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Avaya blows lid off grey market

Alex Scroxton
Avaya worldwide channel vice president Jeremy Butt vowed to crack the grey market wide open today, as the vendor showed its teeth on a number of fronts.

Speaking this morning at the vendor's partner conference in Berlin, Butt said that in the past year Avaya had issued 31 cease and desist notices, warned 11 partners over grey trading allegations and canned six more.

The firm has also introduced more internal resources to combat the threat posed to the channel by grey and counterfeit trading, setting up a full-time analysis team to monitor the market for potential dodgy dealing.

Butt made an appeal for partners to step up and report suspicious activity, such as pricing that seems too good to be true.

"Last month we came across some counterfeit product of some quite old handsets. We managed to arrange simultaneous raids using US Marshals in LA and New York," said Butt. "We had to put a very big bond up, and we got out money back, too."

"I am delighted with that success and we will continue to drive very aggressively into this part of the market," he said.

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