Avaya to NES Onboarding: Summary  A special area was created in Avaya’s PRM system where any legacy Avaya partner can request access to NES solutions.  Access to NES solutions is covered under existing Avaya T’s & C’s so it is considered portfolio extension  Partners must begin the current NES sales/design (Service Assist) process prior to restricted product access. – NES data product is unrestricted – available to all without accreditation requirements  Once request is approved (approximately 48 hours), partner will be activated in the NES ordering systems  Avaya partners wishing to sell Nortel equipment will work with heritage Nortel distributors for enablement assistance and NES product access.  Distributors will be notified automatically of all the new Avaya partners who request NES product access. – NES distributor needs to validate if the partner is AV CAM led (if so, the CAM drives onboarding with distributor support)  You can visit the Avaya or NES partner portals to gain access to communications that are being shared with the VAR community.

Avaya to NES On-boarding: Process Steps  Step 1: Click the ‘I want to sell Nortel’ link in Avaya PRM (live 1/13/10)  Soft rollout/word-of-mouth launch for the approximately 10 days to work through process bugs. Theater-wave rollouts to begin end of January/beginning February  Partners must begin the current NES sales/design (Service Assist) and installation/maintenance (Full Service) accreditation (authorization) process prior to restricted product access. – All NES product is Restricted, except Data – NES Data is available to all – no accreditation/certification requirements  Step 2: Onboarding Support  After clicking the ‘I want to sell Nortel’ link, each partner will receive one or two* follow up s: – (*A third letter need is determined by theater PRM/back office processes)  1. Thank You notifying them that their information is being processed with the NES PRM systems  2. Two business days later, they will receive a Welcome , outlining key ‘getting started’ steps.

Avaya to NES On-boarding: Process Steps (cont’d)  Step 3: NES Discount Level  For Avaya partners that sign up to sell NES we will map Avaya partners to Nortel program per theater and offer appropriate NES product discount. This will be based on Avaya FY2009 revenue – Each theater would be responsible to map Avaya partners to discount levels based on their programs and volume thresholds For example in US the mapping will be as follows. Platinum = Elite Gold = Premium Silver = Advantage – NORAM/CALA – Ready to move forward – EMEA /APAC– Awaiting confirmation/final approval  NES Partner Program manager manually assigns discount and works with contracts/systems to enter the information into the NES systems – Process is manually completed after partner access is finalized – Distributor receives the discount information via the standard NES process

Avaya to NES On-boarding: Process Steps (cont’d)  Step 4: Sales Accreditation (Authorization)  Partners must first request product accreditation, as outlined in the New Partner Guide for Avaya Partners guide  Partners have ~6 months to complete the sales and pre-design training/testing requirement to be deemed an Service Assist Accredited Partner – Partner can purchase/sell/design, but cannot install or maintain at the Service Assist level.  They then have as much time as they need to complete the advanced design/installations and support training/testing requirement to be deemed an Full Service Accredited Partner – Lab gear is a requirement at the Full Service level – Upon final completion and Purchase Order proof of demo system, partner is deemed Full Service and can purchase/sell/design/install and maintain the product  The New Partner Guide and other on boarding material can be found on NES Partner SourceNES Partner Source

Avaya to NES Onboarding Checklist Orientation call held or partner attended NES Orientation session Portal navigation completed Tools Site Navigation – Direct to pre-recorded tools training Nortel Partner/Sales Engineering University Site Navigation PRM Site Navigation NES Accreditation navigation Training plans discussed and scheduling facilitated Services orientation completed

Avaya to NES Onboarding Resources FunctionContact Phone Sales Engagement Partner Avaya CAM (if assigned) VAD (if no CAM) Varies Sales EnablementJoe Technical EnablementJoe Marketing EnablementJeff Services Enablement Partner Avaya Services Manager (if assigned) VAD (if no CAM) Varies General Onboarding Questions Alethea