Alcatel Lucent- Change The Conversation

2,625 views

Published on

2012 Enterprise Channel Marketing Plan, Value added distributors and indirect resellers.

Published in: Technology, Business
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
2,625
On SlideShare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
59
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide
  • Germany -
  • Alcatel Lucent- Change The Conversation

    1. 1. 2012 Enterprise Channel Marketing Plan Value Added Distributors & Indirect resellers January 2012 1 COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
    2. 2. Agenda• PART 1: Sales Priorities PART 1 PART 2 : Channel Support• Introduction • BP Communities • 2012 Channel marketing priorities • Applications Club • Network Infrastructure Partner Inner Circle • VAD Council• Sales initiatives • SMB – OXE – DATA – Installed base • Channel program and support• Incentives & Rewards • Co-marketing• Channel development • Communication • Recruitment programs • Synthesys 2 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    3. 3. PART 1 PART 1Sales priorities 3 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    4. 4. Channel Marketing support to BusinessPriorities • Cloud/Hosted solutions • OpenTouch (Business • OPEX models Edition and Multimedia • SIP federation Services) • OXO Rich Communication Edition • IP/SIP Communication on • 10G Networks (data Hybrid platforms center, Core Networks • WLAN/1G access and campus) • Installed base evolution Capitalize Attack Beachhead Sales initiatives BP sales rewards Channel Development Co-marketing BP communities BP communication 4 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    5. 5. 2012 Channel Marketing Priorities 5 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    6. 6. DefinitionsSALES A set of sales and marketing activities focusing on our Business priorities to drive 2012 business and to engage you. This can includeINITIATIVES the followings:PROMOTIONS Special conditions granted to you and your IRs to boost a specific product or solution. The promotions can be extended to end users. Promotions can have a limited geographical coverageCAMPAIGN-IN- Kit of marketing and sales material designed to reach end users. The customizable kit allows you/your IRs to run your own lead gen campaign. This can be supportedBOX with the help of ALU-E via co-op funding, lead generation department or My Marketing AgencyINCENTIVES & Program or activities which aim at reinforcing BP commitment and to strech business activities. Incentives/rewards can be linked to promotions or just focus onREWARDS BP business performancesCOMMUNITY Federate and engage you and your IRs who, regardless of ypur or their status or profile, share common interests in a specific area of business.CHANNEL Initiatives and tools mainly focus to recruit new BP and to reach new potential BP to address a specific market, and increase ALE solutions awarenessDEVELOPMENT 6 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    7. 7. Are you seekingSales initiatives profit or possibility? 7 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    8. 8. Sales initiatives 2012 1 | SMB  OXO RCE/DATA 2 | Mid Market  OpenTouch/OXE 3 | Network Infrastructure  Convergence & Data Center 4 | Installed Base (Transform)  OXE/OXO 8 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    9. 9. SMBObjectives • Boost SMB business (6 to 100 users) • Enable and energize resellers/partners • Create end-customer awareness and demandPROMOTIONS OXO Upgrade  • Discount on software licenses (Greeting, Mobility, IP transformation) * Replace to OXO  • Communication suite for free, attractive price on all Software licences * LAN + OXO-IP + WLAN + IP phones  • Voice & data convergence solution * TransformAWARENESS • « Did you know …» on social mediaCAMPAIGNCAMPAIGN-IN- • «The secret of productivity » (generic SMB solution) • «Transform your equipment, Transform your Business » (installed base) *A-BOXINCENTIVES & Vitalize REWARDS • 25 pts per K€ on OXO (greenfield & Installed Base)/ 20pts per K$ • 50 pts per MyIC phoneCHANNEL Indirect resellers DEVELOPMENT • Recruitment kit for you and special offer for your new IR 9 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    10. 10. SMB « boost plan »• Awareness campaign: « Did You Know? » • Weekly message targeting End Users • Facebook, Twitter, Linkedin, BP web site … • Ready-to-use banners & text in 6 languages (FR, DE, GB, SP, IT, P)• End customer «Campaign-In-a-Box» • Ready-to-use and customizable set of tools available in 5 languages • « The secret of productivity » • 2 emailers, signatures, copy blocks, banners • « Transform you equipment, Transform your business » • 4 emailers, signatures, banners, invitation• Sales Rewards for your IRs with Vitalize on OXO sales (greenfield & Installed Base) • 25 Vitalize points per 1K€ of sales (20 Vitalize points per 1K$ of sales) • 50 Vitalize points per set (MyIcPhone) 10 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    11. 