Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Radvision
Partner Resource Guide
Get started and achieve success
as an Authorized Avaya Radvision Partner!
Get Support Ready
Partner Portal
Sales / Marketing Tools
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Radvision
Partner Resource Guide
About This Guide
This Guide will help your company
to become an Avaya Authorized
Radvision Partner, and to build
sales momentum and success as
quickly as possible.
Partner Differentiator
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Partner Differentiator
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Partner Differentiator
Radvision
Partner Resource Guide
Please select the below button to determine which
stage of the Radvision onboarding you should adopt:
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Net New Avaya Partner
(Joining Avaya for the first time)
Onboarding Checklist
Get Authorized
Get Demo Ready
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Partner Portal
Sales / Marketing Tools
Distributor Information
Existing Avaya Connect Partner
Avaya Resources
(looking to adopt the Radvision Solution)
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About Avaya
Home Page
© 2013 Avaya – Proprietary & Confidential. Use pursuant to your signed agreement or Avaya policy
.
About Avaya
Radvision
Partner Resource Guide
$5 billion+ Revenue(1)
#442 of the Fortune 500®(1)
Silicon Valley Executive Presence
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
 17,000
Employees in 54
Countries(1)
 9,100 Partners
Driving $1.5B
revenue(4)
Get Authorized
Get Demo Ready
Get Support Ready
 400,000+
Customers, including
more than 90% of
Fortune 500® (1)
Partner Portal
 17,500+
DevConnect members (1)
 30M+
SMB users worldwide.
>50% nearest
competitor(2)
70
New products & releases
since 2010 (1)
 100 million+
IP Telephony lines
shipped(4)
Sales / Marketing Tools
Distributor Information
Avaya Resources
INVESTING IN R&D
Global Support
5,900
32
Approx. number of patents/
pending. #114 of overall
top patent holders(3)
4
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Global delivery support centers
with $278M inventory across 11
countries(4)
(1) S-1 Filing, December 2011
(2) Dell’Oro Worldwide shipments report
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(3) Intellectual Property Owners Association “Top 300 Organizations
granted US patents in 2011”
Home Page
About Radvision Scopia
(4) 10Q Filing, June 30th, 2012
© 2013 Avaya – Proprietary & Confidential. Use pursuant to your signed agreement or Avaya policy
.
About Radvision Scopia
Differentiated selling for channels
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
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Get Oriented
 PC, Mac, Apple
iOS, Android
 Unlimited free
mobile and
desktop clients
 Automatic firewall
traversal
 Audio, video,
data and
moderation
 Dual full HD
1080p / 60fps
video and content
 Simultaneous
H.264 High
Profile and SVC
 Highest capacity
embedded MCU
 iPad control
Highest
Quality Room
System in the
Market
Best Desktop,
Mobile, BYOD
Solution
 Scopia XT HD
room system
with MCU and
integrated
Scopia Desktop
and Mobile
 Simple and
affordable
integrated
solution
Onboarding Checklist
Simplest &
Most
Affordable
SME Solution
Get Authorized
Get Demo Ready
Get Support Ready
Most Flexible &
Affordable
Telepresence
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
5
 Flexible
deployment for any
room configuration
 1/3 the cost of
competition
 Highest
interoperability
BACK
<
Scopia
Connects the
Islands of
Video
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Get Started
 Open standards based
system supports SIP, H.323,
ISDN, PSTN
 Integrates the worlds of Video
Conferencing with Unified
Communications
 Comprehensive management
of 3rd party systems
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Get Started
Radvision
Partner Resource Guide
Start with “Apply to become an Avaya Partner,” or go to any other section.
You can reach all the same information at any time using the buttons on the
left side of your screen.
About This Guide
Apply to become an Avaya Partner
Partner Differentiator
More
Get Started
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Get Connected
Get Oriented
More
Onboarding Checklist
Get Authorized
Get Orientated
Get Demo Ready
More
Get Support Ready
Partner Portal
Sales / Marketing Tools
Get Trained
Get Authorised
Get Demo-ready
More
More
More
Distributor Information
Get Support-ready Get Tools-ready
More
More
Avaya Resources
Grow your Business
More
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Become an Avaya partner
© 2013 Avaya – Proprietary & Confidential. Use pursuant to your signed agreement or Avaya policy
.
