1© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA

Seminar in a BoxRoles, Responsibilities & Planning Tips Seminar in a BoxRoles, Responsibilities & Planning Tips North AmericaAvaya Channel Marketing2008

2© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA

Seminar in a Box Program

Joint Objectives– Create demand

– Increase revenues– Maintain the base and offer

customer loyalty educational opportunities

– Add extra value to customers with quality demonstrations

– Deliver quality end-user events

Drive awareness for your company, develop solid customer relationship programs, increase sales and build funnels.

Host customer seminars, workshops and educational opportunities – impress your prospects and delight your customers.

3© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA

Self-Service Seminars

Six strategic topics to pick from.

Unified Communications

Communications Continuity

Self Service

SLE

State & Local Government

K-12 EducationHealth Care

Avaya IP Office

4© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA

Plan An Informative & Crisp Seminar

ASSUME A TWO HOUR EVENT (3 hour max)

FIRST HALF: PARTNERSHIP & MARKET VIEW

– 1 hour and 10 minutes

BREAK: 10 minutes

SECOND HALF: PRODUCT DEMONSTRATIONS

– 40 minutes

5© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA

Proposed Agenda For A Successful EventTopic Description Timeframe

Introduction Joint kick off 5 minutes

BusinessPartner Story Company elevator statement 5 minutes

Avaya Story Manufacturer view of market, trend setting technologies,

partner relationship

20 minutes

Hot Trends In Technology Solution Overview 30 minutes

The Buying Process Partner positions their services delivery, business

practices & financing

10 minutes

Customer

Testimonial

Partner brings satisfied customer to discuss buying

process, product and relationship

10 minutes

Product & Application Showcase

Product Demonstrations 25 (including Q&A)

Wrap Up Encourage networking 5 minutes

OPTI

ON

AL

:

6© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA

MAIN PAGE

Invitation Page

SeminarRegistration

Page

CollateralDownload Page

SEMINAR IN A BOX

Self Service Seminar In A Box Kits Available

Access Partner Marketing Central

https://partnermarketingcentral.avaya.com

7© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA

BusinessPartner Event Planning Guide

Once you and your Avaya representative have determined that a joint customer seminar will benefit the business:

– Access the Seminar In A Box portal https://partnermarketingcentral.avaya.com

– Register the event– Review and/or order seminar planning tools

• Develop seminar invitations, registration sites and seminar confirmations

– Provide shipping address to Avaya for seminar materials (brochures, white papers, etc.)

– Conduct a joint session– Track and report results

Refer to the Seminar Checklist under Seminar Tips & Checklists for detailed seminar planning guidelines.

8© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA

Seminar in a Box Components & Responsibilities

Identify Audience

Register seminar

Customize invites

Provide raffle item

Get customer testimonial

Review follow up material

Track results

Provide Presentation

Help Locate Presenter

Host Demo

Provide

–Collateral material

– Invite template

–Surveys

Determine date

Define topic

Identify presenter

Track and report results

BusinessPartner Joint EffortAvaya

9© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA

Sample Timeline

Seminar (day 0)

Begin planning (Identify theme, target audience, get lists together)(- 8 weeks)

Launch call blitzes to drive attendance (using either sales reps or telemarketing firm)

(-3 weeks)

Confirm all resources (speakers, hotel, technical requirements)(- 1w)

Call ALL registrants to personally remind them of the event.(-2 Days)

Confirm customer speakers, event location & Other resources

(- 5 weeks)

Complete invitation and launch. (-4 weeks)

Thank you email(+ 2d)

10© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA

Optional Invitations and Registration Site Support

Partner Responsibilities

Provide list of customers and prospects in Excel format

– Customer name

– Email address

– Full Address

Contract directly with Mind Design.

Mind Design Responsibilities

Customized invitation with company specifics (logos and event details)

Invitation email blast (minimum 3-4 wks prior to seminar date)

Provide partner with invite copy in .pdf and HTML

Set-up registration web site

Provide registration reports

Send registration confirmation message and reminder message

Create and send follow-up “thank you” message

11© 2007 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA

Get Started Today……..

Work with your Avaya Account Manager or local Sales Specialist.

Register your event on the Seminar In A Box site

– https://partnermarketingcentral.avaya.com

Begin invitation development –MindDesign Group, Inc.

P: 877.459.5119 x 801 smullins@mdgi.com