Q1FY20 Offers and Promotions Summary 04Nov19 GLOBAL...• Increased partner cash flow as ramping of PoweredByIP Office sales begins Partner Value Proposition •Global Region / Area

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Experience AvayaAvaya’s Q1 FY20 Offers & PromotionsLast Updated: 04 November 2019

Confidential & proprietary. Use pursuant to your signed agreement or Avaya policy

FY20 Offer PortfolioExperience Avaya

Segment New CAPEX

Upgrade CAPEX

New OPEX

Upgrade OPEX

Q1 Partner Boosters

FY20 Partner Incentives

Devices & Collaboration

Experience Avaya – IX Devices Trade Up Experience Avaya –

Get Together Trade Up - Dollars for Devices

UC Experience Avaya – UC L2G Experience Avaya –

Get Together L2G -

• Modernization Rebates (Global)• IP Office for New Customer

(EMEA/APAC)• Top Opportunities (EMEA/

APAC)

Enterprise CCExperience Avaya – CC Transformation

L2G Experience Avaya –CC Transformation L2G CC

Transformation -

Proof of Concept Seeding

Experience Avaya – What’s New - -

Customer Case Study -


FY20 Offer Summary

New Customers Upgrades Endpoints, Collaboration & Video

Premise UC – simplified!• Experience Avaya - UC• IPO Office Expansions*• IPO Bundle with SBC*

Premise CC• Experience Avaya - CC Transformation

• Oceana NOW• Automate CC NOW• Workspaces for CC Elite NOW• Workspaces for AACC/ACCS NOW

Opex Cloud UC – simplified!• Experience Avaya - Get Together• Cloud Blitz (Flex-Up only)*• Cloud Super Bundle*

Premise UC• Loyalty2gether (L2G)

Opex UC• L2G IX Subscription

Premise CC• CMS True-Up• Experience Avaya - CC

Transformation

Premise & Opex Cloud – simplified!Experience Avaya – IX Devices• Trade-Up*Huddle NOW*Experience Avaya - What’s NewExperience Avaya – CU360+B109 Bundle*

* Some geo restrictions apply

Booster Eligible!!


UC & Loyalty2gether


Offer FrameworkExperience Avaya – UC

SMB 30 Experience Avaya - UC

• Level 1 – Micro SMB• Level 2 – SMB• Level 3 – Mid Market• Level 4 – Enterprise

New Upgrades

SMB 150

MM 3000

Cloud

Cloud Blitz with Free 96x0

Loyalty2gether

FY19 FY20

New Customers Upgrades

Loyalty2gether

Offer Bundles

Experience Avaya -Get Together:

Opex SW + Monthly Device

1

3

Expansions

IPO Expansions

Expansions

IPO Expansions4

2


Experience Avaya – UC Level 1

• Any IP Office up to 32 users• New or Base Upgrades/migrations• Premise only

Target Customer

• 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

Partner Value Proposition

• Global (excluding Brazil, Russia/CIS, Israel, India, China & Taiwan) –Regional variations may apply. See offer definition for complete details

Region / Area

• Start: 1 October 2019 (replacement for SMB30)• End: 25 September 2020

Start / End dates

On Premise• Aggressive solution discounts.• IP500 v2 Control Unit and SD card required• Basic (restricted Geos) or Essential Edition, IP Office R10 and

R11 only• Any mix of digital extensions or IP licenses up to 32, with a

maximum of 32 endpoints• Separate IP and Digital ratios apply• Most material code that belongs to MPG 9P will receive the SMB

30 discount. Exclusions apply. See offer definition for complete details

Additional Information• Full offer and discount details available in the Offer

Definition located here

Offer Summary

NEW

https://sales.avaya.com/en/general/eaucs-midmarket


Experience Avaya – UC Level 1IPOSS for Onsite-Apr Coverage

• Any IP Office 500v2 on Premise systems with up to 32 users and purchased under the Experience Avaya - UC Level 1 Promo

Target Customer

• Incentify multi-year support contracts with Onsite-APR coverage• 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


• US

Region / Area

• Start: 9 October 2017 (rebranded 1 October 2019)• End: 25 September 2020

Start / End dates

IPOSS Onsite-APR Offer Summary

Continues

Solution Element IP Office Premise 1 yrterm

3 yrterm

5 yrterm

• Incremental discount for IPOSS Onsite-APR coverage on 500v2

• Stacks with GEM-level discountN/A 25% 35%

Targeted IPOSS materials that receive incremental discount:

IP Office 500v2, Onsite-APR Coverage

• IPOSS RTS 8x5 Onsite-APR NBD N/A 271695 271743

• IPOSS RTS 24x7 Onsite-APR NBD N/A 271671 271719

• IPOSS RTS 8x5 Onsite-APR 4-HR N/A 271698 271746

• IPOSS RTS 24x7 Onsite-APR 4-HR N/A 271674 271722

• Quote must qualify for Experience Avaya - UC Level 1 offer• Other IPOSS materials remain available at standard GEM

discount• Partners are required to comply with Avaya continuous coverage

policy, when providing support to customers

Additional information


Experience Avaya – Level 2

• Any IP Office, with 33 – 150 users• New or Base upgrades/Migrations• Premise only