Apply to become
an Avaya Partner
Radvision
Partner Resource Guide
Company information
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Your first step is to complete
and submit an Avaya
Partner Registration Form
(right).
The form can be filled out
and submitted online. Go to
www.avaya.com, select
“Partners” and then
“Become a Partner.”
Key company contacts
Employee counts
Coverage, revenue, vendor and
distributor relationships
Get Support Ready
Partner Portal
Other contacts
Sales / Marketing Tools
Distributor Information
Avaya Resources
Online T&Cs acceptance
Applicant information
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Apply to become a Partner
Home Page
Avaya Partner Registration Form
© 2013 Avaya – Proprietary & Confidential. Use pursuant to your signed agreement or Avaya policy
.
After submitting your
Partner Application…
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Once you have submitted your Avaya Partner
Registration Form, you may be contacted by Avaya
for additional details, or to review partner program
requirements.
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
If you have not specified a relationship with an
Avaya Authorized Distributor, your Avaya
representative may discuss your alternatives with
you, and/or put you in touch with a distributor.
Your distributor may have its own “on-boarding
process” to acquaint you with the distributor’s
practices and policies, and to inform you of the
benefits provided to you by the distributor, above
an beyond those provided by Avaya.
Distributor Information
Avaya Resources
8
If and when you receive your partner welcome
package from Avaya, you will be ready to proceed
with the steps in the next section of this document.
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<
About Avaya
distribution partners
The best way for Avaya to
serve you as an Avaya
partner is through an
Avaya Authorized
Distributor.
Avaya Authorized
Distributors are your
partners in offering Avaya
products to your
customers, and they offer
assistance that includes
ordering and quotation
help, webinars, training,
sales support, and
training.
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Get Connected – Link IDs & SSO’s
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Get Connected:
Link and SSO IDs
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Link ID information
from your partner
welcome e-mail
If your application is accepted, you
will receive an e-mail package
welcoming you to Avaya’s partner
program. Follow the instructions
that come with it. Pay special
attention to the Link ID, which will
serve as your company’s unique
partner identifier throughout your
relationship with Avaya.
Get Authorized
Get Demo Ready
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Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
9
Once you have your Link ID, you’ll
be directed to a form where you
can use the Link ID to create your
Avaya SSO (“single sign-on”) ID.
The SSO ID is your key to all the
online information Avaya makes
available to you.
Store your Link ID and your
SSO ID, and guard them carefully.
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Creating the user ID
and password you will
use to access all Avaya
partner content
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Get Connected: PRM Partner View
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Get Connected: PRM Partner View
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Avaya’s Partner Relationship Management system, called PRM Partner View, is
the key management and collaboration tool that contains your account record,
company information, business plan, marketing development funds, credential and
authorization records, and where you will perform key operational processes to sell
and support your customers. PRM Partner View training information and Job Aids
are located on the main login page and the Partner Help Desk or your distributor
can assist in getting you set in PRM after you have created your SSO login.
Get Connected
Get Oriented
Training
information
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Login>avaya.com/prmportal (must have your SSO login) and
Job Aids and specific Radvision information is located here.
Avaya Resources
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Get Connected: Partner Helpdesk
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Get Connected: Avaya Connect Partner Help
Desk Avaya Connect Home Page
Radvision
Partner Resource Guide
About This Guide
Avaya Connect Partner Helpdesk is
designed to provide partners
around the world with quick
answers to questions about:
Partner Differentiator
Get Started
 Avaya Connect Program
Get Connected
 Onboarding & Training
Get Oriented
 Applications & Tools
Onboarding Checklist
 Marketing Programs (MDF)
 Services Programs & Tools
Get Authorized
Support is available in English,
German, French, Portuguese,
Russian & Spanish
Get Demo Ready
Get Support Ready
 Choose prompt 6 to contact AC PHD
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
[email protected]
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Get Oriented
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Get Orientated
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
One key step to success is to
attend an Orientation session
with your Distributor!
