2006 CSBU-NA Pre-Sales Support Strategy

1. 2006 CSBU-NA Pre-Sales Support Strategy

2. OmniPCX Pre-Sales Organization Regional Pre-Sales = 10 CSBU Pre-Sales = 5 Regions = 7 Canada (Derek Bailey) Denis Trudeau Northeast Bob Staples Anuj Patel Jeff Tufts AK North Central Greg Gamboa Bob Trope WA ME MT ND VT OR NH MN WI MA NY SD ID RI MI CT Western Israel Calvo WY PA NJ IA NE Mid-Atlantic Bill Cavey Ando Shin Reginald Glenn OH MD NV IN DE D.C. UT IL HI WV CO VA CA KS KY HI MO NC TN SC OK AR AZ NM GA MS AL CSBU Pre-Sales John Hayes Michael Francis Jack Parrish Christophe Bardoul TBA MS TX LA Southeast Scott Ellis FL Southcentral Hal McGinnis (*) Pre-Sales w/ OmniPCX background

3. 5 people CSBU Pre-Sales Expertise / Technical Complexity 10 people Alcatel Regional Pre-Sales Partner Pre-Sales 43 Trained Partners* * AQPS Certified to date (7 VZ + 36 RBP’s) OmniPCX Pre-Sales Organization • Number of pre-sales selling the product: • CSBU Pre-Sales are 100% focused on CSBU products • Alcatel Regional Pre-Sales are selling products from multiple BU’s – they are still involved in selling the OmniPCX • Partner Pre-Sales Role remains the same: The business model continues fully Indirect

4. NA-CSBU Pre-Sales Support Strategy • Add-On Business: • The VOSE’s should continue to handle those accounts directly – They are always the first point of contact for partners. • The NA-CSBU Pre-Sales will be ready & willing to support the regional sales team as required. • New Business: • We should leverage the expertise of the Regional Pre-Sales – There are 10 VOSE’s in the regions. They will maintain full ACTIS rights. • New Businesses will be managed in a blended approach between former VOSE’s and CSBU Pre-Sales, in which the bandwidth management makes sense for both parties – The bandwidth of the CSBU Pre-Sales will be managed at the discretion of the RD’s. • The NA-CSBU Pre-Sales should be used smartly based on their core expertise and sales demand in the regions – not in a “all or nothing” scenario.

5. NA-CSBU Pre-Sales Support Strategy • Profitability Control Strategy: • Two Processes Must be Followed: • Local Account Review (LAR) – • Every deal above 100K require an informal consultation with the NA-CSBU Pre-Sales before proceeding. • The NA-CSBU Pre-Sales local to region will decide whether the CSBU team must be engaged in the deal or not. • The decision is done locally and does not require the involvement of the executive management. • Executive Major Account Review (MAR) – • The engagement of a NA-CSBU Pre-Sales is mandatory if the projects includes any of the following: • > $500K List Price • Includes any Features Under Technical Control • An OmniPCX Solution Description will be required for every project without exception. • The CSBU team will not take accountability for PAF’s if the processes were not followed or an OmniPCX Solution Description was not done.

6. Alcatel Regional Pre-Sales - Expectations • Maintain a minimum level of training and certification on the OmniPCX • Training Status: • All VOSE’s have attended the NASE Meeting hence can be considered trained on the most current releases. • Certification Requirements: • All VOSE’s have already taken and passed the AQPS exam and any delta certification • ACPS VoIP Network Designer, ACPS OTUC: 2 days self study recommended for each exam. • Continue to support their existing accounts directly (the NA-CSBU Pre-Sales will be prepared to support them if required). • Follow the Processes: LAR and MAR • An OmniPCX Solution Description must be created for every new project with no exceptions.

7. Partner Expectations • Maintain a minimum level of training and become certified on the OmniPCX. • Please refer to the training web site for a list of the most current courses and dates. • Partners are always the first point of contact for customers • The creation of a OmniPCX Solution Description is strongly recommended for every new project.

8. NA-CSBU Pre-Sales Expectations • Maintain a high level of product expertise and certification on the CSBU products • The NA-CSBU Pre-Sales will be prepared to support the regions in a blended approach with the former VOSE’s, based on their available bandwidth and core expertise. • Increase partner autonomy through project based mentoring • Support partner questions through a 1-800 Telephone Number • Continue to support the accounts we owned previously directly. • Lead and enforce the required processes LAR and MAR • Develop an OmniPCX Solution Description for every new project with no exceptions.

9. NA-CSBU Pre-Sales Expertise • Fields of Expertise

10. We work as a “Virtual Team” • IP-Touch Phones • My Phone (4980 & Web Softphone) • My Messaging, My Assistant • My Teamwork • MS Messenger – communication w/ HQ • Ubiquity

11. www.alcatel.com