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©2017 Mitel. Proprietary and Confidential.

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Q2 2017 Channel Kickoff

Todd Abbott, EVP Global Sales

©2017 Mitel. Proprietary and Confidential.2

Topics


Paul Ginn, Director, Marketing & Enablement

Jeff Nolan, VP Sales, Mitel Connected Guests

Kurt Schindler, Channel Marketing Manager

Teresa Horvath, Director, Global Bid Management

Fiona J. Hills, Senior Channel Program Manager

Nicole Tuchbreiter, Digital Marketing

Mitel Go to Market

MiVoice Business & 6900 Series Phones

MiVoice 400 for Hospitality

Mitel Partner Roadshow 2017

RFP Resources

Partner Programs Update

InfoChannel Update



Mitel Go to Market


Global Sales Structure

4

Todd AbbottEVP Sales

TBDNA Sales

Wolfram Fischer

EMEA Sales

Pierre-Jean Chalon

APAC Sales

NivaldoSancinettiCALA Sales

Jeff Nolan Hospitality

Vertical

Sarah HellonSales Ops

TBDTech Ops

TBDInside Sales

Center


Todd Abbott

5

Background as a Global Sales & Marketing

Executive with Several Technology Companies

History in the UC Market with Cisco and Avaya

Strong Proponent of a channel-centric GTM

Based in Plano, TX | Lives in Miami, FL

Why Mitel? I believe that we are well positioned

to consolidate the industry and be a leader in

Cloud UC.


America’s Sales Structure

6

TBDVP NA Sales

Enterprise High Touch Teams

Mike ConlonVP Channels

Service Providers& National Channels

Verticals Josh HaslettTech Ops

James RotundiCloud Agent

CAMs

Matt MetzgerChannels NE

John GabrielChannels SE

John PerrizoChannels Central

Carter Chapman

Channels West

Eric TuttleDistribution

Channel

Marek Wasilewski

ClearspanTeam

SP & National Channel Team

Melissa Zuckerman

Enterprise NE

Stephanie Ford

Enterprise SE

David LafaireEnterprise

Central

Steve Conquer Enterprise West

Susan LeverittCloud Spec

Team

Tom Lang Canada

TBDCC Specialist

Team

Field SETeams

TBDInside Sales

Center

Tim Kiernan Direct SMB

Kyler WalkerCloud Sales

Center - Mesa

Channel Support


High-Touch Enterprise Teams ― AM

7

• Combine Direct and Indirect Enterprise Customer Coverage– Channels are Partners | Enterprise are Customers

• Drive the Reference Architecture for Premise to Cloud– Owner of the architecture required for effective engagement

– Set Mitel preference in the account

• New Customers Fulfilled Through the Channels‒ We are not wholesale shifting direct customer to channel

‒ Protect the channel partner who brings you the deal

– Partner neutral if Mitel team has driven the deal through the sales cycle

• Partner with CAMs on the Development of Required Partners


Channel Teams - CAM

8

• Development of Our Targeted Channel Partners– Partners must be self-sufficient on all smaller enterprise deals

– Capabilities to support complex sales/implementation/support

• Recruitment vs Channel Development– Recruit where coverage gaps exist ― Geographic & Industry

– Increased focus on developing existing partners ― Growth Partners

• Prioritize Focus on GTM Partners to Drive New Customer Growth

• Drive Coverage of Our Small Partners to Disti Partners


Key Strategic Priorities

9

• Simplify Channel Program– Require a global standard

– Implement SFDC PRM system

• Implement SFDC PRM System– Critical to scaling our channel coverage

• Redesign Our Product Release Process– Channel needs to train and align on new launches — in advance

• Invest in a new inside sales center – Richardson, TX– Immediately staffing channel inbound support capability

– Focus on lead development and sales process augmentation

• Rationalize Our Cloud Inside Sales Model – Mesa, AR– Minimize channel conflict


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10

MiVoice Business

Installed Base 6900

Upgrade with Ease

Program

Paul Ginn

Director, Marketing & Enablement


How Costly Are Those Moments in Time?

Closing a critical business deal and dropped

your mobile call when you got to the office?

How long did it take to get that conversation

back on track?

Chairing a conference call from your mobile with

15 employees, and lost the call transfer to your

office phone? Are you counting the idle

employee cost while you reconnect?

Bolted to the desk on a long call, when you

needed something from the office next to you,

printer, coffee? Imagine the efficiency if you

were free to move about your business.

Public office spaces looking tired?

Place latest Mitel 6940 with distinctive

touchscreen to elevate your game.


