Amir Hameed
Technical Sales Leader - Americas
14 - 16 November 2012
|
Cancun, Mexico
Americas Tech Sales
Sales Engineers
Consulting Systems
Engineers
New Product Introduction
Channel Enablement
Business Development
Applications Sales Specialists
Tech Sales is responsible for driving profitable revenue growth and successful NPI through
strategic solution evangelism, thought leadership and technical sales for our most
complex opportunities and through direct customer facing engagement and the
technical enablement of our key partners and SE community across Americas.
14 - 16 November 2012
|
Cancun, Mexico
Powerful SE Community
• NPI for Avaya SEs and Partner SE’s
• Full week virtual event with SE breakout sessions
•
Modular Program that covers certification and design
• Competency beyond certifications
•
Weekly pre-sales sessions on all Portfolios
• Over 30,000 views since inception
• Available in Live session, Downloadable, Streaming, Podcast
14 - 16 November 2012
|
Cancun, Mexico
FY12 Results
• 460+ SEs from 100 Partners
• LATAM, Brasil and Canada
• 200+ PARTNERS
• 600+ SEs
• Bootcamps, Webinars, 1-1s
Avaya Networking
• Hands On Workshops in all regions
Rapid Ramp for 9 Distis, 80 Partners
• Technical SE Sessions with Demo
equipment
•
–30+ Sessions, 120+ Partners, 300+ SEs
• IDE Bootcamps
• 3 New Distinguished Systems Engineers
US Channel Tech Sales Focus
Disti
SISP
Tools
Enablement
Nationals
Channel
Tech Sales
Programs
Territory &
Named
CSEs
Networking
On
Boarding
SME
Applications
Contact
Center
UC:
Desktop,
Sipera
Video
Networking
US FY13 Priorities

Partner Tools
–
Avaya Solution Kit (ASK Platform)
•
•
–
Avaya Tech Connect expands to Avaya Sales Connect
•

Avaya Sales Connect will focus on solution selling, competitive differentiators
Avaya investment in partners
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–
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

Complete Enterprise Demo System In A Box
Virtualized Single Server with Time-To-Demo Under 15 Minutes
Designated CC Specialists for our top 19 Partners
Designated Networking Specialists (Networking Accelerators) to increase Networking attach
rate
NPI Focus: Networking, RADVISION, Sipera
Help raise levels from silver to gold and gold to platinum
Drive Avaya brand preference and differentiation through applications
Focus on Networking
–
Avaya Technology Forum - building competency around networking will be held in Orlando
February 26 - 28th
Canada FY13 Priorities
•
Increased Focus with Partners on strategic solutions and emerging markets
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•
Formal Enablement team to increase PSAT
–
•
5 day Select ACIS certified Partner Installers , deep dive into AACC
Data Increase Attach Rate
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•
National APDS Bootcamp training
Call Center Growth and Capability
–
•
Consistent approach to enablement and NPI
Video Revenue Growth over 200%
–
•
Video, CC, UC, Networking, Cloud , Virtualization Services
Drive SME Business value adoption
Data hands on Bootcamps through Distribution
Data Roadshow
UC Attach Growth and capability
–
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UC Bootcamp to increase capability over APDS base
Collaboration PODS and Virtualization workshop
CALA FY13 Priorities
•
Radvision Growth of 100%
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•
Data Increase Attach Rate
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Radvision sales driven by Demo’s and PoC’s
Attack Microsoft Lync installed base positioning ACE solutions with PoC’s
Increase Proof of Concept (PoC) activities in top accounts
Continuous focus on enablement
-
•
Data Roadshowsh – Starting Nov 26
Continue ERS hands-on training – partners and prospects
Increase PoC to support opportunities
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Building local labs / training in language
Focus on the Avaya installed base
ESEP UC, Radvision Deep Dive, Networking Roadshow, Contact Center ESEP
IP Office Server Edition training in order to increase midmarket
presence