© 2011 Avaya Inc. All rights reserved.1 Avaya Professional Services Eddie Jenkins VP Global Offers, Marketing & Channels.

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Presentation transcript:

© 2011 Avaya Inc. All rights reserved.1 Avaya Professional Services Eddie Jenkins VP Global Offers, Marketing & Channels

Avaya Professional Services FY13 Key Imperatives Customer DelightCycle TimesAttach Rate Accelerating growth:  Growth rates exceeding underlying product market growth  Providing measurement of APS relevancy to the market  Supporting Avaya and our channel partners success Reduction in APS quoting and project cycle times:  Providing accurate and timely quoting of APS services  Accelerating the time-to-value for customers  Helping Avaya and partners accelerate time-to-revenue cycle Exceeding expectations in delivering optimal business outcomes:  Continually improving APS delivery execution  Providing product quality feedback to Avaya Product teams  Enabling quality across Avaya’s strategic channel partners (Quality Framework) Focus and Execution towards quantifiable outcomes

Execution Towards our Strategy Design Reviews: Mitigates potential risks and hidden issues Network Readiness Assessments: Avoids unnecessary future costs New Product Introductions: Accelerates partner delivery readiness Simplified portfolio improving Attach Rate Enablement Optimization Innovation ProServices Now Sales Portal Implementation quality for Customer Delight Tools to reduce Cycle Times 1 “The Hidden Cost of Technology Failure in the Contact Centre,” Customer Experience Foundation, September

Customer Implementation choices Ease of engagement for partners and customers Direct support for new products, complex and/or transformational deployments Increased partner opportunity for Enablement / greater Avaya investment in Optimization & Innovation Avaya Professional Services Channel Go to Market Strategy  Focused on CSAT & training investments (Quality Framework compliance)  Leverages next generation tools  Engagement with Avaya for NPI, higher risk & complex transformational programs Managing Conflict Routes to Market Benefits From APS Partnership  Improved partner incentives and margin  Competitive advantage and differentiation through custom offer packaging  Expansion into mid-market with Professional Services  Improved sales communication and interlock  Clearer path to implementation escalation and resolution  Clearer articulation of respective market space Characteristics of a “Great Partner”  Leveraged distributors (for Authorized thru Gold, Tier 2)  Use of Avaya resources (for Platinum, Volume Commit, Tier 1)