Get Support Ready
Led EMEA Partner
Orientation Lunch & Learn
sessions conducted on
AvayaLive™ Engage Partner
Orientation island
Distributor Information
Avaya Resources
12
DLO Reseller Orientation - “Getting Started with Avaya”
orientation led by a Distributor for their resellers
 Avaya Led Orientation (ALO):
Make sure you and your
organization attend at least
one Distributor Led Orientation
session.
You may also join the Avaya
Sales / Marketing Tools
–
During this session you will
learn about all of the Avaya
and Distributor offered tools,
systems and support
mechanisms available.
Get Demo Ready
Partner Portal
 Distributor Led Orientation (DLO):
–
Avaya Led EMEA Partner Orientation Lunch & Learn 1 hr session held in AvayaLive™ Engage 3D environment
on a quarterly basis focusing on various modules &
featuring Avaya guest Subject Matter Experts
–
Avaya Strategic Partner Enablement Seminar - full
day an Avaya and/or Distributor led customized
orientation & enablement seminar conducted at strategic
partner premises
–
Avaya Partnership Fundamentals Workshop - Avaya
and/or Distributor led orientation & enablement event
organized in region or country for a large # of resellers
–
1:1 Orientation - an hour on demand Avaya or
Distributor led Q&A session (live/web conf/video)

For more information please visit Avaya Partner Portal

To register please visit Avaya Global Training Opportunity
Calendar
https://portal.avaya.com/apps/demoavaya/train/trainingcalendar.asp
To prepare you for this session
Avaya additionally offers
online information on our
company, programs and tools.
Be sure to review it!
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Onboarding Checklist
Home Page
© 2013 Avaya – Proprietary & Confidential. Use pursuant to your signed agreement or Avaya policy
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Net New Partner Onboarding Checklist
Complete and submit partner application
Radvision
Partner Resource Guide
WEEK 1 FROM START
About This Guide
Partner Differentiator
Receive welcome email pack with log-in information
Receive welcome call from Avaya and/or Distributor
Complete initial registrations, get online & locate
key online resources
Develop onboarding plan with Avaya and Distributor
Participate in partner orientation call/session
Purchase Radvision demo kit
Get Started
Get Connected
WEEKS 2-3 FROM START
Complete Video business plan
Define demand generation plan
Get Oriented
Onboarding Checklist
Complete Distributor Radvision tools training
Get Authorized
Get Demo Ready
Complete Sales & Design training in order to
achieve Avaya Sales authorization
WEEKS 3-4 FROM START
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
WEEKS 4-6 FROM START
Avaya Resources
Complete Distributor Radvision quote training
Complete Sales & Positioning webinar training
Optional - Complete Implementation & Support
Training & pass ACSS exam
Grow your sales funnel by using resources from
Partner Marketing Central & Market Leaders
Demo kit installed via distribution partner or
business partner
Complete demo skills training & assessment
Optional - Schedule and pass the ‘On-site
Implement and Maintain Services Assessment’
WEEKS 6+ FROM START
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Avaya Connect Partner Programme
Close sales with help from pre-sales support
Grow your competency by registering
additional people for training
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© 2013 Avaya – Proprietary & Confidential. Use pursuant to your signed agreement or Avaya policy
.
Avaya Connect Partner Program
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Avaya Connect is an innovative partner program designed to create
rewarding and long lasting relationships with our partners.
