Avaya to NES Onboarding: Summary A special area was created in Avaya’s PRM system where any legacy

Avaya partner can request access to NES solutions. Access to NES solutions is covered under existing Avaya T’s & C’s so

it is considered portfolio extension

Partners must begin the current NES sales/design (Service Assist) process prior to restricted product access.

– NES data product is unrestricted – available to all without accreditation requirements

Once request is approved (approximately 48 hours), partner will be activated in the NES ordering systems

Avaya partners wishing to sell Nortel equipment will work with heritage Nortel distributors for enablement assistance and NES product access.

Distributors will be notified automatically of all the new Avaya partners who request NES product access.

– NES distributor needs to validate if the partner is AV CAM led (if so, the CAM drives onboarding with distributor support)

You can visit the Avaya or NES partner portals to gain access to communications that are being shared with the VAR community.

Avaya to NES On-boarding: Process Steps Step 1: Click the ‘I want to sell Nortel’ link in Avaya PRM (live 1/13/10)

Soft rollout/word-of-mouth launch for the approximately 10 days to work through process bugs. Theater-wave rollouts to begin end of January/beginning February

Partners must begin the current NES sales/design (Service Assist) and installation/maintenance (Full Service) accreditation (authorization) process prior to restricted product access.

– All NES product is Restricted, except Data

– NES Data is available to all – no accreditation/certification requirements

Step 2: Onboarding Support

After clicking the ‘I want to sell Nortel’ link, each partner will receive one or two* follow up emails:

– (*A third letter need is determined by theater PRM/back office processes)

1. Thank You email notifying them that their information is being processed with the NES PRM systems

2. Two business days later, they will receive a Welcome Email, outlining key ‘getting started’ steps.

Avaya to NES On-boarding: Process Steps (cont’d) Step 3: NES Discount Level

For Avaya partners that sign up to sell NES we will map Avaya partners to Nortel program per theater and offer appropriate NES product discount. This will be based on Avaya FY2009 revenue

– Each theater would be responsible to map Avaya partners to discount levels based on their programs and volume thresholds

• For example in US the mapping will be as follows. Platinum = Elite Gold = Premium Silver = Advantage

– NORAM/CALA – Ready to move forward

– EMEA /APAC– Awaiting confirmation/final approval

NES Partner Program manager manually assigns discount and works with contracts/systems to enter the information into the NES systems

– Process is manually completed after partner access is finalized

– Distributor receives the discount information via the standard NES process

Avaya to NES On-boarding: Process Steps (cont’d)

Step 4: Sales Accreditation (Authorization) Partners must first request product accreditation, as outlined in the

New Partner Guide for Avaya Partners guide Partners have ~6 months to complete the sales and pre-design

training/testing requirement to be deemed an <NES product name> Service Assist Accredited Partner

– Partner can purchase/sell/design, but cannot install or maintain at the Service Assist level.

They then have as much time as they need to complete the advanced design/installations and support training/testing requirement to be deemed an <NES product name> Full Service Accredited Partner

– Lab gear is a requirement at the Full Service level– Upon final completion and Purchase Order proof of demo system, partner

is deemed Full Service and can purchase/sell/design/install and maintain the product

The New Partner Guide and other on boarding material can be found on NES Partner Source

Avaya to NES Onboarding Checklist

Orientation call held or partner attended NES Orientation session

Portal navigation completed Tools Site Navigation – Direct to pre-recorded tools training Nortel Partner/Sales Engineering University Site Navigation PRM Site Navigation

NES Accreditation navigation Training plans discussed and scheduling facilitated

Services orientation completed

Avaya to NES Onboarding Resources

Function Contact Email Phone

Sales EngagementPartner Avaya CAM (if

assigned)VAD (if no CAM)

Varies Varies

Sales Enablement Joe Ahrens jaahrens@avaya.com (908) 953-4358

Technical Enablement Joe Ahrens jaahrens@avaya.com (908) 953-4358

Marketing Enablement Jeff Taylor jataylor@avaya.com (770)797-0154

Services EnablementPartner Avaya Services

Manager (if assigned)VAD (if no CAM)

Varies Varies

General Onboarding Questions Alethea Stern sterna@avaya.com (972) 362-4060