Avaya ROADS+ Partner Onboarding Program

Transcription

1 Avaya ROADS+ Partner Onboarding Program H2FY14 Program Enhancements Reseller Version April 2014 EU Theatre

2 Avaya ROADS Program Onboarding & Partner Lifecycle Management Methodology Recruit Recruit - Engage prospect and sign up as partner Sustain Develop Objective: Faster, sustainable revenue Audience: - New Recruits - Authorize Onboard Onboard - Introduce partner to Avaya programs & tools and processes Authorize / Accredit - Train to develop competency Develop - Apply competency to sales opportunities Sustain/Separate - Maintain and grow relationship 2011 Avaya Inc. All rights reserved. 2

3 ROADS+ Program Accelerate Ramp to Revenue Goals Drive fast onboarding & enablement Increase your competency Reduce time to revenue & benefits Get expertise to sell full stack Grow business by focusing on Avaya Sustain Recruit Strategy Close support from Avaya Distributor Program ownership & focus Mandatory distributor led authorization Avaya tools/process simplification Generous rebates & accelerators Onboard Programs Incentive Recruit Stage: ROADS+ Onboard Stage: ROADS + Develop Authorize Partner & Distributor rebates Bonus for timely onboarding Authorize Stage: iconnect Bonus for reaching enablement target Develop Stage: S3I Bonus for driving more revenue Sustain Stage: GRG Bonus for demonstrating commitment 2011 Avaya Inc. All rights reserved. 3

4 ROADS+ EU Program EU Theatre Objectives Strategy Scope Drive fast onboarding & enablement with Avaya Increase your competency & generate more revenue Reduce time to revenue & time to Avaya benefits Get expertise to sell the full stack & expand coverage Grow your business by focusing on Avaya Continuous support from Avaya Distributors & Avaya Channel teams Ability to meet minimum Channel partner requirements Generous rebates & accelerators for demonstrating commitment Opportunity to receive more payouts more quickly when focused on Avaya Possibility to get eligible for other Avaya Connect financial programs & benefits faster Distribution Supports Partners in Driving to Revenue Theatres: EU* Partner Types: Net New FY14 Resellers All ROADS partners activated since April 2013 with or without revenue Recruitment Time Frame: Since April 01, 2013 Portfolio: Full Avaya portfolio (SME, UC, CC, Networking and Video) except for Services Rebate Payout Method: Credit note within 2 nd month for previous quarter via distributors 2011 Avaya Inc. All rights reserved. * ROADS+ program conditions are customized for each theatre 4

5 ROADS+ Program Conditions EU Theatre ROADS+ EU Program Eligibility: Net new & dormant partners (number is unlimited) Partner Incentive is aimed at encouraging partners to become authorized & achieve revenue thresholds as well as full stack selling and going after new logos and can be re-invested in enablement programs such as iconnect Recruitment Time Frame: since April 01 st 2013 All net new resellers onboarded after April 01, 2014 All net new FY14 resellers onboarded after October 01, 2013 till March 31, 2013 All resellers onboarded as of April 01, 2013 with or without revenue and marked as ROADS by their preferred distributors Program Rollout Timeframe: April 1 st 2014 September 30 th 2015 Program Portfolio Eligibility: All portfolio (SME, UC, CC, Networking and Video) except for Services All revenues are distributor net purchase price after all promos & discounts as reported to Avaya by the Avaya distributors based on the Sales Out Inventory Report data, therefore please note that the Resellers actual purchase price may be higher 2011 Avaya Inc. All rights reserved. 5

6 ROADS+ Program Framework Recruitment & Onboarding Targets Alignment Focus Partner List Selective Recruitment Partner Engagement Initial Business Planning Partner Approval Partner Activation Enablement Partner Welcome Onboarding Checklist Distributor Led Orientation Tools Registrations Sales Authorization Demo Kit Ordering iconnect /Full Stack Training $ Development & Growth Sales Plan Execution Funnel Creation Driving / Shadowing Oppty Attractive Rebate Programs Further Partner Development Programs to Sustain Success Monitoring Growth 2011 Avaya Inc. All rights reserved. 6

7 ROADS+ Program Reseller Milestones EU Theatre Onboarding PRM Link ID SSO Access to Avaya Avaya Orientation Session Sales Authorization min 1 solution (any) Min Revenue within 4 months ($5,000) Payout: $1,000 Enablement Target Revenue of min $25,000 within 9 months from activation plus sales authorization Payout: $1,500 Development Target revenue of min $50,000 within 12 months from activation plus sales authorization Payout: $1,500 Commitment Target revenue of min $100,000 within 12 months from activation plus sales authorization Payout: $2,000 To receive total payout of $6,000 partner needs to achieve all 4 steps in required timeline or earlier Total Payout: $6K 2011 Avaya Inc. All rights reserved. 7 *Credit Note within 1 st month for previous quarter via preferred distributor

