO Navigator
With Today’s economics, End-customer will look for hard savings and a meaning full ROI. The ROI TCO Navigator support you in showing your client the cost justification needed to move forward on a decision for Avaya.
Total Cost of Ownership
Compares the costs of acquiring, running,
and maintaining a solution
over some period of time
Return of Investment
Compares the benefits to the costs
of a solution over some period of time
What?– Participate by giving support as needed
– Questions and Answers
– Case review
– Presentation preparation and delivery
– ROI/TCO workshops
– Tool adaptations
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IPO – ROI Quick Calc Tool
ROI Tool Covers :Conferencing, Calling, Mobility, Productivity
www.avaya.com/ipofficeroi
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EMEA Services Navigator
Complement & enhance your solutions with Avaya services using the EMEA Services Navigator (www.avaya.eu/psn)
The offers behind the design and
implement phase can help you
enhance and implement your end
customer solutions beyond your core
area of expertise.
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Partner Services Navigator
Click on the offer of
interest.
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Promotions & Acquisition Programs
Watch Out for Promotions
– Installed Base – Migration & Upgrade
– New - Competitive Acquisition
Competitive Playbooks
– How to beat the competition?
– Silver Bullets, Customer Cases
– Marketing Materials
• Brochures
• Email Templates
• Telemarketing Scripts
Partner Portal– Marketing – Promotions
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Step 4 – Learn
Get trained and Increase your Avaya Knowledge
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Step 4 : Learn
Avaya University
– Product Training
– Certification
– Product Authorization
Weekly training sessions (Monday)
Knowledge transfers on Avaya and Devconnect solutions.
Services Web Sessions
Newsletters
– General Sales (BP eNews)
– E-Notification (Info on PCN, End-of …)
4. Learn
Avaya Insiders, Web sessions NewslettersAvaya University
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Avaya University – Learning Center
• Product and Solution Training• Product Authorisation• Professional Certification• Reporting Tools • Help and Information• and much more……
www.avaya-learning.com
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AU - Registration Details
• Complete all areas of the form
• Remember the ‘LINK ID’ – it’s important
• Click ‘Register’
• You will normally receive your ‘Log-On ID’ and ‘Password’ within 1 or 2 business days
• Now you’re ready to begin……
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Avaya Learning Navigator
• Simply click on the Solution & Product Training you need
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Avaya Product Authorisation (PA)
Product Authorisation (PA) is the entry point for Designing, Selling, Implementing and Supporting ALL Avaya communications systems, applications and services
Product Authorisation is the first step to becoming an Avaya BusinessPartner
Product Authorisation ensures that our partners have a minimum level of expertise and infrastructure to be able to support selling Avaya Products and Services
Training is a key component of Product Authorisation
48Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Avaya Professional Certification
Avaya Professional Certification enables the partner to continue developing their relationship, through progressive product training
Generic industry knowledge is also a requirement – voice and data convergence, multiple-site networking implementation…..
Ensures highly qualified individuals support Avaya products, applications and solutions
Provides global consistency for implementation and support
Enables partners to exceed their customer’s expectations
Enables partners to differentiate themselves in a competitive market
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AU - Other useful areas
Learning Programs – ‘Course Catalogue’ – find out all of the courses listed for every Avaya product
Learning Partners – ‘Certification Learning Partners’ – find out about Avaya’s training partners
Reporting Tools – ‘Available Sessions by Region’ – find out quickly where courses are being delivered in your area
My Account – ‘Edit My Profile’ – keep your contact details and passwords updated
Help & Information – ‘Self Help’ – download a Learning Centre User Guide
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AU Contact Information
Avaya UniveristyHelpdesk Agents arecompletely familiar with ALL Avaya Training and Certificationprogrammes
ALL telephone calls and Emails are ‘tracked’ toensure the highestCustomer Satisfactionstandards
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What?– Web based Knowledge Transfer Program.
– 2 topics per week
– Audience – Sales and Presales
– Offering technical topics on Avaya Applications, and Solutions.
When? – Weekly , 2 topics per week
– See Global
How to attend? – go to: https://webconferencing.avaya.com/ and enter 159338 and code 514528.
– For audio dial: 001 720-356-2090; Participant Code 514528.
Insider Sessions
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Insider Sessions - PlaybacksSessions are recorded for replay
EMEA Insider
US Insider
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Partner Newsletters
PARTNER NEWS FLASH
– Global Partner New flash.
