Q1 FY17 Promotion & Package Overview. Canada. Last updated: 1 October Avaya Inc. All rights reserved.

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Baldric Copeland
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Q1 FY17 Promotion & Package Overview Canada Last

2 Routes to Market with Pricing Choices - Indirect Multiple options for application positioning & pricing Step 1: Standard Pricing and Indirect Discounts are always available and automatically applied within Avaya OneSource Step 2: Consider Automated Discounts for Packages and Promotions Packages & Promotions - required consideration prior to a special bid request for deals < $250K List total contract value Channel Program Incentives Deal Registration for Preferred Partners if the deal qualifies Master Special Bids Step 3: Special Bid discounts may be requested Explain why a special bid discount is needed, different than what is available in the Automated Discount Tool Avaya Inc. All rights reserved. 2

3 FY17 Automated Discount Portfolio Automate NOW Simplified offer structure Short Term Promotions will be added for targeted Opportunities during the year Mid-Market Enterprise Networking Adjunct Apps Support IPO Growth 2017 (New, Upgrades, Migrations) Engage NOW (Upgrades, Migrations) Network NOW Phone NOW SA Co-Delivery NOW (until 31 Dec 2016) SMB 100 (Q1 Extension) New Aura NOW (New) Fabric NOW Video NOW SMB 30 (until 27 June 2017) ESNA OfficeLinx (until 31 October 2016) WLAN SPIFF (until 31 Dec 2016 ) NPV NOW Packages & Partner Growth Commitments Promotion FY17 Refresh Automated Discount Check Special Bid Policy 2014 Avaya Inc. All rights reserved. 3

4 Q1FY17 Automated Discount Portfolio Update Summary Small Business & Mid Market Continues for FY17! SMB30 IP Office sub-32 user segment offer Extended by 90 days! SMB100 for sub 100 user segment Simpler and Easier! IPO Growth has been simplified with one discount structure supporting many deal types and extended for FY17 Expired IP500 to SE Migration. With IP Office R10 SE migrations are cared for in PLDS. Networking Recently Added! Network NOW and Fabric NOW combinable with Deal Registration Recently Added! Fabric NOW Eligible with a minimum 100 or more WLAN access points Extended! Network NOW and Fabric NOW have been extended for FY17 Three Month s Remaining! WLAN SPIFF is available until 27 December 2016 Enterprise Simpler and Easier! Engage NOW and New Aura have been simplified to support many deals types, and extended for FY17 Engage NOW supports upgrades from legacy versions of DEFINITY and Communication Manager Engage NOW supports migrations from CS1K using ASIPP licenses Simpler and Easier! New Aura has been simplified with one discount structure supporting many deals types, and extended for FY17 New Aura / Engage Now supports Contact Center apps, Networking, Video, Pod FX optional One Month Remaining! OfficeLinx NOW with ESNA OfficeLinx and Avaya Aura Conferencing Expired Switch NOW Additional Applications Extended! Phone NOW*, Video NOW,* and SA Co-Delivery NOW extended 2014 Avaya Inc. All rights reserved. 4 *New cross-portfolio NPV packages available, combining Network NOW, Video NOW and Phone NOW discounts on the same quote

Deal Registration Discount: US/Canada Improves negotiating position with new customers and rewards

Requirements 4 Applies for new logos and new sites of existing logos 4 Registration through PRM

Instant discount at point of quote Applied to Avaya Price List (APL) Applied on all eligible products

5 Deal Registration Discount: US/Canada Improves negotiating position with new customers and rewards for early engagement in new opportunities P Platinum G Gold S Silver A Authorized Eligibility Requirements 4 Applies for new logos and new sites of existing logos 4 Registration through PRM Partner View Tool 4 Requires Preferred Partner Status 4 NEW: $10k APL minimum deal size Discount Instant discount at point of quote Applied to Avaya Price List (APL) Applied on all eligible products (no promo) Americas: 10% NEW: Applied on top of promotional pricing US/Canada: 3% 2014 Avaya Inc. All rights reserved. 5

