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CarsonVice President
Hostetter
US Maintenance and Managed
Services Sales
Avaya
Services GTM Strategy – What Does Good Look Like?
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Certain selling scenarios (or States) lead to greater partner rewards from Avaya.
Simplified Selling Scenarios

New customers / strategic products

New customers / traditional products

Existing customers / new products

Existing customers / traditional products

Existing customers / renewals
Customer/ Corporate Values Alignment
Key Strategic
Avaya Compensation
Most Flexible
Services GTM
Comp Levers:
•
•
•
•
•
•
•
•
Renewal rates
High POS attach
Blue upgrade
Competent Service
Delivery
Core Business
Partner comp
High Touch Support
Discounts
Special Bids
Most Strigent
14 - 16 November 2012 | Cancun, Mexico
Revenue
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Growth of Support Advantage as a Percentage of Overall Point Of Sale
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Percent of Support Advantage Point Of Sale Annual Contract
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Value that is Preferred
patrón
Improving Renewal Rates and Driving Growth
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Client Issue
Avaya Web.Alive
Forums
Downloads
Swarming
Avaya Support Experience
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Publish
Immediately
KM
Videos
Entitlement
Ask Your Peer
AvayaLive
Engage
Site Browsing
Update or Query
SR Status
Avaya Virtual
Agent
World Class KM
Click to Chat
Tool Kits
Web.Alive
Apps for Dispatch
Tools, parts, etc
Engineers
Swarming the
problem
Diagnostic Tools
Field
Capabilities
Video Chat
Enabled
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Haga
para
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el estiloelde
título de
delComprehensive
patrón
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FY13 Focus – IP Office
Support Services
Access to
Intellectual
Property
New Revenue
Streams
Flexible Options
Competitive
Simplified
14 - 16 November 2012 | Cancun, Mexico
Services Continuum Positioning
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FY13 Focus – Avaya Operation Services
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o Flexible
o Supports UC, CC, Video, Data, Multi-Vendor
and Cloud solutions
o Available in a Retail-commission model or
Wholesale
o Enables you to include wrap around service
Call
to actions
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o
90%+ On-Time Renewals
o
Sell Support Advantage Preferred and sell up the
o
stack
o
Attached IP Office Support Services with all new
o
IP Office 8.1 sales
o
Position Avaya Operations Services
o
Sell Avaya Support Services with every Sale
Please visit us in the
innovation Lounge
14 - 16 November 2012 | Cancun, Mexico
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