Target Customer

• Generate extra revenue with small/basic IP Office deals• Win with competitive pricing without needing Special Bids• Retain existing customers and attract new customers• Enhanced proposition with Vantage and new J series attach


• Global – Regional variations may apply. See offer definition for complete details

Region / Area

• Start: 1 October 2019 (replacement for SMB150)• End: 25 September 2020

Start / End dates

On Premise• Attractive solution discounts• One IP500 v2 Control Unit or Server or Virtual Server• Minimum Essential Edition (non-ASIPP only), R10 and R11 only • Any mix of 33-150 analog/digital extensions, or IP licenses• Min 75% phone attach, max. 105% attach to IP Licenses/Digital

Ports. Separate IP and digital ratios apply.• Min $5k List Deal Size



Offer Summary

NEW




• Any IP Office, with 150 – 3,000 users• New or Base upgrades/Migrations• Premise only

Target Customer

• Generate extra revenue with larger IP Office deals• Win with competitive pricing without needing Special Bids• Retain existing customers and attract new customers• Enhanced proposition with Vantage and new J series attach


• Global – Regional variations may apply. See offer definition for complete details

Region / Area

• Start: 1 October 2019 (replacement for MM3000)• End: 25 September 2020

Start / End dates

On Premise• Attractive solution discounts, with higher discounts with

application attach through Level 2 option.• One IP500 v2 Control Unit or Server or Virtual Server• Minimum Essential Edition (non-ASIPP only), R10 and R11 only• Any mix of 150-3K analog/digital extensions, or IP licenses• Min 75% phone attach, max. 105% attach to IP Licenses/Digital

Ports. Separate IP and digital ratios apply. • Min. $5K List Deal Size

Additional Information• Excludes GSA/TAA material codes• Full offer and discount details available in the Offer


Offer Summary

NEW




• Enterprise Greenfield or Competitive Displacement• New Avaya Aura system sales• Premise

Target Customer

• Add value with applications & attach services• Optionally add Video, Advanced Contact Center or Pod

FX


• Global

Region / Area

• Start: 1 October 2019 (replacement of Avaya Innovate)

• End: 25 September 2020

Start / End dates

Attractive solution discounts now without banding• Min $50K List Deal Size• At least 1 Avaya Aura Core or Power User license• SFDC OTN is mandatory for all quotes• Discounts not applicable to GSA/TAA material codes or OEM products (MPG 7P)

unless otherwise stated, see offer definition for details• Min 75% / max 105% of licenses require/can have phones attached on the quote

Additional Information• Uses new promotion codes• Full offer and discount details available in the Offer Definition located here

Offer Summary

NEW

https://sales.avaya.com/en/general/eaucs-enterprise


Experience Avaya Summary


SBC Bundles for IP Office

• Customers requiring a competitively priced SBC option to go with their IP Office deployment

Target Customer

• Predictable and quick pricing for new sales• Reduced reliance on Special Bids• Increase demonstration capabilities will yield in more sales.


• Global (excl. Middle East, Africa, Turkey and China)

Region / Area

• Start: 18 February 2019• End: 25 September 2020

Start / End dates

On Premise• Choice of four different bundles each including hardware and

IPOSS– 10 Standard licenses– 30 Standard licenses – 20 Standard + 10 Advanced licenses– 50 Standard + 20 Advanced licenses

• SBC R8 only• Available through distribution only



Offer Summary

Extended

https://sales.avaya.com/en/general/sbc-bundles-for-ip-office


Cloud Blitz (Flex-Up)

• Customers with IP Office in the Cloud purchased within the last 90/180 days using Cloud Blitz/Plus and need to flex-up

Target Customer

• J169 and J179 at minimal cost will increase win rate• Simplified ordering and competitive offering for the small & mid-market

segment• Upsell opportunity with Video, SBC and Contact Center• Increased partner cash flow as ramping of PoweredBy IP Office sales

begins


• Global

Region / Area

• Start: 01 October 2019 (Flex-up offer only)• End: 25 March 2020

Start / End dates

Free J169 and J179 Phones with flex-up sales• Available through both Powered By Virtulaized and Container

partners• Free phone Expansions available <90 days for 3 year contracts,

and <180 days for 5 year contracts after initial order• Existing partner registrations only• Customer required to sign up for a min. 3 yr contract (5yr for

J179)• The phone order has to be associated with a real cloud order

(NOT EVALUATION) by the expiry date of the promotion• Qty of phones cannot exceed total number of Telephony/UC

Powered By licenses (including SMB) quoted• Number of Powered By licenses cannot be decreased to <80%

of originally purchased number of IP phones• Promotion discount pricing excludes Distributor fees• Negotiated rate card prices apply

Additional Information• Excludes GSA/TAA material codes• Full offer and discount details available in the Offer


Offer Summary

Updated

https://sales.avaya.com/en/general/9608g-cloud-blitz


Cloud Super Bundle

• Mid-Market customers looking for an all-inclusive “Cloud Solution” in one package consisting of licenses, phones, other hardware and Avaya IX Meetings (formerly Equinox Meetings Online)

Target Customer

• Competitive all-inclusive “Cloud Solution” for the Mid-Market in one package from a single vendor

• Differentiation from competitor solutions• Potential to upsell other Avaya Powered By cloud elements (e.g.

contact center)


• EMEA/APAC

Region / Area

• Start: 23 August 2019• End: 26 December 2019

Start / End dates

Requirements • Equal quantities of the included licences and optional devices are

required for each bundle e.g. for Entry Bundle, 1x IX Meetings Entry VMR + 1x Powered By UC User subscription licence + (optional) 1x Phone handset or conference unit etc. If additional quantities of any element are required these should be quoted separately.

