Avaya tweaks VAR programme at Berlin partner conference


Avaya tweaks VAR programme at Berlin partner conference

Alex Scroxton
Avaya has kicked off its EMEA partner conference in Berlin with a series of tweaks to its partner programme to line itself up for further success in 2012.

The comms and networking vendor is hoping that the changes will "recognise and reward" its most loyal partners, and ensure that they are better equipped to deliver its increasingly broad solution sets into the market.

To help achieve this, Avaya is introducing four new elements to its Connect programme: a new designation to reward VARs that get high grades when it comes to customer satisfaction; a benchmarking tool for partners to compare themselves to their peers; consolidation of tools, pricing and operational processes into one workflow, called Avaya OneSource; and the rollout of multinational deal support across EMEA.

Avaya worldwide channel vice president Jeremy Butt said that "removing obstacles and improving accessibility" would help make the firm easier to engage with.

"Avaya retains its laser focus on enterprise communications and open standards and we remain committed to  educating and authorising partners who share our passion and vision," said Butt.

Meanwhile, the firm's top brass delivered a series of tubthumping keynotes this afternoon, during which senior vice president Alan Baratz told partners their aim in the next year should be to "stop Microsoft and Cisco enterprise growth".

The firm is also planning to orchestrate new channel-centric growth plans, and newly-appointed vice president of emerging products and technology, Brett Shockley, also took to the stage to get VARs on board, saying 2012 would see a new focus on the midmarket, particularly around its Aura platform, as well as a push to get video and mobile collaboration tools into the SME arena.

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