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Haga clic para modificar el estilo de título del patrón
Karl Soderlund
Vice President of Channel SalesAvaya Americas
Karl Soderlund
Haga clic para modificar el estilo de título del patrónDuring Our Time TogetherAgenda- My Vantage Point: Strength of the Avaya Channel- 365 Days: Foundation for Success- Driving Success in FY13- Winning Big
• IP Office – Brian Murray• Radvision - Patrick Scott• Networking – Dave Fraser
- Setting Expectations
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
Why I’m (still) Happy to be Here
Technology Customers Partners
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
FY12: A Tale of Two Avayas
Dramatic Programatic ChangesQuality IssuesMentality: “Us v. Them”
Where We Were1H FY12
Program Consistency & Predictability Best in Class Mid-Market TechnologiesMentality: “Strategic Alignment”
Where We Are2H FY12
Sentiment: Lethargic Groundswell of Direct Conflict
Sentiment: BullishConflict is exception, not the rule
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
Works in Progress
Monetizing Nortel Base
Leveraging Avaya High-Touch Team
Simplifying Complexities
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
Continuing to Raise the Bar
Streamline Processes Invest in Partners Generate Leads
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
Streamlined & Enhanced Support
Re-Structured Channel Marketing
Unified SME & ENT Channel Orgs
Aligned distribution under US Channel Leadership
Simplified Sales/Channel Territories
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
Driving Partner ProfitabilityBetter aligning our program benefits to incent behavior and reward results
• New Customer Incentive• Launch new incentive to drive net-new with our Platinum PartnersNEW!
• Deal Registration• Higher payouts for strategic products. Inclusion of SME, Video & DataENHANCE
• Grow Right• Inclusion of Video & Data (SME already included)ENHANCE
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
Investing in Our PartnersActions Speak Louder Than Words
Created IPO 8.1 / Networking Demo Kit Soft Bundles
Funded 120 Demo Kits for Partner field offices
Funded 31 SME & MM Appointment Setting Campaigns
Demo equipment & training for Wave I & Wave II Partners
Q1 Appointment setting campaigns for Wave I partners
23 hand-picked partners
Additional support from Avaya teams
Strategic planning meetings and pathto success plans
Bounce BackRadvision Demo KitsIPO Demand Generation
Leveraging Avaya’s Inside Sales Team to uncover new opportunities
Delivered 159% more BANT qualified leads this year: 13,996 in FY12
99.5% of all Avaya- generated leads are distributed topartners
Qualified Leads
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
FY13: Tenets for Success
Alignment
Teamwork
Activity
Haga clic para modificar el estilo de título del patrónAvaya Learning
RecruitmentOn-boarding and
EnablementCust. Segmentation /
White space
Avaya Connect
Global Accounts
MNC Accounts
Major Accounts
Customer Focused High Touch Account Control with
growth in critical customers! Market Focused
Broad coverage driving growth in strategic areas
Communications
!NOTE: This will not diminish the channel role in large accounts
John Dilullo Americas Sales
Karl Soderlund
Channel AMsChannel SEs
Channel NetworkingChannel Video
DistributionBusiness Development
Tom MitchellGlobal GTM and EnablementOrganizational
Alignment
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
Two Defined Sales Motions
Protect & Upgrade the Base
Existing Avaya Footprint
Fuel Growth
New Technologies to Existing Customers
New Customers
• Focus on:– Selling newer technologies to existing customers (e.g.
Data, Video)– Hunting for new sites or competitive sites within
existing customers (e.g. US Deal Reg)– Hunting for new customers (e.g. US New Customer
Incentive)– Selling higher margin technologies to existing and
new customers (e.g. US Grow Right)– Selling retail maintenance services in the US (e.g. US
maintenance commissions)
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
A Territory Model for TeamworkFuture StateCurrent State
Customer
PartnerPartner Sales
TAM
Avaya
IS / M
kt /
Svcs
Avaya Cam
TAMs focused strongly on End Users Partners used for pure fulfillment – not leverage Avaya Channel CAM used for deal administration Non-existent TAM-to-Partner alignment – other than deal processing. TAMs NOT involved in Partner recruitment or enablement
Current State
Customer
AvayaPartner
Partner
Sales
IS /
Mkt
/
Svcs
Avaya Cam
TAM
TAMs are “quarterback” for territory TAMs leverage CAMs and Partners for demand generation and customer coverage TAM accountable for territory growth – with and through legacy and new partners
Current State
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
Increased Activity = Increased Results
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
Looking Forward: What You Can Expect
iCAM Support
100% Channel in the Mid-Market
Simplified MDF Program
Disti Radvision Labs & Support
Partner Connection Days
Haga clic para modificar el estilo de título del patrónWhere We Are Winning . . .How We Are Winning . . .
