kathleen ryan kathy innvar denise cappuccio natalie ...•marketing program news and marketing...
TRANSCRIPT
Kathleen Ryan
Kathy Innvar
Denise Cappuccio
Natalie Keightley
Neal Stanton and Paul Estes
#AvayaPowerHour
WELCOME!
Marketing Power Hour
February 6, 2014
Agenda
• Welcome - Kathleen Ryan
• Fill your funnels and win more business with new Cisco Compete Program & new Contact Center offer! – Kathy Innvar
• Fill your funnels and win more business with the Networking messaging and more! – Denise Cappuccio
• Grow with WFO – Natalie Keightley
• MarketLeaders Agency - Neil Stanton and Paul Estes, Seismic
• Guest Speaker, Jennifer Smith from Advantel
• Marketing Program News and Marketing Reminders – Kathleen Ryan
• Guest Speaker, Deb Stanback from Advent Communications
• Q&A
#AvayaPowerHour
Video
Kathy Innvar, Enterprise Marketing Manager
New Campaigns
Customer Experience Management (CC)
Unified Communications & Collaboration
UC&C
• Collaboration Solutions Trend Advisor (Eng/Spa/Port)
See how 5 organizations are using UC to work smarter
• Tolly Report Shows Scopia Video is Faster (Eng)
• Employee Engagement Trend Advisor:
Solving the Employee Engagement Challenge (Eng)
Compete CC Campaigns Q2
• Cisco Compete Campaign US Only Feb.
Focus on CC installed base 3 yrs+
1. Sales Toolkit including:
2. WAR ROOM
3. Objection handling
4. Agenda Setting: Customer scripted deck
5. Recorded Training
6. Marketing toolkit
Customer Experience for Midsize Business
• Avaya Contact Center Select Announced
1/28/14
– Enterprise-class multichannel capabilities
– 30-250 agents
– Dramatically simplified, optimized for use with IP Office software
– Avail. Mid-year 2014 globally
• Campaign Assets avail. April
• Avaya IP Office Contact Center Announced 1/28/14
– Supports 5-100 agents
– Affordable, easy to deploy, mutli-channel capabilities: voice, email, and web chat
– Avail. 2/28 in English in the US, Canada, (Add’l countries/language later this year)
• Press Release
• Additional Resources
Vertical Campaign
• Hospitality Coming soon
Did you know that Avaya serves: • 70% of large hotels on the
Vegas strip
• 6 of the worlds top 10 hotel groups
• More than 2,500 hotels WW
• 8 of the worlds 10 luxury hotel groups
Next-Gen Solutions for Hospitality Challenges Trend Advisor
Customizable:
• Email Templates
• Scripted Customer Presentation
• Seminar invites, thank you’s
Customer Experience
• Get Smart at the Avaya Contact Center Learning Series (Eng: since 2008)
• Customers, prospects, partners, Avaya Sales
• Contact Center & Customer Experience Suite of Solutions
Sessions:
•February 11 – Crafting the Customer Experience
•March 11 - Customer Lifetime Value
•April 8 - Enabling Multichannel from 4 to 400 agents
MultiChannel Contact Center Infographic
and White Paper (Spa/Port mid Feb.)
Your Action!
Next Steps:
1. Visit PMC regularly for new campaigns
2. Review the campaign overviews for alignment with your objectives
3. Co-brand the assets and start generating leads!
4. Questions? 1. Contact your Channel Marketing Manager
2. Contact your Channel Account Manager
3. Contact Kathy Innvar at [email protected]
Denise Cappuccio
Americas Marketing Manager
Fill your funnels and win more
business with Networking!
Networking
Campaigns
• Sochi Multi-touch email campaign:
Case study + IDC Jan 22 Webinar (US/Canada)
IDC webinar on-demand + 3min Sochi VP technology interview Video
Video II, IDC whitepaper, infographic Post Sochi wrap-up: Case Study, Whitepaper, Video III
• Sochi Partner Toolkit promoted:
– Partner newsletter
– Power Hour
– CAM calls
Networking
on PMC
• Sochi Partner Toolkit v3 Avaya: Official Supplier of Network Equipment to the Sochi
2014 Olympic Winter Games
Avaya is keeping Sochi 2014 connected:
• Distributing over 35 HD IPTV Channels
• Supporting 120,000 Mobile Devices
• Building the largest guest network in the world
Delivering the most connected Olympic Winter Games for:
• 5,500 Olympic Athletes
• 14,000 Media
• 25,000 Volunteers
IMPORTANT: The status and rights of the Official Supplier (Avaya Inc.) to use the Sochi
2014 Olympic Winter Olympic Games logo are non-transferable. Co-branding of any of the
material in this toolkit is not permissible and using the Sochi logo including email
signature is not permitted.
