Adil Doctor
Director- SME Business
APAC, Avaya
A Commerce Graduate, complemented by Business Administration, he owns 20 years of experience in sales and business development, channel and distribution, product management, operations and strategy development.
With additional responsibilities on your shoulder, how would you align the APAC channel strategies with Indian?
Avaya's solutions help SME companies benefit from the same collaboration functionality and advantages as their larger counterparts, but at a price aligned with their business needs and with the flexibility they need to scale up as they grow. Thus, I take over this new responsibility on the back of my past successful role in delivering business growth as the SME leader for India and the South Asian Association for Regional Cooperation (SAARC) countries. Though we believe that not one size fits all, but soon we are going to replicate in India the concept of master resellers which we saw was successful in some other regions. This means bringing on board some 12-15 Master resellers after ND's to start with.
How do you differentiate your solutions from those of your competitors?
Avaya globally stands as a leader in the SME segment with 19% market share with almost 3million users using our SME solutions. Today we position ourselves as a Collaboration company. We just don't keep on developing technology, but we invest 16% in the R&D based on the customers' feedback and market study. We have seen that customer is not concerned with the technology but how it addresses its business challenges. Take for example, one of our solution for SME, we have a single server solution which is a hybrid box with all the technologies be it Analog, Digital or IP phones or others working seamlessly. So the SME customer gets the freedom to start from two or three users and go up to 380 users in just one location and also expands to a total of 1000 users across 32 locations anywhere in the world. All the customer has to do is buy licensing key kind of chip as and when he grows. It takes care of the customers growth be it in terms of employee base or geographic expansion or any business needs. Not only this, one can activate point-to-point VC features and can build a Contact Center on the same box too.
Throw light on the Avaya network of partners.
We have Redignton India and Bharti Teletech as the national distributors. On a regular basis, we update our partners on technology through Avaya University. Besides that our distributors conduct city-based roadshows which is all about training.
We have the resellers, silver, gold and platinum partners. Since, SME business area is a priority segment for Avaya and the APAC region has a growing and vibrant SME landscape, we also have SME Expert partners. Avaya works closely with its extensive network of Avaya Connect channel partners and distributors. With master resellers to come on board in the Q4 (JAS), we expect to further refine our penetration. All this aims to take “The Power of We” to every Avaya customer to help drive faster collaboration, smarter decisions and better business results.