MiVoice 6940

A desk phone that makes you

more mobile.


Seamless Mobile to Office Communications

Maximize Business Gain

Avoid Unfortunate Business LossMaximize Employee Efficiency

Elevate Employee Satisfaction Elevate Your Business Image


6900 IP Phone Family

Good

6920Better

6930Best

6940


MiVB “Upgrade with Ease” 6900

• $500 Rebate when you order a minimum 20x 6900 phones

• Free 4-year Extended Warranty for 6900 Phones ordered (total 5 years warranty)

• Accessory Offer

• 20% off MiVoice 6900 Phone accessories (DECT headsets, WLAN adapter, PKMs, etc.)

• Receive free cordless handsets for all 6930s ordered.

• 20% off RFP12/DECT112 single-cell DECT when you order a minimum of 100x 6900

Phones

• Free MiVoice Conference Phone when you order a minimum of 100x 6900 Phones.

• Software Assurance Re-enlist Fee waived

Upgrade to MiVoice Business Release 8 and receive:

Terms & Conditions

• Customer must be an existing Mitel MiVoice Business customer. Program product must be combined to one order (excluding SWA). One order per customer

• Offer only available in combination with Mitel 6900 Series desk-phone orders.

• Rebate available in Australian Dollar, Canadian Dollar, Euro and Great Britain Pound equivalents

• Rebate reimbursement requires a) proof of MiVB, b) proof of upgrade and c) proof of minimum 6900 series phone purchase

• Rebate reimbursement managed via Mitel Rebate site. Details of Redemption process will be communicated by April 30 th, 2017

• Extended Warranty applies only for phones purchased and commences after the first 15 months out of box warranty and extends for 4 years.

• Extended Warranty only eligible for upgrades from April 1st – September 30, 2017.

• All product and accessories to be ordered through Mitel’s CPQ and Online store processes

• SWA Re-enlist fee waiver applies to MiVoice Business Re-Enlist fee only.


Marketing Support

Landing PageEmails

©2017 Mitel. Proprietary and Confidential.| ©2016 Mitel. Proprietary and Confidential.17

Marketing Assets

MiVoice 6900 Video Exec / Sales Day in Life Video 6940 Demo Video

Blogs x4 Webinar

Value Prop Webinar

(Planned to produce in

April)

Value Prop Webinar


Key to Success


Photo here MiVoice Office 400

Hospitality Package Launch

19

Jeff Nolan

VP Sales, Mitel Connected Guests


Hospitality Continues to GROW

Global Brands

Expanding into

the Americas

M&A activity

driving technology

change

1,300 new

decisions made

within 2017 — 2- 4

star properties

Pervasive WiFi

drives Mobile

Guest Applications

Properties investing in

tools that help them

operate the business

New brands emerging

and challenging

technology standards

39%Percentage of

revenue increase if a hotel’s review

score increases by 1 star ― Cornell

University


MITEL MIVOICE OFFICE 400 HOSPITALITY PACKAGE

Your Complete Guest and Staff Communication Solution

Reception Console

Web-based Guest

Management Application

Staff Mobility

Call AccountingApplication Integration Guest & Staff Voice

Messaging

Staff Workflow

Optimization & Management

Housekeeping Status

MiVoice Office 400

Hospitality Package


MiVoice Office 400 Webinar Series

22

Event Target Audience Schedule

MiVO 400 NA Launch Webinar: Channel

Introduction

Mitel Channel Partners Archived

MiVO 400 Launch Webinar: SX200 vs MiVO 400 Mitel Channel Partners

who currently sell SX200Archived

Hospitality Webinar Series: Market Overview All Archived

Hospitality Webinar Series: Solution Deep Dive

MiVO 400 Hospitality Package

All May 11 @ 1PM EDT

Hospitality Webinar Series: Technical Deep Dive

MiVO 400 Hospitality Package

All May 24 @ 1PM EDT

Mitel MiVoice Office 400 Hospitality Package:

