Fact Sheet: Avaya Connect Partner Levels

Avaya Connect is a new partner program designed to support Avaya partners as you grow your business; sell Avaya products, solutions, and services; and achieve competency in leading-edge Avaya solutions. This innovative, worldwide program provides an opportunity for you to differentiate your company in the market, and gives unprecedented access to a comprehensive set of financial, technical, and sales and marketing benefits.

Avaya Connect offers significant enhancements to address global consistency and ease of doing business concerns voiced by our partner community. There were several design points that went into the development of this program, including reduced complexity through fewer administrative processes. The simplified partner level requirements are more consistent worldwide, clearly rewarding partners for your value and competency and making it easier for you to expand globally. Partner level is based on total revenue and competencies. The conditions by which each requirement must be met in order to achieve a level vary depending on the country group in which your company operates.

Minimum Requirements To Sell

Heritage Avaya solutions - A minimum of two Sales Specialists (APSS) per solution per country is required in order to sell a heritage Avaya solution. These credentials must be completed prior to ordering the product. A minimum of one Design Specialist (APDS) is required for both Unified Communications and Contact Center solutions, and must be completed within 6 months of authorization. If Design Specialist is not achieved, the partner will lose authorization to order the solution. Please refer to the Avaya Authorization Policy Guide1 for further details. Avaya NES (formerly Nortel) solutions - Partners who wish to sell Avaya NES (formerly Nortel) solutions must commit to achieving the minimum number of credentials for each product offered before they can order NES product from a Distributor or directly from Avaya. Partners must also complete a minimum number of Design credentials when those are required in order to continue ordering product. Please refer to the Avaya NES Accreditation Program* for complete details. Avaya NES Data Networking – These products have no authorization requirements for access in North America, CALA, and EMEA, and are available without restrictions through Stocking Distributors authorized by Avaya for Avaya NES products. Avaya NES Data Networking products do not have open distribution in APAC. Partners must first meet authorization requirements for access to these NES products in this theatre. 1 Located on the Avaya Partner Portal at Portal> Partner Programs> Programs> Avaya Connect> Program Requirements or http://portal.avaya.com/ptlWeb/so/CS200982010758377012/C201021584358570037/SN201021594523828032/SN201021594523828032.

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Requirements For Partner Levels

The remaining requirements scale based on partner level, as shown in Figure 1. For the purposes of level achievement, “Certified Specialist” refers to the Avaya Certified Implementation Specialist (ACIS), Avaya Certified Specialist (ACS), or the Avaya Certified Solution Specialist (ACSS). Figure 1 Partner Level Requirements

Level Requirements Country Group

I Country Group

II Country Group

III Net Revenue $12M $6M $3M Design Specialist and/or Certified Specialist

12* 6 3

Certified Architect Requirement beginning in 2011 Platinum

SIP Network Certification Requirement beginning in 2011 for SPs only

Net Revenue $4M $2.5M $1.5M Gold Design Specialist and/or

Certified Specialist 4 3 2

Net Revenue $750K $500K $500K Silver Design Specialist and/or

Certified Specialist 2 2 2

Sales Specialists (per solution) 2 2 2 Authorized Design Specialist (per solution,

CC and UC only) ** 1 1 1

*Only 10 unique individuals need to hold credentials **Does not apply for SME solutions Based on the size of the local market opportunity, countries are placed into one of three groups, for which requirement conditions differ. Figure 2 Country Group Definitions

Country Group I Country Group II Country Group III

United States US

EMEA Russia, Western Europe, Middle East

Israel, Pakistan, Central Eastern Europe, Commonwealth of Independent States (CIS), North Africa, South Africa, Sub-Sahara Africa

Americas International (AI)

Canada Brazil, Mexico, Southern Cone, Northern Cone, Caribbean

APAC Japan India, South Pacific China, Korea, Hong Kong & Taiwan, ASEAN

For companies that operate in a country that is part of a sub-group, requirements can be met by aggregating results across the sub-group, with the exception of the Sales Specialist requirement. The Sales Specialist requirement must be met for every country.