Networking
Webinar
• Tech Field Day February 20th, 4:00 pm – 6:00 pm PT / 7:00 pm – 9:00 pm ET
Interactive Roundtable Discussion with Technology Experts
• Special 2 hour event streamed live unedited via the Internet from Santa Clara’s EBC
• An opportunity to pitch our technology to an influential community who will write about us in blogs, articles and podcasts
Topics: Avaya Fabric Connect, how Avaya supports a scalable, efficient and
resilient network for video surveillance, how Avaya facilitates a company's
ability to meet PCI DSS compliance for secure credit card transactions, how Avaya Fabric Connect and OpenStack orchestration offer a compelling
solution for the Software Defined Data Center.
• Register and invite customers and prospect:
• Tech Field Day Webinar_Feb-20 OFT Email
Networking
Webinar
• IP Video Surveillance “HOW WE DID IT” March 6th, 1:00 pm – 2:00 pm ET
Learn from the experts:
• Darren Giacomini, Director Network Architecture, Avaya +
• Leaders from Government, Gaming & Transportation
- Focus: Organizations ARE successfully deploying simple, scalable and secure IP Video Surveillance to:
- deliver scalable and reliable multicast without PIM
- support tens of thousands of video streams concurrently
- deliver sub-second recovery with no video loss
- turn up & move cameras in minutes w/out touching the core
- improve network performance and troubleshooting
• IP Video Surveillance March 6 Webinar oft Email - Partner Version
Networking
Campaigns
• What’s next – Q3
• Video Surveillance Trend Advisor, Infographic - Growing Security Concerns and New Technologies: THE TIPPING POINT OF SURVEILLANCE
- The One Question You Should Ask This Year: IS MY IP NETWORK READY?
• Virtualization Trend Advisor, Infographic
- Virtualization: The 5 Trends That Can Extend Its Value - The Rise of Real-Time Applications - Network Virtualization - Virtual Desktop Infrastrucure (VDI) - Fully Integrated Virtualized Solutions - Software Automation and Orchestration
• More campaigns / assets coming for you to leverage
PMC Campaign Assets: • Partner branded emails • Banners • Personalized email blasts • Registration page to capture
leads • Reporting
Networking
Events
Avaya Technology Forum (ATF) March 25 – 27 >> Renaissance Orlando at Sea World
• An opportunity for customers and partners to learn more about Avaya Networking technology and hear from some of the brightest technical minds in the industry.
- ATF OFT Invitation - English
- Next email “REASONS TO ATTEND”
sent to customers and partners
• For all up-to-date information and
collateral, including the in-language
OFT invitations and the Email
signatures, visit: Avaya Technology Forum - Sales Portal Page
Small Midmarket Business
Resources
Looking for updated Small Midmarket Business resources in one place?
Check them out at the: SMB Americas Campaigns Portal Page
• Small Midmarket Solutions Selling Guide
• What You Need To Know About:
- Small Midmarket Business
- Scopia Video Collaboration
- Mobile Collaboration
Next Steps
• Visit PMC regularly for new campaigns
• Review the campaign overviews for alignment with your direction
• Co-brand the assets and start generating leads!
• Contact us for help:
- your Channel Marketing Manager
- your Channel Account Manager
- or me, at [email protected]
Thank you! Denise Cappuccio
© 2013 Avaya Inc. All rights reserved. 19 © 2012 Avaya Inc. All rights reserved.
Avaya Aura® Workforce Optimization Grow with WFO
Natalie Keightley February 2014
© 2013 Avaya Inc. All rights reserved. 20 20
Grow with WFO Objectives
Enable Sales,
Presales & Partners
• Deliver role appropriate training – Sales, Presales & Services
• Clarify expectations of roles
Improve Sales
Engagement
• Clarify who to contact based on role and need
• Clarify roles and responsibilities
Empower Sales &
Partners
• Put AAWFO on growth trajectory, beyond just ACR & QM
• Position AAWFO in every opportunity by every AM & CAM
Clarify and Simplify
Messaging
• Create clear and simple materials, per customer audiences
• Enable sales to understand what to sell and when
© 2013 Avaya Inc. All rights reserved. 21
Grow with WFO
WFO is growing – worth circa $1.5bn in 20171
WFO can triple the value of your sale
Many Avaya Customer Experience Management customers DO NOT have Avaya Aura WFO
– If they do, it’s Contact Recording and Quality Monitoring
Opportunity with cross-sell / up-sell value-add applications and service
The customer business case is proven
Why Should You Care?