6 Deal Registration Discount Combination Policy NEW! Effective April , a 3% Deal Registration discount factor is offered when combined with an eligible package or promotion, if the quote is > $10K List and meets all Deal Registration eligibility criteria Combinable with most packages and promotions, subject to terms of the specific promotion Combinable with a special bid, subject to terms of the special bid evaluation. Promotion / Package SMB30 SMB100 IP Office Growth Mid-Market Select Network NOW Deal Registration Combinable? No Yes (except ASIPP licenses) Yes (except ASIPP licenses) No Yes 4 4 ASIPP (Avaya Software Investment Protection Policy) licenses for Aura and IP Office, are not eligible for deal registration Refer to Avaya Connect policy documents for full details regarding Deal Registration terms and conditions Fabric NOW ACE-Fx Select Video NOW Phone NOW Engage NOW Yes No Yes No No 4 Refer to promotion offer definitions for full scope details and for unique T&Cs New Avaya Aura OfficeLinx NOW Yes Yes 2014 Avaya Inc. All rights reserved. 6

7 Global Demo Purchase Program Target customer Channel partners that are looking to demonstrate key Avaya solutions to existing and new customers Partner Value Proposition 20 complementary packages to show the most important and commonly requested features Consistent packages allow solution experts to create and share configurations you can use Approval process is automated through MPM to improve partner experience Region / Area Global Start / End dates Start: 1 April 2016 End: Ongoing More information Offer Definition click here Discount Summary Please contact your distributor for details New Automated Process for IPO, Networking and Video Labs/Demos. From the Ready to Order Quote within Avaya One Source, click the new Automated Approval Discount Request button Terms & Conditions / Requirements Approval required (via MPM) from Avaya Demo team All demo kit purchased under this program must be used for customer and/or staff training, demonstrations, events and/or customer trials Kit is not eligible for resale Kit will be maintained in a condition to continue the intended use of it Demo licenses will not exceed thirty (30) users for the demo equipment purchased 2014 Avaya Inc. All rights reserved. 7

9 SMB 30 Target customer Promotion Summary Any IP Office purchasing customer, with less than 30 users Partner Value Proposition Win with competitive pricing against Panasonic, NEC Generate extra revenue with small / basic IP Office deals Attract new customers and upgrade customers from legacy platforms Region / Area Canada Start / End dates Start: Target ~ May 9, 2016 End: 27 June 2017 More information No Min. Deal Size Not combinable with deal registration Regional variations in packages may apply Registration required click <here> Solution Element < 30 users Basic Essential IP Office, digital and IP endpoints 20% 22% ERS 3500 PoE (max 48 ports) 12% 12% Terms & Conditions / Requirements Every sale requires the following: IP500 v2 Control Unit and SD card IP Office 9.1 or R10 Essential Edition (ASIPP or non-asipp) for Essential Package Any mix of digital extensions, or IP licenses (ASIPP or non-asipp) up to 32. Max 32 Endpoints, no minimum Max 48 ERS 3500 switch PoE ports, no minimum Phones = 96XX, 16XX, 14XX, 95XX, E129, E159, E169, DECT and B1X9. Where 4 packs are available, single units of same model are excluded from the offer Any material code that belongs to MPG 9P will receive the SMB 30 discount with the following exclusions: IPOCC, ACCS, ASIPP codes, Server Edition, Preferred, VMPro Licenses, Mobile, Office, Teleworker and Power Users 2014 Avaya Inc. All rights reserved. 9