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Figure 3 Country Sub-Group Definitions Sub-Group Countries

Western Europe Austria, Belgium, Denmark, Finland, France, Germany, Iceland, Ireland, Italy, Luxembourg, Netherlands, Norway, Portugal, Spain, Switzerland, Sweden, UK

Middle East Bahrain, Kuwait, Qatar, Saudi Arabia, United Arab Emirates and Oman

Central Eastern Europe

Adriatic Region, Bulgaria, Cyprus, Czech Republic, Estonia, Greece, Hungary, Latvia, Lithuania, Macedonia, Malta, Moldova, Poland, Romania, Slovakia, Slovenia

CIS Armenia, Azerbaijan, Belarus, Georgia, Kazakhstan, Kyrgyzstan, Tajikistan, Turkmenistan, Ukraine

North Africa Algeria, Egypt, Iraq, Jordan, Lebanon, Lybia, Morocco, Tunisia, Turkey

EMEA

Sub-Sahara Africa Angola, Benin, Burkina Faso, Botswana, Burundi, Cameroon, Cape Verdi, Chad, Ethiopia, Equatorial Guinea, Kenya, Martinique, Mauritius, Namibia, Nigeria, Rwanda, Senegal, Togo, Uganda, Zambia, Zimbabwe

Southern Cone Argentina, Bolivia, Chile, Peru, Paraguay, Uruguay

AI

Caribbean Anguilla, Antigua, Aruba, Bahamas, Barbados, Barbuda, Belize, Bermuda, Bonaire, Cayman Islands, Costa Rica, Curacao, Dominica, Dominican Rep., Ecuador, El Salvador, Grenadines, Grenada, Guadeloupe, Guatemala, Guyanas, Haiti, Honduras, Jamaica, Martinique, Montserrat, Nevis, Nicaragua, Panama, Puerto Rico, St Kitts, St Lucia, St Martin, St Vincent, Suriname, Trinidad, Tobago, Turks and Caicos, Venezuela, Virgin Is.(British), Virgin Is.(US)

Northern Cone Colombia, Costa Rica, Ecuador, El Salvador, Guatemala, Honduras,

Nicaragua, Panama, Venezuela

South Pacific American Samoa, Australia, Cook Islands, Fiji, French Polynesia, Guam, Kiribati, Maldives, Marshall Islands, Micronesia, Nauru, New Caledonia, New Zealand, Palau, Papua New Guinea, Samoa, Solomon Islands, Tonga, Tuvalu, Vanuatu

Hong Kong & Taiwan Hong Kong, Macau, Taiwan

India Bangladesh, Bhutan, India, Nepal

APAC

ASEAN British Indian Ocean Territory, Brunei Darussalam, Cambodia, Indonesia, Lao People’s Democratic Rep., Malaysia, Myanmar, Philippines, Singapore, Sri Lanka, Thailand, Timor-Leste, Vietnam

Net Revenue

Revenue calculations are based on net revenue value from the distributor. Net revenue is the equivalent of a net sales-out number. It is calculated based on the estimated net revenue value from the Avaya distributor to the partner, including an uplift on the net distributor buy price less transactional discounts such as Special Bids and other miscellaneous allowances. Revenue is calculated on a rolling 12 month period. System Integrator (SI) and Service Provider (SP) revenue is based solely on sell-through revenue.

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Competencies

In addition to minimum requirements to sell, partners who wish to pursue Partner Levels need to meet additional competencies.

Each Design Specialist (APDS), Implementation Specialist (ACIS), Certified Specialist (ACSS) and/or NES Certification must be held by a unique individual, except for Platinum Group I partners. Only 10 unique individuals (not 12) need to hold unique credentials.

The number of credentialed individuals at a partner company must also scale based on the total partner product revenue. One Design Specialist (APDS) or Certified Specialist (ACIS or ACSS) is required per $1M revenue up to $20M, and then one more is required for each additional $2M up to $100M in revenue, and then one more for each additional $5M. This includes both Avaya and Nortel product revenue based on FY09 results.