• The minimum term requirement is 36 months• AEMO (IX Meetings) is subject to availability by country and partners

must be authorised to sell it. If the partner is not authorised they cannot use the super bundle

• Only the AEMO (IX Meetings) monthly billing option is supported• There is no restriction on the number or mix of user bundles that a

customer can purchase• Bundles cannot be broken up and individual licences and/or devices sold

separately

Additional Information• Full details available in the Offer Definition located here

Offer Summary

NEW

https://sales.avaya.com/en/general/cloud-super-bundle


IP Office Expansions

• Small expansions of IP Office following the original customer sale

Target Customer

• A new opportunity to generate revenue from Avaya IP Office solutions• Win with competitive pricing, make good margin, no need for Special

Bids• Retain existing customers


• US, EMEA (excluding Israel), APAC - Regional variations apply. See offer definition for complete details

Region / Area

• Start: 31 August 2015 (6 December 2017 US)• End: 25 September 2020 (25 December 2019 for SMB30, SMB150 and

MM3000 expansions)

Start / End dates

US• No minimum deal size• Maximum deal size depends on original package sale:

• EA UC Level 1: Up to 10 licenses and/or ports• EA UC Level 2: Up to 25 licenses and/or ports• EA UC Level 3: Up to 250 licenses and/or ports

• Maximum of 105% phone attachment to these licenses and/or ports

• IPO Expansions quote must be ordered within 90 days of the original EA UC package sale date and through the same distributor

• Correct IPO Expansions promo code that corresponds to the original EA UC package sale promo code must be applied to the IPO Expansions quote – see offer definition

• Offer remains available until 25 December 2019 for SMB30, SMB150 and MM3000 90 day expansions

EMEA, APAC• Min. $5K List Deal Size• IP Phones require a license to be attached (MEATK & India)



Offer Summary

Extended

https://sales.avaya.com/en/general/ip-office-expansions-package


Get TogetherOPEX Software + Device Bundle

Bundle OPEX Software• Powered By Avaya IP Office• Avaya OneCloud™ ReadyNow• Avaya IX™ Subscription

With Device – DaaS or DFPP (varies by country)

• Avaya IX™ IP Phones• Avaya IX™ Conference Phones• Avaya Vantage™• Avaya IX™ Conference Unit

36 month minimum term Match license quantity

+

Software Device


Get Together – Opex Bundle: SW + Device

• Customers looking to bundle both Opex Software and have a device priced on a monthly term plan. Alleviates the upfront capital expenditure thus addressing potential investment obstacles

Target Customer

• Simplified ordering & competitive offering for cloud market segment• Upsell opportunity with higher price point desktop devices• Opportunity to include bundles as part of partner standard product offering

and marketing campaigns• Bundling with extended support offers customer peace of mind• Potential increased partner cash flow from opex pricing and billing


• Global

Region / Area

• Start: 1 October 2019• End: 25 September 2020

Start / End dates

Requirements• Software: (select one)

• Powered By Avaya IP Office• Avaya OneCloud™ ReadyNow• Avaya IX™ Subscription• 3 or 5 Year term

• Devices• 3 or 5 Year term for DaaS or DFPP devices• Capex pricing available as an alternative to Opex• See offer definitions for complete details on DaaS or

DFPP or Capex device pricing options, terms and conditions

• See Offer Definition for quote process


Offer Summary

Device as a Service (DaaS) endpoint rental offer varies by Country – See Offer Definition for details

NEW

https://sales.avaya.com/en/general/ip-office-powered-daas-bundle


Avaya Aura

Applications

Avaya IP Office

Avaya Loyalty2gether 2020

On Premises Cloud SubscriptionMore Flexible Deployment & Upgrade Options

Outstanding Promotions

Experience Protection

Migration Acceleration

Hardware Investment Protection

Software Investment Protection

New Business Values

More Flexible Options

NEW!

Via Cloud


Paths to Modernize

PERPETUAL LICENSEEnterprise & MidmarketSupport & Upgrades Separate

Device Options: CAPEX or OPEX*, Seeding Program

SUBSCRIPTIONEnterprise

Support & Upgrades Included

Rate Card Pricing

Enterprise Agreement Available

Device Options: CAPEX / OPEX* Bundles, Seeding Program

CLOUDEnterprise & Midmarket

Support & Upgrades Included

Rate Card Pricing

Device Options: CAPEX / OPEX* Bundles, Seeding Program

NEW!