10 SMB100 Target customer Any IP Office purchasing customer, with less than 100 extensions, including BCM, Meridian or CS1000 migrating customers Partner Value Proposition Generate extra revenue with small / basic IP Office deals Win with competitive pricing without needing Special Bids Retain existing customers and attract new customers Region / Area US & Canada Start / End dates Start: 1 October 2015 End: 27 December 2016 More information Offer Definition click here Registration Closed Discount Summary CANADA Solution Element Digital IP IP Office, Endpoints & SBC Networking 9% N/A 11% 11% 1400 Digital Phones 30% NA Terms & Conditions / Requirements Extended by 1 Quarter Every sale requires the following: IP500 v2 Control Unit or Server or Virtual Server Min. Essential Edition (ASIPP or non-asipp), R9.1 Any mix of analog or digital extensions, or IP licenses (ASIPP or non-asipp) up to 100 Max 100 Endpoints To trigger the SMB100 IP discounts, at least one 24 port PoE Networking switch needs to be attached Min. 6.55K CAD List Deal Size SMB100 is available for participating partners only. Review Offer Definition for T&Cs and eligibility criteria Avaya Inc. All rights reserved. 10

11 IP Office Growth FY17 Target customer Any IP Office purchasing customer, including BCM, Meridian or CS1000 migrating customers Partner Value Proposition Generate extra revenue with small / basic IP Office deals Win with competitive pricing without needing Special Bids Retain existing customers and attract new customers Region / Area US & Canada Start / End dates Start: 1 October 2016 End: 26 September 2017 Discount Summary (all deal size thresholds are LIST in USD) Solution Element <$50K $50-100K >$100K IP Office IP Endpoints Contact Center SBC Networking Video 13% 9% 8% 8% 8% 8% 14% 10% Terms & Conditions / Requirements Simplified & Extended by 1 Year 9% 9% 9% 9% 1 11% One IP500 v2 Control Unit or Server or Virtual Server Essential Edition (ASIPP or non-asipp), R9.1 or R10 Any mix of analog or digital extensions, or IP licenses (ASIPP or non-asipp) up to 3000 Max. 10 quoted Phone attach to IP Licenses Min. $5K List Deal Size (or 6.55K CAD) More information Offer Definition click here 2014 Avaya Inc. All rights reserved. 11

13 Network NOW Target customer Any Networking purchasing customer - Incentive promotion to grow the network (edge & core) and/or replace legacy installations with the latest from Avaya Partner Value Proposition / Objectives Grow the network grow revenue Replace legacy equipment position the customer for Fabric Networking Upsell network management and access control (IDE) increase sale value Region / Area Canada Start / End dates Start: 1 January 2016 End: 26 September 2016 More information Offer Definition click here Discount Summary (deal size) APL <65.5K CAD K CAD >131K CAD MPG 6P 12% 13% 14% Terms & Conditions / Requirements Extended by 1 Year Enhanced with WLAN 9100 SPIFF Eligible with automated packages only Pays a reseller sales rep between $15 - $100 for every qualifying Avaya WLAN 9100 access point sold using the Networking NOW and Fabric NOW promotions. Varies by the type of access point. Use of Special Bids and other promotions will not qualify the deal for the SPIF. All Avaya Networking products included under MPG 6P Open to authorized Avaya Networking partners 2014 Avaya Inc. All rights reserved. 13

14 Fabric NOW Target customer Any Fabric Networking purchasing customer - Incentive promotion to grow the network (edge & core) and/or replace legacy installations with the latest Fabric Networking solution Avaya Partner Value Proposition / Objectives Grow the network grow revenue with Avaya Fabric Networking Replace legacy equipment upgrade to Avaya Fabric Networking Region / Area Canada Start / End dates Start: 1 January 2016 End: 26 September 2016 More information Offer Definition click here Discount Summary (deal size) APL <65.5K CAD K CAD >131K CAD MPG 6P 1 18% 19% WLAN Terms & Conditions / Requirements Extended by 1 Year Enhanced with WLAN 9100 SPIFF Eligible with automated packages only Pays a reseller sales rep between $15 - $100 for every qualifying Avaya WLAN 9100 access point sold using the Networking NOW and Fabric NOW promotions. Varies by the type of access point. Use of Special Bids and other promotions will not qualify the deal for the SPIF. Quote/order must include 2 of the same qualifying Fabric-enabled platform series (VSP4K, 7K, 7200, 8200, 8400, 9K, ERS 8800). See offer definition for full details of codes. All Avaya Networking products included under MPG 6P Open to authorized Avaya Networking partners 2014 Avaya Inc. All rights reserved. 14

