Haga clic para modificar el estilo de título del patrón Carson Hostetter Vice President US Maintenance and Managed Services Sales Avaya

Haga clic para modificar el estilo de título del patrón

Carson Hostetter

Carson Hostetter

Vice PresidentUS Maintenance and Managed Services SalesAvaya


14 - 16 November 2012 | Cancun, Mexico

Services GTM Strategy – What Does Good Look Like?Certain selling scenarios (or States) lead to greater partner rewards from Avaya.

Simplified Selling Scenarios Customer/ Corporate Values Alignment Avaya Compensation

New customers / strategic products

New customers / traditional products

Existing customers / new products

Existing customers / traditional products

Existing customers / renewals

Comp Levers:

• Partner comp• High Touch Support• Discounts• Special Bids

Services GTM

• Renewal rates• High POS attach• Blue upgrade• Competent Service

Delivery

Key Strategic

Core Business

Most Flexible

Most Strigent

Haga clic para modificar el estilo de título del patrónRevenue Trends

Haga clic para modificar el estilo de título del patrónGrowth of Support Advantage as a Percentage of Overall Point Of Sale

Haga clic para modificar el estilo de título del patrónPercent of Support Advantage Point Of Sale Annual Contract Value that is Preferred

Haga clic para modificar el estilo de título del patrónImproving Renewal Rates and Driving Growth



AvayaLive Engage

Site BrowsingUpdate or Query

SR Status

Ask Your Peer

Entit

lem

ent

Avaya Web.Alive Forums

World Class KM

Avaya Virtual Agent

Videos

Downloads

Click to Chat

Client Issue

Tool Kits

Web.Alive

Swarming

Engineers Swarming the

problem

Video ChatEnabled

Publish Immediately

KM

Diagnostic ToolsApps for Dispatch Tools, parts, etc

FieldCapabilities

Avaya Support Experience

Haga clic para modificar el estilo de título del patrónHaga clic para modificar el estilo de título del patrón


FY13 Focus – IP Office Support Services

Comprehensive

Simplified

New Revenue Streams

Access to Intellectual

Property Flexible Options

Competitive

http://www1.avaya.com/enterprise/photo_library/cgibin/show.cgi?show:Product:pl-ipc-311:4620%20IP%20Telephone:Left%20angle%20view%20of%204620%20IP%20Telephone%20shown%20in%20gray:plipc311_lo.jpg:plipc311.jpg:pl-ipc-311;4600;4600%20series;ip;ip%20telephone;eclips;4620;gray

http://www1.avaya.com/enterprise/photo_library/cgibin/show.cgi?show:Product:pl-lb-682:IP%20Office%20500%20System%20Unit:Rear%20view%20of%20the%20IP%20Office%20500%20System%20Unit:pllb682_lo.jpg:pllb682.jpg:pl-lb-682;IP%20Office;IP%20Office%20500;IP%20500

http://www1.avaya.com/enterprise/photo_library/cgibin/show.cgi?show:Product:pl-ipc-309:4602%20IP%20Telephone:Front%20view%20of%204602%20IP%20Telephone%20shown%20in%20gray:plipc309_lo.jpg:plipc309.jpg:pl-ipc-309;4600;4600%20series;ip;ip%20telephone;eclips;4602;gray

http://www1.avaya.com/enterprise/photo_library/cgibin/show.cgi?show:Product:pl-ipc-312:4630%20IP%20Telephone:Left%20angle%20view%20of%204630%20IP%20Telephone%20shown%20in%20gray:plipc312_lo.jpg:plipc312.jpg:pl-ipc-312;4600;4600%20series;ip;ip%20telephone;eclips;4630;gray

http://www1.avaya.com/enterprise/photo_library/cgibin/show.cgi?show:Product:pl-ipc-313:4630%20IP%20Telephone:Right%20angle%20view%20of%204630%20IP%20Telephone%20shown%20in%20gray:plipc313_lo.jpg:plipc313.jpg:pl-ipc-313;4600;4600%20series;ip;ip%20telephone;eclips;4630;gray

Haga clic para modificar el estilo de título del patrónServices Continuum Positioning

Haga clic para modificar el estilo de título del patrónFY13 Focus – Avaya Operation Services

o Flexible o Supports UC, CC, Video, Data, Multi-Vendor

and Cloud solutionso Available in a Retail-commission model or

Wholesaleo Enables you to include wrap around service



o90%+ On-Time Renewals

oSell Support Advantage Preferred and sell up the

ostack

oAttached IP Office Support Services with all new

oIP Office 8.1 sales

oPosition Avaya Operations Services

oSell Avaya Support Services with every Sale

Call to actions

Please visit us in the innovation Lounge



Documents

Haga clic para modificar el estilo de título del patrón Carson Hostetter Vice President US Maintenance and Managed Services Sales Avaya