It’s a simple idea that brings you:
 Strong financial
rewards
 A simplified
framework
 Resources that help
you bring in new
customers
 Our commitment to
invest in your
business
Sales / Marketing Tools
Distributor Information
Avaya Resources
For more information, review the Avaya Connect Program guide included in your
welcome email or access the latest information on the Avaya Connect Micro-site:
Partner Portal>Partner Programs>Avaya Connect
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Video Certification Overview
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Existing Avaya Partner Onboarding Checklist
Radvision
Partner Resource Guide
WEEK 1 FROM START
Complete Video business plan
About This Guide
Partner Differentiator
Complete Sales & Design training in order to
achieve Avaya Sales authorization
WEEKS 2-3 FROM START
Define demand generation plan
Purchase Radvision demo kit
Get Started
Get Connected
Complete Distributor Radvision tools training
Get Oriented
Onboarding Checklist
Complete Distributor Radvision quote training
WEEKS 3-4 FROM START
Get Authorized
Get Demo Ready
Get Support Ready
Complete Sales & Positioning webinar training
Optional - Complete Implementation & Support
Training & pass ACSS exam
Grow your sales funnel by using resources from
Partner Marketing Central & Market Leaders
Partner Portal
Sales / Marketing Tools
WEEKS 4-6 FROM START
Distributor Information
Demo kit installed via distribution partner or
business partner
Complete demo skills training & assessment
Optional - Schedule and pass the ‘On-site
Implement and Maintain Services Assessment’
Avaya Resources
WEEKS 6+ FROM START
Close sales with help from pre-sales support
Grow your competency by registering
additional people for training
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Video Certification Overview
Home Page
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.
Video Certification Overview
About This Guide
Get Started
Get Connected
Sales
Partner Differentiator
Scopia
Endpoint
Products
available
Onboarding Checklist
Get Authorized
Sales
Credentials
‘Scopia Lite’
Small
Demo
Minimum 2X
Endpoints*
Package
APSS
XT5000 w/
SMB9 (~$3,150
+ mtce)
Get Oriented
Scopia
Full
Portfolio
Demo
Requirements
Full
Radvision
Portfolio
‘Scopia Full’
Large
Full Demo Kit
(~$21,870
+mtce)
Minimum 2X
APSS
1X APDS
Get Demo Ready
Implement
Options
Suggested
Implement
options
Certified RV Partner/Disti
End Point
Avaya Remote Installation End Point /
Full
Configuration Support
Portfolio
(RICS)
Self-Install
1X ACSS
(+Remote Asses.)
Full
Portfolio
/ End Point
ProServices Now/Avaya
Professional Services²
Full
Portfolio
Support Options
Maintain & Support
Certification
Level
Implement
Radvision
Partner Resource Guide
Minimum 2X
ACSS
(+Service
Assessment)
Avaya Wholesale
Offer ²
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
•
•
•
•
Mirrors the other existing Avaya Connect Solution sets (UC, CC & SME)
Designed to provide Partners flexibility in their GTM strategy
Avaya Wholesale Offer – launching May
SFDC Integration development underway for auto Partner tracking –
clearly outlining individual certification levels – April 2013
Designed to simplify migration from end point to full portfolio
authorisation
•
* Excluding Tele-presence
² GA in May
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Certification Transition
Home Page
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.
For more
information on
Avaya Professional
Services please
click here
For more
information on
RICS please click
here
Certification Transition
Radvision
Partner Resource Guide
About This Guide
Certification
Level
Products available
Demo Requirements
Sales Credentials
Scopia
Endpoint
Endpoints
(incl. the new XT for
IPOffice)
‘Scopia lite’
Small
Demo Package
XT5000 w/ SMB9 $3,150 +
mtce
Minimum 2X APSS
Partner Differentiator
Get Connected
Get Oriented
Onboarding Checklist
SALES
Get Started
Transition to new
certification level
Get Authorized
Enables Partner to sell
FULL portfolio, including
infrastructure
Purchase additional demo
equipment ($18,720)
Get Demo Ready
Scopia
Full Portfolio
Get Support Ready
Partner Portal
Full Radvision Portfolio
Take additional APDS
‘Scopia full’
Large
Full Demo Kit
($21,870 +mtce)
Minimum 2X APSS
1X APDS
Sales / Marketing Tools
Distributor Information
•
Simple ‘upgrade’ to full portfolio certification level
Avaya Resources
•
‘End Point Only’ Partners have two options if they create an infrastructure opportunity:
•
Hand off the to a ‘full Portfolio’ certified Partner
•
Upgrade to ‘full certification level: +1XAPDS + Additional investment to demo
kit
•
17
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The sale will be allowed once authorisation is complete and PO for
Demo kit order is confirmed
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Radvision Certification Track
Home Page
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.