– Registration at
– https://secure.avaya-news.com/ats/show.aspx?cr=122&fm=23
SalesForce.Com is used as the master data file for all contacts. Partners can ask their “Admin” contact to add them to the list, or they can approach their local Avaya contact to be added to the database
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Avaya E- Notifications
Go to support.avaya.com and on the right of the screen under “Online Service Manager” click on “My E-Notifications”.
Avaya Support E-Notifications Service subscription:
– Product Support Notices - High Priority – Product Correction Notices – Security Advisories – End of Sale Notices – Services Support Notices – Choose from the Product list
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Event & Sessions Schedule
EMEA Sales & BP Forum Webinars : View other EMEA Webinars & Events
Global Event Schedule : View All Global Webinars & Events
Partner Portal landing Page
– Events/Forums
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Step 6 –Helpdesk
Get Help and Contact the Avaya Helpdesks
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Step 5 : Technical Helpdesk
Technicenter is THE Helpdesk for the presales community
Pre-sales who design, propose and sell Avaya solutions.
Provides technical system feature, function and design support
Questions mostly answered on first Contact
Contact Media are Voice, Web form or email
Technicenter also supports you on specific Avaya maintenance services
5. Technical Helpdesk
Technicenter Product supportGlobal Support Services & Tools
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https://atac.avaya.com/Technicenter.htm
EMEA Q&A and Design hot-line11:00 AM – 7:00 PM CET
Voice
EMEAAvaya AssociateBusiness Partner
IVR
https://collaboration.avaya.com
Web site
ExchangePlace
Global ATACContact center
: +31 70 414 8099
India ATAC
EMEA ATAC
US ATAC• Natural languagespeech portal
• Validates HRID or BPID
• ID-based priority• ID-based reporting
web
TechniCenter Global View
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How to Contact EMEA TechniCenter?
Technical, Pre-Sales Support Center– Open 11:00 AM – 7:00 PM CET
Support Options– Voice BPs : +31 70 414 8099– Web Form: https://atac.avaya.com/Technicenter.htm – E-Mail: [email protected]*– Exchange Place (knowledge forum):
Technical Queries– Product related questions, upgrade details, licensing information, and much
more.
Registration is required for Business Partners
Call us!
Email us!
Ask us!
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How to use TechniCenter Web-Email?
Using Web form :
Submit your question using your web browser... simple and FAST! https://atac.avaya.com/Technicenter.asp
Using Email :
E-mails must contain a recognizable keyword to be correctly routed.
Add the keywords below in the email subject line for routing to the appropriate subject matter expert.
"design" : ASD, GES, Design, or Configuration
"communication manager" : Communication Manager, IP Telephony, Media Servers, SIP
"integrated management" : Integrated Management (VisAbility)
"telephones" : Telephones and Endpoints
"call center" : Call Center, Vectors, CRM
"call management system" : Call Management System
"cti" : CTI
"interaction center" : Interaction Center
"operational analyst" : Operational Analyst
"IVR" : Self-Service, Speech, Natural Language (IR, Conversant, Voice Portal)
"predictive dialer" : Predictive Dialing System
"witness" : Witness Call Recording and Quality
"data": Data, Cajun, Extreme, Juniper, Routers, PSAX, CAN
"unified messaging": Unified Messaging
"voice messaging" : Voice Messaging
"ip office": IP Office
"tenovis" : Tenovis
"services" : Services, Maintenance, SSU
"suggestion" : Suggestion, Comments, or Other
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BP Registration for TechniCenter
Submit the online application form: https://atac.avaya.com/BP_Reg.htm.
You will be asked to provide the following information: – BP Company Name– PRM Link ID– Your preferred 9-digit secure ID– Sales/Pre-Sales Contact Name(s), E-Mail Address and Telephone Number.
BP user will receive a unique code
Use this unique code when sending questions to ATAC.
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Global Support Services Helpdesk
Technical support on maintenance services A maintenance contract is required to access this organisation. For remote support on basic implementation enquiries the support organization is also available. The following are the
requirements to be eligible for this type of support:– One engineer will need to have achieved the Avaya Certified Specialist level (part of the Avaya University Certification training)– A special helpline has been established for new partners without the need for the certification level above. This is valid for the first 6 months
of your relationship with Avaya.
The Global Support Services Organization (GSS) contacts numbers are accessible via http://support.avaya.com/japple/css/japple?PAGE=OpenPage&temp.template.name=Directories
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Global Support Services Tools
A new set of tools has been created to provide you with access to the Avaya’s intellectual property know-How that the GSS Organization utilizes on a daily basis.