CAPEX (PAY UP FRONT) OPEX (MONTHLY OR ANNUAL BILLING)

*Select Countries


Enterprise L2G Perpetual Path

H/W, S/W, Support Discounts

Devices: Discounts on CAPEX & OPEX options, Seedingprogram

Device Adapter to reuse existing phones (CS1000)

APS Implementation Credits

Edge Rebates

Avaya Aura & UC / CC Apps

NEW!


Loyalty2gether – Enterprise Premise for all CS1K and CM Software versions

• CS1000 installed base• CM 4 or earlier installed base

Target Customer

• Partner Value Proposition• CS1000 End of Sale combined with highly competitive

pricing provides opportunity to generate significant revenue by upgrading the base

• Generate recurring and net new revenue


• Global, excluding Russia and Nordics

Region / Area


Start / End dates

3 years for the price of 2 on SA/UA (international theater only)• All quotes require an ASIPP material code Avaya Aura Core or Power License• Meridian / CS1000 ASIPP Migrations require a NEW 3 year SA and UA

contract• SFDC OTN is mandatory for all quotes• APS discount of 10% applies to fixed APS packages only. Or, a “per seat”

credit is available for custom APS quotes• 3 years for the price of 2 on SA and UA is available for 3YPP contracts and is

achieved by discounting the total contract by the discount listed for each billing period

Free Phones and Devices no longer included – use separate Experience Avaya - What’s New offer

Additional Information• Full offer and discount details available in the Offer Definition located here

Offer Summary

Extended

https://sales.avaya.com/en/general/loyalty2gether-enterprise


20 – 40% off 1st term w/ Investment Protection Credits

Discounts on H/W

Rate Card w/ Monthly or annual payment

Support & Upgrades included

+20% User Expansion Allowance

Attractive OPEX Device pricing, Seeding option

Device Adapter to reuse existing phones

APS Implementation Credits

Edge Rebates

EnterpriseL2G Subscription PathAvaya Aura & UC / CC Apps via IX Subscription

NEW!


EnterpriseL2G Cloud Path

Investment Protection Credits available for Perpetual Licenses (vary by offer)

Rate Card w/ Monthly or annual payment

Scale up & down as needed

Management, Security, Support & Upgrades included


Repurpose existing phones & gateways

Edge Rebates

Avaya OneCloud-ReadyNow

NEW!


Midmarket L2G Perpetual Path

Discounts on H/W & S/W

Devices: Discounts on CAPEX & OPEX options, Seedingprogram

1 Year Free for Support & Upgrades

Edge Rebates

Avaya IP Office

NEW!


Loyalty2getherMidMarket Premise (IP Office)

• CS1000, Meridian, CM6 and earlier, Integral, Definity, Norstar, BCM, Merlin, Spirit etc. installed base

Target Customer

• CS1000 End of Sale combined with highly competitive pricing provides opportunity to generate significant revenue by upgrading the installed base

• Opportunity to generate recurring and net new revenue


• Global

Region / Area

• Start: 1 February 2018 • End: 25 September 2020

Start / End dates

3 years for the price of 2 on IPOSS• IP Office R10 and R11 only• All quotes require an ASIPP system and ASIPP IP Endpoint license

material code • Meridian / CS1000 / CM6 & below ASIPP Migrations require a NEW 3 or 5

year IPOSS contract• 3 years for the price of 2 is available for 3YPP contracts and is achieved by

discounting the total contract by the discount listed for each billing period• For 5YPP quotes, the discount shows in the discount table is also

available, which is approx. 18 months free.


Additional Information• details available in the Offer Definition located here

Offer Summary

Extended

https://sales.avaya.com/en/general/loyalty2gether-midmarket


MidmarketL2G Cloud Path

Monthly payment

Support & Upgrades included


Partner hosted or Avaya hosted (Containerized)

Avaya IP Office Powered By

NEW!


Loyalty2getherMidMarket Powered by (IP Office)

• CS1000, Meridian, CM6 and earlier, Integral, Definity, Norstar, BCM, Merlin, Spirit etc. installed base

Target Customer

• CS1000 End of Sale combined with highly competitive pricing provides opportunity to generate significant revenue by upgrading the installed base

• Opportunity to generate recurring and net new revenue


• Global

Region / Area

• Start: 1 February 2018 • End: 25 September 2020

Start / End dates

Attractive Hardware Discounts• All quotes require a Telephony and/or UC IP Office Powered By License• Meridian / CS1000 / CM6 & Below etc. migrations require a minimum 3

year IP Office Powered By contract


Additional Information• Partner registration required• Phone quantity cannot exceed licenses• Incremental discounts available on other solution elements• Full offer and discount details available in the Offer Definition located

here

Offer Summary

Extended

https://sales.avaya.com/en/general/loyalty2gether-midmarket


Maximize Value of Existing Investments

Call Park & PageMADNMobile-X functionality on Communication Manager EC500 featureSupport for Avaya Aura Contact Center, move to Oceana when ready

Leverage hardware

investmentReuse existing phones

ProVision for Avaya AuraSpeed

migration

Maintain core communication

experiences

Move to Cloud, New Subscription, ortraditional On PremisesAvaya Software Investment Protection Policy (ASIPP)Loyalty2gether promotion

Leverage software

investment

NEW!


