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Conference Presentation

Migrating to Selling Subscription Offers: Avaya’s Lessons Learned

This report is for Subscription Sales members only

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Avaya was successful in the inaugural STAR Award for Innovation in Migration to Selling Subscription Offers. In 2019 they launched a software subscription offer for all their mainstream Unified Communications (UC) and Contact Center (CC) products. The next stage was to focus on changes to culture, compensation and business practices that encouraged both their direct sellers and the channel community to focus on migrating existing customers and landing new customers on the subscription offer. For any company with such a strong legacy in on-premise hardware and software solutions this is not an easy journey to take. Avaya have seen an immediate and significant business impact; in the first two quarters since launch, the Avaya software subscription offer has become one the fastest growing portions of our business.

Tracks: Interactive Breakout, Subscription Sales

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Publish Date: December 10, 2020

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Peg Rodarmel, SVP, Subscription Services, Infor

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