Avaya Channel Updates

Note: As we approach the upcoming UC Summit, I’ll be focusing on channel related news. 2012 is the year of the UC Channel - the vast majority of vendors have stated aggressive goals to expand their channel by recruiting new dealers and distributors.

Awards Jenne for Education

When it comes to the channel, the vendors convey that the biggest challenge is in UC education. UC, for many resellers, involves retooling the business with new skills and certifications. That’s not inherently new to anyone in VAR business, but times have been tougher and training is always one of the first to go.

As a result, the vendors have looked to their distributors to help. Avaya created the Learning Partner’s Recognition Program to recognize educational efforts. Avaya rolled out the recognition program during Q4 of last year and its awards are based on responses from Knowledge Advisors' Metrics that Matter tool, and then compared with its GlobalWare Solutions reports of courseware kits.

Jenne, Inc., a value-added distributor of Avaya products was awarded the "Highest Response Rate Award" in the U.S. region. The "Highest Response Rate Award" that Jenne captured refers to participation in survey responses given at the end of each class, which are used to rate dimensions such as quality of content, instructor, lab equipment and other areas. This is a nice confirmation for Jenne, that its investments in training its partners and resellers are paying off.

"We are honored to be recognized with Avaya's first Learning Partner Award," commented Jim Karaffa, director training and technical services, Jenne. "The depth of the Avaya training we offer through Jenne University is simply unrivalled in distribution. This year, we will be introducing an even more comprehensive training program, with an increased emphasis on the Avaya Data portfolio."

Jenne University’s training options include courses from other vendors as well, including Mutare, LifeSize and Panasonic.

Avaya Connect Partner Video Contest

Avaya is embracing the “Power of We,” and wants to “see” how that message is interpreted by its authorized partners. Avaya announced a contest open to its partners to create a video to “tell us what ‘Avaya, The Power of We’ means to You.” Videos must be three minutes or less, and cell phone quality is ok. Contest deadline is May 15, 2012. For additional details click here).

Ten winners will get to remake their videos with a professional crew. The revised video, featuring dealer branding, will be featured on Avaya’s website and YouTube channel, Facebook, and more. All applicants will receive a “special gift.”

New Channel-Friendly Outsourcing

Avaya announced Communications Outsourcing Solutions (COS), a channel friendly collection of managed services. The menu includes full outsourcing or specific services that can be used to customize services associated with a specific project or function. COS includes worldwide multi-vendor support, applications expertise and support, operating expense management, customized service level agreements, and compliance with Information Technology Infrastructure Library (ITIL) standards.

Avaya doesn't charge partners to participate in COS or to sell Avaya Communications Management Services in either retail or wholesale models, although there is a branding fee for a private label wholesale arrangement.

Ed Nalbandian, vice president, Avaya Operations Services, said that the COS offering targets two types of customers in particular: those customers looking to update their aging infrastructure but have to be cost-conscious about what and how they upgrade, and those who are happy with their infrastructure but want to improve performance and remove unnecessary cap-ex and op-ex costs.

The solutions are designed for enterprise, public sector, and mid-market accounts and aimed primarily at legacy systems. COS could be attractive for organizations wishing to upgrade their legacy systems to UC solutions, or as means to reduce operating costs. COS is backed by Avaya’s Global Managed Services organization that already has over 3 million ports under contract. What’s new is comprehensive outsourcing.

Avaya Apps Get Distribution

Avaya expands its DevConnect app developer program to include distribution of Avaya-compatible third party applications through Westcon Group, Catalyst Telecom or Jenne. Previously, most applications were only available from specific Avaya developer partners and their resellers. This creates a one-stop shop solution for Avaya products, services, and applications.

UC Summit

The UC Summit: The many complexities of Unified Communications are creating market challenges and opportunities that require both resellers and vendors to evolve. In a unique format, the UC Summit brings together vendors, "Solution Integrator" executives, and end-user consultants for three jam-packed days of learning, networking and relationship building.

If interested in attending as a participant (Consultant or a Solutions Integrator/Reseller), complete the Attendee Application to submit an application for an invitation.