See differently with ALE

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Partner Program –

Distribution and ResellerIndirect Resellers – Jan 2019

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Agenda

Introduction

Specialization: The heart of the Program

Becoming specialist: Certification and education

The Accreditation

Services offer

IR certification incentives

Business support

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Agenda

Introduction

Specialization: The heart of the Program

Becoming specialist: Certification and education

The Accreditation

Services offer

IR certification incentives

Business support

4

Introduction

Partnering for Success

• ALE have a clear and committed partner strategy and our Partners are key in delivering

our award winning technology.

• Our Global Community is growing with over 2,200 Partners located in more than 130

countries.

• ALE provide you access to a comprehensive portfolio of products and services delivering

secure, high-performance communications and network infrastructures to our customers.

• Our program drives innovation, expertise reward and recognition of our Partners to

ensure the highest level of quality to sell, deploy and support ALE International solutions.

• We strive to deliver a flexible and scalable framework which enables our Partners to

reach their business goals now and in the future with a long-term mutually beneficial

relationship.

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Channel support

Sales & Marketing

Professional Services

Press & Analysis

Brand awareness

Lead generation

Distributors

Direct

Resellers

END CUSTOMERS

Service Providers

Carriers

Systems Integrators

ResellersIndirect

Resellers

PARTNERS

ALE

Distribution Model

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Introduction

ALE: Our mission to be the best Partner to our Partners

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Collaborative Conversations

Wide range of solutions

• An open platform that

delivers an exceptional user

experience supported by

innovative applications and

state-of-the-art devices

Application Fluent Network

Maximize network efficiency

• Streamlined operations

• Fine-grained management

and control of

users/application

• Simplified architecture to

cope with new multimedia

applications

• Converged campus and data

center networks delivered

via CAPEX, OPEX or On-

demand

Collaborative

Conversations

Application

Fluent

Network

Cloud-based Transition

Flexible deployment models

• A-la-carte consumption schemes for:

• IT budget constraints

• Growing demand for as-a-service

communications and network resources

• Hybrid solutions from premises to the cloud

Products &

Services

Partner

Ecosystem

Enabling our Partners to deliver Positive Business Results

for Customers

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• Web services

• APIs

• SIP interoperability

• Developer portal

• Applications eco-system

• Customer self-service

• Unified communications and mobility

• Messaging center

• Visual communications

• Collaboration

• Web conferencing

• Broadcasting

• Inbound/outbound customer service

Communication

Devices

Third-Party

Applications

Support

Education

Professional and

Managed Services

• Soft clients (smart phones, tablet, PC)

• Premium DeskPhones

• Docking stations

• Smart desk phone

• DECT

• VoWLAN

• Conferencing modules

• OpenTouch™

• OmniPCX™ Enterprise

• OXO Connect (SMB)

• Unified Management

IP/SIP

Communication

Platforms and

Infrastructure

Communication

Applications

and Customer

Service

Communication Portfolio

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• OmniVista 2500 LAN/WLAN Unified

management

• OmniVista 2500 Virtual Machine Manager

• Guest access

• OmniVista Cirrus

Unified

Access

Network

Security

Support

Education

Professional

and Managed

Services

• OmniSwitch 9900, 9000/E, 6860/E, 6865,

6855, 6560, 6465, 6450, 6350, 6250,

2220

• OmniAccess WLAN

• WLAN Controllers

• Access Points (AP, IAP, RAP)

• OmniAccess Enterprise Services Routers

• Managed access services

• SDN programmability

• OmniSwitch 10K, 9900, 6900, 6860/E

core and data center switches

• Data Center intelligence fabric

• Network automation for virtual

machine mobility

• Network virtualization (VXLAN)

• SDN Programmability

Data Center

and Core

Network

Management

Network Portfolio

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Rainbow™• A cloud-based overlay service enabling

multimedia work-stream communication

and collaboration services, integrating

ALE and 3rd party telephony equipment

to a cloud offering to deliver full

collaboration inside and outside the

enterprise.

Network

Cloud

Solutions

Collaboration

Cloud Solutions

Communication

Cloud Solutions

Management

and Business

Tools

Support

Education

Professional

and Managed

Services

OpenTouch Enterprise Cloud

Solution• A solution that enables cloud service

providers, systems integrators and BPs

to deliver a UCaaS offer that provides a

secure and private communication and

conversation experience to mid and

large enterprises

Management and Business Tools• Management and business tools

enabling the as-a-service model, such as

integrated management and provisioning

tools, including mobile management,

application and service catalog, user

security/policy management

Network On Demand• A solution enabling cloud service

providers, systems integrators and BPs

to deliver the industry’s most

comprehensive LAN/WLAN network

infrastructure technology on a

subscription, pay-per-use basis.

