2014 Partner Programs Guide Details

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Avaya, Inc.
Avaya Connect

Five Star Program Award Winner -- 2014
Company Information
Address4655 Great America Parkway
Santa Clara
CEOKevin J. Kennedy
Year Company Founded2000
Worldwide Channel ChiefRichard Steranka
Vice President, Global Partner Organization
North American Channel ChiefKarl Soderlund
Vice President, Channel Sales
Vendor Size CategoryLarge
Total RevenueGreater than $1B
Indirect Revenue Percentage71% to 80%
Program Information
Name of Channel ProgramAvaya Connect
Year Program Established2009
Number Channel Field Sales Reps North America184
Number Inside Channel Sales Reps North America25
Total North American Partners2,594
Number of New North American Partners222
Top Tier NamePlatinum
North American Partners Top Tier53
Worldwide Partners Top Tier315
Tier 2 NameGold
North American Partners Tier 223
Worldwide Partners Tier 2171
Tier 3 NameSilver
North American Partners Tier 383
Worldwide Partners Tier 3343
Tier 4 NameAuthorized
North American Partners Tier 42,435
Worldwide Partners Tier 410,249
Market Segment Specializations
Cloud Applications Software
Cloud Infrastructure
Cloud Platforms
Collaboration Software
Data Center
Enterprise Networking and Wireless
Managed Services
Network Security Appliances
Network Security Software
Networking Hardware and Wireless
SMB Networking Hardware including Wireless LANs and Voice
System and Management Network Management
Unified Communications
Video Conferencing
WAN Optimization and WAN Acceleration
Real-time Collaboration, Video, & Unified Communications Software; Customer Experience Management, including Contact Center Applications; Enterprise Business-Class Connectivity; Mobility; Security
Cloud Product and Program Offerings
Products Sold As A Cloud Service
Products Enable Off-Premise Cloud Solutions
Products Used To Build Private Clouds
Existing Program Supports Cloud Products
Extra Points Of Margin For Registered Deals
Extra points of margin depending product
Time Frame For Communication of Deal Registration Approval or DenialYes within 72 hours
Program Offerings To Support Resellers
Low Interest Financing
Discount Promotions
Qualified Leads
Awards For Sales
Awards For Innovation
Incentive Program
Financial Rewards
Marketing Resources
Partner Portal
Online Tools
Direct Deposit Funds
Eligibility To Sell Vendor Services
Field Channel Account Manager Coverage
Inside Channel Account Manager Coverage
Product Demo Program
Sales Enablement
Tiered Discounts
Services Attach: For Every Dollar of Product Sold By Solution Providers, What's The Average Of Complementary Services Purchased By End Customers$0.50 to $1
Programs To Increase Services Attach
Partner Services/Solution Selling Training
Case Studies
Partner Incentive Program
Self Provisioning License Portal
Offer Residual Revenue ProgramYes
Demonstration Units OfferedFor all top tier partners (1st, 2nd and 3rd)
Demonstration Unit Charges51%-75% off list
Criteria To Determine Partner Tiers
Sales Volume
Technical Skills
Solutions Expertise
Criteria To Determine Partner Discounts
Annual Revenue Attainment
Tiered Discounts
Program Offerings To Help Partners Expand Businesses
Training Advice On Incorporating Cloud Solutions
Provide Training On Hosted And Managed Services
Eligibility To Sell Vendor Services
Technical Training
Sales Training
Sales Tools
Vertical Market Case Studies
Tools To Identify Selling Opportunities
Solutions Selling
Training Offerings
Web Based
Instructor Led
Blogs And Message Boards
Authorized Training
Costs for trainingPartner pays a percentage
Recertification RequirementsOnce every 13 to 24 months
Fee To Join Partner ProgramNo Fee
Revenue Requirements To Join Partner ProgramAnnual revenue commitment
Requirements To Join Program
Certified Or Accredited Sales Staff
Business Planning Requirements
Marketing Plans
Valid Website
Other Requirements
Brick-and-mortar business address
Program Offers
Pre Sales Support
Post Sales Support
Technical Support
Local Account Field Reps
Escalation Procedures For Rules Of Engagement
Dedicated Account Team
Clearly Defined Division Between Direct and Indirect
Partners Briefed On Product Launches1 month to less than 4 months before customers
Partner Advisory CouncilYes - formal
Partner Portal/Web Site Offerings
Restricted Access To Partner Information
Searchable Product Pricing Database
Downloadable Marketing Materials
Online Training Resources
Database For Peer Partnering
Automated Rebate Processing
Account Management
Portal Is Customizable Based On Profiles
Partners Syndicate Content To Their Website
Online Tools
Configuration Tools
Troubleshooting Tools
Online Marketing Tools Offered To Partners
Self Service Email Marketing Tools
Content Syndication
Automated Social Media Tools
Self Service Tools For Cobranded Collateral
Hands-On Marketing Support Offered To Partners
One To Many Marketing
Access To Automated Platform
Other Information and Education Support Offered To Partners
Host Conference For Partners
Hosts Conference Direct Sales And Partners Together
Conduct Online Seminars And Conferences
Provide Funding To Partners To Attend Industry Conferences
Publishes Regular Newsletters
Regular Email Marketing
Conducts Regular Meetings With Individual Partners
Channel Managers Responsible For Education
Requirements for MDF/Coop Marketing
Discretionary Based On Usage Approval
Discretionary Based On Product Vertical Customer Focus
Discretionary Based On Channel Manager Approval
Do You Help Partners Track MDFYes
What Can Partners Spend MDF/Coop Funds On
Head Count
Market Research
Marketing Support
Email Marketing
Field Markteting Managers Available To Plan Demand GenerationYes
Percent Of Unspent MDF Quarterly1-10%
Partner Lead Support Offered
Generates Leads And Initiates SalesTop, 2nd and 3rd Tier Partners Only
Generates Leads Which Are Given To PartnersAll partners All Levels
Drive Demand Directly To Partners Through MDFAll partners All Levels
Tools On Portal For Partner To Drive Their Own DemandAll partners All Levels
Access To Dedicated Program ManagerYes, every partner has access to a specific dedicated team