Avaya chases after Nortel channel partners

Becomes the latest vendor to try and woo Nortel resellers by offering them fast-track access to its Business Partner programme

Tags: Avaya IncorporationNortel Networks CorporationUSA
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By  Andrew Seymour Published  June 1, 2009

IP communications vendor Avaya has become the latest vendor to try and woo Nortel resellers by offering them fast-track access to its Business Partner programme.

The Nortel reseller community has become a target for rival vendors after the company filed for creditor protection earlier this year. F5, Extreme and Juniper have all launched initiatives to lure Nortel partners unsettled by the vendor’s troubles.

Nortel partners keen to take up Avaya’s offer will be fast-tracked with programmes and incentives to enable them to deliver its unified communications and contact centre solutions. They are also being promised bonus incentives for every new customer and product order.

Avaya is pursuing Nortel dealers at a time when it claims to be stepping up the implementation of a ‘high-touch channel-centric’ strategy that is designed to bolster indirect sales.

“For Nortel channel companies, it’s an opportunity to add the Avaya product line, including the Avaya Aura platform,” said Todd Abbott, senior VP and president of field operations at Avaya.

“We are taking unified communications and contact centre markets into new territory with one of the most innovative, core communications platforms available today. This is an opportunity to quickly build a relationship with Avaya and gain new business with customers looking to move their infrastructures to the most advanced architectural model,” added Abbot.

In EMEA, Avaya claims that more than 90 former Nortel and Siemens channel partners have already joined its Avaya Business Partner program during the past few months.

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