Avaya seeks more resellers for midmarket iConnect programme

Unified comms vendor takes regional approach to partner recruitment as it looks to grow its midmarket reseller roster

Avaya is still looking for partners to fill the remaining spots in its iConnect midmarket channel programme, and will be scouring the country to locate service providers and system integrators that can help it fill the geographic and technological gaps in its coverage.

Launched last autumn in the UK – with assistance from Avaya’s three local distributors, Azlan, ScanSource and Westcon – the iConnect programme provides targeted sales, marketing and technical training and support across the vendor’s product stack, with the intention of giving the channel an easy and more profitable route into the midmarket segment.

Avaya claimed it is already seeing some early success from iConnect partners, with more resellers moving higher up into midsized enterprise accounts, and a particular emphasis being put on video sales, which have more than tripled since launch. Deal sizes are also on the up, said the vendor, citing internally gathered stats that suggest average deal size for iConnect partners has risen by 80%.

At launch, Avaya said it was hoping to sign up 50 partners in the UK and according to Michelle Jones, Avaya EMEA channel development and marketing director, it remains 10 shy of this number.

A key element of the programme to date has been the inclusion of dedicated territory account managers, or TAMs, which Avaya has recruited specifically to help ensure it has an even geographic spread of business. Maintaining this theme, Jones said the firm was keen to hear from potential net new partners in the North East England, Scotland, the South West, the West Midlands, and Wales.

“It may be that we are underserviced from a feet-on-the-street perspective,” Jones told MicroScope, “or that we have specific partners that don’t yet offer a full Avaya solution.”

Jones also set out plans to take the programme into a number of new European markets – it already operates iConnect in France, Italy and Spain – with Germany due to launch any day now, and expansion into Benelux, the Nordics and Poland due during the second half of the fiscal year.

Separately, Avaya has also moved to bring contact centre offerings into iConnect, through the launch of its Contact Center Select product, offering enterprise-class contact centre capabilities for midmarket customers, optimised to work with its IP Office platform.

The Aura-based solution scales from 30 to 250 agents with features including multichannel support, support for remote agents, skills-based routing, and VMware support. It will be available from June, starting at just under $19,000.


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