Galib Karim Managing Director LATAM, Avaya. 14 - 16 November 2012 I Cancun, Mexico

Galib KarimManaging DirectorLATAM, Avaya

Galib Karim

BREAKOUT

14 - 16 November 2012 I Cancun, Mexico

FY-12 Game Plan

Increase Consideration, Segmentation & Coverage

14 - 16 November 2012 | Cancun, Mexico


Great ResultsGrowth 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% +


FY-12

CY 2010 CY 2011

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

Source: Frost & Sullivan

Market Share: Enterprise Telephony


CY 2010 CY 2011

Microsoft 24.1% 24.1%CISCO 28.4% 24.0%AVAYA 18.3% 22.4%IBM 12.8% 13.0%Siemens 5.7% 6.5%NEC 3.5% 3.2%Alcatel-Lucent 2.1% 1.9%Others 5.1% 4.9%


Market Share: Unified Communications


CY 2010 CY 2011

AVAYA 43.3% 43.7%Siemens 13.2% 12.8%Genesis 11.3% 12.0%CISCO 5.0% 5.4%NICE 4.2% 4.4%Tecnovoz 3.9% 4.4%Verint Witness 3.7% 3.9%Others 15.4% 13.4%


Market Share: Contact Centers



CY 2010 CY 2011

Polycom 41.2% 42.1%CISCO 37.7% 37.6%Radvision 3.7% 4.7%Huawei 1.3% 4.0%Sony 7.0% 2.7%LifeSize 3.4% 1.8%Others 5.7% 7.1%

Market Share: Video Conferencing


100% MDF

Fund ExecutedOn DemandGen Activities

With BPs.

Evolutions Facts

5 Cities7,000 People

17,000 Tweets

300Partner

Initiatives

Partner Marketing

FY12 LATAM Highlights


Case Studies LATAM FY12


FY-13 Areas

CCA:


LATAM Leadership

Team

Galib KarimSr. Managing Director LATAM

Daniel PeirettiProduct Group AI

Christian AlvarezPSO AI

Gabriel RodríguezEnterprise Sector

Mexico

Jef SouzaTech Operations

CALA

Fernando Ruiz Galindo

Sales Operations LATAM

Oscar MedinaService Providers

Mexico

Ricardo JanchesManaging Director

Southern Cone

Paulo ManzatoManaging Director Caribbean

& Central America

Karla NussbaumerTech Operations

MexicoGustavo LorenzoPublic Sector

Mexico

Arturo VargasChannels & Commercial

Mexico

Maggie BautistaMarketing LATAM

Arturo GómezSales Andean Region

Luiz RuizClient Services

AI

Juan Ramón SánchezChannels & Tech Ops

Andean Region

LATAM Leadership Team


Incremental Spending ($M) per year

BRAZIL

UC

CA

GR

(%

)

MEXICOCHILE

COLOMBIA

ARGENTINA

Rest of S. Cone

CARIBBEAN

Rest of N. Cone

CALA – Market Size and growth


Incremental Spending ($M) per year

Networking

UC

SMEC

CC

Video

CA

GR

(%

)LATAM – Market Size and growth


Increase Consideration, Segmentation & Coverage

Growing Networking Attach

Winning w/ Radvision

Accelerating Adoption of SMB Portfolio

Expanding wallet share in Top Accounts

Service Providers, Cloud Solutions

Re-activating the dormant installed base

Re-energize the Contact Center Business

FY-12 Initiatives


Global

Major

Commercial

Coverage

# of Accts FY12 FY13 Global / MNC 0 2

Major 157 101 Commercial 1158 1386

SMB Thousands Thousands

SMB

Increase Consideration Segmentation & Coverage


18

Opportunity

Segments/verticalsAdvantages

Challenge

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

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

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

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

Grow Networking Attach


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

Service Providers, Cloud Solutions


http://www.google.com/imgres?imgurl=http://www.telephonemagic.com/images/avaya/avaya-9608-ip-phone.png&imgrefurl=http://www.telephonemagic.com/avaya-ip-office/avaya-9608-ip-phone.htm&usg=__I3iPB_SlalIqWA387PG6daqG71A=&h=500&w=500&sz=258&hl=en&start=8&zoom=1&tbnid=wI4Tv-yuTdVzSM:&tbnh=130&tbnw=130&ei=Q-gmUPW8A4ik8gTf8YDICg&prev=/search?q=avaya+phone&um=1&hl=en&gbv=2&tbm=isch&um=1&itbs=1