Cloud-based OfferingsTechnology to enable our Partners to monetize the transition to the cloud

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Investment protection, cost control

• 24/7, worldwide support coverage

• Software support and evolution

• Hardware support and replacement

• Multi-year

Vendor accompaniment

• Managed services

• Network operation

• CAPEX to OPEX

• Performance and change management

• Hosting

• Field services

Ensure knowledge transfer, accelerated

adoption success

• Training courses for all products

• Adapted to job function and profiles

• Multi-media, class, web-based,

remote, etc.

• Our premises or on customer site

• Standard/customizable offer

Vendor assurance, risk mitigation

• Integration services

• Mentoring, consulting services

• Project management

• Resident engineer

Extra value through customizations

• Application services

• Customized applications

Business Partners

Global Project Management

Managed

Services

Education

Services

Products

and

Solutions

Professional

Services

Support

Services

A Range of ServicesSupporting our Partners with key expertise for joint success

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Agenda

Introduction

Specialization: The heart of the Program

Becoming specialist: Certification and education

The Accreditation

Services offer

IR certification incentives

Business support

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Product Specialization is associated with a category of products

and solutions from Alcatel-Lucent Enterprise portfolio. A Business

Partner selects its targeted Specialization(s) based on its business

goal and then acquires Specialization(s) through the mandatory

Certification of its employees.

The combination of several Product Specializations allows

Business Partners to become a Segment Specialist.

A Business Partner is Accredited as soon as it becomes a

Specialist in any of the available Specializations.

Associated commercial benefits granted once the Specialization is achieved

The Program is fully flexible with the ability to evolve over the time

Specializations

The heart of Alcatel-Lucent Enterprise Partner Program

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Partner is Accredited when Specialist on at least one Product Specialization

Predefined combination of

Product SpecializationsPack of achieved

certificates

Partner Product

Specialist

Partner Segment Specialist

Business level: Up to 100K€

Business Level: Over 100K€

Plus Level

Pre-Sales 1 ACPS

Sales 2 ACSR

Post-Sales 1 ACSE

Essential Level

Pre-Sales 1 AQPS

Sales 1 ACSR

Post-Sales 1 ACFE

Specializations

The heart of Alcatel-Lucent Enterprise Partner Program

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Segment Specializations Plus Level Essential Level

SMB = OXO Connect + LAN and WLAN Network

Enterprise = OmniPCX Enterprise or OpenTouch + LAN and WLAN Network

Hospitality = 1 ACSE + 1 ACPS + 2 ACSR Hospitality * + OmniPCX Enterprise or OpenTouch and LAN Network

Network = LAN Network and WLAN Network + No additional specialization required

(*) : Hospitality is not a Product Specialization.

Product and Segment Specializations

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Agenda

Introduction

Specialization:

The heart of the Program

Becoming specialist:

Certification and education

The Accreditation

Services offer

IR certification incentives

Business support

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The Program in a nutshell:• Benefits and capabilities based on qualifications, skills and investments

• Benefits increase along with investment in the Program

Certification

Specialization

Accreditation

Certification: Training your workforceAwarded to individuals: Sales, Pre-Sales, Post-Sales

Specializations: Aligned to your business goalspackage of certifications: For a product or segment

Accreditation: Getting recognitionPartner meeting requirements: Business engagement, services capabilities and Specializations

Certification Specialization Accreditation:

Pillars of the Program

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Training for ALL…

• On the Enterprise Portfolio: Communication,

Cloud, Hospitality & Network solutions

• For all job functions and based on your current

knowledge level (newcomer or experienced)

• Via trainings using appropriate media and

delivery modes, delivered at our or your premises

and that can be customized

… In ONE place:

• Knowledge Hub, your personal learning environment

• Connect to Knowledge Hub to discover the full training

portfolio and get the latest training news and updates!

Education Portfolio

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Education Services validate skills and knowledge through official diplomas to recognize Business Partners’ expertise

The Certification Program enables them to be compliant with the Alcatel-Lucent Enterprise Partner Program requirements and Specializations

FUNCTIONS CERTIFICATIONS LOGO

SALES

ACSR (Alcatel-Lucent Enterprise Certified Sales Representative)

For sales representatives who sell Alcatel-Lucent Enterprise products and solutions

PRE-SALES

AQPS (Alcatel-Lucent Enterprise Qualified Pre-Sales)

For System Engineers who design stand-alone projects

ACPS (Alcatel-Lucent Enterprise Certified Pre-Sales)

For System Engineers who design large/complex networking projects

POST-SALES

ACFE (Alcatel-Lucent Enterprise Certified Field Expert)

For field engineers in charge of advanced configurations, installation and service support

ACSE (Alcatel-Lucent Enterprise Certified System Expert)

For expert engineers in charge of complex configurations, installation and remote service support

Partners Certification Program

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Agenda

Introduction

Specialization: The heart of the Program

Becoming specialist:

Certification and education

The Accreditation

Services offer

IR certification incentives

Business support

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From M1 to M6 (Registration Period),

Registered Partner has 6 months to certify its

staff and to become accredited

During this period, the Registered Partner

can benefit from 1 specialization discount

maximum

The Business Partner is recognized as

“Registered Partner” on the Alcatel-Lucent

Enterprise Partner Locator

First 6 monthsAt the end of the Registration Period, the Accreditation

review committee reviews the Partner’s status:

The Partner achieved its Accreditation

The Partner does not achieve its Accreditation

In case of non Accreditation

(1) If the Partner does not show any effort, the

relationship is stopped without any compensation or

indemnity

(2) If the Partner shows strong efforts, we grant an

additional period of 3 months (Recovery Period) but

without applying any Specialization discount (0%).

