By Tabrez Khan
With the Avaya-Nortel integration on the fast track, Avaya will leverage Nortel’s product portfolio to create a stack of data networking products. The vendor is keen on developing this portfolio further to take on competitors in the space.
“Now that the Avaya-Nortel integration is on track, you can expect aggressive innovation from us in the data networking space, primarily in switches. Our products will be comparable to, if not better than, those of HP-ProCurve, 3Com and other competitors,” stated Bejoy Antony, Director, Channels and Strategic Alliances, Avaya India.
Regarding the channel and distribution roadmap, Antony informed that Avaya had taken on board the top 50-75 Nortel partners, and that they would be covered under the Avaya Connect channel partner program. “Avaya Connect offers enough flexibility for Nortel partners to build their portfolio and skill set in the new setup. There is tremendous synergy in this merger as Nortel partners will get exposure to Avaya’s high-end UC and contact center solutions, while Avaya partners can build an end-to-end solution stack with Nortel’s products.”
Avaya recently launched its 250-seat contact center solution, and its UC solution, targeted at SMBs. Antony said Nortel partners will have the opportunity to sell these solutions in the SMB space along with the networking products.
On the distribution front, Avaya will continue to work with its existing national distributors, Redington and Bharti Teletech. It is yet to take a decision on Nortel’s distributors.
Avaya has been taking a number of initiatives such as organizing training sessions across eight major cities every week since October 2009. It has also launched for partners a technical help desk accessible through a toll-free number.
In addition, Avaya recently launched its 123 Jumpstart program that offers incentives to partners for buying Avaya’s demo gears. “The demo gear will help partners to make proof-of-concepts and further develop their Avaya business,” explained Antony. |