1. Global market data for WFO from Avaya’s Market Demand Analysis, 2013
Model • 500 seat Contact Center • CC includes Elite, CMS, AES, EMC • WFO components are Advanced licenses • Pricing at US$ NLP
© 2013 Avaya Inc. All rights reserved. 22 22
PLACE HOLDER FOR WFO VIDEO
© 2013 Avaya Inc. All rights reserved. 23
Call Plan Template & Conversation Guide
Grow with WFO WFO Collateral and Demo Kit
Platform Decision Tree
ROI Tools and Demo Support
How to Sell Training
Solution and Endorsement Videos
Sales Solution Training
© 2013 Avaya Inc. All rights reserved. 24 24
1 Person per training course Mix of Virtual Campus (KCA) and Virtual Classroom
WFO Sales / Pre-
sales Package
WFO Delivery
Package
Sales Training: • Avaya Learning APSS (if not taken before)
• Sales Connect Training (virtual session)
• 0.5 day workshop (face to face) for sales
• Avaya Learning Product uConnects (on-demand training)
Presales Training • Avaya Learning APDS (if not taken before)
• Tech Connect Training (virtual session)
• Avaya Learning Product uConnects (on-demand training)
• 1.5 day workshop (face to face) with 0.5 for sales
Technical Training • Avaya Workforce Optimization and Quality Monitoring
Bootcamp – 10 Days
Or
• 4 Avaya AAWFO classes (usually 14 days) which includes
5C00640I, 5C00641I, 5C00642I, 5C00637I.
Grow with WFO WFO Training Packages
© 2013 Avaya Inc. All rights reserved. 25
Grow with WFO
Review the latest WFO assets
– https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?c=a3d30000000L1nZAAS&Id=a3j30000000L2WiAAK
Attend local WFO sales and presales workshop – look out for invitations
Identify WFO opportunities
Engage local CEM specialists for support in higher value application opportunities
Contact Natalie Keightley [email protected] for more information
What We Need From You?
© 2011 Avaya Inc. All rights reserved. proprietary + confidential 26
Social Media Analysis
– Understand how your current efforts stack up to industry best practices.
– Get a Social Media Analysis Report with a social media effectiveness score and tactical advice.
Social Media Marketing
– Account setup, optimization, and branding
– Blog development and optimization
– Content research, creation, and distribution
– Social media dashboard setup
– Customer reporting
– Targeted promotions, contests, and polls
Social Media Insights and Analysis
– Detailed client discovery call
– Research insights refinement call
– Custom social media insights and analysis document
– Content plan with ongoing coaching and refinement
Social Media Packages
Avaya Partner Price: $859 to $2,745
Neal Stanton, Chief Sales Officer
Paul Estes, Director of Social Media Services
Seismic LLC
February 6, 2014
We begin by reviewing your company’s social media presence which includes Twitter, Facebook and other relevant sites. This includes an assessment of the business message, promotional offerings and overall social media strategy. We will design a custom social media program on which the company should have a social presence. Through these channels, we will proactively deliver your marketing message and post pre-determined responses to your followers. We will assign a Social Media Account Manager who will meet with you periodically to design, implement and review the results of your custom social media program. We will increase social media followers to expand your marketing reach with the ultimate goal of increasing sales for your business.
Our team will update your social pages to ensure a professional-looking presence and then create unique content targeted at prospects & customers in order to trigger social followings to increase your marketing reach. This content will be designed to educate and inform social media followers, and will be created in the following schedule: Program Inclusions: Pricing Options:
Twitter 5 posts weekly 6 Months: $7,400.00 Facebook 5 posts weekly LinkedIn 5 posts weekly 12 Months: $14,000.00 Google+ 5 posts weekly SlideShare Up to 4 uploads monthly Micro Blogs 1 monthly Engagement with followers Included Facebook Visibility Program Included Twitter Multiplier Program Included
Your Business
We help you convert your company’s email list to Twitter and Facebook accounts to allow for targeted social advertising campaigns.
We work with you to develop social campaigns by promoting special offers & contests to increase followers and get online reviews.
We design and implement a custom program that geo-targets potential prospects for your business and invite them to become followers of your social pages. We then invite the Twitter followers to become Facebook fans to provide a greater marketing reach as well as an opportunity for engagement.
