Avaya-Synnex Agreement Creates Communications Opportunities
Avaya-Synnex Agreement Creates Communications Opportunities by UCStrategies Staff
Synnex is a provider of comprehensive voice, video and data services, and the company's recent agreement with Avaya has created increased opportunities for advanced communications capabilities for the midmarket and SMB, according to Karl Soderlund, Vice President, Avaya Channel. For Soderlund, the market is untapped and has a strong demand.
Soderlund stated: “Every quarter, the demand gets greater. The challenge is not about demand, it's about coverage. And, adding Synnex will help us reach that part of the market with very little conflict and overlap.”
In recent years, there has been a reduction in the distribution network at Avaya, but Soderlund said that Synnex offers an original and unique benefit which will allow his company to increase sales.
He said: “We looked at our current channel ecosystem and discovered that there's a very small overlap of partners. So we gain access to a variety of partners who are HP-centric and largely focused on servers and storage. Going into the voice world will be new for them. These partners are now going to be able to move into the VoIP side of the house and have support from Synnex in training and enablement. This is very complementary.”
According to the vice president of Synnex's Integrated Communications Group, Reyna Thompson, there is a clear opportunity for Synnex as the need to extend voice, video and data still exists.
Thompson said: “It's not just about sourcing products. There are a number of resellers who understand the network but don't necessarily have the expertise and specializations for the communications side of the business. They need to work with a distributor who can help them to stand up in this area.”
Synnex is, in this regard, developing a range of presales, postsales and demand-creation programs in order to strengthen and compliment those new technologies.
Soderlund said: “As you go down market, combining voice, video and data is still a moving target. Much of the market is currently untouched. Avaya feels that we can grow into this space while at the same time providing an opportunity for Synnex to help their partners to expand.” (CY) Link