Managing
Director
LATAM, Avaya
Galib Karim
14 - 16 November 2012 I Cancun, Mexico
FY-12 Game Plan
Increase Consideration,
Segmentation & Coverage
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Cancun, Mexico
14 - 16 November 2012
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Cancun, Mexico
FY-12
Great Results
Growth 9% Y/Y
- 121% Networking
- 51% Video
- 12% SMB
Market share
- IP-Telephony + 2% Total
- UC
+ 4.1% Total
- UC
+ 6 % Total
- CC
+ .5% Total
- Video
+ 1% Total
Indirect Sales @ 80% +
23.6%
22.4% (Frost & Sullivan)
28 % (IDC)
43.7%
4.7%
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Cancun, Mexico
Market Share: Enterprise Telephony
CY 2010
CISCO
AVAYA
Siemens
Alcatel-Lucent
NEC
Aastra
Interbras
Others
33.8%
21.9%
15.6%
7.4%
6.4%
3.1%
1.8%
10.0%
CY 2011
31.8%
23.6%
15.8%
8.5%
6.2%
2.1%
1.7%
10.2%
Source: Frost & Sullivan
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Cancun, Mexico
Market Share: Unified
Communications
CY 2010
Microsoft
CISCO
AVAYA
IBM
Siemens
NEC
Alcatel-Lucent
Others
24.1%
28.4%
18.3%
12.8%
5.7%
3.5%
2.1%
5.1%
CY 2011
24.1%
24.0%
22.4%
13.0%
6.5%
3.2%
1.9%
4.9%
Source: Frost & Sullivan
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Cancun, Mexico
Market Share: Contact Centers
CY 2010
AVAYA
Siemens
Genesis
CISCO
NICE
Tecnovoz
Verint Witness
Others
43.3%
13.2%
11.3%
5.0%
4.2%
3.9%
3.7%
15.4%
CY 2011
43.7%
12.8%
12.0%
5.4%
4.4%
4.4%
3.9%
13.4%
Source: Frost & Sullivan
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Cancun, Mexico
Market Share: Video Conferencing
CY 2010
Polycom
CISCO
Radvision
Huawei
Sony
LifeSize
Others
41.2%
37.7%
3.7%
1.3%
7.0%
3.4%
5.7%
CY 2011
42.1%
37.6%
4.7%
4.0%
2.7%
1.8%
7.1%
Source: Frost & Sullivan
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Cancun, Mexico
FY12 LATAM Highlights
Evolutions Facts
5 Cities
7,000 People
17,000 Tweets
100%
MDF
Fund Executed
On Demand
Gen Activities
With BPs.
Partner Marketing
300
Partner
Initiatives
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Cancun, Mexico
Case Studies LATAM FY12
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Cancun, Mexico
FY-13 Areas
CCA:
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Cancun, Mexico
LATAM Leadership Team
Luiz Ruiz
Client Services
AI
Daniel Peiretti
Product Group AI
Jef Souza
Tech Operations
CALA
Galib Karim
Sr. Managing Director LATAM
Gabriel Rodríguez
Enterprise Sector
Mexico
Oscar Medina
Service Providers
Mexico
Christian Alvarez
PSO AI
Fernando Ruiz
Galindo
Sales Operations
LATAM
Maggie Bautista
Marketing LATAM
LATAM
Leadership
Team
Arturo Vargas
Channels &
Commercial
Mexico
Karla Nussbaumer
Tech Operations
Gustavo Lorenzo
Mexico
Public Sector
Mexico
Juan Ramón Sánchez
Channels & Tech Ops
Andean Region
Arturo Gómez
Sales Andean Region
Paulo Manzato
Managing Director Caribbean
& Central America
Ricardo Janches
Managing Director
Southern Cone
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Cancun, Mexico
CALA – Market Size and growth
CHILE
MEXICO
CAGR (%)
COLOMBIA
ARGENTINA
BRAZIL
Rest of S. Cone
UC
CARIBBEAN
Rest of N. Cone
Incremental Spending ($M) per year
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Cancun, Mexico
LATAM – Market Size and growth
Networking
CAGR (%)
Video
CC
UC
SMEC
Incremental Spending ($M) per year
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Cancun, Mexico
FY-12 Initiatives
Increase Consideration, Segmentation & Coverage
Growing Networking Attach
Service Providers, Cloud Solutions
Winning w/ Radvision
Accelerating Adoption of SMB Portfolio
Re-activating the dormant installed base
Expanding wallet share in Top Accounts
Re-energize the Contact Center Business
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Cancun, Mexico
Increase Consideration Segmentation & Coverage
Coverage
Global
Major
# of Accts
Global / MNC
Major
Commercial
SMB
FY12
0
157
1158
FY13
2
101
1386
Thousands
Thousands
Commercial
SMB
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Cancun, Mexico
Grow Networking Attach
Opportunity
Challenge
- FY12 Less than 10% Attach Rate
- Lack of confidence
- Lack of knowledge of the
Networking Portfolio
Advantages
-Recognized Brand
-Right Price in every product
-Innovation – Technology
-Success Stories in LATAM and
Globally.