– Insite Knowledge Management: Provides access to Avaya’s know-how through a “State of the Art” search/spider technology enabling access to recommended problem re-solution paths and key documentation from multiple sources
– Case Status Alerts: Provides proactive updates related to Trouble Tickets for Major and Minor Alarms and Service Requests for your Communication Systems to your email or mobile phone.
– HealthCheck: HealthCheck is a Proactive Online Tool which provides detailed reports on your system’s configuration/health. These reports provide key information on areas within your system administration that can be changed to enhance your system’s performance.
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GSS Tools - InSite Knowledge Management
You can access InSite by typing in a natural language question in the query box located on http://support.avaya.com
You can ask troubleshooting questions or search for documents related to:
– Problem resolution
– Administration and Technical Guides
– Information and accessto Service Packs
– Installation, Migrations, Upgrades and Configuration Guides
– Information on Training and Certification Programs
– Tutorials to Online Service Manager and eBilling
– Links to Other Related Information
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By providing email or SMS text message updates to specific contacts within your business or to your business partner
By sending information on the latest update as to what is action is taking place to resolve your system problem
At no charge to you, saving you time and energy
Provides proactive updates related to Trouble Tickets for Major and MinorAlarms and Service Requests for your Communication Systems:
Based on Sold To locations
Case Source
Case Severity
Status / Event Changes (part on order, tech dispatch, being monitored, etc)
Enables the Customer or Partner to customize their Case Status Alerts:
What is Required? Go to http://support.avaya.com
Obtain an Avaya Single Sign On (SSO) Login
Sold To Administration, which associates your SSO Login to specific Sold To IDs, must be performed
Scroll to the section titled “Related Links”, Click on “Manage Case Status Alerts”
Follow the steps to Create an Alert
GSS Tools - Case Status Alerts
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Step 2:Pick product family or select “all products eligible for
HealthCheck Reports for this location”, “add”, “delete” and “Create Report”
Step 1: Go to http://support.avaya.com >scroll down to “Related Links”,
click on “Health Check” and enter your “Sold TO” number
HealthCheck
GSS Tools – Health Check
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Step 6 – Demonstrate
Demonstrate and Show the Avaya Solutions
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Demonstrate
Provide our Partners Best-in-Class Demo material to create a WOW effect on end-customer and show the
added value on the Avaya Solutions
Full Range of Tools and Access– Different Roles– Different Tools and Resources– Standard, Custom and Integrated Solutions
Different Types of Roles– Commercial Sales - Account Manager– Sales Specialists – Consultants– Technical Sales – Presales– Engineers
Different Types of Use– Bring Customer to the Life Experience Environment - Executive
Briefing Center– Show Video’s during Customer visit - Off-Line – Show Solutions on Customer Premises - Mobile Kits, Proof of
Concept– Show Solutions to Customer at Partner Demo Room
6. Demonstrate
Try Avaya, Demo AvayaBriefing CentersSnapshots, Video’s
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Avaya Demo Tools & Programs
Functionality
High Level Full Experience
System Engineer
Sales
Tech
nic
al C
om
pete
nce
SnapshotVideos
Virtual Briefing Center (Web)
UC KnowledgeBase
DemoAvayaMobile Kit
TryAvayaPOC
Demo Equipment
FlashDemos Executive Briefing
Center
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What?
– Full Features Executive Briefing Center.
– Focus on Business Users – Experiential Environment
– World where you can experience first hand what is possible in a day in the life of your employees and customers.
– Interactive discussions and demonstrations are tailor-made to specific business needs.
– Industry, company size, current issues and opportunities are all taken into consideration to gain a full understanding of what is possible for the customer business
When to Use?
– Show Real Life Experience to End-Customer
– To influence or respond to an opportunity or RFP
– As part of an on-going account strategy to influence a greater Avaya footprint
– Virtual briefings & demonstrations (Avaya Meeting Exchange)
– Analyst and Press days
Contacts:
– Your Avaya Channel Account Manager
– Or Email: [email protected]
Executive Briefing Center
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Available demos
Available Demos EBC
EMEA
Avaya Communication Manager
Avaya Integrated Management + CNA
Contact Management System (CMS)
Avaya IQ
Avaya one-X Communicator
Avaya one-X Mobile Telephony & UC
Avaya one-X Portal
Contact Center Express 3.02
CSI Desktop Wallboard
CSI Phone Applications
Extreme Epicenter
IBM Sametime
IC7.1 + IVVR
Meeting Exchange
Microsoft Office Communicator (MOC)
Modular Messaging - Exchange
Modular Messaging - Lotus Domino
Avaya one-X Speech Domino
Avaya one-X Speech Exchange
Polycom HDX video endpoints
SmartFinder Flash
TMDC Phone Applications
Voice Portal - GelsonWitte
Voice Portal - Lacenture Prescription
Voice Portal - Orchid Hotels
Voice Portal - Password Reset
Voice Portal - SmartConference
Voice Portal - SmartFinder
Voice Portal - SmartScheduler Multi-Language
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What?
