Karl Soderlund
Vice-President
Americas Channel Sales
14 - 16 November 2012
|
Cancun, Mexico
During Our Time Together
Agenda
- 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
Why I’m (still) Happy to be Here
14 - 16 November 2012
|
Cancun, Mexico
FY12: A Tale of Two Avayas
Dramatic Programatic Changes
Quality Issues
Mentality: “Us v. Them”
Sentiment: Lethargic
Groundswell of Direct Conflict
Program Consistency & Predictability
Best in Class Mid-Market Technologies
Mentality: “Strategic Alignment”
Sentiment: Bullish
Conflict is exception, not the rule
Works in Progress
Continuing to Raise the Bar
Streamlined & Enhanced Support
Aligned distribution
under US Channel
Leadership
Re-Structured
Channel
Marketing
Unified SME &
ENT Channel
Orgs
Simplified
Sales/Channel
Territories
Driving Partner Profitability
Better aligning our program benefits to incent behavior and reward results
NEW!
ENHANCE
ENHANCE
• New Customer Incentive
• Launch new incentive to drive net-new with our Platinum Partners
• Deal Registration
• Higher payouts for strategic products. Inclusion of SME, Video & Data
• Grow Right
• Inclusion of Video & Data (SME already included)
Investing in Our Partners
Actions Speak Louder Than Words
IPO Demand
Generation
Radvision
Demo Kits
Created IPO 8.1 /
Networking Demo
Kit Soft Bundles
Demo equipment &
training for Wave I &
Wave II Partners
Funded 120 Demo
Kits for Partner field
offices
Q1 Appointment
setting campaigns
for Wave I partners
Funded 31 SME &
MM Appointment
Setting Campaigns
Bounce Back
23 hand-picked
partners
Additional support
from Avaya teams
Strategic planning
meetings and path
to success plans
Qualified Leads
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 Avayagenerated leads are
distributed to
partners
FY13: Tenets for Success
Alignment
Teamwork
Activity
Organizational Alignment
John Dilullo
Tom Mitchell
Americas Sales
Global GTM and Enablement
Avaya Learning
Global Accounts
MNC Accounts
Major Accounts
!
Karl Soderlund
Channel AMs
Channel SEs
Channel Networking
Channel Video
Distribution
Business Development
Customer Focused
High Touch Account Control with
growth in critical customers
Recruitment
On-boarding and
Enablement
Cust. Segmentation /
White space
Avaya Connect
Communications
Market Focused
Broad coverage driving growth in
strategic areas
NOTE: This will not diminish the channel role in large accounts
!
Two Defined Sales Motions
Protect & Upgrade
the Base
Fuel Growth
New Customers
Existing Avaya Footprint
•
New Technologies to Existing
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)
A Territory Model for Teamwork
Future State
Current State
Partner
Avaya Cam
Avaya
Partner
Customer
Customer
Current State

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
Avaya
TAM
TAM




Avaya Cam
Desired Objectives



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
Increased Activity = Increased Results
Looking Forward: What You Can Expect
Where We Are Winning . . .
How We Are Winning . . .
IP Office
Radvision
Networking
IP Office
New York Not-for-Profit
Publishing Company
•$97,000 deal @ 40% Margin
•$165,000 deal @ 50% 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.
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.
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.
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.
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.
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.
Radvision
Video Collaboration Win: Mid Size Regional Bank
Revenue: ~$218,000+ Install (AV Integration) & Services
Competition: Cisco/TAA (Incumbent video)
Channel : Avaya Connect Partner
Customer
Business
Issues
Pre-Sale
Installed
Environment
AvayaRadvision &
Partner
Solution
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.
Networking
$800
$700
$600
$500
$400
$300
$200
$100
$-
CM End to End
CM Core
CM
IPO Edge
IP Office
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