If at the end of the Recovery Period the Partner is

not accredited, we stop the relationship.

Normal Accreditation CycleM6M5M4M3M2M1

After 6 months

Accreditation Lifecycle principle:

New Partners

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PRODUCT SPECIALIZATIONS

- OXO Connect

- OmniPCX Enterprise

- OpenTouch

- Contact Center solution

- LAN Network

- WLAN Network

- Data Center Networks

- ClearPass

- OpenTouch Enterprise Cloud Provider

SEGMENT SPECIALIZATIONS

Partner Logos

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For a better monitoring of the relationship with ALE International, a dedicated Partner

Dashboard is available online to provide the following information:

• Staff Certification status

• Company Accreditation follow-up

• Achieved Revenue

• Business Plan management

• On boarding facility with Distributor(s)

• IR Certification Incentive follow up

• Diplomas

• Program guides

• User guides

Business Partner Web Dashboard

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Business engagement

Business plan

Demonstration capabilities

Service capabilities

Welcome center

Initial response time

Call tracking system

Yes

For solutions sold

Yes

Within 2 hours

Yes

Business engagement & Service capability

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Enablement benefits

Indirect Reseller Certification Incentive

Access to Technical Support

Lab & Demo conditions

Access to Alcatel-Lucent Enterprise Education Services

Marketing benefits

Accreditation recognition, logo & diploma

Segment Specialization logos

Partner Extranet

Partner Locator with reciprocal web link

Sales & Marketing tools (collateral, sales briefs,

newsletter, presentations…)

Briefing Center

Program benefits and requirements for Indirect Reseller

Enablement requirements

Training Plan

Staff certifications

Service capabilities

Business Plan

Demonstration capabilities

Marketing requirements

Reciprocal web link using Partner

logo

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Agenda

Introduction

Specialization: The heart of the Program

Becoming specialist: Certification and

education

The Accreditation

Services offer

IR certification incentives

Business support

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Alcatel-Lucent Enterprise Services enable Partners all along the way by complementing their post

sales capabilities in the implementation, integration and support of ALE Solutions

PROFESSIONAL SERVICEShelp eliminate adoption risks and propose customer-adapted solutions value

- Integration Services - Application Services

SUPPORT SERVICESattached to product sales, support services help protect your installed base • Software Support: From product purchase, Solution Premier Service (SPS for MLE)

and Software Assurance (SA for SMB) grants access to Technical Support, continuous software maintenance and Software evolution.

• Hardware Support: warranty, repair, replacement

- Off-The-Shelf Applications- Customized Applications- Framework/Middleware

Services complement your offer and capabilities

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Agenda

Introduction

Specialization: The heart of the Program

Becoming specialist:

Certification and education

The Accreditation

Services offer

IR certification incentives

Business support

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Principles of Certification Incentive

Partner Program

2%

4%

Essential

Plus

• Calculated for each Product Specialization* achieved by Indirect Reseller

• Calculated on the basis of the monthly revenue for the products covered in the achieved Specialization for the Indirect Reseller and

declared by the Distributor(s) to Alcatel-Lucent Enterprise through the monthly POS report.

• Accrued amount is displayed for each Indirect Reseller on the Enterprise Business Portal

• Amount is paid quarterly to Distributor(s)

Certification Incentive

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Agenda

Introduction

Specialization: The heart of the program

Becoming specialist:

Certification and education

The Accreditation

Services offer

IR certification incentives

Business support

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Partner & Channel Marketing

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1. Marketing Business Planning to support business Growth

2. Innovative Campaigns to help attract and retain customers

3. Marketing Fund investment to make your plans a reality

4. Global Marketing Support that understands your local market

Partnering for Success

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Alcatel-Lucent Enterprise Partners benefit from the end to end marketing support

PARTNER

COMMUNICATIONS

• Newsletters

• Social media

• Press releases

• Information flash

• Advertising

• Webinars

PARTNER

MARKETING

• Promotional campaigns

• Co-marketing activities

• Rewards program

• Marketing Concierge Services

• Partners events

• Communities

DEMAND

GENERATION

• Campaign in a box

• Telesales activities

• MyMarketing Agency

CUSTOMER

MARKETING

• Events

• Customer reference

program

• Executive Briefing Centers

End 2 End BUSINESS SUPPORT

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Comprehensive, Market-leading Technology

Flexible Contract, Easy to do Business With

Simple pricing structure

Specialization/Accreditation:

Product & Market focus

Key take aways

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