H2FY14 Program Enhancements - Westcon-Comstormedia.gswi.westcon.com/media/Westcon Czech...Enablement...
Transcript of H2FY14 Program Enhancements - Westcon-Comstormedia.gswi.westcon.com/media/Westcon Czech...Enablement...
Avaya ROADS+ Partner Onboarding Program
H2FY14 Program Enhancements
EU Theatre
Reseller Version
April 2014
© 2011 Avaya Inc. All rights reserved. 22
Avaya ROADS Program Onboarding & Partner Lifecycle Management Methodology
Recruit
Onboard
AuthorizeDevelop
Sustain
Objective:Faster, sustainable
revenue
Audience:- New Recruits
-
� Recruit - Engage prospect and sign up as partner
� 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. 3
Goals
Grow business by focusing on Avaya
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
ROADS+ Program Accelerate Ramp to Revenue
Programs
� Recruit Stage: ROADS+
� Onboard Stage: ROADS +
� Authorize Stage: iConnect
� Develop Stage: S3I
� Sustain Stage: GRG
Strategy
� Close support from Avaya Distributor
� Program ownership & focus
� Mandatory distributor led authorization
� Avaya tools/process simplification
� Generous rebates & accelerators
� Bonus for demonstrating commitment
Incentive
� Partner & Distributor rebates
� Bonus for timely onboarding
� Bonus for reaching enablement target
� Bonus for driving more revenue
� Bonus for demonstrating commitment
Recruit
Onboard
AuthorizeDevelop
Sustain
© 2011 Avaya Inc. All rights reserved. 44
ROADS+ EU Program
Objectives Strategy
� 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
Scope
� 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 2nd month for previous quarter via distributors
Distribution Supports Partners in Driving to Revenue
EU Theatre
* ROADS+ program conditions are customized for each theatre
© 2011 Avaya Inc. All rights reserved. 5
ROADS+ Program ConditionsEU 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 01st 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 1st 2014 – September 30th 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. 66
� Targets Alignment� Focus Partner List� Selective Recruitment� Partner Engagement� Initial Business Planning� Partner Approval� Partner Activation
Recruitment & Onboarding
� Partner Welcome� Onboarding Checklist� Distributor Led Orientation� Tools Registrations � Sales Authorization � Demo Kit Ordering � iConnect /Full Stack Training
Enablement � Sales Plan Execution� Funnel Creation� Driving / Shadowing Oppty� Attractive Rebate Programs� Further Partner Development� Programs to Sustain Success� Monitoring Growth
Development & Growth
$
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ROADS+ Program Framework
© 2011 Avaya Inc. All rights reserved. 7
Enablement
Onboarding
� Target Revenue of min $25,000 within 9 months from activation plus sales authorization
Development
ROADS+ Program Reseller MilestonesEU Theatre
� PRM Link ID� SSO Access to Avaya� Avaya Orientation Session� Sales Authorization min 1 solution (any)
� Min Revenue within 4 months ($5,000)
� Target revenue of min $50,000 within 12 months from activation plus sales authorization
Payout: $1,000
Payout: $1,500
Payout: $1,500
Total Payout: $6K*Credit Note within 1st month for previous quarter via preferred distributor
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
© 2011 Avaya Inc. All rights reserved. 88
ROADS+ Program Benefits Simulator for Resellers
Milestone Payout per Milestone Achieved
Total Payout YTD
PRM Link ID, Access to Avaya, Orientation, Sales Authorization + min $ 5K in 4 months or earlier
$1,000 $1,000
$ 25K in 9 months or earlier + Sales Authorization
$1,500 $2,500
$ 50K in 12 months or earlier + Sales Authorization
$1,500 $4,000
$ 100K in 12 months or earlier + Sales Authorization
$2,000 $6,000
© 2011 Avaya Inc. All rights reserved. 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 2nd 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 e-mail 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. 1010
Avaya Programs to Drive Partner Success
Selective partner recruitment to increase partner competency,
shorten TTR, drive commitment & attract new logos
ROADS+((Net New VARs &
VADs)
Special price demo kit, fast track
training, individual sales incentives, GR Program & S3I
Eligibility
iConnect ((Net New &
Existing VARs)
1% to 14% Advanced Rebate Rate Obtainment
S3I((SME Expert
VARs)
10% rebate against Year-over-Year growth of Eligible
Solutions
Accelerate partner Avaya business practice by selling strategic Avaya products and
demonstrating QoQgrowth
Grow Right ((SME Expert & Medaled VARs)
Increase new partner competency with fast track
training to support revenue generation by selling full stack
portfolio
Drive growth to experience greater benefits as an SME Expert partner for attaching SME
solutions products to IP Office sales
PROGRAM
STRATEGY
REWARD
STAGE
Up to 6K to a partner and attractive distributor incentives for
successful ramp to revenue
Avaya Acceleration Programs
Authorize SustainRecruit Develop
Accelerate Partner Ramp To Revenue
Onboard
GGM plan to incl. India & Greater
China
GGM, currently excl. India & Greater
China
EU &GGM plan to incl. Greater China
EU & GGM*
* ROADS+ program conditions are customized for each theatre
© 2011 Avaya Inc. All rights reserved. 1111
Recruit
Onboard
AuthorizeDevelop
Sustain
Partnering for mutualGROWTH
© 2011 Avaya Inc. All rights reserved. 12
ROADS+ Program Comms & Implementation Plan
• 06-07/03 LT/RCL Calls
LT/RCL Buy In
• 14/03 DCAM Calls
DCAM Training
• From 01/04/2014 Program Launch Events
Distributor Launch
• By 01/04 Partner Portal
Portal Publishing
• 27/03 PHD Team Call
PHD Training ImplementationPreparation
Distributors & Partners in EU & GGM*
• From 01/04/2014 Program Launch Events
Partner Launch
* ROADS+ program conditions are customized for each theatre.
For EU ROADS+ program details visit EU ROADS+ Page on Partner Portal at https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3ja0000000LtOlAAKFor ROADS+ GGM program details please contact your Avaya DCAM
© 2011 Avaya Inc. All rights reserved. 1313
Reseller Next Steps: How to Achieve a $6K Payout
� 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 $1,500$1,500 $2,000
� Achieve Sales Authorization in min 1 (any) solution
� Place orders for min $25,000 total in 9 months
$1,000
� Achieve Sales Authorization in min 1 (any) solution
� Place orders for min of $50,000 total in 12 months
� Achieve Sales Authorization in min 1 (any) solution
� Place orders for min of $100,000 total in 12 months
With support from your preferred distributor!
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EnablementOnboarding Development Commitment
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© 2011 Avaya Inc. All rights reserved. 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 [email protected]
� Alla van Bommel Business Partner Onboarding EU & GGM [email protected]
� Avaya Connect Partner Helpdesk https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j30000000L7l2AAC