Avaya revamps channel strategy

Stuart Corner
Thursday, 29 October 2009 03:14

IT Industry - Strategy

Avaya has announced the regional launch of Avaya Connect, the global revamp of its channel partner strategy.

According to Avaya, "Avaya Connect represents a major overhaul of the company's existing channel programmes into a globally consistent framework that streamlines processes, pricing, training and certification requirements while enabling channel partners to serve customers better."

The move also aims to increase the percentage of revenues from channel sales. Jeremy Butt, Avaya's vice president worldwide channels, told iTWire in February that globally the ratio was about 50:50. "Over the next three to four years we hope to get that to 85 percent through channels." Andy Hurt, regional director, channels for Avaya South Pacific (including Australia) said that in this region the percentage of sale through channels was closer to 85 percent.

"Avaya Connect will enable channel partners to grow their businesses by expanding financial benefits, enhancing technical, marketing and sales support and providing a highly effective, simplified training and certification programme," the company said.

"The global framework also recognises the needs of different types of partners – from system integrators and services providers to small and mid-size business resellers – and addresses them appropriately."

Chee Heng Loon, managing director, channels and alliances, Avaya Asia Pacific, said: "The idea is simple. By building stronger connections with our partners and enabling them to be successful, we can reach farther to better serve customers."

Avaya says the new programme includes a number of financial enhancements and benefits for channel partners, including tiered global discounts, new business incentive programmes to help drive growth and funding to help improve vendor and partner consideration, market coverage and closure rates.

Avaya has also simplified a number of programme elements and transaction processes so partners can respond more quickly to opportunities. "For example, Avaya trimmed its pricing model into a single, global price list to make it easier for customers partners to understand and faster for partners to develop quotes." Partners also have access to a broader range of marketing support services and comprehensive, technical and design resources.

Avaya Connect is scheduled to be globally operational on February 1, 2010. The company says a new global channel programme will be announced in EMEA and APAC regions during their respective partner conferences in the coming months.