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Karl Soderlund Vice-President Americas Channel Sales

Karl Soderlund Vice-President Americas Channel Sales. During Our Time Together. Agenda - My Vantage Point: Strength of the Avaya Channel - 365 Days: Foundation for Success - Driving Success in FY13 - Winning Big IP Office – Brian Murray Radvision - Patrick Scott

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Karl Soderlund Vice-President Americas Channel Sales

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  1. Karl Soderlund Vice-President Americas Channel Sales

  2. During Our Time Together Agenda - My Vantage Point: Strength of the Avaya Channel - 365 Days: Foundation for Success - Driving Success in FY13 - Winning Big • IP Office – Brian Murray • Radvision - Patrick Scott • Networking – Dave Fraser - Setting Expectations

  3. Why I’m (still) Happy to be Here Technology Customers Partners

  4. FY12: A Tale of Two Avayas Where We Were 1H FY12 • Dramatic Programatic Changes • Quality Issues • Mentality: “Us v. Them” • Sentiment: Lethargic • Groundswell of Direct Conflict Where We Are 2H FY12 • Program Consistency & Predictability • Best in Class Mid-Market Technologies • Mentality: “Strategic Alignment” • Sentiment: Bullish • Conflict is exception, not the rule

  5. Works in Progress

  6. Continuing to Raise the Bar Streamline Processes Invest in Partners Generate Leads

  7. Streamlined & Enhanced Support • Simplified Sales/Channel Territories

  8. Driving Partner Profitability Better aligning our program benefits to incent behavior and reward results

  9. Investing in Our Partners Actions Speak Louder Than Words IPO Demand Generation Radvision Demo Kits Bounce Back Qualified Leads • Created IPO 8.1 / Networking Demo Kit Soft Bundles • Funded 120 Demo Kits for Partner field offices • Funded 31 SME & MM Appointment Setting Campaigns • Demo equipment & training for Wave I & Wave II Partners • Q1 Appointment setting campaigns for Wave I partners 23 hand-picked partners Additional support from Avaya teams Strategic planning meetings and path to success plans Leveraging Avaya’s Inside Sales Team to uncover new opportunities Delivered 159% more BANT qualified leads this year: 13,996 in FY12 99.5% of all Avaya- generated leads are distributed to partners

  10. FY13: Tenets for Success Alignment Teamwork Activity

  11. Organizational Alignment John Dilullo Americas Sales Tom Mitchell Global GTM and Enablement Avaya Learning Karl Soderlund Channel AMs Channel SEs Channel Networking Channel Video Distribution Business Development Global Accounts Recruitment On-boarding and Enablement MNC Accounts Cust. Segmentation / White space Major Accounts Avaya Connect Marketing and Communications Customer Focused High Touch Account Control with growth in critical customers Market Focused Broad coverage driving growth in strategic areas ! ! NOTE: This will not diminish the channel role in large accounts

  12. Two defined sales motions Fuel Growth Protect & Upgrade the Base New Customers Existing Avaya Footprint New Technologies to Existing Customers • Focus on: • Selling newer technologies to existing customers (e.g. Data, Video) • Hunting for new sites or competitive sites within existing customers (e.g. US Deal Reg) • Hunting for new customers (e.g. US New Customer Incentive) • Selling higher margin technologies to existing and new customers (e.g. US Grow Right) • Selling retail maintenance services in the US (e.g. US maintenance commissions)

  13. A Territory Model for Teamwork Future State Current State Avaya Cam TAM Avaya Cam TAM Partner Sales IS / Mkt / Svcs Partner Sales IS / Mkt / Svcs Avaya Partner Customer Customer Partner Avaya Desired Objectives Current State • TAMs focused strongly on End Users • Partners used for pure fulfillment – not leverage • Avaya Channel CAM used for deal administration • Non-existent TAM-to-Partner alignment – other than deal processing. • TAMs NOT involved in Partner recruitment or enablement • TAMs are “quarterback” for territory • TAMs leverage CAMs and Partners for demand generation and customer coverage • TAM accountable for territory growth – with and through legacy and new partners

  14. Increased Activity = Increased Results

  15. Looking Forward: What You Can Expect • iCAM • Support • 100% Channel in the Mid-Market • Simplified MDF Program • Disti Radvision Labs & Support • Partner Connection Days

  16. Where We Are Winning . . . How We Are Winning . . .

  17. IP Office

  18. Radvision

  19. Networking

  20. Mutual Expectations My Commitment to You • Listen • Engage • Take Action My Ask of You • Don’t accept the status quo • Drive for growth • Hold each other accountable

  21. Thank you

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