1. Partnering with Tech Data on Avaya’s Data Solutions Jeff Salanco Manager, Avaya Solutions Group July 20, 2011 Jeff Salanco Manager, Avaya Solutions Group July 20, 2011

2. Tech Data Confidential Tech Data + Avaya We service the full Avaya Portfolio Data Unified Communications Contact Center SME Voice Flare Services Help at Every Step of the Way Enablement activities Supporting the Sales Cycle Avaya dedicated resources

3. Tech Data Confidential Enablement – Playbooks 3 Partner-Enablement Playbooks Roadmap to entering specific technologies Understanding the market and opportunities Accessing vendor resources Training Guidelines/Resources Support the initial selling motion Understanding the Market Vendor Connections Training Resources Selling Support

4. Tech Data Confidential Training & Certification Access to existing Avaya Training Courses/Events –Training roadmaps provided by subject matter experts –Ensure that you have visibility to your options so you receive the training where & when you need it! Custom Enablement –Playbooks –Webinar Series –Regional workshops –On-site events

5. Tech Data Confidential 5 Supporting the Selling Cycle Pre-Sales Support Pre-Sales Support Supply Chain Management Supply Chain Management Order Management Order Management Solutions Design Solutions Design Integration Services Integration Services Professional Services Support Professional Services Support Market Development Market Development Financing Options Financing Options

6. Tech Data Confidential Market Development Market Development Customized marketing activities to supplement PMC and MarketLeaders: Reseller brand development Advertising in print and new media Brochures and other printed materials Direct mail, fax and e-mail broadcasts Electronic newsletters Marketing leads Product catalogs Seminars and showcases Telemarketing services and lead generation Trade shows

7. Tech Data Confidential Pre-sales Support Real-world experience Competency on technical sales solutions –APDS and VENA Data –APDS UC –APDS CC –APDS Video –IPOffice Implementation/Adv App Certification Access and Training on critical Avaya tools to manage the business Bill of materials confirmation Opportunity registration

8. Tech Data Confidential Solution Design – Data Networking Services Provided on complete data portfolio Part number look-up New solutions design (EC and PST Tools) System upgrades Information Required Design specification details or parts list Service Level Agreement Complex solutions = 2 Day turnaround Basic solutions and part number look-up = same day Training Available Ability to step through the design process with your technical support team using the Avaya EC and Tech Data PST tools

9. Tech Data Confidential 9 Solutions Design - Avaya Demo Center IT solutions lab integrating Avaya Data and Voice solutions Scripted demo options Access remotely VSP 9000 Demos available to our customers (ETA: August) Opportunity to interoperate with VMWare solution

10. Tech Data Confidential 10 Financing Options Direct PayCreditLeasingGuarantyOther TD Direct PayTech Data Line of Credit Tech Data One Lease Personal Guaranty Assignment of Proceeds Direct DebitDistribution Financing/ Floorplanning Avaya Financial Services Cross Corporate Guaranty Escrow Accounts Wire TransferStand-by Letter of Credit American Express Leasing Joint Purchase Orders Electronic Funds Transfer Credit CardsAlternative Leasing Companies TechSelect

11. Tech Data Confidential Supply Chain Management 85%+ fulfillment rate on high velocity products Roll-out support Triangle calls - structured forecasting Documented escalation process

12. Tech Data Confidential Order Management Structured access to key resources Management of special pricing Order status confirmation ETA support Maintenance Agreements Service Levels –Same day order processing –95% live answer rate –95%+ Clean order rate

13. Tech Data Confidential Order Management – Data Maintenance Agreements Services Provided Part number look-up Expiration/Renewal information Process Tech Data’s Avaya services support form Best in class clean order rate Service Level Agreement Complex solutions = 2 Day turnaround Basic solutions and part number look-up = same day Training Available Ability to step through the maintenance process with your technical support team using the Avaya’s View Contracts and Tech Data PST tools

14. Tech Data Confidential Integration Services Hardware staging and integration Software installation Customized end-user setup POST and special testing Asset tagging and labeling Rack configuration and shipping Custom imaging Special packaging Private Label Delivery (PLD)

15. Tech Data Confidential Professional Services Support – Avaya Services Provided Access to Avaya professional services offering Quote input support Process flow Fill out the Avaya implementation and professional services pricing request form Tech Data provides tracking mechanism Service Level Agreement 5-7 business days

16. Tech Data Confidential 16 Professional Services – TD OnCall Avaya installation, maintenance and patching Network Maintenance Services TDOnCall connects you to best in class contract maintenance services across North America by utilizing highly trained and manufacturer certified engineers and field technicians. Standardized per port pricing Advanced spares options available Remote monitoring option available Mon – Fri 8x5 or 25x7x365 options available Proactive Patching Solution Proactive Patching is a remote service offering that is designed for mission critical Avaya solutions. The service reduces the likelihood of system failure and downtown by actively monitoring system logs and keeping the system patched to the current available list directly from Avaya. Clearly defined per port pricing Concise service level agreements Rapid quote turnaround time zones Easy to understand terms and conditions

17. Tech Data Confidential Avaya @ TD.com Providing customers with key selling resources Educate and learn how to become APSS and APDS certified Registration page for demo services View the latest Avaya promotions and upcoming Avaya Events Connect to Technical and Sales Resources Access to marketing options 17

18. Tech Data Confidential Tech Data’s Avaya Solutions Group 18 Mike Rogers ECG Portfolio Bette Bench Services Specialist Demetrios Kalogridis Avaya Order Admin Open Avaya Order Admin Lou Desrosiers Data Portfolio Jen Keatinge SPSC – Central/West Matt Dietz SPSC Steve Leslie SPSC - East Esteban Rodriguez SME PSC Open Avaya SE Jeff Salanco Marketing Manager UC SBU David Bradley Manager Tech Support Sherri Louison Product Manager David Ciraulo Sr Product Manager Open SME PSC Frank Bolanger SME Portfolio Tech Data’s Avaya Hotline – 800-228-7901 PSC Contact Information – Teamavaya@techata.comTeamavaya@techata.com Services Contact Information – avayaservices@techdata.comavayaservices@techdata.com SE Contact Information – seavaya@techdata.comseavaya@techdata.com

19. Tech Data Confidential 19Summary Leverage Tech Data’s Scale and Resources Resources and connections focused on training and enablement Execute at the highest level with our Avaya Solutions Group

20. The Difference In Distribution