11. SMB « boost plan » (2)• Promotions : TRANSFORM program • Upgrade former OXO to 8.1 release (Actis) • Promotion on greeting, mobility licenses (-40%) • IP user licenses for free (up to 40) • Replace former 4100/4200 to OXO (Promo code) • Communication suite for free • All software licenses (CC30) at WPL -75%• Promotion: Convergence for SMB • Special discount on OmniSwitch + OXO RCE IP + WLAN + IP Phones• Recruitment program for Indirect Resellers • Accelerate the ROI for the new partner • Recruitment campaign kit to manage with the country channel (Sales & marketing) 11 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    12. 12. Mid MarketSales initiatives 12 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    13. 13. Mid MarketObjective Boost Mid Market sales for OmniPCX Enterprise and for OpenTouchTM targeting greenfield and installed basePROMOTIONS OpenTouchTM  • Special Lab & demo offer • BP In-house conditions for OpenTouchTM BE and MS • Migration for BiCS or OXE to OpenTouchTM * OmniPCX Enterprise  • IP For free / IP Centralization / Migration and upgrades to OXE R10* • Multi-year services offer when migrating Visual Collaboration  * Transform • Benefit from 7 % discount on all Visual Collaboration catalogue • Get for your customer an LG executive device for FreeCAMPAIGN-IN- OpenTouchTM & Visual Collaboration (awareness campaign)A-BOX «Transform your equipment, Transform your Business » *COMMUNITY Applications club  (open to registered IRs) • BP community for Communications (Webinars, social media, etc.)INCENTIVES & Vitalize VIP Gifts  • 10 quarterly reward (customer project based)REWARDS Vitalize  • 25 pts per K€ for migration to OTBE or OXE / 20pts K$* * Transform • 50 pts per MyIC phone 13 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    14. 14. OpenTouch™• End customer «Campaign-In-a-Box» • “Multiples Devices, Multiples Communications, One Conversation” • Emailer, copy blocks, banners, subheads • Available in EN, DE, FR, IT, SP• Special BP offer • OpenTouch Business Edition Lab & demo covered at 100% with coop (Q1 ’12) • Aggressive “in house offer” for OpenTouch BE or OpenTouch MS• Sales Rewards: • Quarterly 10 Vitalize VIP Gifts for the largest OpenTouch™ sales (WW) (based on customer project report) • 25 Vitalize points per K€ (20 Vitalize points per 1K$ of sales) for migration to OpenTouch™ • 50 Vitalize points per MyIC phone 14 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    15. 15. Visual Collaboration• End customer «Campaign-In-a-Box» • “More than Video Conferencing; Visual Collaboration” • 2 Emailer (for mid market or Large enterprises, copy blocks, banners, subheads) • Available in EN, (DE, FR, IT, SP in 2012)• Promotions • LG EXECUTIVE DEVICE for Free • Marketing tools available (eMailer, White Paper) • Price discount of 7 % on all Visual Collaboration catalogue 15 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    16. 16. Network InfrastructureSales initiatives 16 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    17. 17. Network InfrastructureObjectives Sustain network infrastructure growth in Convergence and Data Center markets. Develop sales in SMB marketPROMOTIONS M&L Enterprises: Convergence solution:  Q2 • OS6450 + 802.11n AP SMB: Convergence solution  H1 • OXO/IP + OS6400/OS6250 + WLAN + IP phonesCAMPAIGN-IN- Convergence/OS6900/10G  « The Core challenge »A-BOX Data Center  awareness campaignINCENTIVES & Vitalize VIP Gifts REWARDS • 10 quarterly rewards for best projectsCOMMUNITY Partner Inner Circle  (open to registered IRs) • ALE BP community for NI (Webinars, News alerts, web site, etc.)CHANNEL Indirect resellers DEVELOPMENT • Recruitment campaign kit for you with special offer for IRs 17 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    18. 18. Network Infrastructure• End customer «Campaign-In-a-Box» • The « Core challenge » (Convergence) • Email (3 email templates), Banners, web pages, copy blocks, white papers • Available in 4 languages (FR, GB, SP, DE) • « Data Center switching solution » (Data Center) • Email (2 email templates (in PDF + HTML), confirmation email, web banners, copy blocks • Language: EN• Sales Rewards: • Quarterly 10 Vitalize VIP Gifts for the largest deals (customer project based )• Promotions • Convergence solution for MLE: OS6450 + WLAN 802.11n AP • Convergence solution bundle for SMB: OS6xxx + OXO RCE IP + WLAN + IP phones 18 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    19. 