-Complete Solution
-
Increase attach rate
Data Center VSP 7K/9K
BYOD Identity Engine
Lan Switching & WLAN
Segments/verticals
-
Government
Contact Centers
Hospitality
SMB
Manufacturing
Financial
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18
Cancun, Mexico
Service Providers, Cloud Solutions
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
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Cancun, Mexico
Winning with Radvision
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
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Cancun, Mexico
Accelerating Adoption Of SMB portfolio
* Telephony Only
Small MEDIUM Business
Big Opportunity in the mid market
below 1000 ports.
Complete Portfolio:
- IP Office Release 8.1
- Video: SCOPIA
- Networking
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Cancun, Mexico
Reactivate Dormant Install Base
But Now is
Something
Better
We Love it…..
14 - 16 November 2012
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Cancun, Mexico
Re-activating Dormant Installed Base
Drive Value
 SIMPLE, EASY, FAST...
 Collaboration, Networking, Video,
BYOD, Identity Engine
600,000 Telephony
Ports Opportunity
 From Un-supported
Platforms to an up-dated
Platform
 ROI
We
Love it…
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Cancun, Mexico
Reactivate Dormant Installed Base
Switch to IP-Office
and up-sell the
Full Avaya Stack
Any:
Meridian, Norstar, BCM,
CS1K (less than 500
Extensions), Marlin,
Partner
SCOPIA
Konftel
IP Office 8.1
Networking
WLAN
Identity Engine
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Cancun, Mexico
Re-energize the Contact Center Business
Expected seats growth in 2013
Colombia, Peru, México, Argentina,
Central America
Focus in Applications
Drive Innovation
- Social Media
- Video
- Multimedia
Beat Aspect Program
New Initiative for Mid Size
Contact Centers
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Cancun, Mexico
2013 Demand Generation
7 Cities
Radvision Tour 12 Cities
Networking Tour 10 Cities
Partner
Connection Days
Tour
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Cancun, Mexico
Enterprise Promotions & When to Apply
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
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Cancun, Mexico
SME 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
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Cancun, Mexico
Networking Promotions & When to Apply
Combine Avaya Voice
and Networking
Trade In for
Competitor's or legacy
Nortel Installed Base
•Avaya-on-Avaya Promo 35% Off
WPP+VID
•Apply to ERS 4000/5000
•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
14 - 16 November 2012
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Cancun, Mexico
We appreciatte your feedback
OEFC Order Processing Red Products
License Activation
EDI Implementation VAD´s
Delivery Times in selected products
Avaya Learning
14 - 16 November 2012
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Cancun, Mexico
Beat Competition
Beat Aspect Program
Account Strategy
Bundled Solutions (UC, Video, Networking)
IPO Rl 8.1 + Networking + Scopia
Complement them…They can do it alone
ACE Integration, Flare , Scopia
MAC Integration, Lync Integration
IPO Rl 8.1 + Networking + Scopia
Video is only one piece of the solution
Integration
Open Pltaforms
14 - 16 November 2012
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Cancun, Mexico
Experts Panel
•
•
•
•
•
•
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
14 - 16 November 2012
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Cancun, Mexico
• Thank You
• Gracias
14 - 16 November 2012
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Cancun, Mexico
• BACK-UP
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Cancun, Mexico
LATAM PSAT – Partner View of Avaya
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
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Cancun, Mexico
LATAM CSAT – Client View of Partner
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 level
FY12 Sample has increased strengthen the representation of Channel Client feedback
FY13 Focus Area will Jointly serviced customers, in general, provide lower evaluations of
Avaya compared to all customers combined.
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Cancun, Mexico
LATAM FY-13 Market Analysis
Country
Mexico
Argentina
Colombia
Venezuela
Chile
Peru
DR
Guatemala
Uruguay
Costa Rica
Panama
Bolivia
El Salvador
Paraguay
Honduras
Jamaica
Haiti
Bahamas
Nicaragua
Guyana
Belize
Saint Lucia
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
$
GDP 2013
1,293.300
578.482
344.057
304.259
253.754
195.603
63.640
52.560
49.928
45.569
36.051
27.420
26.240
26.058
19.040
16.850
10.497
8.439
8.021
2.818
1.620
1.158
GDP Growth %
3.350%
4.198%
4.456%
1.326%
4.500%
5.719%
6.000%
3.468%
4.039%
4.500%
6.563%
4.492%
4.000%
4.000%
4.000%
2.843%
7.223%
2.378%
4.000%
5.436%
2.500%
3.256%
Region
Market Growth
Mexico
7.5%
Caribbean & CA
7.1%
Andean Region
6.1%
Southern Cone
6.4%
14 - 16 November 2012
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FY-13 Plan
10.1%
4.7%
9.7%
3.9%
Cancun, Mexico
Avaya Product Stack
Communication and Messaging
Soft Client
Automated
Experience
Management
Phones
Video and
Conferenci
ng
Contact Center
Unified Communications
Virtual
Enterprise
Network
Architecture
Professional Services
Performance Management
Business Collaboration
Ethernet
Switches
Support Services
14 - 16 November 2012
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Cancun, Mexico