forhandlermøde steen marquard channel manager. © 2009 avaya inc. all rights reserved. avaya på...
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Forhandlermøde
Steen Marquard
Channel Manager
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© 2009 Avaya Inc. All rights reserved.
Avaya på verdensplan
$5+ billion leader in IP telephony and communications applications
Global presence
– 58% U.S.; 42% International– Product sales: 43% direct; 57% indirect
100,000,000 users of Avaya globally
– 1 million businesses in 150 countries
– More than 900 of the Fortune 1000
Industry leading R&D with 4000+ patents / applications(1)
2,500 distribution partners; 4,200 ISV’s
18,000 Employees worldwide
Track record in managing effectively through technology transitions
– Former division of AT&T and Lucent, spun-out as independent company in October 2000
– Acquired by private equity firms Silver Lake Partners & TPG Capital in October 2007
Sources: IDC, Synergy, Infotech, Frost and Sullivan and others(1) Worldwide patents, including pending applications
57.8%
29.9%
8.4%
3.9%
NAR EMEA APAC CALA
Revenue % by Region
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3© 2009 Avaya Inc. All rights reserved.
Avaya’s placering på verdensplan
Sources: [1] Gartner, Inc., Market Share, Contact Centers, Worldwide, 2007, D. Kraus, June, 2008; [2] Dell’Oro; [3] Synergy Research; [4] In-Stat/MDR; [5] IDC; [6] Frost & Sullivan; [7] Gartner, Inc., Network & Internet Services Worldwide Market Share, E. Goodness, April, 2008 LeaderLeaderNotes: Results for Alcatel/Lucent contain only those specifically listed as such * Includes maintenance and support services of customer premise equipment (CPE); Siemens includes Communications and IT Solutions & Services divisions
Avaya Inc. and Gartner, Inc. are both owned in part by Silver Lake, a leading financial investment firm. Gartner research is produced independently by Gartner analysts, without
influence, review or approval of their outside investors or shareholders. For further information on the independence and integrity of Gartner research, see Guiding Principles On Independence and Objectivity on Gartner’s website, http://www.gartner.com/it/about/omb_guide.jsp
Contact Center Metric Date Pos % Pos % Pos % Pos % Pos %
Call Center/ACD [1] Agents 2007 #1 40% #6 3% #4 9% #2 13% #8 2%
Revenues 2007 #1 38% #6 3% #4 11% #3 13% #8 2%
Unified Communications
Enterprise Telephony [2]Revenues 2007 #1 20% #5 7% #4 10% #3 11% #2 16%
Lines 2007 #2 11% #6 8% #3 10% #1 13% #4 10%
IP Telephony [3] **Revenues 2007 #1 24% #4 10% #2 24% #3 14% #5 9%
Lines 2007 #2 20% #4 10% #1 22% #3 16% #5 9%
Converged Telephony [3] Revenues 2007 #1 37% #3 16% #8 2% #2 16% #4 14%
Enterprise Messaging [4] Revenues 2006 #1 26% #6 5% #3 14% #2 24% N/A N/A
Unified Messaging [5] Revenues 2006 #1 25% N/A N/A #3 19% #2 22% #5 7%
Audio Conferencing [6] Revenues 2006 #1 30% N/A N/A #2 22% NA NA NA NA
H/W Maintenance * [7] Revenues 2007 #1 15% #9 2% #28 1% #19 1% #5 3%
S/W Support * [7] Revenues 2007 #1 16% #6 2% #31 <1% #39 <1% #8 1%
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4© 2009 Avaya Inc. All rights reserved.
28%
24% 24%
12%
5%
0%
10%
20%
30%
40%
Avaya Cisco Alcatel Nortel Siemens
IP-telefoni i Europa
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5© 2009 Avaya Inc. All rights reserved.
Call Center på verdensplan
39%
11% 10%7% 6%
0%
10%
20%
30%
40%
50%
60%
Avaya Nortel Alcatel Cisco NEC
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6© 2009 Avaya Inc. All rights reserved.
Spørgsmål fra partnerne
– Hvor kan jeg finde produktinformation?
– Hvor kan jeg finde konkurrentinformation?
– Hvem skal jeg kontakte?
– Hvilke procedurer skal følges?
– Hvor finder jeg træning?
– Kan man få demonstreret Avaya?
– …
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7© 2009 Avaya Inc. All rights reserved.
Lær Avaya bedre at kende
• Business Partner Portal
Nyhedsbreve og updates (både teknisk og salg)
Avaya University
Et væld af værktøjer: ROI, Demoer, whitepapers etc
Partner Marketing Central
ProposALL
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8© 2009 Avaya Inc. All rights reserved.
Producter fra A-Z : IP Office
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9© 2009 Avaya Inc. All rights reserved.
Kend dine konkurrenter – IP Office
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10© 2009 Avaya Inc. All rights reserved.
http://marketingtools.avaya.com/knowledgebase Search engine
TechTips & Bulletins
Product Description
Installation Manuals
End-User Guides
Multiple Languages
KnowledgeBase IP Office
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11© 2009 Avaya Inc. All rights reserved.
Avaya Learning Navigator
• Simply click on the Solution & Product Training you need
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12© 2009 Avaya Inc. All rights reserved.
ProposALL – find produktinformationer
Web based Proposal Tool
Different Languages
Package info on
– multiple products
– services
Single, customer-ready document.
Build Content in 4 steps – Fill out contact information
– Select desired items
– Build executive summary
– Create Proposal
Used when – initiating a new contact with a customer
– customer’s request for more information on a product
– to learn and understand the Avaya products
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13© 2009 Avaya Inc. All rights reserved.
ProposAll - Wizard
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14© 2009 Avaya Inc. All rights reserved.
IPO – Return on Investment-værktøj
ROI Tool Covers :Conferencing, Calling, Mobility, Productivity
www.avaya.com/ipofficeroi
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15© 2009 Avaya Inc. All rights reserved.
Salgsargumenter
15
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16© 2009 Avaya Inc. All rights reserved.
IP Office Product Matrix
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18© 2009 Avaya Inc. All rights reserved.
Interoperability og åbne standarder
Phones and Phone Apps
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19© 2009 Avaya Inc. All rights reserved.
Avaya IP Office
Future …
And More …
Microsoft OCS Integration
Enhancements to one-X portal for IP Office
All apps to be browser-based
Web 2.0 Integration (social networking)
Device integration (e.g. iPhone)
19
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20© 2009 Avaya Inc. All rights reserved.
Tendensen i markedet
20
Reducere omkostninger Bedre konkurrenceevne
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21© 2009 Avaya Inc. All rights reserved.
Avaya – stort fokus på træning og certificering
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22© 2009 Avaya Inc. All rights reserved.
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23© 2009 Avaya Inc. All rights reserved.
Tak
Steen Marquard