19. Installed baseSales initiatives 19 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    20. 20. Installed base “Transform”Objectives Protect and develop the renewal of the installed base Accelerate the natural upgrade or migration cyclePROMOTIONS Replace  • Move to OXO RCE Upgrade  • OXO, 4400 to OXE, OXE to OpenTouch, • IP for FREECAMPAIGN-IN- SMB & Mid-Large « Transform you equipment, transform yourA-BOX business »INCENTIVES & Vitalize REWARDS • 25 pts per K€ for migration and upgrade business /20 pts K$ 20 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    21. 21. TRANSFORM• Cross market segment program for SMB, MLE, Communication and Network to address the installed base• End customer «Campaign-In-a-Box» • “Transform Your Equipment, Transform Your Business” • Emailers series targeting Small & Medium Businesses (4 emailers), Mid & Large Enterprises (4 emailers), banners, email signature • Language: EN, DE, FR, IT & SP • New emailers and new sales tools (H2):• Promotions: • Replace, Migrate or Upgrade (see SMB, MLE or Networks initiatives)• Sales Reward: • 25 Vitalize points per 1K€ of sales (20 Vitalize points per 1K$ of sales) 21 COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
    22. 22. Are youBP Loyalty &seeking Rewardsprofit or programspossibility? 22COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    23. 23. New VITALIZE 2012 –To Revitalize VITALIZE• Major Improvements • New look and feel, new Catalogs with new categories • New regional catalogs including vouchers for all countries • Company catalog removed (Only catalog for «individual ») • VAD can transfer points to the IRs• New key features • Points transfer validation by the CSM • Points Validity date (day/month) • Individual points are valid from transfer date year 1 until end of calendar year 2 (Example: points transferred in March 2012 are valid until end of December 2013 ) • Automatic monthly report sent by email to your VIM and individuals 23 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    24. 24. Reward program 2012 2• Installed base: 25 points • Reward the highest deals per • Reward 20 Top per 1K€ of Sales – 20 Quarter Business partners WW points per USDK • All inclusive trip for• SMB: 25 points per 1K€ – • VIP Gifts* two people per 20 points per K$ • 10 V.I.P Gifts for Network winning company• My IC Phone 50 points • 10 V.I.P Gifts for OpenTouch per set • 10 V.I.P Gifts for OXE * Customer project based • Business Partner registration is mandatory to get any rewards • One unique registration form on the Business Portal • Registration closure end of March 2012 24 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    25. 25. Marketing initiatives 2012Registration• Objectives: • We need you to engage in 2012 marketing initiatives • Mandatory to get any rewards (Vitalize points, Top Performers) • Mandatory to access some promotions (Transform replace to OXO)• One stop registration for all channel marketing initiatives • Registration form available on the Business Portal (Sales Accelerator page)• You are invited to register for 2012 initiatives and programs • 2011 registration is not valid for 2012 • Channel Sales and Local Channel Marketing have to validate your request • Registration must be performed prior to end of Q1’12 25 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    26. 26. Are youseeking Channelprofit orDevelopmentpossibility? 26COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    27. 27. RECRUITMENT Indirect Resellers• Objectives: • Ease recruitment of Indirect Resellers to sell OXO or Data • Speed-up the accreditation lead-time and ROI• Content: • Free ACFE training for one engineer of new IR • Back end Rebate on sales target achievement • “CAMPAIGN IN A BOX” for recruitment: (updated in Q2 ’12) • Emailer, invitation, kakemono, Telesales script • Language: EN, DE, FR, IT & SP• Process: • Sign the Alcatel-Lucent Indirect reseller Charter and fill-in the program request form • Fulfill accreditation according to Convergence Partner Program Rules within 6 months from the Charter signature (ACFE Certification / 1 sales training / Purchase your Lab and Demo equipment) 27 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    28. 28. PART 2 PART 1Channel support 28 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    29. 29. Are youseeking BPprofit orCommunitiespossibility? 29COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    30. 