Get Authorized – Radvision Certification Track
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Radvision End Point Only Certification
Track
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
18
Radvision Full Portfolio Certification
Track
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End Point Certification
Home Page
© 2013 Avaya – Proprietary & Confidential. Use pursuant to your signed agreement or Avaya policy
.
Unlock the door to Radvision Scopia® (RV)
Authorization - END POINT ONLY
Optional
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
APSS
APSS
ACSS
Avaya
Professional
Sales Specialist
Avaya
Professional
Sales Specialist
Avaya Certified
Solutions
Specialist
Onboarding Checklist
Get Authorized
Two individuals completing the APSS-RV credentials provides
sales only expertise, plus
Get Demo Ready
Get Support Ready
Purchase and installation of the demo kit to achieve
Authorization to Sell
Partner Portal
Sales / Marketing Tools
One individual completing an ACSS-RV
credential, plus
Distributor Information
Avaya Resources
19
…or…
A remote implementation Service
Assessment and compliance with
Implementation Satisfaction
requirements to achieve Authorization
to Implement
BACK
<
Two individuals completing ACSS-RV
credentials, plus
An on-site Service Assessment to
achieve Authorization to Implement
and Maintain
NEXT TOPIC
Radvision Credentials
Home Page
© 2013 Avaya – Proprietary & Confidential. Use pursuant to your signed agreement or Avaya policy
.
Unlock the door to Radvision Scopia® (RV)
Authorization – FULL PORTFOLIO
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
APSS
APSS
APDS
ACSS
Avaya
Professional
Sales Specialist
Avaya
Professional
Sales Specialist
Avaya Professional
Design Specialist
Avaya Certified
Solutions
Specialist
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Two individuals completing the APSS-RV and one individual
completing the APDS-RV credentials provides sales and design
expertise, plus
Get Demo Ready
Get Support Ready
Purchase and installation of the demo kit to achieve
Authorization to Sell
Partner Portal
Sales / Marketing Tools
One individual completing an ACSS-RV
credential, plus
Distributor Information
Avaya Resources
20
…or…
A remote implementation Service
Assessment and compliance with
Implementation Satisfaction
requirements to achieve Authorization
to Implement
BACK
<
Two individuals completing ACSS-RV
credentials, plus
An on-site Service Assessment to
achieve Authorization to Implement
and Maintain
NEXT TOPIC
Radvision Credentials
Home Page
© 2013 Avaya – Proprietary & Confidential. Use pursuant to your signed agreement or Avaya policy
.
Radvision Scopia® (RV) Credentials
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
APSS
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Professional Sales
Specialist
APDS
Avaya Professional Design
Specialist
Total Time: 4 .5 hours
Total Time: 16.5 hours
Video Conferencing Fundamentals
for Sales
0.5 hours, on demand (2X00050O)
RV Solution Overview (3U00200W)
Designing RV Endpoints (3U00201O)
Designing Infrastructure 3U00202O)
Designing RV Mobility Solutions
(3U00203O)
Designing RV Management & Reporting
System (3U00204O)
Designing RV PathFinder Firewall
Traversal (3U00205O)
Designing eVident Monitoring and Testing
for VoIP Solutions (3U00206O)
Designing RV Interoperability (3U00207O)
RV Services Offering (2U00011O)
Designing RV Solution Scenarios
(3U00208W)
RV Quote Tool Training (0U00459O)
ASD Additional Parts Configurator
Training (0U00460O)
Assessment (3U00209A)
Selling RV Video Solution
2.0 hours, web based (2U00190W)
RV Sales Pitch and Demo
0.25 hours, on demand
(Avaya 2U00010O )
RV Services Offering
0.25 hours, on demand (2U00011O)
Assessment
1.0 hour, web-based (2U00190A)
Avaya Resources
ACSS
Avaya Certified Solutions
Specialist
Total Time: 42 hours
RV Solution for Video
Communications
40.0 hours, classroom (0U00430I )
ACSS Examination
2 hour, classroom-based exam
(3103)
Web-based online courses and assessments are provided by the Avaya Learning Center.
