Avaya partner programme goes under the knife

Vendor unveils newly-constructed channel scheme at EMEA partner conference

Tags: Avaya IncorporationChannel developmentIncentive schemeUnited Arab Emirates
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Avaya partner programme goes under the knife Butt wants product sales through the channel to reach 85% within in the next four years, up from the present 65%.
By  Andrew Seymour Published  November 5, 2009

Prague, Czech Republic: Standardised pricing and an improved rebate system are just two of the perks that resellers can expect from a new channel programme that Avaya will formally introduce to its EMEA partners today.

The Avaya Connect programme, which follows a major review of the way in which the company engages with the channel, replaces all existing partner schemes to create a single framework for processes, pricing, training and certification requirements.

Avaya is currently playing host to more than 300 partners at its EMEA Partner Conference in Prague, which is being attended by a number of key Middle East allies, including Almasa, Aptec, Optimus, Westcon, Asaco, Future Technology and TE-Data.  

Avaya released details of the new programme earlier this month, but partners will get to hear first-hand from company executives how the scheme will benefit the channel when it officially goes live in February next year.

By its own admission, Avaya's previous channel programme was overly complicated and unstructured, but it is confident that the Connect initiative will provide partners with the consistency and support they are looking for.

Tiered global discounts, business incentive programmes and funding to improve market coverage and closure rates are all features of the new-look scheme, while the creation of a single, global price list should result in quotes being developed much faster.

Partners will also be awarded point of sale credits rather than post-sales rebates, cutting down overall processing time.

The revamped partner programme forms a major component of Avaya's efforts to deliver more of its business through the channel. Speaking on the eve of the partner conference, worldwide channels boss Jeremy Butt revealed that the company hoped to get the level of product sales it does through the channel to 85% within the next four years, up from around 65% at the moment.

"By building stronger connections with our partners and enabling them to be successful, we can reach farther to better serve customers," explained Butt.

"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 with better choices to move their businesses forward," he added.

As well as making changes to partner certifications and specialisations, Avaya has slashed its training curriculum to 13 solutions-based tracks focused on unified communications, contact centres and SMB sales.

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