The document summarizes center utilization rates for Avaya Experience Briefing Centers (EBCs) in 2012 compared to 2011. It finds that on average, corporate center utilization was 61% in 2012. Utilization is based on the number of briefing sessions taking place in a room, not the number of days. Many local EBCs are also used as community conference rooms. The document also examines barriers to customer visits to EBCs, finding that the most common are cost, customer time out of office, and briefer availability. It notes over 100 customers that respondents said they would bring if barriers were removed.

1. Center Utilization February 2012 Local EBCs
Performance Against Objective
Site ’12 ’11
Corporate EBCs No
Beijing 12% tracking
Site ’12 ’11 Coppell, TX 30% 21%
Basking Ridge, NJ 34% 60% Denver, CO 30% 31%
Guildford, England 66% 100% Fairfax, VA 38% 53%
Santa Clara, CA 63% 30% Lisle, IL 50% 31%
Singapore 82% 88% Markham, Ontario 59% 69%
Mexico City 123% 194%
Mumbai, India 18% New
Performance against goal New York, NY 82% 81%
trailing 12 months Paris, France 117% 163%
80 Sao Paulo, Brazil 71% 63%
70 Sydney 124% 188%
60 Tokyo, Japan 112% 63%
50
40
30 • Corporate center utilization
20
10
average 61%
0 • Utilization based on the number of
11-May
11-Aug
11-Apr
11-Jul
11-Mar
11-Jun
11-Oct
11-Nov
11-Dec
Goal
12-Feb
11-Sep
11-Feb
12-Jan
sessions taking place in that room
not the number of days
Basking Ridge Guildford Santa Clara Singapore
• Many local EBCs are also
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2. Barriers to Briefings
When was your last visit to an
EBC
Most common barriers n=84 Prior to Never
 67% rated their visit as “Awesome” or October 2010 11%
“Good” and 11-13% had never been 6%
In the last
month
 42 cited cost 38%
In the last
 20 cited customer time out of office fiscal year
35%
 7 cited Briefer Availability
 2 cited dated technology in EBC (Lisle, Il In the last
prevalent in comments) quarter
10%
 Key takeaway: there are over 100
customers cited that respondents state
they would bring to an EBC if the barriers Most common comments:
were removed!  Customers prefer briefing at their
location due to time out of office
Please rate your last visit to an – Demo Avaya had 50k hits since 10.01.11
Demos are being done at customer
I've never EBC locations
been
Awesome
Poor 13%
22%
 Limited Briefer and Exec availability
8%
 Competitor EBCs are flashier
Fair
12% – The majority of these comments can be
traced back to local centers which, other
Good than the platform technology, are funded
45% by sales
 Some customers cannot accept travel
paid by vendor
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3. Special Surprise:
Booth Preview
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4. Booth Preview
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5. Booth Preview
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