Classroom-based instructor-led courses and exams are typically provided by your authorized Avaya distributor,
although they are also available through the Avaya Learning Center.
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About Avaya Learning Center
Home Page
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.
About The Avaya Learning Center
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
The Avaya Learning Center is your destination for Radvision
Scopia® training. Tools like the Learning Navigator, and and
automatically-updated curriculum maps, will show you what’s
required and help you track your progress. You can also get
course descriptions, register for and actually take much of the
training, all from this site. Access the site at www.avayalearning.com.
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
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Get Demo Ready
Use your Avaya Link ID to set up your Learning Center login, so
that you received proper credit for all courses taken.
Home Page
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.
Get Demo Ready
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Everything you need to know about
getting ready to demo is on the
Radvision Channel Enablement page
- navigation:
Portal> Partner Programs> Avaya
Connect> Radvision Channel
Enablement
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
You will find a wealth of information,
including training, config guides,
demo kits and other resources to help
you prepare and sell.
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
23
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Look for more demo resources
with demo best practices for
success with your customer
opportunities at the Sales Tools
page on the Partner Portal.
NEXT TOPIC
Buying Your Radvision Demo Kit
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Buying Your Radvision Demo Kit
Radvision
Partner Resource Guide
Comprehensive Suite of Demokit to support the
full range of customer demonstration
About This Guide
Partner Differentiator
Get Started
Endpoint Only
Resellers
Full Portfolio
Resellers
‘Scopia Lite’
‘Scopia Full’
• One (1) Light Video Kit
Including :
- Video Endpoint(s)
- Embedded MCU
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
• Maintenance via
Distribution*
Get Support Ready
Partner Portal
Sales / Marketing Tools
*According to standard maintenance rules
• One (1) Main Video
infrastructure
Including :
- Video Endpoints
- Embedded MCU
- MCU infrastructure
- Security Access
• Maintenance via
Distribution*
*According to standard maintenance rules
Distributor Information
Avaya Resources
Mandatory Support-Maintenance Services Pricing provided by
Distributor
24
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Demo Kit Approval Process
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Mandatory process
to track demo Kit
purchases for Sales
credential.
Demo Kit Approval Process
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
1 - Disti
2 - Disti
Confirm Partner
is Avaya
Radvision
Authorized
3 - Disti
Create quote
with minimum
required
product content
Get Connected
Get Oriented
Onboarding Checklist
5 – (D)CAM
6 - Demo
Create RPC PDF output
(BOM) using Distributor
Price Book entering
4 - Disti
product codes from SAP or
QRN quote; selecting
applicable required attach
support code(s)
(RPC BOM needed to reflect
product codes and required
T3/4 code(s)
7 – (D)CAM
Submit Demo
Kit request to
CAM/DCAM
8 - Disti
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
CAM / DCAM submits
• Demo Approval Request Form
• SAP Quote or QRN number
• RPC tool Excel output
Avaya Demo
Team
evaluates
request
to:
[email protected]
Avaya Resources
Goto EMEA RV demokit approval process
If approved; Avaya
Demo Team
provides
CAM with Partner
Demo Kit Approval
Number
(DemoFY13_xxxx) and
Authorization letter
.