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

Winning with Radvision


* Telephony Only

Small MEDIUM BusinessBig Opportunity in the mid market below 1000 ports.Complete Portfolio:

- IP Office Release 8.1- Video: SCOPIA- Networking

Accelerating Adoption Of SMB portfolio


We Love it…..

But Now isSomethingBetter

Reactivate Dormant Install Base


600,000 Telephony Ports Opportunity

WeLove it…

Drive Value SIMPLE, EASY, FAST...

Collaboration, Networking, Video, BYOD, Identity Engine

From Un-supported Platforms to an up-dated Platform

ROI

Re-activating Dormant Installed Base


Any:Meridian, Norstar, BCM,

CS1K (less than 500 Extensions), Marlin,

Partner IP Office 8.1NetworkingWLANIdentity Engine

Konftel

SCOPIASwitch to IP-Office

and up-sell the Full Avaya Stack

Reactivate Dormant Installed Base


Expected seats growth in 2013Colombia, Peru, México, Argentina,

Central AmericaFocus in ApplicationsDrive Innovation - Social Media- Video- Multimedia

Beat Aspect ProgramNew Initiative for Mid Size

Contact Centers

Re-energize the Contact Center Business


7 Cities

Radvision Tour 12 Cities

Networking Tour 10 Cities

PartnerConnection Days

Tour

2013 Demand Generation


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: up to 50% WPP in UC - UC upgrade materials and discount on Aura materials for CS1k Collaboration Package

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

Enterprise 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

SME Promotions & When to Apply


Combine Avaya Voice and Networking

• Avaya-on-Avaya Promo 35% Off WPP+VID

• Apply to ERS 4000/5000

Trade In for Competitor's or legacy Nortel Installed Base

• Switch2Power up to 35% Off WPP+VID • Apply to ERS 2500 / 3500 / 4000 / 5000 /

software and management components• VENA Now! 2 40% Off WPP+VID• Select ERS 8800 models, modules, COM

Networking Promotions & When to Apply


OEFC Order Processing Red ProductsLicense ActivationEDI Implementation VAD´sDelivery Times in selected productsAvaya Learning

We appreciatte your feedback


Beat Aspect Program

Account StrategyBundled Solutions (UC, Video, Networking)

IPO Rl 8.1 + Networking + Scopia

Complement them…They can do it aloneACE Integration, Flare , ScopiaMAC Integration, Lync Integration

IPO Rl 8.1 + Networking + Scopia

Video is only one piece of the solutionIntegrationOpen Pltaforms

Beat Competition


• 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

Experts Panel


• Thank You• Gracias


• BACK-UP


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

LATAM PSAT – Partner View of Avaya


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 levelFY12 Sample has increased strengthen the representation of Channel Client feedbackFY13 Focus Area will Jointly serviced customers, in general, provide lower evaluations of Avaya compared to all customers combined.

LATAM CSAT – Client View of Partner


LATAM FY-13 Market Analysis


Contact Center Performance Management

Ethernet Switches

Support ServicesProfessional Services

Phones

Automated Experience

Management

Virtual Enterprise Network

Architecture

Soft ClientVideo and Conferenci

ng

Communication and Messaging

Business CollaborationUnified Communications

Avaya Product Stack


Documents

Galib Karim Managing Director LATAM, Avaya. 14 - 16 November 2012 I Cancun, Mexico