Avaya enhances partner programme

New partner initiatives to help deliver growing portfolio, distinguish best partners

Tags: Avaya IncorporationUnified communication
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Avaya enhances partner programme Avaya is aiming to make its solutions more accessible to partners, says Butt.
By  Mark Sutton Published  November 3, 2011

Avaya has introduced a raft of new channel initiatives, which it says will help recognize its best partners, and assist in delivering in ever-expanding product portfolio.

The changes, that were announced at Avaya's annual Channel Partner Conference in Berlin, are intended to differentiate between the best performing Avaya partners, provide better workflow tools, and help partners manage large international deals.

Avaya has rolled out 60 new products over the past 18 months, and the changes are also intended to ensure that partners have the relevant competencies to deliver a broader solution set.

The additions to the Avaya Connect programme include a new ‘Partner in Customer Excellence' designation, for partners who achieve significantly higher scores in their customer satisfaction surveys, with qualifying partners highlighted in the Avaya Partner Locator.

Partners will also have access to a new benchmarking tool, to see how they compare to other Avaya partners and industry averages, with personalized reports so that partners can identify strengths and weaknesses, and look at appropriate training. Avaya is also providing Avaya OneSource, which consolidates tools, pricing and operational processes into one workflow.

For international deals, Avaya is introducing the Multinational Channel Deal initiative to EMEA region, which is intended to help partners to deliver on large scale opportunities without having to invest in new markets.

"We expect the highest of standards from our partners but, in return, we give them the same. Partners with genuine expertise deliver more value to our customers and to our business. Those who are committed to improving their knowledge of the Avaya portfolio will be rewarded. We will reward them for the percentage of the Avaya portfolio they sell, the value of new customer wins and customer growth opportunities," said Jan Lawford, senior director, EMEA Channels Avaya.

Jeremy Butt, vice president, worldwide channels added: "We are removing obstacles and improving accessibility; making it easier for the best and the brightest to do business with us. Avaya retains its laser focus on enterprise communications and open standards and we remain committed to educating and authorising partners who share our passion and vision. With commitment of this level on both sides I'm sure that the year ahead will be our best yet."

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