Hrishi Parthasarathy
Director - Channels,
Avaya
Avaya has a clear focus on delivering new and innovative solutions that cater to the specific needs of medium-sized businesses - delivered through a nationwide network of channel partners as it has a diverse data networking portfolio that provides innovative technology and energy-efficient solutions for a simpler and more effective infrastructure. Its proven solutions help ensure that the network is a communications asset and not a liability – with up to 50% lower costs, 7 times the resiliency, and 40% more energy efficiency. Avaya is also one of the leading organizations in the contact centre market that offers highly reliable, efficient and scalable solutions to deliver exceptional Customer Experience Management.
Recently, Avaya has launched new programmes specifically designed to enable more channel partners in the fast-evolving mid-market space – accelerating their time to revenue. Also, it has an active incentive programme in place, and has further programmes which are being launched in 2014 to ensure that it grows in partnership together. Hrishi Parthasarathy shares, “Together with thousands of certified partners in virtually every part of the world, Avaya delivers the full breadth of solutions and services that today’s mid-market businesses require.”
Avaya Connect channel partner programme
2014 is all about growth. Avaya has aligned its organization around a series of Global Growth Markets, including India and it is working with the channel partners to increase coverage across India, to deliver a full suite of solutions for the customers, and to drive more effective collaboration and a superior customer experience.
Avaya has created an overall Avaya Connect channel partner programme which helps partners work more closely with the company from the moment they are recruited and onboarded, through the accreditation process.
The company is focussed on making that as simple and rewarding as possible. Shedding more light on Avaya’s Connect channel partner programme Hrishi Parthasarathy explains, “We are currently evolving the programme to focus fully on the value created, rather than purely on volume – and have had very positive feedback from partners to date.”
The investment in its specialized Avaya iConnect mid-market channel partner programme demonstrates how serious the company is about driving growth in this space. There is a huge opportunity in India for partners to address the rapidly-growing segment, and this tried and tested programme provides them with all the tools and support for success – accelerating their time to revenue. 6 years ago, Avaya’s channel sales accounted for less than 40% of the total revenue, while the channel sales model delivers more than 75% of the company’s revenue presently.
Unique initiatives for Channel Partners
Avaya’s go-to-market strategy in India is mainly through channels. Avaya has an extensive network of platinum, gold, silver and authorized partners. Many of these are Tier-I partners which help drive the enterprise market. Apart from equipping them with well-developed sales, engineering and support skills, there is also a Tier-II structure particularly for expansion, geographical coverage and vertical coverage in the small or mid-market where, in collaboration with other distributor partners, Avaya works towards identifying, onboarding, recruiting and enabling a series of channel specialists for greater market reach.
Avaya’s iConnect programme is aimed at channel partners; with Avaya iConnect, the company has adapted its go-to-market channel support model to help partners focus on delivering the specific capabilities the segment demands. The programme is designed to streamline partner’s entry into this segment and ensure that Avaya partners are equipped to deliver the broadest possible solution sets to its customers who demand sophisticated technologies at a competitive price point. Avaya has invested significantly in developing the iConnect programme, and partners are also required to invest resources in the programme, as it dramatically reduces the time it takes to do the same training on an “a-la-carte” model.
Major partners in the country
Avaya has an extensive global network of channel partners through the award-winning Avaya Connect channel programme with network of 9,900-plus authorized channel partners worldwide who deliver the local expertise, fast response and high levels of capability that its customers demand and require.
Today, Avaya is maintaining a deep partnerships with Oracle, VMware, EMC, HP, Microsoft, Google, IBM, AT&T, Orange, BT, and many other major services and technology players. Besides these, Avaya has a longstanding relationship with AGC Networks and also works closely with Wipro Networks and Orange, as well as many of those global partners including IBM, HP and BT – and distributors Redington and Beetel.
satinder@varindia.com
