Copyright© 2003 Avaya Inc. All rights reserved Avaya - Proprietary (Restricted) Solely for authorized persons having a need to know pursuant to Company instructions EMEA Sales Out Reporting Barnabas Kiss

Copyright© 2003 Avaya Inc. All rights reserved 2 Avaya - Proprietary (Restricted) Solely for authorized persons having a need to know pursuant to Company instructions Sales Out Reporting (SOR) Overview IT Industry practice for Distributors to provide Sales Out information to equipment manufacturers In support of Avaya's multi-channel strategy and the Phase II of Value in Channel Partnership (VCP) program Easy to participate: you, our BusinessPartner, SOR reports out of your system to Avaya general SOR mailbox: SOR data supports multiple applications:  Market intelligence / coverage / share  Channel marketing  Channel development  Product development  Compensation

Copyright© 2003 Avaya Inc. All rights reserved 3 Avaya - Proprietary (Restricted) Solely for authorized persons having a need to know pursuant to Company instructions AVAYAAVAYA ENDUSERSENDUSERS DistributorsTier 2 Reseller Tier 1 Reseller Direct Sales Indirect Sales S O R Sales Out Reporting Program Overview Avaya Sales Channel

Copyright© 2003 Avaya Inc. All rights reserved 4 Avaya - Proprietary (Restricted) Solely for authorized persons having a need to know pursuant to Company instructions Sales Out Reporting Process Flow Mainly Distributors and Resellers order from Avaya:  Stocking Orders: Distributors place stocking orders with Avaya, then sell from their stock to Tier 2 Resellers who in turn sell to end customers  Customer Specific Orders: Resellers and in exceptional cases Distributors order site specific configurations, therefore we request end customer details (End-User ID) to be captured on the Order Request Form submitted to the EMEA CSC Avaya is requesting a Sales Out Report for Stocking Orders and Customer Specific Orders. Distributor Avaya & Distributor Compiles monthly Sales Out Report and Inventory for Avaya by the Tuesday noon of each week Weekly s Sales Out Report to Avaya regional mailbox: Work together to insure accuracy and completeness of SOR data and Avaya processes

Copyright© 2003 Avaya Inc. All rights reserved 5 Avaya - Proprietary (Restricted) Solely for authorized persons having a need to know pursuant to Company instructions Mandatory (cannot be left empty) –Avaya Product ID (com. code) –Sold Out Quantity –Your Costs (Distributor’s Purchase Price) –Your Dealer ID, Name and Location Country –Order Number (Ref.Order # from your system) –End User Name – if sold to one of the Avaya Strategic Accounts (incl. Location Country) or SIC (Standard Industry Code) to identify Industry Vertical Optional (can be left empty) –Avaya Product description –Dealer full address –VCP ID (Avaya SAP code) of your dealer –End-User Code (Avaya SAP code) of Strategic account Avaya Product Sale Out Report: Submission Template:

Copyright© 2003 Avaya Inc. All rights reserved 6 Avaya - Proprietary (Restricted) Solely for authorized persons having a need to know pursuant to Company instructions 1.Extract data from ERP and generate file in stipulated format (.xls) 2.Attach data file in and send to designated address EMEA BP SOR - 3.Contact : Barnabas Kiss ( ) Submission Mode:

Copyright© 2003 Avaya Inc. All rights reserved 7 Avaya - Proprietary (Restricted) Solely for authorized persons having a need to know pursuant to Company instructions SOR Program Benefits Helps to grow your business – foster collaboration with Avaya sales force Allows Avaya and our channels to create better marketing plans based upon increased knowledge gained through SOR Information is treated as proprietary and is not shared SOR is a requirement of the Business Partner Certification Program makes sales out reporting mandatory for all Silver, Gold and Platinum partners

Copyright© 2003 Avaya Inc. All rights reserved 8 Avaya - Proprietary (Restricted) Solely for authorized persons having a need to know pursuant to Company instructions Your Next Steps Appoint a SOR contact to work with Avaya to implement process Obtain VCP / End-User Codes via your Avaya Channel Manger for all your Customers Reach agreement on date to start the SOR process Forward all your inquiries to Avaya regional SOR contact for EMEA at : Question ?