Consultant Briefing on Service Delivery Specialization

1. Consultant Briefing onService Delivery Specialization March 2009

2. Agenda • Services Channel Strategy • Customer & Channel Needs • Program Overview • Customer & Channel Benefits • Program Details • Key Changes • Go To Market • Summary

3. Avaya Goals for Channel • Drive 85% revenue through channel partners in 3 years worldwide • Healthy, skilled channel partners • Co-delivery partners with vertical or horizontal market expertise • Mutual profitability with our partners • Competitive branding through partners

4. Customer-Focused Services Solution Differentiated Partner Business Models and Capabilities BUY BUILD/BUY BUILD Channel-Centric Programmatics Partner Services Partner Services Partner Services Managed Services Managed Services Offers Partner Services Partner Services Pro Services Pro Services Pro Services Incentives Onsite Services Onsite Services Partner Services Tools Remote Services Remote Services Remote Services Programs Maximized Partner Margins Significant partner investment Avaya co-delivery Quickest time to market Minimal partner risk & investment Avaya full delivery Strategic Focus AGS Collaborative Services Strategy

5. Customer & Channel Needs Partner Needs: • Differentiation thru services • Marketable service credentials • Rewards for service investments • Clear path to service competency • Range of certifications to match lifecycle • Flexibility to support different business models Customer Needs: • Choices for service delivery • Range of services across lifecycle • Meaningful credentials • Easy identification for service required • Single point of contact for integration

6. What Is Service Delivery Specialization? New component within existing Avaya Channel Program, providing: • Increased Partner margins • Competitive Differentiation • Addresses full customer lifecycle • Backed by Avaya expertise • Flexibility for various business models • Rigorous criteria tied to service competency • Consistent measurements • Quality processes & Best Practices • Marketable logo for easy identification • New benefits to encourage service development

7. SDS Benefits • Partners • Differentiates competencies & investments • Promotes partner with approved logo • Rewards development of services competencies • Enables evolution to meet market & customer needs/demands • End Users • Identifies partners with advanced service competencies • Allows customers to match their service needs throughout service lifecycle • Provides meaningful indicator of performance

8. SDS Program Summary

9. Qualifications For Each SDS Designation

10. Enhanced Benefits For Each SDS Designation

11. Avaya Range of Partner Programs Addresses Full Service Lifecycle Needs

12. Key Differences From Past Programs Easy identification of capabilities Demonstrated capability and quality performance Logo Proven Customer Satisfaction Proven service satisfaction based on references Rigorous Requirements Depth & Breadth Greater vertical & horizontal depth of services, including multi-vendor Integration

13. Program Requirements Increase Differentiation

14. Roadmap • Announced in February 2009 • Available in NA; other regions to follow through 2009 • Professional services added Q4 2009 • Ongoing Recruitment of Additional “Services Only” Partners

15. Partner Benefits Service Delivery Specialization Summary Customer Benefits • Enhanced choices for range of services • Easy identification of capable providers • Reasonable performance indicator • Assurance of manufacturer’s support • Competitive differentiation • Marketable logo • Clear path to competency • Financial reward for service investment • Better profitability