1. 2012 EMEA Sales & Executive Partner ConferenceWestcon Convergence: Avaya Platinum Sponsor

2. Our CompanyMulti-national companyUS $4bn in revenuesPresence in 40 countriesFounded 1985 14 logistics/staging facilitiesOver 60 officesBacked by 2,300 associatesShip to 170 countries20,000+ customers 2 3. Corporate Structure3 4. Who we areWestcon Convergence is a value added distributor ofcategory-leading unified communications and networkinfrastructure solutions with a global network of specialtyresellers. Our teams create unique programs and provideexceptional financial and technical support to accelerate thebusiness of our partners.4 5. Global CoveragePresent in 40 countries60+ sales officesLogistics/Staging Facilities14 logistics/staging facilitiesRegional Sales OfficesShip to over 170 countries 5 6. Our European PresenceOperations cover:Austria, Belgium, Czech Republic, France,Germany, Greece, Italy, The Netherlands,Nordics & Baltics, Portugal, Spain,Sweden, Turkey, and UK750+ Employees Regional Sales offices Logistics / staging facilities in UK, Germany, Netherlands, Turkey6 7. Why Customers Partner with Westcon?Strategic partner and trusted advisorUnderstands resellers goals and helps achieve themSuperior account managementDedicated team of expertsFinancial strengthProven and clear marketGlobal capabilities leading abilities. Westcon areflexible and imaginative inStrong vendor relationships their dealings with resellers.Partner Enablement Programmes7 8. Why do Vendors Partner with Westcon?Channel presence in key regionsWorld class logisticsExpertise in global markets Westcon Convergence are ideallyIn-depth understanding of complex technologies positioned to help both new and existing partners sell and support the AVAYA portfolio specifically the products thatExcellent Sales, Pre-Sales and Marketing support have been developed as part of the integrated roadmap or the Collaboration suite of products and the Avaya FlareStrong relationships with speciality resellers Experience.Highly developed channel support model Jan Lawford,Senior Director EMEA Channels 8 9. Why is Westcon the leading Avaya distributor?Heritage with Avaya since 1985Dedicated business unitIn-depth skills across complete portfolioLargest number of Avaya accredited staff: Westcon has invested a great dealof energy into helping us grow ourOver 200 accreditationsAvaya revenues. The team has alsodone a great job of taking AvayasStrong multi-tiered relationships broad product set and packaging itfor our local markets.Proven ability to accelerate partner growth9 10. How does Westcon help reseller growth?Partner Enablement Onboarding Programmes Comprehensive Marketing Dedicated Account Management Westcon has played an Flexible Finance Solutionsvital role over the past thirteen years in improving Pre-Sales Support our business through their extraordinary sales and marketing support Training World Class Logistics 10 11. Onboarding withWestconSimplified Process Reduced CostsFast track trainingDemo kit offer Westcon has helped us incorporate Avaya dataMarketing Starter Pack seamlessly into our portfolio. Through their comprehensive onboarding offer we quickly developed the necessary skills and withAnd More!Westcons support have built a healthy pipeline. 11 12. Comprehensive Marketing CommunicationsPartner Portal Partner Events and EventManagement SupportDesign and Consultancy Service Westcons marketing is excellent, well-thought out and of a superb quality. Their support saves us money Tools and Collateraland helps deliver professional results- driven marketingComprehensive Demand Generation 12 13. Dedicated Account Management YouI cannot praise our Westconaccount manager highly enough,knowledgeable, experienced,professional and personable; theyreally make a difference to our Commercial OwnershipOnboarding business. Accreditation SupportTraining 13 14. Pre-Sales SupportAES Session ManagerCESoneX Westcon provide us with high quality pre-sales support and aIPSAura CCPS comprehensive solution design capability when we need it, Advice and Consultancy Unified Communications enabling us to respond quickly and appropriately to our prospects and customersPricing Contact CentreValidations / Configurations Collaboration and Video DemonstrationsSMEC14 15. TrainingSME UC CC DataVideoProduct and Solution Sales TrainingEngaging, energetic and open whilePre-Sales Traininginteresting and informative. Westcontraining has really enabled me todevelop my Avaya knowledge andselling skills, right across the AvayaportfolioAccredited Avaya Technical Training 15 16. Logistical ServicesSupply chain managementVirtual private warehouseGlobal project management and staged roll outsInternational shipping and export managementReverse logistics and lifecycle management Westcons logistical services enableSpecial freight handling services us to provide a world-class service to our customers. The scope of theCustom packaging and delivery services services they offer is incredible.Significant stock holding16 17. Global SI PropositionSingle point of contactContacted engagement - GloballyLocal engagement model As a global systems integrator, we deal withLogistical servicesextremelycomplexmulti-region, multi-vendor projects. Westcon project manages the end to end solutions, providing purchase, storage, complexExport management and compliance staging, asset tagging and delivery, while bringing vendor and third parties together to provide the complete turnkey solution. We cant praise Westcon enough for the high level of engagement at all levels!VAT recoverability model17 18. Vendor Portfolio 18 19. Partner and Vendor FeedbackPartner and Global Vendor Surveys1800+ respondents from 17 countries2010 Global Partner SurveyUp to 94% satisfaction (extremely satisfied/satisfied)Most highly ratedWestcon vs Competition 91%LogisticsResponsiveness satisfaction rateLongevity in BusinessReliability and QualityBreadth in Portfolio Understanding 94% satisfaction rate 2011 Global Vendor Survey19 20. Win an iPad2Westcon collateral available on iPhone/iPads.Quick, easy access to collateral on the move!Hand in your business card at the stand tobe entered for the prize drawer!20 21. Avayas LEADING Distributor21