15 ERS 8800 End of Sale Target customer Existing medium and large-sized customers that have invested extensively in the Avaya ERS 8800 solution but are not yet ready to migrate to a Virtual Services Platform solution Partner Value Proposition / Objectives Generate revenue from the long-running Avaya ERS 8800 Solution before EoS Win with competitive pricing, make good margin, no need for Special Bids Retain existing customers and prepare for future core network migrations with Avaya Discount Summary Qualifying ERS 8800 products Extended & Updated Any deal size 50% (from 14 June) Region / Area Canada Start / End dates Start: 04 March 2016 End: 30 November 2016 More information Offer Definition click here Terms & Conditions / Requirements Includes 8010, 8006 and 8003R chassis, 8812XL, 8834XG, 8848GB and 8848GT modules, 8895SF CPU/SF module, 8004 and 8005 PSUs, and Advanced & Premier license kits Open to authorized Avaya ERS 8800 partners while stocks last See Offer Definition for full details 2014 Avaya Inc. All rights reserved. 15

16 WLAN 9100 SPIF Summary and Award Process Offer The SPIF pays a reseller sales rep US$15-$100 for every Avaya WLAN 9100 access point sold. SPIF Qualifications SPIF awards are based on the requirements listed below: All WLAN 9100 Access Points are eligible and vary in payout amount. Eligible products listed here. There are no minimum or maximum access point quantity requirements Only deals using the Network Now and Fabric Now promotions qualify for this SPIF Orders must be executed between January 18, 2016 and December 31, 2016 Claims must be submitted via the awards website by January 31, 2017 Product Codes Description SPIF amount WA09122XX-E6 Outdoor 2x2 11n only $ WA09132XX-E6 Outdoor 2x2 11ac $50.00 WAP9172XX-E6 Indoor 4-radio 2x2 $ WAP9173XX-E6 Indoor 4-radio 3x3 $ WAP9144XX-E6 Wave 2 Indoor 4x4 2-radio $50.00 WAP9133XX-E6 Indoor 3x3 11ac $50.00 WAP9123XX-E6 Indoor 3x3 11n $50.00 WAP9132XX-E6 Indoor 2x2 11ac $25.00 WAE9132XX-E6 Indoor Plenum Rated 2x2 11ac $25.00 WAP9122XX-E6 Indoor 2x2 11n $15.00 WAP9112XX-E6 Wall-Jack AP $15.00 WAP9114XX-E6 Indoor cost-effective 2x2 11ac $15.00 Award Payment Requirements Award Redemption Process The following requirements pertain to payment of SPIF awards. Reseller sales reps may split the award with another person within their company in increments designated on the awards website. By registering and filing for claims the reseller sales rep is stating that their employer approves of their participation according to the requirements and terms of this agreement. Payments to reseller sales representatives will be made via a cash-equivalent gift card. Avaya resellers, when payments are to be made to their reseller sales representatives, will comply with any local employment withholding tax (including payroll taxes, social security and similar) requirements. This will include, collection and submission to the relevant taxing authorities of any employment related withholding taxes (including payroll taxes, social security and similar), and compliance with reporting requirements. Avaya resellers will also be responsible for any additional employer taxes (such as employer s social security) which fall due on such payments. Reseller sales representatives will remain responsible for the reporting and payment of all relevant income taxes not collected through employment withholding taxes. Once a qualifying order has been shipped, the participating rep follows the steps below to redeem their award. 1. Go to and register. You will receive an to confirm your account and set a password. 2. Complete all required information on the claim form. Upload a copy of the customer PO and submit. 3. Check the site under the My Account tab for award status Avaya Inc. All rights reserved. 16

