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Connect PlaybookEverything you need to know about the Connect Partner Programme

“Everything is right at your fingertips, from marketing products to promotions and training”– Connect Partner

Welcome

The opportunity

How to sell

What to sell

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Growth through partnershipWelcome to the Plantronics Connect Partner Programme. There’s never been a better time to be in the audio communications industry.

Customers say the quality and breadth of our products and technology are outstanding—and partners feel the same way about the support we offer. We are committed to helping you maximise your resources, drive greater customer satisfaction and sustain your business’ growth and profitability. Our support ranges from sales and marketing support to training, incentives, and deal protection.

Welcome Growth through partnership

About Plantronics

The company we keep

Collaborating for success

The opportunity

How to sell

What to sell

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About PlantronicsPlantronics is a global leader in audio communications for businesses and consumers. We have pioneered new trends in audio technology for more than 50 years, creating innovative products that allow people to simply communicate.

From Unified Communication solutions to Bluetooth® headsets, we deliver uncompromising quality, an ideal experience, and extraordinary service. Plantronics is used by every company in the Fortune 100™, as well as emergency services, air traffic control and the New York Stock Exchange.

Plantronics has a major advantage when it comes to designing communication headsets.

In addition to having more than 50 years experience in audio innovation, our engineering lab includes a unique library of ear castings to ensure fit across variations in ear shape and an anechoic chamber for acoustic testing.


About Plantronics

The company we keep


The opportunity

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What to sell

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Working in partnershipOur devices work hand-in-hand with leading UC platforms for integrated deployments that are seamless and simple.

Powerful partnerships:

Events

• Microsoft Future Decoded

• UC Expo

• Cisco Live

• Microsoft World Partner Conference

• Avaya Technical Forum

Approved partners


About Plantronics

The company we keep


The opportunity

How to sell

What to sell

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Partner

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http://www.plantronics.com/uk/partners/strategic-alliance/

Collaborating for successConnect is an industry-leading channel programme designed to support your partnership with Plantronics. We are committed to our partners’ success by collaborating to maximise resources, drive customer satisfaction and sustain business growth and profitability. Here are the benefits you get:

Log into the Connect Partner Portal – visit: plantro.net

Connect Deal Registration*

• Receive upfront rebates on new sales opportunities for Plantronics

• Get deal protection for six months

Connect Rewards*

• Earn points for sales and engagement activities

• Redeem points for gifts and gadgets from an extensive catalogue

Connect University

• Learn how to position Plantronics products, overcome objections, and win more deals

• Earn specialisation certification to differentiate yourself from the competition

Technical and pre-sales support

• Receive communication about new products, business opportunities and more

• Stay informed with our monthly Connect newsletter and other newsflashes

Marketing resources

• Marketing development funds*

• Demand generation campaigns

• Online collateral library

Business development and sales support

• Participate in Plantronics promotions and incentives

• Get access to samples, trial programmes, and extra discounts

• Sales enablement tools

*Benefits based on regional programmes and Connect status level.


About Plantronics

The company we keep


The opportunity

How to sell

What to sell

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https://www.plantro.net/

Bringing business togetherPeople can work just about anywhere and this new modern workplace introduces convenience—but also new challenges.

Offices are not always quiet. BYOD is becoming more prevalent, but also more difficult to support. Technology like Unified Communications (UC) is designed to help but can often introduce additional obstacles.

The one common denominator is the need to connect and keep conversations going regardless of work style, technology or location. That’s where incorporating a quality audio solution comes into play.

This is great news for you as a Plantronics partner because it opens up a tremendous opportunity for selling audio devices as part of a complete solution. We offer industry wide compatible and innovative products that help you meet your customer’s business needs today and in the future. WHY HEADSETS?

The headset is the one universal enabler of clear, continuous conversation on your PC, landline or smartphone.

Welcome

The opportunity Bringing business together

New opportunities in an evolving enterprise

What’s driving sales growth?

Identifying sales opportunities

How to sell

What to sell

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New opportunities in an evolving enterpriseThe demand for greater efficiency and productivity, along with technological advances in applications and devices, has precipitated a rapid and global change in how work is done. All of which opens up a significant new market opportunity for the sales growth of audio devices.