Your Complete Guest and Staff Communication

Solution

Customers &

Prospects

June 1 @ 1 PM EDT

Hospitality Webinar Series: Portfolio Deep Dive

Connected Guest

All June 7 @ 1PM EDT

Hospitality Webinar Series: Competitive Deep

Dive

All June 21 @ 1PM EDT

https://cc.readytalk.com/r/91co3ixll83e&eom

https://cc.readytalk.com/r/x1cyenw7yvq7&eom

https://cc.readytalk.com/r/poecaqcerudo&eom

https://cc.readytalk.com/r/m7r34eem1t39&eom

https://cc.readytalk.com/r/e4nto5j7a0vq&eom

https://cc.readytalk.com/cc/schedule/eventInfo.do?id=p03tt5dtfffa

https://cc.readytalk.com/r/8g70mcwmux0f&eom

https://cc.readytalk.com/r/7q2zei52g6gt&eom


Call to Action

23

1. Register for the webinar series.

2. MiVO 400 is in CPQ — start quoting!

3. Engage your customers and prospects

a. Identify hotels with <150 rooms

i. Prioritize hotels with older phone systems >10+ years

b. Encourage them to attend our upcoming webinar:

Mitel MiVoice Office 400 Hospitality Package:

Your Complete Guest and Staff Communication Solution

Thursday, June 1 @ 1 pm EDT

4. Set up a private webinar with your customer(s) and

engage your Mitel Hospitality Team to support you.

General

Availability

May 15!

https://cc.readytalk.com/cc/schedule/eventInfo.do?id=p03tt5dtfffa


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Mitel Partner Roadshow 2017

24

Kurt Schindler

Channel Marketing Manager


Roadshow Overview – What

11-city US & Canadian Mitel road tour

• AM session & lunch - Partners and Customers/Prospects

• Afternoon – Channel Partners only

Expect a full day of rich content and a valuable experience that includes:

• Digital Transformation (DX) - What is it? Why is it important? What's Mitel's DX strategy?

• Mitel Product Portfolio Updates - Enterprise, SMB, Cloud, IoT, Mass Notification Solutions

• Keynote Speaker - Industry trends and compelling customer case study

• Mitel Product Roadmap - Mitel's Best Path to the Future

• Demo room - Learn first-hand about new and products and solution enhancements currently


Roadshow – When & Where

Orange

County

TorontoSeattle

N.Y.

Boston

Atlanta

Chicago

Minneapolis

Dallas

Houston

D.C.

June 6 Minneapolis, MN

June 8 Chicago, IL

June 13 Orange County, CA

June 15 Seattle, WA

June 22 Toronto, ON

Aug 8 Boston, MA

Aug 10 NY, NY

Aug 29 Washington, DC

Aug 31 Atlanta, GA

Sept 12 Dallas, TX

Sept 14 Houston, TX


Roadshow – Who & Why

Who? ALL channel partner employees who can benefit from Plus, an opportunity for you to bring your

customers and prospects. Mitel is also inviting net-new end-user customers to attend the events.

Why? That’s simple:

• Provide you with engaging and invaluable Mitel updates and content and industry insights to help

make you more successful

• Networking opportunities

• Unique opportunity for your customers and prospects

Demo Room

• Best Path to the Cloud – MiCloud Office

• MiVoice Business / Hybrid/ MiCollab

• Contact Center

• Skype for Business Integration

• 6900 Phones & Accessories Table


Partner invites will start going to partners this week. You will be able to choose any city / date.

Be sure to RSVP as soon as you can to save your spot.

Roadshow — Be On the Lookout


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29

Mitel Global Bid Management

Cloud & Enterprise

Teresa Horvath

Director, Global Bid Management &

Global Accounts


Bid Management Services $500K (USD) or more

Bid Management Services – Full Service

Mitel Representative (CAM/MAM/High-Touch)

submits registered opportunity SFDC link request to

Global Did Desk

Bid Manager assigned by Bid Desk

once prequalification approved

In support of Partners, the Bid Manager will engage with the

Partner’s Account Manager/Bid Manager and be

the single point of contact for Mitel Content


Document Services Support Between $250K - $500K

Bid Desk Document ServicesA lighter high-value service:

Partner drives the overall bid process

Mitel Representative (CAM/MAM/High-Touch) submits

registered opportunity SFDC link request to Global Did Desk

Bid Desk Document Services

focuses on the document — reviewing, formatting, and editing

First Pass template creation

Last Pass draft review

Goal: Identify gaps, ensure proposal responses are

vetted, branded, professional and comply with customer requirements.