17 Video NOW Target customer Any customer with a requirement for Scopia Video Partner Value Proposition / Objectives Generate revenue from the Avaya Scopia Video solution Win with competitive pricing, make good margin, no need for Special Bids Retain existing customers and attract new customers Region / Area Canada Discount Summary (deal size APL) <65.5K CAD K CAD >131K CAD MPG 8P 8% 9% Terms & Conditions / Requirements Extended by 1 Year Quote must have minimum list price of 19.65K CAD APL to qualify Open to authorized Avaya Video partners Start / End dates Start: 31 August 2015 End: 26 September 2016 More information Offer Definition click here 2014 Avaya Inc. All rights reserved. 17

18 Phone NOW Target customer Any existing customer who requires additional Avaya endpoints and is placing a bulk order Partner Value Proposition / Objectives Generate revenue from Avaya telephony handsets Win with competitive pricing, make good margin, no need for Special Bids Retain existing customers and attract new customers Region / Area Canada Start / End dates Start: 31 August 2015 End: 26 September 2016 Discount Summary (deal size APL) <65.5K CAD >65.5K CAD 14xx Digital Phones 95xx Digital Phones 16xx IP Phones 96x1 IP Phones E159 / E169 Media Stations H100 Collaboration Stations B1xx Conference Phones IP DECT Terms & Conditions / Requirements 8% Quote must have minimum list price of 6.55K CAD APL to qualify Open to authorized Avaya IP Office or Aura partners More information Offer Definition click here 2014 Avaya Inc. All rights reserved. 18

19 Engage NOW Target customer Any existing Avaya DEFINITY, CM, Meridian or CS1000 customer upgrading or migrating to Avaya Aura 6 or 7 Partner Value Proposition Opportunity to upgrade your base with value add applications & attach services Optionally add Networking, Video, Advanced Contact Center or Pod FX Final offer for Nortel customer base to propel this base forward Region / Area Canada Start / End dates Start: 1 October 2016 End: 26 September 2017 More information Offer Definition click here Discount Summary (all deal size thresholds are LIST in CAD) Aura HW/SW IP Endpoints Voice CC Adv CC Apps Pod FX Networking Video Support (1S/5S) Support (6S) APS (specific pkgs) <65.5K K >131K AV NT AV NT AV NT 12% 21% 20% 12% 10% 21% 6% 6% 6% 6% 13% 8% 21% 6% 22% 6% 6% 13% 8% 10% 21% AV = Avaya Heritage Upgrades/Migrations NT = Nortel Heritage Migrations Terms & Conditions / Requirements Simplified & Extended by 1 Year 14% 9% 21% 23% 14% 9% 10% 21% All quote require an upgrade or uplift order for either Core or Power license, R6 or R7;; No discount on OEM in MPG 7P unless otherwise stated, see offer definition for details. Nortel base migrations require 3 year SA/UA attached (R7 only if no existing SRS/PASS+ exists) 2014 Avaya Inc. All rights reserved. 19

20 New Aura Target customer Enterprise Greenfield or Competitive Displacement Partner Value Proposition Add value with applications & attach services Optionally add Networking, Video, Advanced Contact Center or Pod FX Discount Summary (all deal size thresholds are LIST in CAD) New Aura 6 or 7 sales K >131K Aura HW/SW Endpoints Voice CC Adv CC Apps Pod FX Networking Video Support (6S) APS (specific pkgs) 12% 12% 12% 12% 13% 8% 21% Simplified & Extended by 1 Year 14% 14% 14% 14% 14% 9% 21% Region / Area Canada Start / End dates Start: 1 October 2016 End: 26 September 2017 More information Offer Definition click here Terms & Conditions / Requirements Min 65.5K CAD (US$50K) List Deal Size At least 1 Avaya Aura Core or Power User license, R6 or R7 Discounts not applicable to OEM products (MPG 7P) unless otherwise states, see offer definition for details Min 7 / max 10 of licenses require/can have phones attached on the quote 2014 Avaya Inc. All rights reserved. 20

