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Avaya launches bespoke midmarket channel programme

Avaya says the new programme will allow resellers to provide enterprise-class solutions at midmarket prices

Avaya today announced a new midmarket programme, available to a ‘limited number’ of Avaya Connect channel partners.

The Avaya Midmarket Select Programme will enable partners to offer Select Engagement Packages – services and solutions specifically tailored to midmarket.

The midmarket has traditionally been a tricky bunch to cater for when it comes to Unified Communications. At one end, there are fully integrated solutions relying on a combination of hardware and software, while at the other end, there are cloud only packages, often leaving a lot to be desired. Avaya’s new programme hopes to fill this chasm. 

Avaya says that it already has more than a dozen channel partners already signed up in the U.S., Canada and Europe, and has now opened the programme to others. There are no geographical restrictions but partners must meet requirements for training, expertise, business plans and growth targets.

For the lucky few that manage to jump through the necessary hoops, Avaya says that the programme will dramatically reduce the total cost of ownership (TCO) for purchasing, deploying and supporting midmarket solutions. 

The packages offers a complete stack of enterprise-class solutions such as unified communications, contact centre, video, networking, mobility, and professional services.

"Midsize businesses have the same pressures of larger enterprises regarding the changing markets and how they optimize communications with customers, partners and employees to be more effective, but with unique requirements particular to this segment,” explained Ray Boggs, vice president, Small and Medium Business Research, IDC.

“A high value, comprehensive solution that quickly enables them to operate at a higher functional and strategic level today and well into the future with less disruption as things change demonstrates a rock-solid understanding of the requirements of the midmarket." 

While Avaya’s roots are planted firmly in proprietary hardware, it appears to be successfully transitioning to the use of commodity hardware and standards-based software. In fact, the Santa Clara-based company launched it’s own software-defined networking architecture earlier this year, rivalling solutions from both Cisco and VMware. 

In its third quarter, Avaya reported sequential revenue growth of $999m, with an operating income $84m. The communications vendor is due to report its Q42015 results later today. The company said that it hoped the new programme would demonstrate its commitment to the midmarket sector.

"To stay competitive, midsize businesses need the functionality of enterprise-class communications, but built to accommodate the budget and resource requirements of the midmarket,” said Steve Biondi, vice president of Global Partner Organization, Avaya. “The Avaya Select Engagement packages are purpose-built to enable midsize businesses to quickly move beyond these challenges by providing unmatched value, phenomenal pricing, and streamlined, simplified deployment on a proven platform that leapfrogs the competition."

The IP Office Platform, on which the new solution suite is based, recently passed the half a million sales mark, according to Avaya.

Read more on Channel Partner Programmes

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