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Avaya to chase down grey traders

Alex Scroxton

Avaya has vowed to getmore aggressive with grey marketing of its kit after a high-profilecase that resulted in one UK trader being busted to the tune of $250,000.

"These peopleoverstepped the mark and left a paperwork trail that enabled us to get them bythe throat," said Avaya worldwide channel vice president Jeremy Butt.

"We got their upstreamsuppliers and their downstream sales, and they had to pay back everything," headded.

Datapoint technology solutions director Paul Brewer said it was "great to see Avaya dealing with the issue and trying to take it back".

"The customer may get a couple of percentage points off [with grey] but they're never going to get the support or levels of accreditation that we can provide," he said.

"These companies areoperating on the edge of our business, they're stealing from you, me, and fromthe end-user experience," said Butt.


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