Avaya Connect: ocení hodnotu

Transcription

1 Avaya Connect: ocení hodnotu Přechod od kvantity ke kvalitě Petr Říha Avaya

2 Vývoj programu Avaya Connect Volume-based Valuebased Volume is the primary criteria for medal status Competency used secondarily to determine medal status Customer satisfaction not utilized in program Brand stewardship is not component of program Growth is not component of program 2010/ Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 2

3 Vývoj programu Avaya Connect Volume-based Valuebased Volume is the primary criteria for medal status Competency used secondarily to determine medal status Customer satisfaction not utilized in program Brand stewardship is not component of program Growth is not component of program 2010/2011 CSAT introduced to program BDF program eliminated MDF introduced globally Partner Benchmark tool Grow Right introduced Implementation Satisfaction (ISAT) Program Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 3

4 Vývoj programu Avaya Connect Volume-based Valuebased Volume is the primary criteria for medal status Grow Right introduced Competency used secondarily to determine medal status Customer satisfaction not utilized in program Brand stewardship is not component of program Growth is not component of program 2010/2011 CSAT introduced to program BDF program eliminated MDF introduced globally Partner Benchmark tool Implementation Satisfaction (ISAT) Program Grow Right strategic products expanded Enhanced Deal Registration launch Avaya Acquisition Advantage (new customer acquisition) S3I (SME Segment solution sales) 2014 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 4

5 Cíle programu Avaya Connect Ocenit šíři portfolia řešení a produktů Ocenit partnery, investující do svých lidí a schopností Ocenit partnery za nové zákazníky, nové technologie a nové trhy Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 5

6 Vývoj programu Avaya Connect Volume-based Valuebased Volume is the primary criteria for medal status Grow Right introduced Competency used secondarily to determine medal Implementation Satisfaction status (ISAT) Program Customer satisfaction not utilized in program Brand stewardship is not component of program Growth is not component of program 2010/2011 CSAT introduced to program BDF program eliminated MDF introduced globally Partner Benchmark tool Grow Right strategic products expanded Enhanced Deal Registration launch Avaya Acquisition Advantage (new customer acquisition) S3I (SME Segment solution sales) Grow Right 2.0 launched Tier Volume Discounts Partner Appreciation Kit Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 6

7 Vývoj programu Avaya Connect Solution Experts Volume-based Valuebased Volume is the primary criteria for medal status Grow Right introduced Competency used secondarily to determine medal Implementation Satisfaction status (ISAT) Program Customer satisfaction not utilized in program Brand stewardship is not component of program Growth is not component of program 2010/2011 CSAT introduced to program BDF program eliminated MDF introduced globally Partner Benchmark tool Partner Appreciation Kit Grow Right strategic products expanded Enhanced Deal Registration launch Avaya Acquisition Advantage (new customer acquisition) S3I (SME Segment solution sales) Grow Right 2.0 launched Tier Volume Discounts Value-based discounting Removal of revenue as primary medal-level requirement Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 7

8 Solution Expert - architektura Oblasti Enterprise Solution UC Aura Oblasti Mid-Market Solution UC IPO CC Aura CC IPO Networking Video Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 8

9 Solution Expert - požadavky Solution Expert požadavky Výhody (návrh) Credentials (e.g. APSS/APDS/ACDS) Solution Revenue Product Revenue $ CSAT Financial! Incremental product discount w/in each Solution Expert.! Prioritized leads! Shift Grow Right to pay differentiated awards based on medal status Marketing! Logo/designation! Certificate of Achievement! Partner locator/finder designation Technical! Advanced design credentials! Enhanced demos Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 9

10 Medailový partnerský status - požadavky Medal status je řízen > úrovní schopností Solution Experts & CSAT. P : E E E CSAT G : E E CSAT S : E CSAT Solution Experts E # Sales Credentials # Design Credentials Solution Revenue (product) CSAT CSAT # Surveys Survey Score Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 10

11 Solution Expert - požadavky Credentials Nemá dopad na současnou Solutions Authorization Policy. Právo prodávat, implementovat a/nebo podporovat pokračuje podle současných procesů. Solution Expert Requirements Credentials Solution Revenue Product Revenue $ CSAT! Re-use current Sales and Design Credentials! No service credentials required Service delivery model is a partner choice Authorization process remains unchanged for partners who wish to provide services,! Intent is to introduce advanced design credentials for some solutions over time Provides deeper understanding of complex solutions Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 11