Plantronics studies show that adding a

headset to each system sale can boost your profits by

20%1

1Source: Frost & Sullivan 2014

Forecasted total increase in revenue

$2.45Annual revenue growth 2013 > 2020

Annually

14%Billion

Office and contact centre headset market revenue is expected to see substantial growth1

CONSIDER THE DATA:

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What’s driving sales growth?• Desktop communications: The sustained growth of advanced desktop

communications software boosts PC and UC enabled headset sales

• Increased productivity: The need for multitasking and the productivity benefits of handsfree communication for office and contact centre workers

• Integrate applications: The appeal of multi-use headsets that integrate various applications and endpoints

• A shift in perception: From headsets as a mere accessory to headsets as intelligent endpoints with sophisticated functionality

2013 $0.62 billion

2013 $0.44 billion

$1.64 billion 2020

$0.82 billion 2020

67%of headsets shipped in 2020 are expected to

be UC enabled1

CONSIDER THE DATA:

Corded vs non-corded

Cordless headsets are expected to see greater growth than corded headsets


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Identifying sales opportunitiesHeadset sales opportunities exist in almost any office environment because headsets boost productivity. We have identified some key areas for headset sales along with questions to quickly help you assess whether your prospect will convert into a sale.

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How to sell

What to sell

Connect programmes

Sales resources You can now offer your customers free trials of Plantronics products. Just click here for details.

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http://www.plantronics.com/uk/conference-calling/free-trial-form.jsp

Office or enterprise opportunitiesEven the most traditional offices can benefit from adopting new technologies. The changing workplace represents new opportunities for you to show your customers how they can collaborate more effectively, increase productivity and employee satisfaction.

Market growth comes from increased worker multi-tasking, mobility, efficiency and the demand for high-quality PC headsets1

Forecasted total increase in revenue

$1.32Annual revenue growth 2013 > 2020

Annually

16.6%Billion

CONSIDER THE DATA:

Unlock the opportunities


Welcome

The opportunity

How to sell Office or enterprise opportunities

Contact centre opportunities

Unified Communicationsopportunities

What to sell

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Contact centre opportunitiesThe most advanced sound technology combined with all-day comfort means you can offer your customers a proven solution for every contact centre worker’s need and preference. Here’s how to match the right prospect with the right solution:

Identify the decision makers

There may be a variety of stakeholders involved in the purchase decision at a contact centre: Representatives from Operations, IT and Purchasing are typically involved. It is also important to ensure the needs of both agents and supervisors are met. Agents are concerned with sound quality and comfort, while supervisors are also focused on reliability.


65%of those currently using a desktop-phone headset

will switch to PC USB within the next

two years1

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What to sell

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Unified Communications opportunitiesToday’s workforce needs technology to adapt to them, not the other way around. Businesses need to keep this in mind when deploying UC, and they should view employees as the first element of the IT network, not the last. It’s time for IT to move from a company-centric perspective to a user-centric one, and those users have high expectations for their devices. Customers need a hassle-free deployment and headsets that simplify communication.

Identify the decision makers

There are various influencers and decision makers involved in the UC headset purchase: Senior Management, IT, Operational Team Leaders, Human Resources, Purchasing/Procurement and/or Facilities.

Forecasted total increase in revenue1

$750Annual revenue growth 2013 > 2020

Annually

20.4%Million

CONSIDER THE DATA:


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Unified Communications portfolio

Unified Communications and collaboration enables one-touch connectivity. This makes voice and video communications easy so you can worry about what you say, not what device you’re using to say it. Seamless integration with Plantronics UC solutions powers clear voices, noise-free conversations, and connection to every device.

Enterprise portfolio

At Plantronics, we recognise that the landscape of enterprise communications is changing and we are committed to delivering innovative products with unsurpassed audio quality, functionality and comfort allowing you to communicate simply and clearly regardless of your work style.

Contact centre portfolio

At Plantronics we understand that your main concern is delivering a premier customer experience, and with our communications solutions we can help turn your contact centre representatives into customer experience superheroes.

Plantronics portfolios

Welcome

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What to sell Plantronics portfolios




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Savi 700 SeriesOffice workers with mixed desk phone, mobile and PC communication

Savi 400 SeriesUsers with PC communication in office or on-the-go

Voyager Legend UC/ Voyager Edge UCMobile professionals who use PC audio, mobile phone, or tablet communications

Voyager Focus UCUsers enjoy immersive stereo and active noise canceling on PC and mobile phone

Calisto 600 SeriesUsers on-the-go transform any workspace into a conference room

Connects to

Connects toConnects to

Connects to

Connects toConnects to

Connects to Connects to Connects to

Blackwire 435Users requiring a portable headset for PC/Mac telephony

Blackwire 300 SeriesUsers transitioning to PC/Mac telephony

Blackwire 500 SeriesUsers with extensive PC communication and multimedia; featuring smart sensor technology

