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Galib Karim

Galib Karim. Managing Director LATAM, Avaya. Galib Karim. BREAKOUT. 14 - 16 November 2012 I Cancun, Mexico. FY-12 Game Plan Increase Consideration, Segmentation & Coverage. FY-12 . Great Results Growth 9% Y/Y - 121% Networking - 51% Video - 12% SMB Market share

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Galib Karim

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  1. GalibKarim Managing Director LATAM, Avaya GalibKarim

  2. BREAKOUT 14 - 16 November 2012 I Cancun, Mexico

  3. FY-12 Game PlanIncrease Consideration, Segmentation & Coverage

  4. FY-12 • Great Results • Growth 9% Y/Y - 121% Networking - 51% Video - 12% SMB • Market share - IP-Telephony + 2% Total 23.6% - UC + 4.1% Total 22.4% (Frost & Sullivan) - UC + 6 % Total 28 % (IDC) - CC + .5% Total 43.7% - Video + 1% Total 4.7% • Indirect Sales @ 80% +

  5. Market Share: Enterprise Telephony Source: Frost & Sullivan

  6. Market Share: Unified Communications Source: Frost & Sullivan

  7. Market Share: Contact Centers Source: Frost & Sullivan

  8. Market Share: VideoConferencing Source: Frost & Sullivan

  9. FY12 LATAM Highlights 100% MDF Fund Executed On Demand Gen Activities With BPs. • Evolutions Facts • Partner Marketing • 5 Cities • 7,000 People • 17,000 Tweets • 300 • Partner • Initiatives

  10. Case Studies LATAM FY12 14 - 16 November 2012 | Cancun, Mexico

  11. FY-13 Areas CCA:

  12. LATAM Leadership Team Christian Alvarez PSO AI Luiz Ruiz Client Services AI Fernando Ruiz Galindo Sales Operations LATAM Daniel Peiretti Product Group AI Maggie Bautista Marketing LATAM Jef Souza Tech Operations CALA Juan Ramón Sánchez Channels & Tech Ops Andean Region LATAM Leadership Team Galib Karim Sr. Managing Director LATAM Arturo GómezSales Andean Region Gabriel Rodríguez Enterprise Sector Mexico Paulo Manzato Managing Director Caribbean & Central America Ricardo Janches Managing Director Southern Cone Oscar Medina Service Providers Mexico Arturo Vargas Channels & Commercial Mexico Karla Nussbaumer Tech Operations Mexico Gustavo Lorenzo Public Sector Mexico

  13. CALA – Market Size and growth CHILE MEXICO COLOMBIA ARGENTINA BRAZIL Rest of S. Cone CAGR (%) UC CARIBBEAN Rest of N. Cone Incremental Spending ($M) per year

  14. LATAM – Market Size and growth Networking Video CC CAGR (%) UC SMEC Incremental Spending ($M) per year

  15. FY-12 Initiatives Increase Consideration, Segmentation & Coverage Growing Networking Attach Service Providers, Cloud Solutions Winning w/ Radvision Accelerating Adoption of SMB Portfolio Re-activating the dormant installed base Expanding wallet share in Top Accounts Re-energize the Contact Center Business

  16. Increase Consideration Segmentation & Coverage Commercial Coverage Major Global SMB

  17. Grow Networking Attach Opportunity Challenge • Increase attach rate • Data Center VSP 7K/9K • BYOD Identity Engine • Lan Switching & WLAN • FY12 Less than 10% Attach Rate • Lack of confidence • Lack of knowledge of the • Networking Portfolio Advantages Segments/verticals • - Government • Contact Centers • Hospitality • SMB • Manufacturing • Financial • Recognized Brand • Right Price in every product • Innovation – Technology • Success Stories in LATAM and • Globally. • Complete Solution 14 - 16 November 2012 | Cancun, Mexico

  18. Service Providers, Cloud Solutions • Partnership with VMWARE & EMC ¨RED RACK¨ • Cloud Ready Solutions available in LATAM • GTM Inclusive for Service Providers and Partners • UC, CC and Video - UCaaS - CCaaS - AvayaAlive