Our team will monitor customer comments about your products and services on your accounts and alert you to any negative posts as well as provide recommendations on addressing those situations. On a monthly basis you will receive a progress report that details growth and effectiveness of your social media strategy, as well as provide insights and recommendations for continued growth.
Jennifer Smith
Advent
#AvayaPowerHour
Special Guest Speaker
Kathleen Ryan
Marketing Programs
#AvayaPowerHour
Marketing Program News and Reminders
US 2014 Tour
New York, NY:1/16
St. Paul, MN: 4/9 Irvine, CA: 4/24
Atlanta, GA:1/28 Seattle, WA:2/19
Foxborough,MA:2/25 Allen, TX: 3/5
Cincinnati, OH:2/13
Marketing Reminders
Register for the next Getting Started with Avaya Marketing
Webinar to learn all about our Marketing Programs –
TOMORROW, Feb. 7, 1:00 – 2:00 est to learn about…
Partner Marketing Central – Free, ready to use, customizable
marketing collateral and helpful resources designed to help
you
drive leads.
MarketLeaders – Affordable turnkey marketing programs
to fill your pipeline.
Content Syndication - Free real time Avaya product information directly to your web site
Links for registrations to come in follow-up email.
Foundation Suite
Basic
Mobility Suite
Unified Call
Basic
Collaboration Suite
Basic
Unified Call
Office Centric
Foundation
Mobility
Mobile and Virtual Worker Power Collaborator
Collaboration
Aura Suite Licensing
Highly Available
Survivable
Enterprise Communications
Messaging
Instant Messaging
Presence
Video-enabled
Windows Desktop
Mac
Lync Desktop Integration
Secure Mobile Access
Mobile Device Clients
Call Twinning/Forking
Audio/Web Conferencing
Video Collaboration
Promo Extended to
Sept. 2014!
© 2012 Avaya Inc. All rights reserved. 38 38
New Avaya Connect Logos
Why should you register for Content Syndication NOW?
•Will take you 10 minutes or less to set up.
• All content resides on your web site.
•Enhance your site with very rich content for your
customers to see including an extensive
collections of videos, whitepapers and
brochures.
•Capture leads within the syndicated
experience and send them directly to you.
•Keep your Avaya product information accurate
and current 100% of
the time.
What is PMC? A FREE self-service website to help Avaya channel partners create and execute marketing
campaign materials to support lead generation activities, increase sales funnels, and drive greater revenue!
PLAN-EXPLORE-EXECUTE •Marketing Planning guides and templates
•Ready made multi touch campaigns
•Sales OFT files
•Telemarketing scripts
•Posters, print ads and online banners
•Enewsletter emails and downloadable articles
•Event and Seminar in a Box
•Lead notification and reporting
•Enhanced customization
•Co-branded banners and landing pages
•Enhanced reporting and analytics
•CRM Integration
•Social Media integration
•Library search function
•Site map
PMC User Experience in 7 languages and all
materials in English, Spanish and Portuguese
and some in French, Dutch, Italian, German and
Russian
© 2012 Avaya Inc. All rights reserved. 43
Deb Stanback
Advent Communications
#AvayaPowerHour
Special Guest Speaker
© 2011 Avaya Inc. All rights reserved. proprietary + confidential
Lead Generation Programs, Marketing Solutions, and Sales Training
© 2012 Avaya Inc. All rights reserved. 45 45 45
Telemarketing for Lead Generation
Put telemarketing to work to generate qualified leads for your sales team! Experts in telemarketing will identify prospects who are ready to take their sales discussions to the next level with you.
Program details:
– Calling on your behalf to a contact list that is pulled based on your specifications
– Delivers 4 BANT-qualified leads and 2 high quality leads
– Leads generated are delivered to your customized campaign page on the Avaya MarketLeaders Portal and also loaded into your PRM account on Salesforce.com
Avaya Partner Price: $2,150
© 2012 Avaya Inc. All rights reserved. 46 46 46
Virtual Blitz Day
Energize your team and fill your pipeline with a Blitz event conducted from the convenience of your office, with virtual support from industry experts in lead generation.
Program details:
– Virtual format allows your team to participate in the Blitz from wherever they are
– Use your own prospect records or opt to include Accu-strike data at an additional cost
– Easily track prospect records and leads generated via Sales Blitz Portal
– Leads generated are delivered to your customized campaign page on the Avaya MarketLeaders Portal and also loaded into your PRM account on Salesforce.com
Avaya Partner Price: Starts at $2,100 for
5 participants
47
Stay informed about events, news and program updates.
• “Like” the Avaya MarketLeaders Facebook page.
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