8 ROADS+ Program Benefits Simulator for Resellers Milestone PRM Link ID, Access to Avaya, Orientation, Sales Authorization + min $ 5K in 4 months or earlier $ 25K in 9 months or earlier + Sales Authorization $ 50K in 12 months or earlier + Sales Authorization $ 100K in 12 months or earlier + Sales Authorization Payout per Milestone Achieved Total Payout YTD $1,000 $1,000 $1,500 $2,500 $1,500 $4,000 $2,000 $6, Avaya Inc. All rights reserved. 8

9 ROADS+ Program Payout ROADS+ Program Incentive Payout Eligibility: Meeting Program incentives criteria will qualify for payout Missing the targets would disqualify from payout Partner must be sales authorized to receive a payment (i.e. achieve at least 1 sales authorization (any solution)) To achieve total payout the partner needs to achieve all steps in required timeline or earlier ROADS+ Program Payout Mechanism: Partner incentives are paid via distributor as a credit note on a quarterly basis (during the 2 nd month for the previous quarter achievements to allow the distributor 30 days to pass the funds to reseller) Resellers are notified by the Avaya Partner Helpdesk (PHD) Team of the Credit Note eligibility and details via sent to the Partner PRM Admin with the copy to the distributor ROADS Champion Payout eligibility tracking is conducted by the Central Avaya Channel Ops Team (Joerg Kirmes) on a monthly basis and shared with Avaya DCAMs and Distributors 2011 Avaya Inc. All rights reserved. 9

10 Avaya Programs to Drive Partner Success P R O G R A M S T R A T E G Y ROADS+ ((Net New VARs & VADs) Selective partner recruitment to increase partner competency, shorten TTR, drive commitment & attract new logos Avaya Acceleration Programs iconnect ((Net New & Existing VARs) Increase new partner competency with fast track training to support revenue generation by selling full stack portfolio S3I ((SME Expert VARs) Drive growth to experience greater benefits as an SME Expert partner for attaching SME solutions products to IP Office sales Grow Right ((SME Expert & Medaled VARs) Accelerate partner Avaya business practice by selling strategic Avaya products and demonstrating QoQ growth R E W A R D Up to 6K to a partner and attractive distributor incentives for successful ramp to revenue Special price demo kit, fast track training, individual sales incentives, GR Program & S3I Eligibility 1% to 14% Advanced Rebate Rate Obtainment 10% rebate against Year-over-Year growth of Eligible Solutions S T A G E EU & GGM* Recruit Onboard EU &GGM plan to incl. Greater China Authorize GGM, currently excl. India & Greater China Develop Accelerate Partner Ramp To Revenue GGM plan to incl. India & Greater China Sustain 2011 Avaya Inc. All rights reserved. 10 * ROADS+ program conditions are customized for each theatre

11 Recruit Sustain Onboard Develop Authorize Partnering for mutual GROWTH 2011 Avaya Inc. All rights reserved. 11

12 ROADS+ Program Comms & Implementation Plan Preparation PHD Training Portal Publishing Implementation 27/03 PHD Team Call By 01/04 Partner Portal DCAM Training 14/03 DCAM Calls Distributor Launch From 01/04/2014 Program Launch Events LT/RCL Buy In 06-07/03 LT/RCL Calls Distributors & Partners in EU & GGM* Partner Launch From 01/04/2014 Program Launch Events For EU ROADS+ program details visit EU ROADS+ Page on Partner Portal at Avaya Inc. All rights reserved. 12 For ROADS+ GGM program details please contact your Avaya DCAM * ROADS+ program conditions are customized for each theatre.

13 Reseller Next Steps: How to Achieve a $6K Payout Enablement Onboarding Development Commitment Choose Preferred Distributor Register for SSO Access to Avaya Attend Avaya Orientation Session Achieve at least 1 Sales Authorization (any) solution Place an order of min $5,000 within 4 months Achieve Sales Authorization in min 1 (any) solution Place orders for min $25,000 total in 9 months Achieve Sales Authorization in min 1 (any) solution Place orders for min of $50,000 total in 12 months $1,500 Achieve Sales Authorization in min 1 (any) solution Place orders for min of $100,000 total in 12 months $1,500 $2,000 $1,000 With support from your preferred distributor! 2011 Avaya Inc. All rights reserved. 13

14 Additional Questions? You Preferred Avaya Distributor Distributor Channel Account Manager or Territory Account Magr Regional Avaya Marketing Team Joerg Kirmes Channel Operations EU & GGM Alla van Bommel Business Partner Onboarding EU & GGM Avaya Connect Partner Helpdesk tailpage?id=a3j l7l2aac 2011 Avaya Inc. All rights reserved. 14

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