Objective:

Qualify account to:

• Develop the opportunity / demonstrate value of Avaya / Partner to the customer
• Ensure the appropriate support / resources are in place to maximize success

Engagement Required:

APS Consultant to:

• Support account teams to demonstrate tangible business value to the customer

Pre-requisites for Engagement:

Two different tracks depending on the profile of the customer

1. Customer Wants to Drive Value from Improving Existing Investment - not about selling new but rather about improving existing

• Position Health Check Engagement which will help to:
  
  • Demonstrate value add on existing solution
  • Develop tangible next steps / solution components
  • Position examples of value derived from other customers (e.g. Marriott)
• Duration: 3-4 weeks
• Typical Cost to Customer: $12 -18k
• Deliverable: 10 page report

2. Customer Wants to Drive Additional Value by Expanding / Growing Existing Investment

• Position Discovery Workshop to help to:
  
  • Identify priorities, challenges & explore potential resolution
  • Develop tangible next steps / solution components
• Demonstrate value add on Duration: xxx
• Typical Cost to Customer: $xxx
• Deliverable: xxx

Pre-requisites for Engagement:

• Detailed, defined account plan in place
• Estimated value of opportunity (strategic relevance and revenue potential)
• Partner engagement, commitment and support confirmed
• Existing maintenance contract in place
• NOTE: Larger the account, the greater the opportunity - consider global, large to mid-size, large and global opportunities