– Purchase Avaya Solutions at a reduced price.
– Discount of
• 100% on Avaya Software + 80% on SSU
• 70% on Avaya Hardware
• Maximum licenses for demo is 100 user, for own use is 250 users
When to Use?
– Equip your demo room with Avaya Solutions
– Combine Demo purpose with own use.
Contacts:
– Your Channel Account Manager, and the BusinessPartner Portal
– Request Material via BP Dashboard
Demo Equipment Program
73Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
What ?– Proof of Concept on Customer Infrastructure– Only for Qualified opportunities “Proposed” in Sales Process – Provide Trial Equipment and Services– Standard kit configurations are available– Trials are available for 30 or 60 days.– Material must be returned
When to use?– Customer requires a “Bake-off” with multiple vendors– Existing Customer that requires trial of new technology prior to purchase– New Business Customer that requires a trial before purchase decision– Customer that requires a trial as prerequisite to replace current vendor’s solution
Contacts:– Partners website – Customer Experience Programs:
https://partner.avaya.com/ptlWeb/bp/spCP/CS20080321194121496943
– Local account manager
TryAvaya – Program
74Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
What ?– Added Value Custom Applications on Avaya Solutions– Build on Best Practices by Avaya Professional Services– Used by End-Customers World-Wide– Analyze needs by Avaya Professional Services– Support during Installation and Follow-Up
When to use?
– Equip your demo room with Avaya Custom Solutions
– Show more Added value and the power of customized customer solutions
Contacts:– Avaya Professional Services – Pieter Jordens : [email protected]
Custom Applications
75Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Custom Solutions
76Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
What ?– Provide a Portable Toolkit to Demonstrate Live the Avaya Solutions– Hosted Demo Solution delivered over Internet – Avaya provides and maintains Data Center – Gold – Platinum Partners– Free Training Sessions
When to use?– Show Customer the real stuff – the look and feel– On-site with End-Customer– During Exhibitions, Tradeshows– Anywhere a mobile kit is needed
Contacts:– [email protected]– Local Channel Account manager
DemoAvaya – Program
Internet
77Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
DemoAvaya Solutions
IPT - UC Application
– Communication Manager
– Modular Messaging
– One-X Communicator, Portal, Mobile
– MOC integration
– Meeting Exchange with Adobe
– Meeting Exchange with Lotus Sametime
Contact Center
– Core Contact Center
– Contact Center Express
– Voice Portal
– CMS Reporting
– IQ Analytics
78Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Avaya Flash Demos
Avaya flash demos are videos which explain an demonstrate in easy and short way the value proposition of selected Avaya products & applications. They are a great tool to use with your customers
21 Avaya Flash Demos, 6 Avaya Flash Demos localised in EMEA for a total of 33 localisation !
Available in offline format for to use during events, meeting or simply to post into web site
Where to Find?
English Avaya Flash Demo on the “Avaya Resource Center”
Localized version on the “Collaterals, demos and videos in your language
For more info please contact Monica Scotto d’Antuono
82Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Avaya SnapshotsWhat?
Short and Funny Videos
Gives an entertaining look at Avaya Solutions at work – A Day in the Live
Available in multiple Languages
– English, French, German, Spanish, Italian, Swedish, Danish, Dutch and Russian
When?
Use as entertainment during presentations
May be shared with customers
Available on public avaya.com
English Video’s also publish in youtube.com
Where:
Collateral, Demos and Videos on Partner landing page, under sales tools
83Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Virtual Briefing Center
What?
Web base tool provides the essentials on the Avaya solutions in 15 minutes (audio&video)
Hear about the different ways Intelligent Communications can transform Business and give it a competitive edge.
Each Briefing come with bonus material to explore further.
When?
