1 © 2006 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA. EMEA Channel Org BusinessPartner Program – 2007 December 2006

2 © 2006 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA. EMEA Channels FY07 BusinessPartner Programme - EMEA It must be: –Regionally consistent (process, workflow and nomenclature) –Simple to understand –Simple to engage in –Scalable and repeatable to our business It must deliver: –Partner segmentation through specialisations –Partners tiered by competency and engagement –Metrics on Partner performance in the channel to aid business decisions –Competitive differentiation for Avaya in channel programmes –Competitive differentiation for our Partners –A competent, trained Partner base to able to fulfil Avaya end-user requirements Objective: Provide a framework to measure and assess Avaya’s channel capability and footprint across EMEA

3 © 2006 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA. EMEA Channels FY07 Channel Incentive Programs All programs underpinned by Certification level Deal Registration for new projects Rebate Opportunity Against Revenue Growth Authorisation & Certification Channel Incentives Business Partner Program (BPP) Certification Incentive Program (CIP) New Opportunity Incentive Program

4 © 2006 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA. EMEA Channels FY07 Partner Programme – Finding the Balance Value Skills Competency ‘Good’ Behaviour Volume Revenue Certification through –Sales performance and engagement –Marketing engagement –Customer service excellence –Technical and product expertise

5 © 2006 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA. EMEA Channels FY07 Programme Framework and Requirements Three Levels Specializations Avaya Enterprise Partner EMEA Avaya SMB Partner UK Avaya SMB Partner EMEA (Excl. UK) Platinum 3,000 Points Gold 2,000 Points Silver 1,000 Points Authorised 1 x Enterprise PA1 x SMB PA

6 © 2006 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA. EMEA Channels FY07 Highlights: Revenue thresholds have been removed Enterprise Partners measured purely on Enterprise capability Partners can specialise in any track and can receive more than one set of benefits Focus on Specialisation

7 © 2006 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA. EMEA Channels FY07 Avaya Enterprise Partner EMEA SilverGoldPlatinum Points Requirements 1,000 Points2,000 Points3,000 Points Revenue Threshold N/A Access to Certification Incentive Program 1%1.5%2.5% Access to New Opportunity Incentive Program* 2% Annual AMF Bonus $10,000$25,000$50,000 Rate of AMF accrual (ECG and AGS revenue SIR and SOR) 1.5% Listing in Avaya Partner Locator Tool Yes * Currently available to only in UK, will be rolled out across EMEA through 2007

8 © 2006 Avaya Inc. All rights reserved. Avaya – Proprietary & Confidential. Under NDA. EMEA Channels FY07 SMB Partner EMEASilverGoldPlatinum Points Requirements 1,000 Points2,000 Points3,000 Points Revenue Threshold* $70,000 p.a Access to SMB Revenue Rebate 4% Compensation Model Back-End Rebate (bi-annually) Back-End Rebate (bi-annually) Back-End Rebate (bi-annually) Listing in Avaya Partner Locator Tool Yes SMB Partner EMEA (Excl. UK) * The Revenue Threshold is measured against the purchase price from the Distributor** (Distributor Reported Cost) ** Purchases through distributors will be measured by means of the Sales Out reports submitted by the authorized distributor to Avaya