Distribution Central and Avaya have announced a number of channel initiatives to help drive uptake of unified communications in Australia and New Zealand.
Avaya A/NZ managing director Tim Gentry said Avaya has achieved signifcant growth in Australia, increasing between 46 and 60 percent for each of the past six quarters, with the video side of the business up over 300 percent, albeit from a low base.
However, he admitted that the uptake of UC solutions in Australia down under was well behind other markets.
Avaya and DC have announced more training and sales workshops to support partners selling Avaya’s UC and video platform. They are also offering a managed services option aimed at smaller partners looking to sell UC.1
Gentry said Avaya had increased its customer-facing staff in A/NZ by 35 percent.
“This is a transformation move within Avaya".
DC managing director Nick Verykios said a key focus of the campaign with Avaya was addressing what he described as the “commoditisation of services” by helping partners to develop and market firm service level agreements for their customers.
“We are delivering channel initiatives to give resellers the comonents they need to move from commodity-based services to SLAs [therefore] answering a business problem.”
He added that DC and Avaya would agressively target partners selling competing UC solutions.
Gentry said Avaya brought on almost 40 new partners last year, with 10 of those acredited for the video capababilties introduced to the company’s portfolio with the acquisition last year of video conferencing company Radvision. A further 70 received training around the platform.
This coincides with DC's recently launched ‘get a room campaign’ to promote partner adoption of the Avaya-based video conferencing solution.
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