  19. Winning with Radvision Fastest Growing UC segment Dominated by two vendors Great Technology Avaya is changing the game RADVISION TOUR 1000 Demos Program Demo Equipment Sales & Technical Training

  20. Accelerating Adoption Of SMB portfolio * Telephony Only • Small MEDIUM Business • Big Opportunity in the mid market • below 1000 ports. • Complete Portfolio: • - IP Office Release 8.1 • - Video: SCOPIA • - Networking

  21. Reactivate Dormant Install Base But Now is Something Better We Love it…..

  22. Re-activating Dormant Installed Base • 600,000 Telephony Ports Opportunity • Drive Value • SIMPLE, EASY, FAST... • Collaboration, Networking, Video, BYOD, Identity Engine • From Un-supported Platforms to an up-dated Platform • ROI We Love it…

  23. Reactivate Dormant Installed Base SCOPIA Switch to IP-Office and up-sell the Full Avaya Stack Konftel Any: Meridian, Norstar, BCM, CS1K (less than 500 Extensions), Marlin, Partner IP Office 8.1 Networking WLAN Identity Engine

  24. Re-energize the Contact Center Business • Expected seats growth in 2013 • Colombia, Peru, México, Argentina, Central America • Focus in Applications • Drive Innovation - Social Media - Video - Multimedia • Beat Aspect Program • New Initiative for Mid Size Contact Centers

  25. 2013 Demand Generation 7 Cities Radvision Tour 12 Cities Partner Connection Days Tour Networking Tour 10 Cities

  26. Enterprise Promotions & When to Apply

  27. SME Promotions & When to Apply

  28. Networking Promotions & When to Apply

  29. We appreciatte your feedback OEFC Order Processing Red Products License Activation EDI Implementation VAD´s Delivery Times in selected products Avaya Learning

  30. Beat Competition Beat Aspect Program Account Strategy Bundled Solutions (UC, Video, Networking) IPO Rl 8.1 + Networking + Scopia Complement them…They can do it alone ACE Integration, Flare , Scopia MAC Integration, Lync Integration IPO Rl 8.1 + Networking + Scopia Video is only one piece of the solution Integration Open Pltaforms

  31. Experts Panel Daniel Peiretti, Leader Product Group AI Christian Alvares, Leader Avaya Professional Services AI Maggi Bautista, Leader LATAM Marketing Fernando Ruiz Galindo, Leader Sales Operations LATAM Gerardo Quiñones, Sales Leader Client Services ACS Gaby Koren, Sales Leader RadVision Americas

  32. Thank You Gracias

  33. BACK-UP

  34. LATAM PSAT – Partner View of Avaya • Key Takeaways • Channel Partner Loyalty with Avaya has improved in FY12 (compared with FY11) entering into Market Best-in-Class level • PSAT Overall satisfaction variation is flat compared with FY11, mostly due to a decrease in Product/Solution Quality perception. • Key FY12 Drivers: Avaya Connect Program and Channel Account Team perception have improved significantly since FY11 which show success stories on key drivers of PSAT. • FY12 Sample has increased strengthen the representation of Channel feedback • FY13 Areas of Focus will remain with Products/Solutions Quality and will include New Product Introductions as a new critical factor to develop. Channel Account Management Teams & Connect Program will also remain in this group

  35. LATAM CSAT – Client View of Partner • Key Takeaways • FY12 Client ratings of Channel Partners significantly improved this year with an NPS within Best in Class level and CSAT Overall trending to Best-in-Class level • FY12 Sample has increased strengthen the representation of Channel Client feedback • FY13 Focus Area will Jointly serviced customers, in general, provide lower evaluations of Avaya compared to all customers combined.

  36. LATAM FY-13 Market Analysis

  37. Avaya Product Stack Communication and Messaging Phones Video and Conferencing Soft Client Automated Experience Management Performance Management Contact Center Clients and Devices Applications and Contact Center Unified Communications Business Collaboration Collaboration Platforms Networking Managed Services and Support Virtual Enterprise Network Architecture Ethernet Switches Professional Services Support Services

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