Blackwire 700 SeriesUsers with extensive PC/Mac audio and some mobile phone communications

Connects to

Calisto 240PC/Mac telephony users in the office or on-the-road

Voyager Legend CSProfessionals who use desk phone audio and mobile phone or tablet communications

Connects to

Voyager 5200 UCMobile professionals who use PC audio, mobile phone, or tablet communications in noisy environments

Connects to

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Savi 700 SeriesOffice workers with mixed desk phone, mobile and PC communication

Savi 400 SeriesUsers with PC communication in office or on-the-go

CS500 SeriesOffice workers using traditional desk phone, but needing handsfree wireless mobility

Voyager Legend CSProfessionals who use desk phone audio and mobile phone or tablet communications

Voyager Legend UC/ Voyager Edge UCMobile professionals who use PC audio, mobile phone, or tablet communications

Calisto 600 SeriesUsers on-the-go transform any workspace into a conference room

Connects to Connects to Connects to Connects to Connects to

Connects to


Voyager 5200 UCMobile professionals who use PC audio, mobile phone, or tablet communications in noisy environments

Connects to

Voyager Focus UCUsers enjoy immersive stereo and active noise canceling on PC and mobile phone

Connects to Connects toConnects to Connects to

Blackwire 300 SeriesUsers transitioning to PC/Mac telephony

Blackwire 500 SeriesUsers with extensive PC communication and multimedia; featuring smart sensor technology

Blackwire 700 SeriesUsers with extensive PC/Mac audio and some mobile phone communications

Connects to

EncorePro 500/700 SeriesCall intensive users requiring all-day comfort, first-class audio and reliability

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Savi 700 SeriesUsers with mixed desk phone, mobile and PC communication

EncorePro 530Call intensive users requiring a lightweight over-the-ear option for all day comfort.

CS500 SeriesUsers with traditional desk phone, but needing hands-free wireless mobility

EncorePro 540Enabling call intensive users to choose their own wearing style from a single product

EncorePro 510/520Call intensive users requiring all-day comfort, first-class audio and reliability

EncorePro 710/720Call intensive users requiring ultimate comfort audio quality and style

Connects toConnects toConnects to

Connects toConnects toConnects to


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Whether you want to understand a market segment or learn how to add value by selling Plantronics, we’ve got the course for you. And you’ll have the opportunity to differentiate yourself as a Plantronics Unified Communications (UC) or Contact Centre Specialist. This will help your company become a Plantronics UC or Contact Centre certified account.

The Connect Deal Registration Programme provides Connect partners with protected deal margin enhancements for the registration of your new sales opportunities with Plantronics.

With Deal Registration you will enjoy increased sales collaboration, greater profitability and 6 month deal protection .

The Connect Rewards Programme rewards you for a number of different sales activities and engagements with Plantronics—big or small, there is a win for everyone! The programme will reward partner sales reps for selling Plantronics products.

Connect Programmes introduction

Learn more

Learn more

Learn more

Welcome

The opportunity

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What to sell

Connect programmes Introductions

Connect University

Connect Rewards

Connect Deal Registration

Sales resources

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https://www.plantro.net



Learn more

WHAT’S IN IT FOR YOU

• Tips on how to close a deal and handle objections

• Contribution to your company’s overall certification

• Ability to share your achievements on LinkedIn

• Elite specialist status

WHAT’S IN IT FOR YOUR COMPANY?*

• Company certificate of achievement

• Certification badge for company marketing

• Competitive sales advantage

• Advertisement of UC and CC certified partners

92%of surveyed respondents who completed training

indicated that it improved their ability to sell

effectively.1

Welcome

The opportunity

How to sell

What to sell


Connect University

Connect Rewards


Sales resources

1Source: Frost & Sullivan 2014*Benefits based on regional programmes and Connect status level.

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BENEFITS AT A GLANCE*

The Connect Rewards Programme is designed for you to:

• Be rewarded for your sales of specific Plantronics products on promotion

• Choose prizes from thousands of branded goods including electronics, and the latest luxury branded goods.

Learn more

Welcome

The opportunity

How to sell

What to sell


Connect University

Connect Rewards


Sales resources


The programme will reward channel partner sales representatives for selling Plantronics products, but in addition you can earn reward points for a variety of engagement activities such as training attendance.

WHO’S ELIGIBLE?

All Connect partner sales representatives are eligible provided their sales are to end-user customers and the partner company allows participation in online rewards programmes.

HOW IT WORKS

Find out online which Plantronics products are rewardable. Submit your sales claim online for Plantronics to approve, check your points balance and redeem your points online.