12 Enterprise Solution Expert - požadavky Credentials Enterprise Solution Areas UC (with Avaya Aura ) UC (with Avaya Aura ) Sales Design APSS - Unified Communications 4 APSS Avaya Scopia Solution 1 APDS - Unified Communications 2 APDS Avaya Scopia Solution 1 CC (with Avaya Aura ) Sales Design CC (with Avaya Aura ) APSS Contact Center 4 APDS Contact Center 2 New enterprise design credentials planned for inclusion in FY15 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 12

13 Midmarket Solution Expert - požadavky Credentials Midmarket Solution Areas UC (with IP Office ) UC (with IP Office ) Sales Design APSS SME 3 APSS Avaya Scopia Solution APDS Avaya Scopia Solution 1 1 CC (with IP Office ) Sales Design CC (with IP Office ) APSS - Avaya Contact Center Solutions for IP Office APDS - Avaya Contact Center Select 2 1 New midmarket design credentials planned for inclusion in FY15 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 13

14 Networking a Video Solution Expert - požadavky Credentials Networking Sales Design APSS - Avaya Networking 3 Networking APDS - Avaya Networking 2 Video Sales Design Video APSS Avaya Scopia Solution 3 APDS Avaya Scopia Solution 2 New networking design credentials planned for inclusion in FY15 Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 14

15 Solution Expert požadavky Solution Revenue Solution Expert Requirements Credentials Solution Revenue CSAT Revenue thresholds demonstrate proven selling experience with Avaya solutions for end users. Solution Expert Zone I Zone II Zone III UC with Avaya Aura $750,000 $350,000 $150,000 CC with Avaya Aura $500,000 $175,000 $75,000 UC (with IP Office ) $100,000 $52,500 $30,000 CC (with IP Office ) $25,000 $17,500 $15,000 Networking $125,000 $70,000 $45,000 Video (see Note) $75,000 $45,500 $30,000 NOTE: Video revenue thresholds have been increased since the June 18 broadcast, due to a calculation error. Avaya apologizes for the mistake. Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 15

16 Snížení požadavků na obrat!!! FY15 program snižuje požadavky na obrat až 10-50x! FY2014 Minimum Revenue Requirements Level Zone I Zone II Zone III Platinum $8,000K $6,000K $3,000K Gold $3,000K $2,500K $1,500K Silver $750K $500K $500K EXAMPLE: FY15 Minimum Revenue Requirements Example assumes these Solution Experts: Platinum = IP Office UC + IP Office CC + Video Gold = IP Office CC + Video Silver = IP Office CC Level Zone I Zone II Zone III Platinum (3 Experts) $200K $115,5K $75K Gold (2 Experts) $100K $63K $45K Silver (1 Expert) $25K $17,5K $15K Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 16

17 Solution Expert - požadavky CSAT Solution Expert Requirements Credentials Solution Revenue CSAT! Obtain a minimum number of CSAT responses for one or more specializations. CSAT dotazníky dokazují schopnost partnera uspokojit zákazníky! Gold and Platinum levels require incremental number of survey responses (per the table below).! CSAT surveys are required per-country for Solution Experts! 3.5 score required for all medal levels/zones! FY14 requirements apply for FY15 medal level assessments Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 17

18 Roadmapa přechodu: Volume to Value Award on both programs start FY15. Phase out Volume program in FY15. Volume Program (current)! Award medal status (promotion /demotion) as scheduled (Nov)! Effectively end program Dec Value Program (new)! Partners benefiting from Value model (vs. Volume) to be awarded new medal! Promotions based only on Value program from Dec! All partners aware of Expert status! Shift Grow Right to pay differentiated awards based on medal status! Award medal status (promotion / demotion) as scheduled! Release additional Expert benefits (e.g. product discounts) Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 18

19 Avaya Connect Partner Appreciation Kit Materiály dostupné od 6. května Certificate Social blog posts Thank you letter Downloadable logos HTML and OFT s Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 19

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