Avaya Device Adapter

Software enables re-using phones on Avaya AuraUNIStim IP phones

Analog phones

Digital phones

Transparency for top CS1000 features

Access to Avaya Aura & Avaya IX Workplace

Available with Any CS1000 Upgrade via Loyalty2Gether


Best Practices & Resources

Loyalty2gether Portal page Global Promotions Portal page

Customer

Seminars / consultations

Develop account plans

Target high risk accounts: Hospitals / Edu / Public Safety /

Gov Vertical Use Cases

Notify customers of End of Support

Lead Generation

Focus on support renewal time

Provide modernization quote before renewal

date

Customer webinars

Award Field Techs as lead sources

Incentives

Leverage rebates

Promote in Sales meetings & events

Showcase wins

Work with Avaya to document case studies &

Press Releases

PromotionsCon Griffin

[email protected]

Unified CommunicationsRoger [email protected]

Contact CenterDiane Otto

[email protected]

Subscription & DevicesSteve Brock

[email protected]

https://sales.avaya.com/en/general/loyalty2gether

https://sales.avaya.com/en/general/promotions-summary-global


Contact Center


Experience Avaya –CC Transformation

Oceana NOW

Automate CC NOW

CC Transformation Journey• L2G for Legacy Migration• Workspaces• Automate CC NOW• Oceana NOW• Afiniti• Afiniti Aero Subscription• 3rd Party

Workspaces

FY19 FY20

Afiniti

3rd Party

Afiniti Aero Subsciption Packages

Sales Plays• A series of sales plays to develop

transformed contact centers• An application Journey• SFDC follow up actions

1234567

Market & Sell the Journey


CMS True-Up

• CMS customers upgrading to CMS R19 who need to get additional licenses if they were previously under-licensed

Target Customer

• Helps with unrealized cost of upgrade• Lowers barrier to upgrade• Recovers revenue that may have been previously

leaked on lower CMS agent licenses sold • Limited time promotion creates incentive to upgrade

sooner


• Global

Region / Area

• Start: 10 June 2019• End: 26 December 2019

Start / End dates

Attractive CMS R19 Add license discounts• Discounts on CMS R19 Add licenses when one or more CMS R17/18 to CMS 19

Upgrade licenses are on the quote• Discounts on CMS R19 HA Add licenses when one or more CMS R17/18 to CMS 19

HA Upgrade licenses are on the quote• Offer only available at time of upgrade i.e. on the same quote


Offer Summary

Continues

https://sales.avaya.com/en/card-category/enterprise-promotions


Automate CC NOW

• Customers using Avaya Ara 6.3 or greater without automation or a competitor’s Self-Service platform (e.g. Genesys, GVP, Cisco)

• Installed-base using CC Elite, AACC and Oceana for improved customer experience

• Having multiple Auto-Attendant vectors in CM or transitioning from CS1000 to CM; using CallPilotAuto-Attendant

• MPS, VP and AEP customers who want to migrate /upgrade/expand/augment automation functionality

Target Customer

• Close sales and meet quota faster• Build funnel for future sales• Protect customer base


• Global

Region / Area


Start / End dates

Requirements• Quotes must include either 50 or 100 Agent bundle and associated Avaya

Professional Services to qualify• Inclusion of Breeze, Context Store, Engagement Designer and/or ABRE (Dynamic

Routing) are now optional• SFDC OTN is mandatory for all quotes• Now supports AACC• Please use Automate CC NOW A1S blueprints and follow the Automate CC NOW

user job aid to ensure that all required product and APS codes are included


Offer Summary

Extended

https://sales.avaya.com/en/general/automate-cc-now


Oceana NOW

• Customers looking to install and/or evaluate Avaya Oceana

• Have Aura CC Elite 7 or 6.3.15 deployed as a minimum

• Need to improve revenue and agent retention

Target Customer

• Opportunity to upgrade strategic customers to a 20-200 agent Oceana implementation at a very compelling fixed price including Avaya Professional Services

• Increased flexibility and easier to quote through automation

Partner Value Proposition/Objectives

• Global

Region / Area

• Start: 08 January 2018 (Updated 17 June 2019)• End: 25 September 2020

Start / End dates

Aggressive discounts on product, support & APS• Quotes must include 20-200 Oceana Agent licences, SA/UA services and packaged

Avaya Professional Services to qualify• SFDC OTN is mandatory for all quotes• Discounts based on # of Agents: 20-80; 81-139; 140-200• Please use Oceana NOW A1S blueprints and follow the Oceana NOW user job aid to

ensure that all required product and APS codes are included• Available through T1 and T2 partners

Package content• Package A: starts with digital only (Web Chat, Email, SMS) contact channels,

without voice. Suitable for customers that have dedicated agents on these channels that do not also handle voice.