A handling and administration
fee may be applied to the reseller
by Distribution
Distributor submits demo kit
order via standard conduits (EDI
or email) to OEFC (including
Maintenance)
Submission must include RPC PDF
Output and Demo Kit Special Bid
Authorization letter if FED applies
Partner Demo Kits must reflect the
Partner PRMID and Sold-to / Ship-to/
FL as the end- user to affiliate the
support entitlements to Partner site
Follow standard FED / BEC rules
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Give Effective Radvision Demos
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Giving Effective Radvision Demos
Radvision
Partner Resource Guide
About This Guide
DEMO Resources
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
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Get Support Ready
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Flexible Support Offerings to Help You Grow
Your Video Practice
Radvision
Partner Resource Guide
About This Guide
Avaya Connect Business
Partners have the option of
building out their own video
service practice or reselling
distributor delivered service.
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Avaya will steer customers to
certified Avaya Radvision
partners or distributors for
implementation and
maintenance services.
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Avaya Services has a
comprehensive suite of offers
that assist partners in
building & maintaining worldclass video collaboration
practices.
Distributor Information
Avaya Resources
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Implementation Support
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Implementation Support for Video Collaboration
Radvision
Partner Resource Guide
About This Guide
APS collaborates and supports Partners build and grow Video
Collaboration business.
Huge Opportunity for Avaya/Radvision Partners to leverage mobile &
desktop video collaboration trends with Avaya Professional Services
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
28
Avaya pre/post/implementation support globally: A dedicated Avaya team
supported by Video and Avaya Aura Core experts ready to help with skills on:
RADVISION, SM/SMGR, CM/CS1k, AAC 7, AAC 6, MX 6.2, ADVD, Flare
Communicator, Flare Experience that provides the services included in both
offers above mentioned.
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Ordering Implementation Support
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Post-Sales Maintenance Service Options
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Your business is backed
by Avaya and Radvision’s
global, highly-skilled
technical support services.
Avaya partner support
services are described in
detail online, and can be
accessed through the
Partner Portal.
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
Avaya Radvision
Avaya Radvision
Avaya Wholesale
Services
Avaya Partner
Option A
Partner Co-Delivery
(Services Credentialed
Partners)
Avaya Partner
Option B
Purchase Services
Via Avaya Wholesale
Option A Highlights:
• Ability to offer your own support services to customers with full backing from
Avaya and Radvision resources
• Direct path to Radvision T3 support for Radvision credentialed partners
Option B Highlights:
• Ability to purchase Radvision T1-T2 for your customers from Avaya
• Escalation path from your distributor support to T3 support as required
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Partner Co-Delivery Roles & Responsibilities
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Partner Co-Delivery Maintenance Service
Radvision
Partner Resource Guide
Option A
Radvision Co-Delivery Roles and Responsibilities
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
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Partner Co-Delivery Offer & Quoting
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Partner Co-Delivery Maintenance Service
Option A
Radvision
Partner Resource Guide
Radvision Co-Delivery Offer Structure and Quoting
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
• All pricing for maintenance is derived through the use of the Avaya/Radvision Pricing
Configurator Tool and is non-discountable.
• All pricing for co-delivery is based on product list price, with the exception of eVIDENT
and VQ, which is priced as percentage of Net. API support is a fixed price.
• Advanced parts replacement is only “ship” next business
Avaya Resources
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Avaya Connect on Partner Portal
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Partner Portal
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
The Avaya Partner
Portal is your “onestop shop” for
Avaya product,
sales and support
information. Take
time to get familiar
with it.
For a 5-minute tour of
the Avaya Partner
Portal, click the link
below:
Avaya Partner Portal
Tour
Sales / Marketing Tools
Distributor Information
Visit the Avaya Partner Portal at
www.avaya.com/partnerportal
Avaya Resources
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Radvision Sales Resources
Note: use of the Avaya Partner Portal requires an
Avaya Single Sign On (SSO) Login ID and
Password
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Radvision Sales Resources
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
You will find all of the sales and customer-facing resources associated
with Scopia products on the Avaya Partner Portal using this navigation:
Portal> Products and Solutions > Unified Communications > Radvision
Avaya Resources
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Radvision Design Resources
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Radvision Design Resources
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
You will find the resources and tools you need to design, price and
order Scopia products on the Avaya Partner Portal using this
navigation:
Portal> Business Tools, Policies & Processes> Design/Quote>
Radvision Price Configurator
Avaya Resources
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Partner Marketing Central
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Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
PLAN – EXPLORE - EXECUTE
PMC is available to all Avaya channel
partners and the interface is in
three languages:
What is PMC?
