2020 brings new challenges and opportunities for Avaya and partners: Vaibhav Kshatriya

Vaibhav Kshatriya - Director, Channels & Services Sales, Avaya India

Vaibhav Kshatriya – Director, Channels & Services Sales, Avaya India, shares the company’s channel strategies for 2020

What have been the key highlights of 2019 and how 2020 will be an important year for the IT channel industry?
Key highlights of 2019 for Avaya have been mainly around winning some landmark deals and we, at Avaya, adding new dimensions to our offerings and solutions based on the needs of the market and the channel ecosystem. For example, consider the subscription offering launched by Avaya, which, I believe, will help our customers to build their future technology vision with being reassured about Avaya bringing them the best and the latest all the time without them having to worry about timing it right based on their CapEx planning or funds.

Whether it is about bringing our new offering around Avaya Intelligent Xperiences or partnering with Google AI, our endeavour has been to bring to the market and to our partner a value-based solution. The new collaborative solution Avaya SPACES has been a great success for us. The monthly usage in terms of minutes had been outstanding and has helped customers and partners to continue most of the work in business-as-usual mode.

So in all, it has been an action packed 2019 and all the hard work put in during 2019 helps us shape 2020 even better for ourselves and our partners. The year 2020 has come with lot of surprises and I believe it brings a whole lot of new challenges and hence lot of opportunities for our partners and us to be able to work along with our customers and make them successful with our technology and surrounding services solutions.

Top three technology trends that channel community should be focusing on

  • Automation
  • Remote collaboration
  • New-age BCP planning

What are the top channel directions your company has set for partners, and where should partners invest to be aligned with these directions?
We at Avaya have been working with our partners to first enable them to work along with our customers and enable them in the journey of automation and collaboration. Other than that, our partner programme is a  crucial factor, which we keep re-inventing to align with market needs – right from certification needs, rebates, to demo solutions availability. Along with our partners, we have during these times of lockdown, enabled over 70,000 individuals on remote working, right form a basic UC user to a complicated new age contact centre agent.

Utilising this opportunity of lockdown, Avaya has been relentless in coming up with newer solutions and has continuously and tirelessly running partner webinars and trainings to ensure that we are ever ready for this continuously changing reality of the way the world will do business tomorrow.


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