IP Office Radvision Networking
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
IP OfficeNew York Not-for-Profit
•$97,000 deal @ 40% Margin
Opportunity:Customer looking to replace their legacy Definity system. The CIO wanted to compare the 3 alternatives: Avaya, Cisco and Shoretel. They issued a Mini RFP asking all 3 companies for an overview and demonstration. Customer Evaluation:- Cisco was eliminated due to pricing (double) TCO- Shoretel brought in their demo kit & impressed the client-Avaya’s presentation was done at the EBC. client was very impressed with IPO Server Edition and how all of the client’s requirements were covered.
Avaya Differentiators:Conferencing capability built in (big leg up over Shoretel)Avaya’s Mobility and BYOD Solutions (One-X, Soft phone, Flare)Pricing: Leveraging Avaya promotions (777), the Avaya proposal 20% less
Decision:Feature functionality with conferencing and the price solidified the client’s decision to purchase Avaya.
Publishing Company
•$165,000 deal @ 50% Margin
Opportunity:Customer had a CM4 solution including Intuity that was end of lease on a 5 year FMV lease. Existing solution headquartered in NYC with an LSP in Los Angeles. Total station count is 350 stations and interested in OneX Mobile. Financials:End of lease buyout from AFS was approximately $120,000; Upgrade to CM6 and Aura Messaging was an additional $120,000. Total investment to keep the CM was $240,000 plus annual Support Advantage. Proposal:Partner positioned an IPO with all new endpoints. In addition, maintenance on the IPO was 40% less per year and OneX Mobile included presence making it more feature rich on IPO than CM.
Decision:This was a finance driven decision
The IPO closed in two weeks..
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
RadvisionVideo Collaboration Win: Mid Size Regional BankRevenue: ~$218,000+ Install (AV Integration) & ServicesCompetition: Cisco/TAA (Incumbent video)Channel : Avaya Connect Partner
Why We Won: •Understanding Business Drivers. Consulting to identify the key business processes coupled with solution selling, and a compelling TCO. Examples include: “Ask and Expert” virtual support, B2B simplicity, Board of Director and Leadership meeting support.
•Vendor Agnostic Approach. Our ability to present an “end to end” solution with multi-vendor interoperability to leverage installed assets with goal to upgrade an additional 17 Branch locations in 2013.
•Pricing/Solution Strategy. Bundled strategy with management (iView) solution to support mixed environment and be supported on VM WARE environment. This coupled with Scopia Mobile and Net Sense forced competitors hand while exposing high cost of sale for similar offering . Our Dynamic (4:1 ) MCU port support for Scopia illustrated scale of offering as Bank grows while managing bandwidth assets where possible.. Achieved increased productivity , ease of business while increasing customer service.
Customer Business
Issues
Pre-Sale Installed
Environment
Avaya-Radvision &
Partner Solution
Haga clic para modificar el estilo de título del patrón
Stand-al
one IPO
Avaya
-on-Ava
ya
Stand-al
one CM
UC Core
UC Core an
d Edge
$- $100 $200 $300 $400 $500 $600 $700 $800
CM End to EndCM CoreCMIPO EdgeIP Office
Sold at list
18% margin
25% margin
Networking
Haga clic para modificar el estilo de título del patrón
14 - 16 November 2012 | Cancun, Mexico
Mutual Expectations
My Commitment to You
• Listen• Engage• Take Action
My Ask of You
• Don’t accept the status quo• Drive for growth• Hold each other accountable
Haga clic para modificar el estilo de título del patrón
Thank you