30. Sales Programs Webinars Events NI PIC Alerts• Promotions • Every month • Vision /Pre announcement • Pro active info push• Mkg /communication tools • Live and recorded sessions • Meet with experts • Up to date information on products,• Campaign • All products and solutions • Build your network solutions, services, training, etc• Rewards… • Live Q&A sessions • Promo… • New BP database • Webinars for pre sales • Social media 30 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    31. 31. (TBC)Sales Programs Webinars Virtual event Social Media Advisory BoardSupport • Every two weeks • Dedicated information • Live and recorded sessions • Dedicated booth • Private Facebook page • Up to date information • Exchange with experts • Best Practices• Promotions • All applications topics • Exchange & • Expert videos & • Hot topics follow up• Mkg /communication tools covered discussions testimonials• Sales Speech • Live Q&A sessions • Daily life of our club• Rewards… and activities • Webinars for pre sales • Virtual event to all and especially for emerging market • Advisory Board with most important BP contributors 31 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    32. 32. • Nurture the panel of 14 VAD in a clubbing spirit • 2 dedicated sessions per year • Themed VAD Council sessions: to renew & to reinforce the community • Enlarge community to new members (TBC)Solutions & Webinars Council sessions Virtual event/booth •Sales programs • • Each quarter All products and solutions • • Vision /Pre announcement Hot topics follow up • Dedicated information Dedicated boothpresentations • VAD Council follow up • Meet with experts • Personal access code• Pre-announcement • Live Q&A sessions • Reinforce the community • Social media ( linked in , other?)• Solutions & offer • Live exchanges • Best practice• Mkg /communication tools • Share experiences• Logistics, services, finances • Exchanges• Ale support 32 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    33. 33. Are you Channelseeking programprofit orand supportpossibility? 33COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    34. 34. Partner Locator NEW• Design• Lead Generation Option• Search• Google map• Accreditation Details 34 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    35. 35. Are you seekingCo-marketing profit or possibility? 35 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    36. 36. Co-op Program• Co-op Improvements • New and simplified categories • Better visibility and easier activities follow up• Co-op new rules • 3rd level of validation mandatory from 10 K€ and/or the reimbursement amount requested is > 50% • Automatic pop up when the requested amount is > 50% • BP Marketing plan mandatory Co-op funds re-focused on Marketing activities • 2012 Target : Minimum 60% of co-op to be used for End Customer activities • Limit the 100 % co-op reimbursement to MMA, ALE event, goodies, brochures 36 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    37. 37. Business Partner Support using Co-op• You run marketing activities on its own• Or ALE Telemarketing / Telesales offer* • A Service Center supporting both Marketing & Sales • A network of certified agents • Data Base qualification • Lead Generation • Sales Generation• Or MyMarketingAgency • Comprehensive marketing support • Push campaigns and online content • Empowering your IRs to execute campaigns *Global Telemarketing Service Center 38 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    38. 38. Are you BP seekingCommunications profit or possibility? 39 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    39. 39. New main toolbar at a glance! Here it is! January 2012 signals the first issue of the brand new Partner Focus newsletter. Straight to the point: with a new layout, new ergonomics, new outline, new captions, new toolbar access, everything has been redesigned to keep Partners on top of communications news in just a few clicks – It’s a great time saver Be informed of local information: Discover the new section “Latest from Your Region” available under “News & Events” in the main toolbar. It will tell Partners what’s happening in their country or area – a much wanted feature 40COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    40. 40. Access to information on your mobileIn 2012, launch MyDynamicLink WW where possibleObjectives Facilitates sales business life by providing selective, up to date and real time information, anytime, anywhereWhat is it Application embedded in a GSM with dedicated information about Alcatel-Lucent EnterpriseTarget Sales / Pre-sales / MarketingUpdate Monthly through SMS /URL to downloadContent Promo & incentives / News & Events / Product & Solutions 41 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    41. 41. Are youseeking Synthesisprofit orpossibility? 42COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    42. 