New deal registration app stops rivals swooping in

Distributor Westcon Australia and comms vendor Avaya has launched a new deal registration app for resellers that discourages "deal-swooping".

"For the very first time, we’re rewarding resellers on opening a deal, not closing," said Nick McMenemy, Westcon's director of vendor alliances, marketing and innovation.

"With The Deal Room, we can identify resellers who open an Avaya deal, and help build out their sales pipeline in return. The more deals they open, the more lead opportunities we can provide," said McMenemy.

Westcon said the software includes "functionality not previously developed in Australia" and will be accessible on iPads, iPhones, and Android devices. It will be freely available to resellers.

"This application is a real game-changer for resellers of Avaya products," said Tony Simonsen, managing director of Avaya ANZ.

"Sales people within the channel put considerable effort into starting the conversation with a potential customer and sales executives can become easily demotivated when another reseller comes in at the last minute and closes the deal," Simonsen said.

Westcon said the app also "encourages resellers to open more deals" by providing "hot leads".

"The app also delivers a useful space for resellers to store information during the sales process," according to the statement.

Other functionality includes capacity to hold sales presentation media, track e-mail trails, monitor sales team activities and ability for Westcon staff to track deals and intervene.

As an incentive for resellers to take up the new system, Westcon is inviting subscribers to a promotional poker night to be held 8 May.

Westcon accumulated $3.8 billion of revenue worldwide last year. It is owned by the South African giant Datatec, which also has integrator Logicalis on its books.