The document discusses Avaya's DevConnect program, which supports application development by providing interfaces, training, and testing for third-party applications to integrate with Avaya's platforms. Developers join these programs to access APIs, technical support, lab systems, and marketing opportunities. Sales teams then use the tested solutions to increase sales by recommending partners to customers and expanding their offerings. The DevConnect program has thousands of members at different levels that provide various benefits like support, marketing programs, and tools to help members develop and market their integrated solutions.

1. Getting Beyond Middleware-Vendor Partners Can Be Key To Your Growth A Look at One Vendor Developer Program: Avaya DevConnect Program Matthew Parker Senior Manager Avaya

2. AGENDA Vendor Development Programs Why Developers Join Them How Sales Channels Use Them To Increase Sales Efforts How DevConnect Addresses These Needs

3. Vendor Development Programs What Are They? Support Application Development with Provided Interfaces to Third-Party Applications Fee Based Can be Open to all or by Invitation Only Non Exclusive Who Has Them? Both Software & Hardware Vendors Who Joins Them? All types of Developers ISVs/IHVs SIs SPs Customers

4. Why Developers Join Them Developers join these Programs for a variety of reasons including the following: Access to APIs and Training Technical Support for Integration with Vendor’s Platform Procurement of Lab Systems or Remote Access to a Development Environment Interoperability Testing of the Combined Solution Vendor Defined Set of Co-marketing/Sales Opportunities

5. How Sales Channels Use Them To Increase Sales Efforts Direct Sales Force of Vendor Use the set of tested solutions to position their own core products with customers that demand interoperability with the 3 rd party applications as a pre-requisite to considering the vendor platform thus increasing sales funnel. Recommend tested partners for specific customer needs that arise during their ongoing sales relationships with key customers thus driving customer satisfaction Indirect Channels (Resellers and VAR/VADs) Use the vendor testing results to expand their set of offers by working with the 3 rd party sales teams who act as the “resident expert”. Open new market segments and verticals without having to gain the expertise in-house. Identifies opportunities for new business relationships for the channels with a “short-list” of tested vendors. Sales Team at the Developer Use the testing as leverage to gain entrance to a set of customers that may not have seen them as viable before. New business relationship opportunities with channel partners and the vendor direct sales teams where applicable.

6. Avaya DevConnect Program Overview Developers and integrators of innovative third-party applications that extend Avaya standards-based solutions or integrate their existing products or solutions with Avaya’s intelligent communication Accelerates application development with training and support Increases reliability and customer acceptance via compliance testing Aids expansion into new markets – local and global – as well as vertical with co-marketing programs Broad membership of thousands companies including ISV, IHV, SI, Service Provider and Corporate Developers

7. The DevConnect Program Membership Categories Independent Software Vendors/Independent Hardware Vendors (ISV’s, IHV’s) System Integrators Service Providers Customers

8. Membership Levels & Benefits All members start at Registered Developer level by registering at www.avaya.com/devconnect Service Provider Free Online Registration API, SDK & Sample Code Online Training, FAQ & Forum Registered Developer Annual Membership Program Tier 3-4 technical support for application development and lab testing for application certification Company listing on Avaya.com website and other co-marketing opportunities Gold Member Corporate Annual Membership Program Limited to strategic regional and technology partners More closely aligned marketing programs and additional technical benefits Platinum Member

9. Using the Program to your Advantage - Solution/Member Locator - Success Stories - Member Brochures - Application Notes Visit www.avaya.com/devconnect

10. Key Tools for Member Search

11. Avaya Innovations Guide

12. DevConnect Solutions Directory

15. Register for Free Portal Access (www.avaya.com/devconnect) Developer Support Programs Development of Intelligent Communications Joining the Program Business development manager Marketing manager PR/Media support Web listing Innovations Guide Lead gen. activities Tradeshow and event Channel programs Go to market programs Marketing Programs Marketing Developed Applications Developer conferences Webinars Tutorials/Courses AES-CM Simulator/SIP CEBP Simulation tool Remote labs Live help desk Sample code Developer forums Live test labs