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BENEFITS AT A GLANCE*

The Connect Deal Registration Programme is designed to provide:

• Profitability—Plantronics provides you with higher margins for new deals that qualify

• Confidence—Plantronics will protect your hard work in seeking out new business

• Collaboration—Plantronics commits to giving you increased sales support to win that deal


Enjoy increased collaboration, greater profitability and deal protection with Deal Registration (including deals across all Plantronics products).

HOW DO I REGISTER MY DEAL?

Submit your deal details using the online regsitration system on plantro.net and you will be notified by email once your team has processed your applcation.

HOW IT WORKS

If you have a B2B opportunity that is new to Plantronics, you are eligible to register your deal for approval today. Simply register your new opportunities in the Connect Partner Portal and if you meet the qualifying criteria and close the deal, you can receive additional discount off your distributor price upfront (discount is on top on any special pricing).

Welcome

The opportunity

How to sell

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Connect University

Connect Rewards


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http://www.plantro.net

Get AheadGet complimentary products for your customers. Get expert advice. Get more for your money.

Incorporating audio devices into a UC deployment isn’t easy because one size doesn’t fit all.

The Plantronics Get Ahead Programme provides your customers with a no-risk opportunity to find the best solutions for their team, on us.

Customers can choose up to five complimentary products to try in their own UC environment. When they’re ready to buy, we’ll add 10 extra products when they order 100 of our offered solutions. And we’ll even throw in an extra product for each 10 additional products they buy.

Learn more

Welcome

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Connect programmes

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Get Engaged

Additional Connect Programmesand marketing support

Sales support

Customer support

Useful links

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http://www.plantronics.com/uk/ahead/

Get EngagedEmpower your staff with products that will help ensure the best possible customer experience.

The Plantronics Get Engaged Programme gives you a no-risk opportunity to find the right audio devices for your team, on us. Your customers can choose up to five complimentary audio devices to evaluate in their own contact centre environment. And when they select the products that are right for their people, the deal gets even better–order 100 of the offered audio devices and Plantronics will add in 10 more. For each 10 additional that your customers purchase, they will receive one more.

Participation in the Get Engaged Programme is limited to companies who plan to deploy 100 or more audio devices.* With audio devices for every work style, and quality that meets the rigorous standards of 100% of the Fortune 100, Plantronics can help ensure a successful deployment with both users and your CFO.

Learn more

Welcome

The opportunity

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What to sell

Connect programmes


Get Engaged


Sales support

Customer support

Useful links

*requires audio processor

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http://www.plantronics.com/us/getengaged/

Customer trials Free product samples for customer opportunities. Contact your account manager for more details. New opportunities If you need support on an opportunity we are happy to help. Just contact your Plantronics account manager or our Channel Team on 01793 842387 Product launch and sales readiness As a Connect partner, your company will benefit from: pre-launch announcements; advanced training; new product launch samples or display kits* Pricing support If you have more than 250 units, we will let you know if there’s any existing price support. We contact the corporate or strategic account manager who will manage and confirm if we can give support and agree an SLA. Contact our Bids and Programme Team on 01793 842387

*Benefits vary based on the Connect Partner level, status and country. Samples are limited and not intended for every product launch.

Protecting your efforts If you’re a premium or certified partner and have identified a net new opportunity on more than 250 units, we can give you:• Up to an additional 10% discount from your

Authorised Plantronics Distributor• Increased sales support• Exclusive deal protection for up to 6 months

(further extensions available)Register your deal on Plantro.net Express pricing If you’re opportunity involves 10 or more cordless headsets, 25 or more corded – and you want to offer a great deal, we will: • Give you extra discounts on deals of 10 or more

cordless headsets, 25 or more corded• Provide hands on expertise and product

samples for customer trials• Reward your hard work in seeking out new

business and give you more sales supportCall the Plantronics Channels Team on 01793 842387 or email our Bids & Programme Team [email protected]

Welcome

The opportunity

How to sell

What to sell

Connect programmes


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Sales support

Customer support

Useful links

How we help you close the dealNext Previous

http://www.Plantronics.com/customer-trial

http://www.Plantronics.com/boothloaner

http://www.Plantronics.com/customer-trial

mailto:BidsPrograms-UKI%40plantronics.com?subject=

www.plantro.net

Welcome

The opportunity

How to sell

What to sell

Connect programmes


Get Engaged


Sales support

Customer support

Useful links

IDENTIFY YOUR CUSTOMER’S NEEDS AND MEET REQUIREMENTS

You need to know the ins and outs of their set-up and what they want to deploy. This includes the number of people it’s for, and what sort of working styles they have.