Avaya NES Transition – Select Nortel Certifications that are equivalent to the Avaya APDS, ACIS or ACSS certifications will be counted towards the Avaya Connect competency requirements in FY10. Achievement of these credentials in FY10 will determine partner levels in FY11. See Approved Avaya & NES Credentials2 for more details.

Certified Architect is currently being developed and will not be required for Avaya Connect in 2010. When Certified Architect becomes available, it will be required only at the Platinum level. SIP Network Certification

Platinum level SP partners who offer Session Initial Protocol (SIP) network services must certify interoperability between your network and the Avaya products you sell. This Certification is based on a 12 month period and must be conducted every time a new SIP-related product or service is added to your portfolio.

2 Actual URL is https://portal.avaya.com/ptlWeb/getfile?docID=MTAwMDczODM4.

Services Authorizations

In order to offer either implementation or maintenance services, partners must become Services Authorized. The service level a partner achieves is based on competency and completion of either an onsite or remote Service Assessment. These requirements are consistent worldwide. Figure 4 Services Authorization Requirements # of Certified Specialist /

Certified Architect per solution

Service Assessment

Service Expert 2 ACSS/ACS Implement Implementation + Maintenance (Onsite) Co-Delivery Authorized ACSS/ACS/PA Implement1 Implementation + Maintenance (Onsite)

Implement Authorized 1 ACSS/ACIS/ACS/PA

Implement2 Implementation (Remote)2

1 Requirements vary based on co-delivery offer and product to be supported 2 Service Only partners are required to employ 2 ACSS/ACIS/ACS Implement associates for every solution they plan to implement and complete an On-Site Assessment for Implement Authorization.

Service Assessment A Service Assessment is required as part of the initial qualification, and must be performed every two years thereafter. Avaya administers the Service Assessment to ensure that partners have the necessary infrastructure, processes, and systems in place to provide effective implementation and support services to customers. Please refer to the Service Assessment Guide for further details.

Implement Authorization Each partner company must have at least 1 individual that has completed the Product Authorization (PA) Implement, the Avaya Certified Implementation Specialist (ACIS) or the ACSS Solution Certification to be authorized to provide any and all services on an Avaya product or solution. The partner company must also pass an implementation (remote) service assessment. Please refer to the Avaya Authorization Policy Guide3 for further details. Partners that have not completed the Product Authorization Implement requirements must use either Avaya Global Services or another partner that has completed the Product Authorization Implement requirements to provide services. Co-Delivery (Maintenance) Authorization Partners who want to provide maintenance services for Avaya solutions must be co-delivery authorized and subscribe to Avaya Software Support. To qualify for co-delivery authorization, each company must first complete an on-site service assessment. They must also complete the minimum number of ACS, ACSS, or PA Implement credentials required for the product they wish to maintain. Please refer to the Avaya Authorization Policy Guide3 for further details. Partners that have not completed the co-delivery offer requirements must use Avaya Global Services to provide support services. 3 Located on the Avaya Partner Portal at Partner Programs> Programs> Avaya Connect> Program Requirements or http://portal.avaya.com/ptlWeb/so/CS200982010758377012/C201021584358570037/SN201021594523828032/SN201021594523828032

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Specializations

In addition to achieving different levels of competency in Avaya’s solutions, you can further differentiate your company in the market by earning specializations that designate your expertise in providing services, data networking and/or serving Small and Medium Enterprises (SMEs). Service Expert

The Service Expert specialization recognizes the partners that have invested in creating a services practice that provides quality service and expertise to meet the implementation and support requirements of customers. This specialization is being introduced globally in acknowledgment of the commitment to services made by partners worldwide. With the Service Expert designation, you can gain a competitive advantage by marketing your firm’s level of expertise in providing services for Avaya solutions. The Service Expert logo and Services Market Development Funds enhance your marketing capabilities and boost short- and long-term profitability, while access to backbone technical resources help increase customer satisfaction through more effective engagement with Avaya. Avaya NES Note: This Service Expert specialization is not available for the Avaya NES portfolio in FY10. Partners selling the Avaya NES portfolio must still comply with the heritage Nortel authorization requirements and Avaya Service Policies to install and service Avaya NES products. SME Expert