A FREE self-service website to help Avaya
channel partners create and execute
marketing campaign materials to support
lead generation activities, increase sales
funnels, and drive greater revenue!
English - Spanish - Portuguese
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
MARKETING ASSETS AVAILABLE:
Distributor Information
Avaya Resources
35
•
•
•
•
•
•
Marketing Planning guides / templates
Ready Made Campaigns
Single or multi-touch email campaigns
OFT files
Postcards, Posters/Print ads
Micro-site/landing pages
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• Online Banners
• Seminar-in-a-box
• Telemarketing Scripts
• Lead notifications and campaign reports
• All materials on PMC are in English, Spanish,
Portuguese and some materials are in French,
Italian, German &Russian
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Avaya Content Syndication
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Avaya Content Syndication
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
36
•
WIIFM’s (What’s In It For Me)
–
Provide you with FREE real time Avaya
product information through an easy to
use Content Syndication program.
– Free service to all Avaya partners
– Access to a robust selection of Avaya
Product information that is current and
accurate
– Partner site will synchronize automatically
with new and/or updated marketing
content released by Avaya
– Easy 3 step process to enable Avaya
product information to be viewable on
partners websites
• Register, input coding, syndicate
information.
• You can be up and running in ten
minutes or less!
– Global implementation.
• Available in English, German,
French, Russian, Korean, Japanese,
Chinese, Portuguese, South
American/Mexican Spanish and
French Canadian.
– Visit the Avaya Content Syndication site at:
http://avaya.tiekinetix.com/interface
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“The Avaya Content
Syndication Program is great!
It really enhances the Partner
web-based tools for client
interaction and lends itself to a
cohesive team strategy
overall.."
Dave Hallman
Phoneworks Telephone Systems Inc
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Distributor Information
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Distributor Information
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
The best way for Avaya to serve you as an Avaya partner is through an
Avaya Authorized Distributor.
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
37
Avaya Authorized Distributors are your partners in offering Avaya products
to your customers, and they offer assistance that includes ordering and
quotation help, webinars, training and sales support.
If you would like to consult a summary list of all Avaya EMEA Distributors,
you can access here
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The Distributor Value Proposition
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The Distributor Value Proposition
Radvision
Partner Resource Guide
About This Guide
Financial
Support
Helping Avaya resellers to develop and grow their
business profitably
Technical
Support
& Services
Across the Avaya product portfolio to enable Avaya
resellers to respond in a timely manner to endcustomer requirements
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Tailored Training
Programs
Comprehensive Pre- and Post-Sales Training
Programs generally customized to the needs of the
reseller
Account
management
Offering resellers a line of direct communication on
anything Avaya related
Selling Tools
Offering resellers competitive intelligence,
comprehensive product guides, regular email
communications, and more.
Marketing
Tailored events, lead-generation activities,
promotions & incentives
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
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Selected Web and Telephone Resources
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Selected Web Resources
Radvision
Partner Resource Guide
About This Guide
Partner Differentiator
Get Started
Get Connected
Get Oriented
Onboarding Checklist
Get Authorized
Get Demo Ready
Get Support Ready
Partner Portal
Sales / Marketing Tools
Distributor Information
Avaya Resources
39
Onboarding Enablement
Avaya Single Sign-On (SSO)
Partner Portal
Avaya Learning Centre
Avaya Partner Portal Layout and Use
Sales Enablement
Competitive Resource Center
Radvision Sales Resources
Radvision Design/Quote Resources
Proposal Support
Avaya Financial Services
Marketing Enablement
Customer Facing Brochures
Simple Guide to Services
Avaya Photo Library
Customer Success Stories
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