OFFER AN IDEAL SOLUTION AND CLOSE THE DEAL

Now you know everything about your customer’s business, needs and working environment, you can make them an offer they can’t refuse.

How we can help:

• Inspecting and auditing your customer’s site: we can see exactly what they have, where they have it, and who’ll be using it.

• Identifying the different types of working styles, and how we can make communications easier for them.

• Ensuring your customers get the most from each investment, by matching the right device to the right work style. A range of headset profiles are available to help your customer choose.

How we can help:

• Using our Get Ahead Programme for UC opportunities, your customer can choose up to five complimentary products to try in their own office.

• Adding extra value by giving your customers extra headsets when they order 100 or more. This is step two in the Get Ahead Programme.

• Supporting you to close deals through hosting or attending joint meetings, providing headsets, and looking into pricing deals.

Planning and deployment supportMake your customers communications investment a good one.

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Welcome

The opportunity

How to sell

What to sell

Connect programmes


Get Engaged


Sales support

Customer support

Useful links

SUPPORT WITH PERFECT POST-SALES CARE

The key to returning customers? Knowing that once the deal’s done, they aren’t forgotten about. Offering genuine and helpful post-sales care will keep them coming back.

How we can help:

• Giving your customers training on new products

• Conducting regular reviews to see how your customer’s workforce is getting on, in case they need more training or new products

• Providing your customers with next-day replacement services, a solid warranty and complete support

How we support you post-sale

SERVICE AND WARRANTIES

Plantronics provides a comprehensive warranty on all of our products. This warranty coverage is enhanced with the replacement product being sent as soon as a claim is made–meaning the replacement is with your customer on the next business day in the majority of cases. plantronics.com/warranty

Plantronics provides the industry’s best warranties and services so you can support your customers without compromise.

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http://www.plantronics.com/uk/support/warranty/?utm_medium=redirect&utm_source=marketing&utm_campaign=warranty&utm_content=warranty

WORLD-LEADING WARRANTY

• Replacement product in 24 hours*

• Minimum disruption to your staff

• Delivery to business or home address

• Full delivery tracking available online

• 24/7 access to online warranty system via plantronics.com/support

• 24/6 telephone support

• Contact Plantronics Customer Care if you prefer to speak to an agent

*Certain regions may require longer depending on logistics coverage

INDUSTRY-LEADING REPUTATION

Customers like yours agree that our products are worth more due to superior...

Welcome

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Customer support

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How we support you post-sale

*Service satisfaction survey (UK) FY15 Q3

RETURNS

0.24%of products returned

are faulty

EASE OF USE

86%*

highly satisfied customers

CUSTOMER SERVICE

93%*

agree our support is superior

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https://www.plantronics.com/uk/support/

Customer supportTo make your job easier, refer customers to us directly for worldwide headset service in 148 languages.24-hour support is available from Sunday 3:00 pm to Friday 5:00 pm, closed Saturday and all major U.K. holidays.

See plantronics.com/support for product support including product replacement, online manuals and product guides.

Customer care/technical support 0800-41-00-14 (UK) 1800-551-896 (Ireland) Lines open from 8:30-12:00/12:30-17:00 GMT (Monday–Friday)

Channel team hotline 01793 842387

Bids/programmes team 01793 842255

Welcome

The opportunity

How to sell

What to sell

Connect programmes


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Sales support

Customer support

Useful links

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https://www.plantronics.com/uk/support/

Useful linksQuick links:

Connect partner portal login

Connect partner (new) authorisation application

UC toolkit

Product info:

Compatibility guide

Knowledge base

Warranty information

Programmes and promotions:

Get Ahead programme

Get Engaged programme

Connect customer trial programme

Connect deal registration

Connect rewards

Connect university

Software:

Manager PRO

Welcome

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Useful links

Previous Home

http://www.plantronics.com/uk/ahead/

http://www.plantronics.com/us/getengaged/

http://www.plantronics.com/uk/conference-calling/free-trial-form.jsp



https://www.plantronics.com/uk/partners/partners_no_access.jsp

http://www.plantronics.com/uk/solutions/unified-communications/toolkit/

http://www.plantronics.com/uk/compatibility-guide/

http://www.plantronics.com/uk/support/kb/index.jsp?

http://www.plantronics.com/uk/support/warranty/


https://www.plantro.net/en/Plantronics_Manager_Pro_Software.html

https://www.plantro.net/partner_registration

welcome the opportunity how to sell what to sell connect ... · connect university • learn how to...

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