• Package B: adds Avaya Oceana voice. All Media license and AES are included. • Package C: adds Avaya Experience Portal, Call Back Assist and Dynamic Self

Service to extend call flow management capabilitiesAdditional Information• Full offer and discount details available in the Offer Definition located here

Offer Summary

Extended

https://sales.avaya.com/en/general/oceana-now


Workspaces for CC Elite NOW

• Have Avaya Aura CC Elite 7 or CC Elite 8 deployed• Want to enhance agent efficiency and lower costs• Need to improve revenue• Need to improve agent retention

Target Customer

• Offer a low risk and very attractively priced Workspaces package

• Focus on existing CC Elite customers looking to expand their agent user experience and protect customer base



• Global

Region / Area


Start / End dates

Requirements• Quotes must include 20-500 Workspaces agents and associated services to qualify• Optional APS included depending on partner experience• SFDC OTN is mandatory for all quotes• Please use Workspaces for CC Elite NOW A1S blueprints and follow the Workspaces

for CC Elite NOW user job aid to ensure that all required product codes are included


Offer Summary

Extended

https://sales.avaya.com/en/general/workspaces-for-cc-elite-now


Workspaces for AACC/ACCS NOW

• Moving to AACC/ACCS 7.1• Want to enhance agent efficiency and lower costs• Need to improve revenue• Need to improve agent retention

Target Customer

• Offer a low risk and very attractively priced Workspaces package

• Focus on existing AACC/ACCS customers looking to expand their agent user experience and protectcustomer base



• Global

Region / Area

• Start: 02 July 2019• End: 26 December 2020

Start / End dates

Requirements• Quotes must include Workspaces for AACC or ACCS 7.1 to qualify• Further discount offered on AACC R7 Enterprise Web Chat • SFDC OTN is mandatory all quotes


Offer Summary

Continues

https://sales.avaya.com/en/general/workspaces-for-aacc-accs


AI Matching (TSAPI Basic)

• Customers looking to integrate Afiniti’s Enterprise Behavioral Pairing and AI solution into the Avaya Aura 7 contact center solutions

Target Customer

• Predictable and quick pricing for new sales, reduced reliance on Special Bids

• The promotion is a conversations starter with your customers


• Global

Region / Area

• Start: 06 August 2018• End: 25 September 2020

Start / End dates

100% total discount on AES TSAPI Basic and associated SA/UA• Minimum release requirements:

– Avaya Aura 7.x– AES TSAPI Basic 7.x

• Besides the AES TSAPI Basic licenses, the following tracking codes need to be present on the quote:

– 384823 CM R7 ECD TRACKING, Qty = 1– 232301 CM PROPRIETARY FEATURES TRACKING, Qty = 1

• SA/UA attach is required• Avaya approval required – follow instructions in Offer Definition• Not combinable with Deal Registration or any other promotions• Initially available for TSAPI licenses for Aura 7.x. Support for Aura 6x and Aura 8

will be added at a later date• SFDC OTN is mandatory for all quotes


Offer Summary

Extended

https://sales.avaya.com/en/general/ai-matching


Devices


Experience Avaya – IX DevicesVolume Based + Trade Up

FY19 FY20

J SeriesB SeriesVantageCU 360

Headsets

New & Expansion

Deal Values Levels 1, 2

Trade Up

Deal Values Levels 1, 2

App Bundles

Phone NOW

New App Bundles

Trade Up

Bulk Order Cloud

Huddle NOW with AEMO

Huddle Kit with 3rd Party

Headset NOW

CU 360 NOw

Cloud Blitz Free 96x0

DaaS

DFPP

1

Get Together Opex Bundle

Huddle NOW with AEMO

32


Experience Avaya – IX Devices

• Any existing customer who requires additional Avaya endpoints and is placing a bulk order

Target Customer

• 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


• Global

Region / Area

• Start: 1 October 2019• End: 25 September 2020

Start / End dates

Requirements • New: Level 1 Volume Purchase

• Quote must have minimum list price of $5K APL to qualify, up to $20,000 APL.

• Open to authorized Avaya IP Office or Aura partners• Any combination of eligible devices can be on the quote to qualify

• New: Level 2 Volume Purchase• Quote must have minimum list price greater than $20K APL to

qualify, u• Open to authorized Avaya IP Office or Aura partners• Any combination of eligible devices can be on the quote to qualify

Additional Information• Excludes GSA/TAA material codes• Full details available in the Offer Definition located here

Offer Summary

NEW

https://sales.avaya.com/en/general/ea-ixdevices


Experience Avaya – IX DevicesCapex A La Carte


Theater Availability Varies

Experience Avaya – IX DevicesOpex A La Carte


Experience Avaya – IX Devices (Trade-Up)

• Any existing customer looking to replace their legacy Avaya and/or third party handsets wit the latest from Avaya

Target Customer

• Predictable and quick pricing for new sales, reduced reliance on Special Bids.

• The Trade-Up offer is a conversations starter with your customers.• The competitive positioning of Trade-Up allows you to play offense

with the new device portfolio.