42. Promotions Target Promotion overview Objectives Process Benefits Validity Solution Free and Replace former ALU SMB Renew former communication Ebuy June , OXO WPL – 75% solutions to OXO solutions (CC30) 30th 2012SMB Upgrade OXO: Greeting & Up sell applications when ACTIS June , OXO WPL – 40% Mobility Apps migrating OXO 30th 2012 Upgrade 4400/OXE to OXE / Renew former communication June , OXE / BiCS ACTIS Up to – 40% BiCS solutions 30th 2012ML Renew former communication June , Upgrade OXE/BiCS to solutions OpenTouchTM BE ACTIS Per user licence 30th 2012 OpenTouchTM BE IP User License for Free OXE/OXO/ June ,All Ease IP evolution ACTIS Free (Upgrade) OpenTouchTM 30th 2012 Manuel June, 30th LG EXECUTIVE device for free! Speed up video sales Visual Collaboration process Device for free 2012 Video Collaboration Sales SDR /Promo June, 30th Encourage the adoption of video Visual Collaboration - 7% of WPL Booster code 2012ML Conversation seeding for 5 to Provide complete Unified June , OXE / BiCS Ebuy Agressive Net price 30 users Communication offer for seeding 30th 2012 Push adoption of Instant Message, June, 30th My TeamWork for 1€ / 1 USD OXE ACTIS Almost for free presence 2012 Data LAN + OXO-IP+ WLAN + Convergence boost for SMB Network/OXO Promo code Special discount H1 2012 IP phones for SMB *All Improve ypur LAN to take full LAN + WLAN LME benefit of WiFI 802.11n Network N/A Special discount Q2 2012 43 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    43. 43. CAMPAIGN IN A BOX OVERVIEW WHERE TO LAUNCHED SOLUTIONS OBJECTIVES TELL SELL LANGUAGES FIND IT? IN Multiples devices, - Awareness EN (available) multipleOpenTouchTM - Generate OpenTouchTM FR, DE, SP, IT BPWS available communications, one leads (in progress) conversation - Awareness More than video Visual EN (available)Visual - Generate conferencing: visual Collaboration FR, DE, SP, IT BPWS availableCollaboration leads collaboration solutions (in progress) OmniSwitch 10K, - Awareness The world’s first OmniSwitchDATA Center - Generate application-fluent 6900, EN BPWS availableSwitching leads switching fabric OmniSwitch familyConvergence/ - Awareness EN, FR, DE,Omniswitch - Generate 10GigE migration OmniSwitch 6900 BPWS available SP6900 leads - Protect Transform your OmniPcx Office, Installed base EN, FR, DE,Transform equipment, transform OmniPcx BPWS available - Generate SP, IT your business Enterprise, BiCS leads - Awareness EN (available) The secret ofOXO RCE - Generate SMB Solutions FR, DE, SP, IT BPWS available productivity leads (in progress) 44 COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
    44. 44. BP Communities Sales Programs Webinars Virtual event Social Media Advisory Board Support            45 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    45. 45. www.alcatel-lucent.com/enterprisehttps://engage.alcatel-lucent.com/groups/channel-marketing twitter.com/ALUEnterprise facebook.com/ALUEnterprise youtube.com/user/AlcatelLucentCorp 46 COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
    46. 46. Back up slides• OpenTouch Lab & Demo Promotion• OpenTouch « In house » promotion• OpenTouch Campaign in a box• Visual Collaboration promotion• Visual collaboration campaign in a box• NI Convergence campaign in a box• NI Data center campaign in a box• MyMarketingAgency 47 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    47. 47. OPENTOUCH™ Lab and Demo PackageObjective:Demonstrate your customers the New Conversation solution !Offer:The package can be covered via Co-op at 100 %Duration: March 2012Regions: EMEA, CALA, APAC Discount Recommend ed discount Sales category Product designation applied on on WPL for WPL for VAD IR Sales category A Hardware OXO & OXE 75% 70% Sales category AA45 OpenTouchTM BE 75% 70% Sales category B-C Applications and software 95% 90% ALE Telephone sets, Sales Category D-E 65% 60% DECT , My IC phones* GETS GETS 65% 60% Fax server Fax server 95% 90% Software Evolution Sales category N02 100% N/A Services (SES) 48 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    48. 48. OPENTOUCH™ In-House systemObjective:We grant you attractive conditions to purchase the OpenTouchTM (BE or MS) foryour own premise and start using “what you sell”!Offer:See tableDuration: December 2012 DiscountRegions: EMEA, CALA, APAC Sales category Product designation applied on WPL for VAD Sales category A Hardware OXO & OXE 75% Sales category AA45 OpenTouchTM BE 75% Sales category B-C Applications and software 85% ALE Telephone sets, DECT , 55% Sales Category D-E My IC phones* 8082 limited to 5 Software Evolution Services 80 % Sales category N02 (SES) (first year) 49 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    49. 