November 2012 | Cancun, Mexico Karl Soderlund Vice-President Americas Channel Sales

Agenda - My Vantage Point: Strength of the Avaya Channel Days: Foundation for Success - Driving Success in FY13 - Winning Big IP Office – Brian Murray Radvision - Patrick Scott Networking – Dave Fraser - Setting Expectations During Our Time Together

Why I’m (still) Happy to be Here November 2012 | Cancun, Mexico

FY12: A Tale of Two Avayas  Dramatic Programatic Changes  Quality Issues  Mentality: “Us v. Them”  Sentiment: Lethargic  Groundswell of Direct Conflict  Dramatic Programatic Changes  Quality Issues  Mentality: “Us v. Them”  Sentiment: Lethargic  Groundswell of Direct Conflict  Program Consistency & Predictability  Best in Class Mid-Market Technologies  Mentality: “Strategic Alignment”  Sentiment: Bullish  Conflict is exception, not the rule  Program Consistency & Predictability  Best in Class Mid-Market Technologies  Mentality: “Strategic Alignment”  Sentiment: Bullish  Conflict is exception, not the rule

Works in Progress

Continuing to Raise the Bar

Re-Structured Channel Marketing Unified SME & ENT Channel Orgs Aligned distribution under US Channel Leadership Simplified Sales/Channel Territories Streamlined & Enhanced Support

Driving Partner Profitability New Customer Incentive Launch new incentive to drive net-new with our Platinum Partners NEW! Deal Registration Higher payouts for strategic products. Inclusion of SME, Video & Data ENHANCE Grow Right Inclusion of Video & Data (SME already included) ENHANCE Better aligning our program benefits to incent behavior and reward results

Investing in Our Partners Actions Speak Louder Than Words Created IPO 8.1 / Networking Demo Kit Soft Bundles Funded 120 Demo Kits for Partner field offices Funded 31 SME & MM Appointment Setting Campaigns Demo equipment & training for Wave I & Wave II Partners Q1 Appointment setting campaigns for Wave I partners 23 hand-picked partners Additional support from Avaya teams Strategic planning meetings and path to success plans Bounce Back Radvision Demo Kits IPO Demand Generation Leveraging Avaya’s Inside Sales Team to uncover new opportunities Delivered 159% more BANT qualified leads this year: 13,996 in FY % of all Avaya- generated leads are distributed to partners Qualified Leads

FY13: Tenets for Success Alignment Alignment Teamwork Teamwork Activity Activity

Organizational Alignment Karl Soderlund Channel AMs Channel SEs Channel Networking Channel Video Distribution Business Development Karl Soderlund Channel AMs Channel SEs Channel Networking Channel Video Distribution Business Development John Dilullo Americas Sales John Dilullo Americas Sales Tom Mitchell Global GTM and Enablement Tom Mitchell Global GTM and Enablement Avaya Learning Recruitment On-boarding and Enablement Cust. Segmentation / White space Avaya Connect Global Accounts MNC Accounts Major Accounts Customer Focused High Touch Account Control with growth in critical customers ! Market Focused Broad coverage driving growth in strategic areas Marketing and Communications ! NOTE: This will not diminish the channel role in large accounts

Focus on: – Selling newer technologies to existing customers (e.g. Data, Video) – Hunting for new sites or competitive sites within existing customers (e.g. US Deal Reg) – Hunting for new customers (e.g. US New Customer Incentive) – Selling higher margin technologies to existing and new customers (e.g. US Grow Right) – Selling retail maintenance services in the US (e.g. US maintenance commissions) Two defined sales motions Fuel Growth New Technologies to Existing Customers New Customers

A Territory Model for Teamwork  TAMs are “quarterback” for territory  TAMs leverage CAMs and Partners for demand generation and customer coverage  TAM accountable for territory growth – with and through legacy and new partners  TAMs are “quarterback” for territory  TAMs leverage CAMs and Partners for demand generation and customer coverage  TAM accountable for territory growth – with and through legacy and new partners Desired Objectives Future State Customer Avaya Partner Partner Sales IS / Mkt / Svcs Avaya Cam TAMTAM  TAMs focused strongly on End Users  Partners used for pure fulfillment – not leverage  Avaya Channel CAM used for deal administration  Non-existent TAM-to-Partner alignment – other than deal processing.  TAMs NOT involved in Partner recruitment or enablement  TAMs focused strongly on End Users  Partners used for pure fulfillment – not leverage  Avaya Channel CAM used for deal administration  Non-existent TAM-to-Partner alignment – other than deal processing.  TAMs NOT involved in Partner recruitment or enablement Current State Customer Partner Partner Sales TAMTAM Avaya IS / Mkt / Svcs Avaya Cam

Increased Activity = Increased Results

Looking Forward: What You Can Expect

Where We Are Winning... How We Are Winning.. Where We Are Winning... How We Are Winning... IP OfficeRadvisionNetworking

IP Office

Radvision

Networking

Mutual Expectations My Commitment to You Listen Listen Engage Engage Take Action Take Action Listen Listen Engage Engage Take Action Take Action My Ask of You Don’t accept the status quo Don’t accept the status quo Drive for growth Drive for growth Hold each other accountable Hold each other accountable Don’t accept the status quo Don’t accept the status quo Drive for growth Drive for growth Hold each other accountable Hold each other accountable