• Global – some geographic restrictions apply

Region / Area

• Start: 1 October 2019 (replacement for Phone Trade-Up)• End: 25 September 2020

Start / End dates

Attractive discounts• Trade-up from all Avaya/Nortel Digital and IP devices, regardless of

sales or support status. Non-Avaya and 3rd party IP Desk Phone devices are included. Non-Avaya digital and analog devices are excluded. Phones must be currently deployed and in use at the end-customer

• Trade-up to J169, J179, Vantage K155, K165 and K175• 3 and 5 year DaaS also supported (US only)• The quantities of phones purchased with this promotion cannot exceed

the number of phones traded in• New products purchased under the promotion must be sold to the

customer who traded in the phones• Promotion discounts depend on the quantity of new phones purchased

and are not applicable to accessories• Receive a competitive discount on 1-99 units; receive an even better

discount on 100+ units• Proof and details of trade-up required via Addendum to be attached to

Approval request• SFDC OTN is mandatory for all quotes• Avaya has the right to contact the customer to retrieve the existing

phones for disposal and/or recycling


Offer Summary

NEW

https://sales.avaya.com/en/general/ea-ixdevices


Proof of Concept Trial PhaseSales / partner requests discount (up to 100%)

Up to 15 devices

Include business case of revenue impact (via template)

Requires separate SFDC Opportunity & Campaign Code for Trial & Revenue phases

Avaya Sales team reviews & approves

Automated approval routing

Revenue PhaseSales / partner requests discount

Success criteria reviewed

Separate SFDC Opportunity & Campaign Code

With trial success, Opportunity moves to Commit

Further details available from here

Experience Avaya –What’s New (Device Seeding)

Increase Sales Closure & New Device Adoption with

Deployment & Use Case Validation

NEW!

https://sales.avaya.com/en/general/ea-whatsnew


Huddle NOW

• Any MidMarket or Enterprise customer looking for an easy, simple and effective group meeting experience with Avaya Equinox Meetings Online Pro enhanced by the IX Collaboration Unit (CU360) and IX Conference Phone B109

Target Customer

• Provide a high quality and price competitive solution fully interoperable with Avaya Equinox®, Avaya Aura®, Avaya IP Office™ and Meetings Online solutions.

• Deliver functionality of larger room-based systems, at a fraction of the price and complexity.

• Quick and easy to implement and use and provides clearly superior quality compared with consumer-based offerings.


• Global (subject to Type Approval and availability of AEMO)

Region / Area

• Start: 22 April 2019• End: 25 September 2020

Start / End dates

Requirements • A minimum of 1x AEMO Pro/Preferred VMR (1 year annual pre-pay) +

1x CU360 + 1x CU360 SA + 1xB109 is required to qualify for the promotion

• Equal quantities of CU360 and B109 are required and these can be less (but not more) than the total quantity of VMRs once the minimum criteria is met (see point 1 above). The maximum number of VMRs supported by the promotion is 14. If additional units of one element are required outside of these parameters these should be quoted separately and will not be eligible for any promotion discount. Please see Appendix C for a list of all eligible material codes.

• AEMO Pro/Preferred, CU360 and B109 are quoted via A1S and must appear on the same quote so that the correct promotion code and discount can be applied

• Bundles cannot be broken up and individual elements sold separately • The promotion is not combinable with any other promotion or program

e.g. Deal Registration• CU360 also available via DaaS (us only)• Product availability is subject to local Type Approval


Offer Summary

Extended

https://sales.avaya.com/en/general/huddle-now


Experience Avaya – CU 360 + B109

• Any existing customer who requires a Basic Huddle Room

Target Customer

• Generate revenue from Huddle Rooms • Win with competitive pricing, make good margin, no need for

Special Bids• Retain existing customers and attract new customers• Simplified offer • MM attack with the local Avaya Territory team


• EMEA/APAC

Region / Area

• Start: 4 November 2019• End: 25 December 2019

Start / End dates

Requirements • Minimum of one bundle, no maximum• Each bundle consists of one CU360 and one B109 device i.e. the number

of each must match• All devices ordered through this package must be deployed with the

same end customer• Promotion discounts are not applicable to any other devices or

accessories including GSA/TAA except the non-encrypted version of the CU360 (P/N 700513893) which is available in certain countries only


Offer Summary

NEW

https://sales.avaya.com/en/general/ea-cu360-b109-bundle


Resources

Promotions Overview https://sales.avaya.com/en/general/promotions-summary-global

Enterprise Promotions https://sales.avaya.com/en/card-category/enterprise-promotions

Small and MidMarketBusiness Promotions

https://sales.avaya.com/en/card-category/small-and-midmarket-business-promotions-global

Endpoint, Collaboration and Video Promotions

https://sales.avaya.com/en/card-category/scopia-video-promotions

Questions? [email protected]

Resources

https://sales.avaya.com/en/general/promotions-summary-global

https://sales.avaya.com/en/card-category/enterprise-promotions

https://sales.avaya.com/en/card-category/small-and-midmarket-business-promotions-global

https://sales.avaya.com/en/card-category/scopia-video-promotions

mailto:[email protected]


Questions?