Document Services Support Includes

Create and distribute required template

Highlight Mitel nonstandard product, services or Mitel commercial terms

Assist in Executive Summary preparation

Provide guidance to self-service tools

Provide document instructions

Assimilate and edit content

Conduct QA check

No Bid Management at this level

See bid management services description


Global Bid Desk – Other

Self-Service

Single Sign On via Mitel Connect

• Proposal Library (coming soon)

• Proposal Generator via CPQ

• Project Management Aids - Assignment Matrix/Project Schedule templates

Support Model for general questions

Non-Standard Commitment request for approved RFx

Mitel product, services and commercial terms

• Min requirements start at $100K USD

[email protected]

mailto:[email protected]


Summary – Global Bid Desk – How to Engage

Mitel Representative (CAM/MAM/High-Touch) submits registered opportunity SFDC

link and include RFx to global bid desk

Global Bid Desk will respond within 36 business hours to:

• Have a review session to discuss any areas of concern and any outstanding items

• Assess Bid Management services request and delegate to the appropriate Bid

Manager

• Discuss and timeline Document Services requests


Questions to [email protected]


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Partner Rewards

Mitel Sales Incentive

Program

37

Fiona J. Hills

Senior Channel Program Manager


Mitel Partner Rewards

38

Points-based sales incentive for Channel Sales Reps

Great rewards – luxury gift items travel trips, or redeem

points for gift cards ($ equivalent)

Funded and administered by Mitel

Easy single sign-on access via Mitel Connect

Points tied to strategic initiatives, not general Mitel sales

Annual 1099s (USA) or T4As (Canada) to all program

participants


Mitel Partner Rewards – What Currently Qualifies

39

Notes:

MiVoice Business and MiVoice

Office 250 only qualify when

displacing Avaya.

New 6900 Series of phones

qualify for all opportunities

Watch for new offers throughout

2017

©2017 Mitel. Proprietary and Confidential. 40

How Do You Get Started?

• Create a Mitel Connect account

• Go to http://www.mitel.com/content/register

• Choose the option to register as an existing Mitel Authorized Partner and complete the registration screen

• Be sure to use your company email account to establish your account.

• You will immediately receive an automated email – respond to it to confirm your email address (must be done with 48 hours)

• Once you’ve completed the above steps, the approval process within Mitel will be completed within 2 business days.

• When your account has been created and approved, you will receive a final email from Mitel, with log-in instructions

Log into Your Mitel Connect Account to Customize Your Partner Rewards Account

• Once your Mitel Connect Account is activated, a Connect Administrator will activate the Partner Rewards policy on your account

• You will see Partner Rewards as an option in your left-hand main menu or under Tools / Business Tools / Partner Rewards

• You will be able to customize your Rewards account by uploading your avatar (photo) and personal details

All participants MUST have a Mitel Connect Account to participate

http://www.mitel.com/content/register


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InfoChannel Worldwide

41

Nicole Tuchbreiter

Digital Marketing


MOL-D


What is InfoChannel?

• A portal to provide information to Mitel

• Employees

• Partners

• Resellers

• Special user groups

• Place to be for all users and all content (marketing, sales, etc.)

• Every new user account created for IC gets IC ww added

• InfoChannel North America users will be migrated into InfoChannel —

Worldwide before summer


What is Mitel – Worldwide?

• Single source of content for

• Sales

• Marketing information

• Product information

• Services, etc.

• All content published to all users

(of the group) around the globe

• Chapter, “Country Information”, for

local content in local language


How do I get there?

• Single sign on via Mitel Connect

• Granted access for MOL users

from Mitel Connect

• Access issues? Contact Mitel

Connect Support!


What Can I Find There?

• Single source for all marketing and sales relevant information

• Product Bulletins/Announcement

• Brochure, Datasheets, Presentations

• POS-items

• Videos, Images, Icons

• Training videos and Webinars (product related)

• Marketing

• Promotions & Campaigns


Welcome to InfoChannel Worldwide

• News – Notice Board

• What’s New

• Search function

• Person profile settings – important for

notifications


My Profile

• Adjust personal settings:

• Select interest groups

• Receive email notifications for

news on your selected interest

groups


Notification E-Mail

You must be logged in to follow

the link directly to the document


Search Function


How to Use the Search Function

• Type a search criteria and click on the Search icon.

• To extend your search for more then one word

o Use the commands like AND , OR and signs like & , * , ? .

o Space between two words does not mean OR in this context

o it will treat it like a sentence and make a search for the whole sentence.

• Examples:

• MiCollab AND datasheets: Will show you all documents that include these two words

• MiCollab OR datasheets: Will show you all documents that include either of these two words

• (MiCollab AND datasheets) OR ordering information: Will show you all documents that include MiCollab and datasheets or the word

ordering information

• Web*: Will show you all documents including the word Web e.g. webcast.

• Web??: Will search for Web and two more letters in a word

• MiCollab* AND *launch*: Will show you all documents that has a word that starts with MiCollab and where launch is included

somewhere in the document description.


Questions?

Thank You

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