Partnering with Tech Data
on Avaya’s Data Solutions
Jeff Salanco
Manager, Avaya Solutions Group
July 20, 2011
Tech Data + Avaya
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We service the full Avaya Portfolio
• Data
• Unified Communications
• Contact Center
• SME Voice
• Flare
• Services
• Help at Every Step of the Way
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Enablement activities
Supporting the Sales Cycle
Avaya dedicated resources
Tech Data Confidential
Enablement – Playbooks
Partner-Enablement Playbooks
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Roadmap to entering specific technologies
Understanding the market and opportunities
Accessing vendor resources
Training Guidelines/Resources
Support the initial selling motion
Understanding
the Market
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Tech Data Confidential
Vendor
Connections
Training
Resources
Selling
Support
Training & Certification
• Access to existing Avaya Training
Courses/Events
– Training roadmaps provided by subject
matter experts
– Ensure that you have visibility to your
options so you receive the training where
& when you need it!
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Custom Enablement
– Playbooks
– Webinar Series
– Regional workshops
– On-site events
Tech Data Confidential
Supporting the Selling Cycle
Financing
Options
Solutions
Design
Supply Chain
Management
Pre-Sales
Support
Order
Management
Market
Development
Integration
Services
Professional
Services
Support
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Tech Data Confidential
Market Development
Customized marketing activities to supplement PMC and
MarketLeaders:
• Reseller brand development
• Advertising in print and
new media
• Brochures and other
printed materials
• Direct mail, fax and
e-mail broadcasts
• Electronic newsletters
Tech Data Confidential
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Marketing leads
Product catalogs
Seminars and showcases
Telemarketing services and
lead generation
• Trade shows
Pre-sales Support
• Real-world experience
• Competency on technical sales solutions
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APDS and VENA Data
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APDS UC
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APDS CC
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APDS Video
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IPOffice Implementation/Adv App Certification
• Access and Training on critical Avaya tools
to manage the business
• Bill of materials confirmation
• Opportunity registration
Tech Data Confidential
Solution Design – Data Networking
• Services Provided on complete data portfolio
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Part number look-up
New solutions design (EC and PST Tools)
System upgrades
• Information Required
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Design specification details or parts list
• Service Level Agreement
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Complex solutions = 2 Day turnaround
Basic solutions and part number look-up = same day
• Training Available
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Ability to step through the design process with your technical
support team using the Avaya EC and Tech Data PST tools
Tech Data Confidential
Solutions Design - Avaya Demo Center
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IT solutions lab integrating Avaya
Data and Voice solutions
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Scripted demo options
Access remotely
VSP 9000 Demos available to our
customers (ETA: August)
• Opportunity to interoperate with
VMWare solution
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Tech Data Confidential
Financing Options
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Direct Pay
Credit
Leasing
Guaranty
Other
TD Direct Pay
Tech Data Line
of Credit
Tech Data One
Lease
Personal
Guaranty
Assignment of
Proceeds
Direct Debit
Distribution
Financing/
Floorplanning
Avaya
Financial
Services
Cross
Corporate
Guaranty
Escrow
Accounts
Wire Transfer
Stand-by Letter
of Credit
American
Express
Leasing
Joint
Purchase
Orders
Electronic
Funds
Transfer
Credit Cards
Alternative
Leasing
Companies
TechSelect
Tech Data Confidential
Supply Chain Management
• 85%+ fulfillment rate on high
velocity products
• Roll-out support
• Triangle calls - structured
forecasting
• Documented escalation process
Tech Data Confidential
Order Management
• Structured access to key resources
• Management of special pricing
• Order status confirmation
• ETA support
• Maintenance Agreements
Service Levels
– Same day order processing
– 95% live answer rate
– 95%+ Clean order rate
Tech Data Confidential
Order Management – Data Maintenance
Agreements
• Services Provided
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Part number look-up
Expiration/Renewal information
• Process
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Tech Data’s Avaya services support form
Best in class clean order rate
• Service Level Agreement
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Complex solutions = 2 Day turnaround
Basic solutions and part number look-up = same day
• Training Available
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Ability to step through the maintenance process with your
technical support team using the Avaya’s View Contracts and
Tech Data PST tools
Tech Data Confidential
Integration Services
• Hardware staging and integration
• Software installation
• Customized end-user setup
• POST and special testing
• Asset tagging and labeling
• Rack configuration and shipping
• Custom imaging
• Special packaging
• Private Label Delivery (PLD)
Tech Data Confidential
Professional Services Support – Avaya
• Services Provided
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Access to Avaya professional services offering
Quote input support
• Process flow
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Fill out the Avaya implementation and
professional services pricing request form
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Tech Data provides tracking mechanism
• Service Level Agreement
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5-7 business days
Tech Data Confidential
Professional Services – TD OnCall
Avaya installation, maintenance and
patching
Network Maintenance Services
Proactive Patching Solution
TDOnCall connects you to best in class contract
maintenance services across North America by utilizing
highly trained and manufacturer certified engineers and
field technicians.
Proactive Patching is a remote service offering that is designed
for mission critical Avaya solutions. The service reduces the
likelihood of system failure and downtown by actively
monitoring system logs and keeping the system patched to the
current available list directly from Avaya.
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Standardized per port pricing
Advanced spares options available
Remote monitoring option available
Mon – Fri 8x5 or 25x7x365 options available
Tech Data Confidential
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Clearly defined per port pricing
Concise service level agreements
Rapid quote turnaround time zones
Easy to understand terms and conditions
Avaya @ TD.com
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Providing customers with key selling resources
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Registration page for demo services
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Connect to Technical and Sales Resources
Educate and learn how to become APSS and APDS
certified
View the latest Avaya promotions and upcoming Avaya
Events
Access to marketing options
Tech Data Confidential
Tech Data’s Avaya Solutions Group
Jeff Salanco
David Bradley
Marketing Manager
Manager
UC SBU
Tech Support
David Ciraulo
Matt Dietz
Bette Bench
Mike Rogers
Sr Product Manager
SPSC
Services Specialist
ECG Portfolio
Sherri Louison
Jen Keatinge
Demetrios Kalogridis
Product Manager
SPSC – Central/West
Avaya Order Admin
Steve Leslie
Open
SPSC - East
Avaya Order Admin
Frank Bolanger
SME Portfolio
Lou Desrosiers
Data Portfolio
Esteban Rodriguez
SME PSC
Open
Avaya SE
Open
SME PSC
Tech Data’s Avaya Hotline – 800-228-7901
PSC Contact Information – Teamavaya@techata.com
Services Contact Information – avayaservices@techdata.com
SE Contact Information – seavaya@techdata.com
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Tech Data Confidential
Summary
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Leverage Tech Data’s Scale and
Resources
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Resources and connections focused
on training and enablement
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Execute at the highest level with our
Avaya Solutions Group
Tech Data Confidential
The Difference
In Distribution