Appendix

Additional Information


Deal Registration

Instant discount at point of quote

Applied to Avaya Price List (APL)

Applied on all eligible products

Increased discount in 2019 for US & Canada when combined with eligible promotion

Discount

Theatre Discount stand alone

Discount when combined with

eligible promotion

US/Canada 10% 5%

LATAM 10% N/A

Europe (excl Germany) 5% 5%

Applies for new logos and new sites of existing logos

Registration through PRM Partner View Tool

Requires Preferred Partner Status

$10k APL minimum deal size

Eligibility Requirements

D

S

E

diamond

sapphire

emerald


Deal Registration Discount Combination Policy

Effective April 1 2016, a 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 several packages and promotions, subject to terms of the specific promotion

Combinable with a special bid, subject to terms of the special bid evaluation

ASIPP (Avaya Software Investment Protection Policy) licenses for Aura and IP Office, are not eligible for deal registration discount

Refer to Avaya Edge policy documents for full details regarding Deal Registration terms and conditions

Refer to promotion offer definitions for full scope details and for unique T&Cs

Promotion / Package Deal Reg Combinable?

Experience Avaya – UC Level 1 No

Experience Avaya - UC Levels 2-4 Yes

IP Office Expansions, SBC Bundles No

Experience Avaya – Get Together No

Cloud Blitz Plus (Flex-Up only) No

Loyalty2gether (excluding Cloud) Yes

Automate CC NOW, Oceana NOW No

Workspaces for CC Elite/ACCS/AACC NOW No

AI Matching, CMS True-Up No

Experience Avaya – IX Devices No

Huddle NOW No

Experience Avaya – Cu360+B109 Bundle No


Remember! Some Promotions require Approval• Please see the following chart for a list of all promotions requiring approval.

• Remember to read offer definition for approval requirements, correct process, and request promo approval (via the ‘Pending Actions’ tab) through A1S

– Approval or denial (with reason) should be returned within 48 hours in most cases


Promotions Requiring Approval

DEPLOYMENT OFFER APPLICABILITY

Cloud Cloud Blitz Plus (Flex-Up only) GlobalCloud Experience Avaya - Get Together GlobalCloud Huddle NOW (hybrid) EuropeCloud Cloud Super Bundle EMEA, APACCloud Loyalty2gether MidMarket Cloud GlobalPremise Phone NOW, Headsets NOW (incl. Volume Sales) ChinaPremise Experience Avaya - IX Devices Trade-Up Global (some Geo restrictions)Premise Experience Avaya - What's New GlobalPremise IP Office Expansions US, China, HK onlyPremise IP Office Expansions (6 week expansions) Germany onlyPremise IP Office Volume Sales MEATK, China, select partners onlyPremise Loyalty2gether MidMarket Premise GlobalPremise Experience Avaya - UC Level 1-3 China, Hong Kong & Macau onlyPremise Experience Avaya - UC Level 3 (H/W Stocking) India onlyPremise MidMarket Growth Program Germany onlyCloud Loyalty2gether Enterprise Cloud (Hardware) US, EU, JapanPremise AI Matching (TSAPI Basic) GlobalPremise Loyalty2gether Enterprise Breeze Starter Kit GlobalPremise Loyalty2gether Enterprise Premise (CM4 & earlier) Global (excluding US & Canada)Premise Loyalty2gether Enterprise Premise (CM5&6) MEATK/SAM onlyPremise Loyalty2gether Enterprise Premise (CS1K) MEATK/SAM onlyPremise Global Demo Purchase Program GlobalPremise Global Demo Purchase Program: Endpoint Starter Kit MEATK, EU, ANZ, China onlyPremise IPOSS Onsite Renewals US, Direct onlyPremise Video Conquest China


… and Some Promotions Require Mandatory OTN

• New for FY19, several Enterprise promotions require a valid SFDC Opportunity Number before they can be applied to a quote. Affected promotions are:

– Loyalty2gether Enterprise (including Cloud)

– Experience Avaya – UC Level 4

– xCaaS NOW

– Oceana NOW

– Automate CC NOW

– Workspaces for CC Elite NOW

– Workspaces for AACC/ACCS NOW

– AI Matching

– Experience Avaya – IX Devices Trade-Up

– Experience Avaya – What’s New

• Remember to read offer definition for mandatory OTN requirements and how to apply

them

• Link to Job Aid (Creating and Submitting a New Lead PRM Partner Communities – US, Canada, EU and LATAM only) Click Here

https://sales.avaya.com/en/general/avaya-edge-financial-benefits


Global Demo Purchase Program

• Channel partners that are looking to demonstrate key Avaya solutions to existing and new customers

Target Customer

• 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 A1S Automated Discounts to improve partner experience


• Global

Region / Area

• Start: 1 April 2016• End: Ongoing

Start / End dates

• Please contact your distributor for details

Discount Summary

New Automated Process for Enterprise, IPO and Video Labs/Demos.

From the Ready to Order Quote within Avaya One Source, click the new “Automated Approval Discount Request”

button

• 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

Terms & Conditions / Requirements

• Full offer and discount details available in the Policy Guide located here

Additional information

continues

https://sales.avaya.com/en/general/demo-purchase-program


ExperiencesThat Matter

Documents

Q1FY20 Offers and Promotions Summary 04Nov19 GLOBAL...• Increased partner cash flow as ramping of PoweredByIP Office sales begins Partner Value Proposition •Global Region / Area