Taking the mid-market to cloud

Khalid Khan, director of Midmarket and Cloud, MEA & APAC, Avaya talks moving to the cloud

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Taking the mid-market to cloud Mid-market companies are also facing the same challenges from digital disruption as larger enterprises
By  Khalid Khan Published  May 2, 2017

The small-to-medium business sector is essentially the engine room of the UAE economy, providing more than 86% of jobs in the private sector and accounting for 60% of the nation's GDP.

So the SMB market should be extremely attractive to IT vendors in the UAE, with plenty of offerings packaged to the sector's needs. While some vendors and channel partners are addressing the needs of SMBs - and mid-market companies in particular - all too often vendors either focus on their larger enterprise customers, or provide consumer-level solutions that don't deliver the scalability companies need.

Mid-market companies are also facing the same challenges from digital disruption as larger enterprises, while often having made considerable infrastructure investment that they don't want to abandon overnight. While very small companies are often able to take the plunge and leverage new trends such as the cloud, mid-market companies may not have as much flexibility and agility to adapt.

Still, the public cloud services market in the Middle East and North Africa region is projected to grow to a total $1.2billion in 2017, according to Gartner. Mid-sized companies are clearly are moving to the cloud today with the objective of streamlining processes and restructuring their business models for the purpose of greater profitability and to gain that competitive advantage. The good news is that moving to the cloud doesn't have to be an overwhelming experience. Cloud migration is not a black-and-white, in-or-out decision, it can be a continuum.

In the communications and collaboration space, we are seeing strong interest in hybrid deployments - with companies looking to maintain their legacy investment while looking at moving new applications such as voice, video, and contact center, into the cloud.

For our channel partners, that means there is a clear opportunity if they can deliver the same rich communications experiences in whatever way their end-user customers want to deploy them - be that on-premises, hybrid cloud or fully hosted.

With Avaya IP Office, we offer a solution that can fit the needs of 98 percent of all businesses out there, and we can offer it in on-premises, hybrid cloud, or pure cloud models. That means businesses can move to the cloud at their own pace and path, adding new features and capabilities to the cloud as they become needed, or while leveraging their existing investments.

To better enable our channel partners to meet the needs of their customers for this migration, we've recently launched the "Powered by Avaya" cloud offering. Based on IP Office, it allows partners to offer unified communications, video conferencing and contact center solutions to their customer base.

Channel partners who wish to host and maintain Avaya cloud services in their own data centres can sell "Powered by Avaya" directly to their customers, with the option to wrap their own services around the core product. We are also working with key wholesale distribution partners to deliver complete cloud solutions to resellers - including billing, provisioning and other back-end systems.

The move to the cloud is inevitable for all industries: at Avaya our goal is to ensure that mid-market companies don't feel left behind.

For more information, please visit https://www.avaya.com/en/solution/100-2,499-employees/ or e-mail khank@avaya.com

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