49. CAMPAIGN IN A BOX OPENTOUCHTMMULTIPLES DEVICES, MULTIPLE COMMUNICATIONS, ONE CONVERSATION Target Audience • Alcatel-Lucent Enterprise customers - Business Line Manager: operations, back office, marketing, sales - Technical Decision Makers: IT, applications manager • Greenfield prospects Available Languages English, French, German, Spanish, ItalianObjectives LEARN• Generate OpenTouchTM leads for sales follow up. MORE• Establish Alcatel-Lucent Enterprise as an innovator in multimedia voice communication and generate awareness of OpenTouchTM. 9 million lines to address 50 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    50. 50. VISUAL COLLABORATION PROMOTIONSDescription:You will benefit from 7 % discount on all visual collaboration items*. In addition, if yourVisual Collaboration project includes more than 15 k€ of LS solutions, you will get for free one LGExecutive system (WPL 3344 €) for your customers.Your Benefits: • Encourage many people to adopt the visual solutions • Help you to close your Visual Collaboration deals more rapidlyMarketing tools: What is an LG Executive system? It is a LG display with a high definition Web banners, Emailers available fixed focus camera mounted on top, a microphone and point to point video with Video Conference .* Services excluded 51 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    51. 51. CAMPAIGN IN A BOX VISUAL COLLABORATIONMORE THAN VIDEO CONFERENCING: VISUAL COLLABORATION Target Audience • Large Enterprise (1500+) - CFOs/COOs - IT Buyers/Managers • Medium-sized Enterprise (200-1500, with a focus on 200-750 range) - Business Line Managers - IT Buyers/Managers Available Languages English, French, German, Spanish, ItalianObjectives LEARN• Create demand for Alcatel-Lucent Visual MORE Collaboration Solutions.• Generate awareness in the market for Alcatel- Lucent as a video communications provider. 16 % yearly growth• Create space for Alcatel-Lucent in a market dominated by two vendors: Cisco and Polycom. (Gartner) 52 COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
    52. 52. CAMPAIGN IN A BOX DATA CENTER SWITCHINGTHE WORLD’S FIRST APPLICATION-FLUENT SWITCHING FABRIC Target Audience • Storage Network Architect • Application Architect • Virtualization Manager • Director of Storage / Applications • IT Operations Director • Network & Infrastructure Services • Information Systems Analyst Available Languages EnglishObjectives• Generate leads for Data Center Switching, and LEARN better enable sales teams. MORE• Generate awareness of Data Center Switching and to position Alcatel-Lucent Enterprise as an ideal 22.5 million ports in choice for Data Center Switching solutions. 2010 with growth of• Position Alcatel-Lucent Enterprise as a thought leader in Data Center Switching solutions. 119.4% (Gartner) 53 COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
    53. 53. CAMPAIGN IN A BOXCONVERGENCE/OMNISWITCH 690010 GIGE MIGRATION – CORE CHALLENGE Target Audience • Primary - BDM’s (CIO’s, VP/Director of IT, Networking, Infrastructure, IT Managers+) • Secondary - TDM’s (Network Administrators, Desktop IT VOIP/Collaboration, Infrastructure, etc) Available Languages English, French, German, Spanish Objectives LEARN • Capitalize on the convergence opportunity driven by MORE the 10GigE migration. • Create awareness and educate the audiences about this opportunity. 90% of IT server • Generate demand for OmniSwitch 6900 in interfaces will be 10GE converged network. by 2014 (Dell’Oro) 54 COPYRIGHT © 2012 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED.
    54. 54. Are you seekingMy Marketing Agency profit GTSC and or possibility? 55 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    55. 55. MyMarketingAgencyProactive and direct marketing support to partners to help them grow their local markets by executing Alcatel-Lucent campaigns MonAgenceMarketing: France MMA: Global MMA: complementing existing MEA programs. Consistent & Scalable. Executed through an agency eco-system 56 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    56. 56. MMA: PROGRAM MODEL Self-service MyMarketingAgency Online digital tools Self-Service (12 months) MyMarketingAgency Online Plus Managed Service (12 months) + 0.5 TM day p/month MyMarketingAgency Ongoing Sales Managed Service (12 months) + 30 TM day / month Digital + Telemarketing PackageCatalog of Services & Packages 1 web campaign + 10 TM daysToday: www.mymarketingagency.netBeginning 2012:Single sign-on with Business Portal Digital Package 1 web campaign Agency-led marketing Custom-built marketing activities services Based on requirements 57 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012
    57. 57. GTSC Geographical coverage 58 COPYRIGHT © 2011 ALCATEL-LUCENT ENTERPRISE. ALL RIGHTS RESERVED. 2012

    ×