21 OfficeLinx NOW Target customer Any customer looking for an improved conferencing solution beyond that which they get today from an OfficeLinx collaboration purchase Discount Summary ESNA OfficeLinx and Avaya Aura Conferencing (product only, not services) 2 Partner Value Proposition / Objectives A great upsell opportunity for existing ESNA Officelinx sales Higher attachment of conferencing to ESNA Officelinx sales will increase sizes of deals Pricing is designed to provide ESNA Officelinx customers a superior conferencing solution at a very small increase in price above a standard WeLink offer Region / Area Canada Start / End dates Start: 09 May 2016 End: 26 October 2016 More information Offer Definition click here Terms & Conditions / Requirements Both ESNA OfficeLinx and Avaya Aura Conferencing must be on the same quote and purchased together Use of the native ESNA WeLink is not supported This offer is run through the special bid process, not automated through the Marketing Promotions Module 2014 Avaya Inc. All rights reserved. 21

22 Support Advantage Co-delivery NOW Target customer Customers transitioning to Support Advantage Preferred with Avaya Aura 7.0 Discount Summary SA Preferred Co-Delivery (MPG 6S) 21% Partner Value Proposition / Objectives Predictable and quick pricing for Support Advantage Preferred Co-Delivery for sales of and upgrades to new major releases launched post August 10, 2015 Simplified ordering offering all of the valuable Preferred Co-Delivery content at close to Essential Co-Delivery prices Terms & Conditions / Requirements All submitted items must be on a single quote Discounts are only offered on MPG 6S Region / Area Canada Start / End dates Start: 1 October 2016 End: 31 December 2016 More information Offer Definition see here 2014 Avaya Inc. All rights reserved. 22

Promotion Resources & Support Promotions Summary Landing Page IP Office Promotions Questions? Resources https://sales.avaya.

25 Automated Discount Check Policy 4 Objectives Efficiently deliver Packages & Promotions priced to the market Provide an easy to use, simple and fast process 4 Policy: Effective 1 October 2016, all indirect quotes less than $250K List price (TCV) must consider Automated Discount Packages & Promotions first, before requesting a Special Bid discount Any quote submitted for a special bid without first clicking the Check for Promotions button in Avaya OneSource will be rejected 4 Flexibility: If after considering the Automated Discount Packages & Promotions, a special bid may be submitted for consideration A special bid request should describe why a different discount is needed to win the deal, rather than what has been offered with the Automated Discount Packages & Promotions 2014 Avaya Inc. All rights reserved. 25

26 Adding and Removing a Promotion from a Quote 4 Adding a Promotion to a quote: 1 min. Ensure quote is in Ready to Order Status Click on the Check for Automated Discounts button in A1S Select the relevant promotion from the list Check the T&C box Click on Apply Selected button Done 4 Removing a Promotion from a quote (for SSR submission): Take existing quote Click on the Check for Automated Discounts button in A1S Select None/Remove Click on Apply Selected button Done process SSR as normal after that 2014 Avaya Inc. All rights reserved. 26

28 IP Office ASIPP & Migration Offers & Options Migrating from Migrating To Option available Details System IP Office 500 BCM, M1, CS1K CM, DEFINITY Server Edition Upgrade your IP Office to R10, and migrate to Server Edition in PLDS IP Office R10 Offer Definition IP Office ASIPP ASIPP Portal page here Integral Enterprise IP Office ASIPP Documents posted here Nortel CC, Symposium IPOCC N/A - ACCS ASIPP Offer Definition here Contact Center CCR IPOCC Migration Offer Offer Definition here ACCS ASIPP, subject to product management approval IPOCC N/A - Offer Definition here Elite CC ACCS ASIPP, subject to product management approval, and due diligence done on feature difference between the two solutions Offer Definition here 2014 Avaya Inc. All rights reserved. 28

Avaya Software Investment Protection Policy. Interim Pricing and Ordering. Process Guide. For Use by Avaya and Avaya Channel Partners

Avaya Software Investment Protection Policy Interim Pricing and Ordering Process Guide November 8, 2010 Version 1.0 For Use by Avaya and Avaya Channel Partners 1 Table of Contents Introduction... 3 ASIPP