Contact Information: Deb Kline 908-953-6179 klined@avaya.com
Avaya Introduces New Worldwide Channel Program
Avaya Connect Designed to Drive Profitability and Growth for Channel With Streamlined, Globally Consistent Framework
| Source: Avaya Inc.
BASKING RIDGE, NJ--(Marketwire - October 14, 2009) - Avaya, a leading global provider of
business communications applications, systems and services, announced Avaya
Connect, a global program to drive greater profitability and growth for
channel partners. Avaya Connect represents a major overhaul of the
company's existing channel programs into a globally consistent framework
that streamlines processes, pricing, training and certification
requirements while enabling channel partners to serve customers better.
The announcement was made today from the 2010 Avaya Americas Partner
Conference being held in Nashville, Tenn.
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 program. The global framework also recognizes the needs of
different types of partners -- from system integrators and services
providers to small and mid-size business resellers -- and addresses them
appropriately.
"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," said Jeremy Butt, vice president, Worldwide Channels. "Avaya
Connect fundamentally helps drive consideration and closure of Avaya
solutions, enables our partners to engage more customers with our
innovative products and services portfolio, and provides customers better
choices to move their businesses forward."
Serious Rewards, Greater Simplification, More Support
The new Avaya Connect program includes a number of financial enhancements
and benefits for channel partners, including tiered global discounts, new
business incentive programs to help drive growth and funding to help
improve vendor and partner consideration, market coverage and closure
rates.
At the same time, Avaya simplified a number of critical program 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. The new program transitions from
using post-sales rebates to providing point of sale credits, which reduces
processing time to seconds. In addition, Avaya Connect streamlines the new
partner application process to allow completion in under two hours.
Partners also have access to a broader range of marketing support services
and comprehensive, technical and design resources.
Training and certification
The new Avaya Connect training model saves partners both time and money
while improving their ability to build technical skills in Avaya solutions
and services. The new model shifts from product-based training to
solutions-based training focused on Unified Communications, Contact Center
and Small and Midsize Business solution lifecycles -- from design to sales,
integration and maintenance. This comprehensive approach enables partners
to better meet the customers' needs today and into the future.
The new training program has been streamlined from nearly 97 learning and
certification tracks to 13 solutions-based tracks, significantly reducing
the time and complexity needed to achieve credentials. The curriculum for
each path has been both optimized and condensed to minimize participants'
time away from the job. In some cases, the time commitment is decreased by
up to 50 percent. In addition, under the new program, more instructor-led
and virtual classes offered world-wide allow participants to study with an
instructor and interact with the latest remote lab technologies without
requiring major travel.
Partner Level Certifications and Specializations
Avaya Connect simplifies partner requirements and processes for Platinum,
Gold, Silver and Authorized levels and makes them more consistent across
international theaters to enable partners to expand globally. As channel
partners increase certification and competency levels and specializations,
the Avaya Connect program offers higher benefits and discounts.
Avaya is also extending its Services Expert and Small and Medium Enterprise
Expert specializations globally. These specializations recognize partners
that have developed a strong services or small-mid-size enterprise
practice. Both designations were previously only available in North
America.(1)
The new program also includes a Geographic Designation component to better
support the needs of multinational customers and the partners who support
them. Regional or global level designations will help these customers find
the right partners for their needs, while taking advantage of centralized
resources where it makes sense.
Avaya Connect will be globally operational on February 1, 2010 to enable
existing partners to transition to the new program. The new global channel
program will be announced in EMEA and APAC regions during their respective
Partner Conferences in the coming months.
"The hallmarks of successful channel programs are consistency, simplicity
and value for the channel," said Christine Tenneson, Research Director,
Gartner. "Vendors who understand the needs of the channel and implement
financial incentives, tools, and training programs for channel partners
develop and strengthen relationships which ultimately lead to mutual
success in the market."
About Avaya
Avaya is a
global leader in enterprise communications systems. The company provides
unified communications, contact centers, and related services directly and
through its channel partners to leading businesses and organizations around
the world. Enterprises of all sizes depend on Avaya for state-of-the-art
communications that improve efficiency, collaboration, customer service,
and competitiveness. For more information please visit www.avaya.com.
(1) Previously known as Services Delivery Specialization (SDS)