18 Virtual Briefings grouped into 4 Categories
– Intelligent Communications
– IP Telephony
– Contact Centers
– Unified Communication
Available in Off-line Format to post in your website
Share Multi-Media Content with Customers
Contact:
Contact Monica Scotto d’Antuono
84Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Virtual Briefing Center Presentation in Offline Format (only in English)Available for BPs
IP TelephonyAvaya IP Telephony - The foundation for Intelligent Communications
Y
Contact Centers Avaya Contact Centers - Making the Enterprise Ready to Serve Customers Y
Unified Communications
Avaya Unified Communications for Small and Medium Enterprises - New Ways to Boost Productivity and Profits Y Avaya Unified Communications Solutions for Mobility Complete Enterprise Communications Wherever You Are Y
Why should I post a Virtual Briefing Presentation on my web site?• To provide to your web’s visitor the essentials on the Avaya solutions in 15 minutes or less!• To track your web’s visitor and potential leads. In fact, Virtual Briefing Presentation are ALWAYS behind a registration online form.• Provide them of a complete material kit that will allow to explore the topic further!
How can I receive the offline format? What I will receive?• Contact Monica Scotto d’Antuono for requesting your offline file• You wil receive a packege of flash file codes + a “Read me” document that will guide you
What Avaya request to me?Only to approve your implementation once you are ready to go live with the Avaya Brifing Presentations
Virtual Briefing Center – Cont’d
85Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
What?
Highlight and clarify the advantages of the business user experience of the UC Clients applications
Web based tool that provides access to learning materials for the Avaya UC products.
The content is focused on the end user and therefore covers the key UC Clients that deliver business user experience.
6 Languages (select in Myinfo)
When?
Position the value of the UC Clients applications with your customers.
To convince end-users during sales phase
To train end-users
Share Multi-Media Content with Customers (flash)
Use it ALWAYS
Registration on
http://avaya.level0help.com/login_bare.asp
- Partner : Use your Business Email + LinkID as site code
- Avaya : Use Business Email + avayaemea as site code
UC Knowledgebase (UC Sales Tools)
86Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Demo Programs – Where to Find
Partner Portal Landing Page – Sales Tools
87Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Step 7 – Consultancy
Engage Avaya Presales and Business Consultants
88Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Step 7 : Consultancy
Local and EMEA Presales Consulting
Subject Matter Experts
Key Sales projects
Customer-facing Focus
– Solution Architects
– Business practice
– Positioning Avaya Solutions
– Avaya Value proposition
Business Consulting (Services)
Custom Application Design (Services)
7. Consultancy
Presales (Local & Regional) Business Consulting (Services)
89Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Who - What ?– Recognized “evangelists” in region or country– Deep expertise in IP Telephony, Customer Services and unified Communication – Provide consultative, customer-facing support for key sales opportunities– Experts in articulating Avaya’s value propositions
– Deliver presentations for customers, trade shows and other industry events. When to Engage?
– A complex sales opportunity to discuss appropriate sales strategies.– An important presentation to a key decision maker, – A large, in-country, industry event, where an “ambassador” from Avaya is required.– A need to deliver a knowledge transfer to the in-country, pre-sales Associates on a new
product launch
Don’t use them for :– Technical questions on feature functionality, upgrades or RFA; (use TechniCenter)– Quotes or design request– Implementation Issues
Contacts:– Local SE Manager or Channel Account manager
Presales Consulting
90Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Who - What ?– Business Communication Consultants– Work with you to help your customers’ in
• strategy, optimization• migration opportunities & needs.• Technical Assesments (Technical Account Service Offer)
When to Engage?They will help address questions such as:– Is my business strategy aligned with my technology strategy?– How can I better serve my customers?– What is the optimal timing of key communications investments?– How should I integrate multimedia into a voice-only contact center?– What communications functions are best outsourced?– Are you leveraging IP Telephony?– Carrier Cost?– Do you know your environment?– Do you have a mobility strategy?– Is your solution overly complex?
Contacts:– Channel Account manager or Services Navigator (www.avaya.eu/psn)
Business Consulting (Services)
91Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Other Media
Find Avaya on other Media
92Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Avaya in other Media
Use the Avaya RSS feeds in News Reader
Info and Newsflashes on Facebook
News feeds on Twitter
Latest Video’s on Youtube
93Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
The 7 StepTechnical Sales
Navigator
4
Learn
2
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Com
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1Solutions& Offers
5Helpdesk
6
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Get trained
Increase your Avaya Knowledge Understand
the marketplace
and the competition
Find Details onSolutions and Services Offers
Get Help
Contact the Helpdesks
Dem
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Sh
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the S
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Enga
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The 7-Step Technical Sales Navigator
94Avaya – Proprietary. Use pursuant to your signed agreement or Avaya policy.
Thank You
