Přechod od kvantity ke kvalitě Petr Ř Avayamedia.gswi.westcon.com/media/Westcon...

Přechod od kvantity ke kvalitě Petr Říha Avaya

Avaya Connect: ocení hodnotu

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Vývoj programu Avaya Connect

2010/2011 2012

•  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

Volu

me-

base

d

Va

lue-

base

d







2012 2013

•  CSAT introduced to program

•  BDF program eliminated

•  MDF introduced globally

•  Partner Benchmark tool

•  Grow Right introduced

•  Implementation Satisfaction (ISAT) Program

Volu

me-

base

d

Va

lue-

base

d

2010/2011














2012 2013

Volu

me-

base

d

Va

lue-

base

d

2014

•  Grow Right strategic products expanded

•  Enhanced Deal Registration launch

•  Avaya Acquisition Advantage (new customer acquisition)

•  S3I – (SME Segment solution sales)

2010/2011


Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 5 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


2012 2013 2014 2015

Volu

me-

base

d

Va

lue-

base

d
















2010/2011

•  Grow Right 2.0 launched

•  Tier Volume Discounts

•  Partner Appreciation Kit



2012 2013 2014 2015

•  Solution Experts •  Value-based discounting

•  Removal of revenue as primary medal-level requirement

Volu

me-

base

d

Va

lue-

base

d
















•  Grow Right 2.0 launched

•  Tier Volume Discounts

•  Partner Appreciation Kit

2010/2011



UC Aura

CC Aura

Oblasti Enterprise Solution

UC IPO

CC IPO

Oblasti Mid-Market

Solution

Networking

Solution Expert - architektura

Video


Solution Expert - požadavky

Solution Expert požadavky Výhody (návrh)

Solution Revenue Product Revenue $

Credentials (e.g. APSS/APDS/ACDS)

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


„Medailový“ partnerský status - požadavky Medal status je řízen > úrovní schopností – Solution Experts & CSAT.

P

G

S

E E E

E –  # Sales Credentials –  # Design Credentials –  Solution Revenue (product) –  CSAT

E E

E

CSAT

Solution Experts

CSAT

CSAT

CSAT # Surveys Survey Score

:

:

:


Solution Expert Requirements

Credentials

Solution Expert - požadavky Credentials

! 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

Nemá dopad na současnou „Solutions Authorization Policy“. Právo prodávat, implementovat a/nebo podporovat pokračuje podle

současných procesů.

Solution Revenue Product Revenue $

CSAT


UC (with Avaya

Aura®)

CC (with Avaya

Aura®)

Enterprise Solution

Areas

Enterprise Solution Expert - požadavky Credentials

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

APSS – Contact Center 4

APDS – Contact Center 2

New enterprise design credentials planned for inclusion in FY15


UC (with IP Office™)

CC (with IP Office™)

MidmarketSolution

Areas

Midmarket Solution Expert - požadavky Credentials

UC (with IP Office™) Sales Design

APSS – SME 3 APSS – Avaya Scopia® Solution 1

APDS – Avaya Scopia® Solution 1

CC (with IP Office™) Sales Design

APSS - Avaya Contact Center Solutions for IP Office 2

APDS - Avaya Contact Center Select 1

New midmarket design credentials planned for inclusion in FY15


Networking

Video

Networking a Video Solution Expert - požadavky Credentials

Networking Sales Design

APSS - Avaya Networking 3

APDS - Avaya Networking 2

Video Sales Design

APSS – Avaya Scopia® Solution 3

APDS – Avaya Scopia® Solution 2

New networking design credentials planned for inclusion in FY15



Solution Expert – požadavky Solution Revenue

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

Revenue thresholds demonstrate proven selling experience with Avaya solutions for end users.

Solution Revenue

Credentials

CSAT

NOTE: Video revenue thresholds have been increased since the June 18 broadcast, due to a calculation error. Avaya apologizes for the mistake.


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

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

Snížení požadavků na obrat !!! FY15 program snižuje požadavky na obrat až 10-50x!

Example assumes these Solution Experts: •  Platinum = IP Office UC + IP

Office CC + Video •  Gold = IP Office CC + Video •  Silver = IP Office CC



Solution Expert - požadavky CSAT

!  Obtain a minimum number of CSAT responses for one or more specializations.

!  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

CSAT dotazníky dokazují schopnost partnera uspokojit zákazníky

Credentials

CSAT

Solution Revenue


!  Award medal status (promotion /demotion) as scheduled (Nov)

!  Effectively end program Dec Vo

lum

e P

rogr

am

(cur

rent

)

Valu

e P

rogr

am

(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

!  Award medal status (promotion / demotion) as scheduled

!  Release additional Expert benefits (e.g. product discounts)

!  Shift Grow Right to pay differentiated awards based on medal status

Roadmapa přechodu: Volume to Value Award on both programs start FY15. Phase out Volume program in FY15.


Avaya Connect Partner Appreciation Kit Materiály dostupné od 6. května

Certificate

HTML and OFT Emails

Social blog posts

Thank you letter

Downloadable logos

Date post:	11-Apr-2018
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