Figure 5 SME Expert Requirements # of SME Sales

Specialist # of SME Certified

Specialist Service Assessment

SME Expert 2 APSS SME

1ACSS/ACS IPO and 1 PA Implement IPO

Professional Edition or 2 ACSS/ACS SME

SME Expert Assessment (Remote)

The SME Expert specialization recognizes partners that have demonstrated proficiency and expertise in the sales and services delivery of IP Office. With the SME Expert designation, you can market your firm as having the knowledge and experience to meet the unique needs of SMEs. The marketing tools and technical support that accompany this badge give you a competitive edge in the marketplace. For more information on benefits of the SME Expert designation, please see the Avaya Connect Program Guide. Avaya NES Note: This SME Expert specialization is not available for the Avaya NES portfolio in FY10. Partners selling the Avaya NES portfolio must still comply with the heritage Nortel authorization requirements to sell, install and service Avaya NES products.

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Geographic Designation

Use the table below to determine your geographic designation. If you operate in multiple countries or theatres, you may be able to achieve theatre or global designation, which gives you Platinum level benefits and pricing theatre-wide or worldwide respectively. You can also centralize your resources across the geography and meet the requirements. If you do not qualify for these designations, you receive pricing based on your partner level in the country or country sub-group. Figure 6 Geographic Designation Requirements

Country Sub-Group

Theatre Global

Sales Office (Minimum 1 for EU)

In Country In countries of operation; Minimum 3 in theatre

In countries of operation; Minimum 1 in each of all 4 theatres

Sales Specialist In Country In countries of operation In countries of operation

Credentials Centralized Centralized Centralized1

Revenue 100% Aggregate

Minimum applicable Gold revenue in 3 theatre countries / country sub-groups (2 in NA) and minimum theatre revenue requirements2

$50M aggregate across all theatres Must meet theatre requirements in all 4 theatres (see Program Guide for SP Requirements)

Implementation and Maintenance (Remote)

Centralized Centralized Centralized

Implementation and Maintenance (On-Site)

In Country Sub-Group

Ability to service in countries of operation

Ability to service in countries of operation

Design & Ordering Centralized Centralized Centralized

1 “Centralized” means partner must be able to leverage resources throughout geography 2 Theatre Revenue Requirements are: US $12M; APAC, AI, and EMEA $9M

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Sourcing Requirements

Avaya Solutions

By Fiscal Year 2011 (FY11), all Authorized, Silver and Gold partners must buy through Distribution. This is a global requirement. Only Platinum level partners have the option of purchasing directly from Avaya. During the transition period in Fiscal Year 2010 (FY10), all U.S. partners (whether Authorized, Silver, Gold or Platinum) are required to buy through Distribution. An exception will be made for Platinum-level SPs or SIs and those partners with a Theatre-level geographic designation; these partners may choose to purchase directly from Avaya in FY10. In theatres other than the U.S., Platinum-level partners and those partners with a Theatre-level or Global geographic designation may also opt to purchase directly from Avaya in FY10. All Authorized, Silver and Gold partners must all purchase through Distribution. In all instances, eligible partners may only purchase directly from Avaya if they have executed the appropriate contractual terms and conditions to allow for such direct purchasing capability. Heritage NES partners must also comply with this policy when purchasing Avaya Solutions. Avaya NES Solutions

Regardless of Avaya Connect program level or partner location, heritage NES partners will continue to purchase Avaya NES solutions in the same manner they did prior to Avaya’s acquisition of Nortel, i.e., either buy through Distribution or direct from Avaya.

For heritage NES partners, authorization to purchase directly from Avaya is predicated on the terms and conditions of their individual reseller agreement with Avaya. Any heritage NES partner may at any time exercise their option to purchase through Distribution. Heritage Avaya partners that have been approved to resell Avaya NES Solutions will be assigned, depending on their Avaya Connect program level, to buy those specific products through Distribution or directly from Avaya. This document is accurate as of 15 July 2010. For the most current version, please download the electronic guide posted on the Avaya Partner Portal.

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