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Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 11
Center Utilization February 2012Performance Against Objective
Corporate EBCs
Local EBCs
Site ’12 ’11Basking Ridge, NJ 34% 60%Guildford, England 66% 100%Santa Clara, CA 63% 30%Singapore 82% 88%
Site ’12 ’11
Beijing 12%No
tracking
Coppell, TX 30% 21%Denver, CO 30% 31%Fairfax, VA 38% 53%Lisle, IL 50% 31%Markham, Ontario 59% 69%Mexico City 123% 194%Mumbai, India 18% NewNew York, NY 82% 81%Paris, France 117% 163%Sao Paulo, Brazil 71% 63%Sydney 124% 188%Tokyo, Japan 112% 63%
• Corporate center utilization average 61%
• Utilization based on the number of sessions taking place in that room not the number of days
• Many local EBCs are also community conference rooms
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1020304050607080
Basking Ridge Guildford Santa Clara Singapore
Performance against goal trailing 12 months
Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 2
Barriers to Briefings
Most common barriers n=84 67% rated their visit as “Awesome” or
“Good” and 11-13% had never been
42 cited cost
20 cited customer time out of office
7 cited Briefer Availability
2 cited dated technology in EBC (Lisle, Il prevalent in comments)
Key takeaway: there are over 100 customers cited that respondents state they would bring to an EBC if the barriers were removed!
Most common comments: Customers prefer briefing at their
location due to time out of office – Demo Avaya had 50k hits since 10.01.11
Demos are being done at customer locations
Limited Briefer and Exec availability
Competitor EBCs are flashier– The majority of these comments can be
traced back to local centers which, other than the platform technology, are funded by sales
Some customers cannot accept travel paid by vendor
In the last month38%
In the last quar-ter
10%
In the last fiscal year35%
Prior to October 20106%
Never11%
When was your last visit to an EBC
Awesome23%
Good45%
Fair13%
Poor8%
I've never been13%
Please rate your last visit to an EBC
Avaya - Proprietary. Use pursuant to your signed agreement or Avaya policy. 33
Special Surprise:Booth Preview
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Booth Preview
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