Midmarket channel deals high on Avaya agenda

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Midmarket channel deals high on Avaya agenda

Alex Scroxton

Avaya's new UK and Ireland managing director Simon Culmer has revealed he is weighing up the merits of putting in place a new horizontal midmarket tier to sit across the firm's vertically-oriented sales structure, and will be leaning on channel partners to get things moving.

Speaking to MicroScope at an Avaya customer event in London, Culmer said that following Avaya's recent decision to adopt a vertical sales model - focused on public sector, financial services and retail, brands and services - it made sense to account for midmarket customers in some way.

"Having gone vertical there was a lot of focus on high-end accounts, but the challenges that we're helping large organisations respond to all exist in the midmarket as well," he said. "Why should those customers not want to benefit from that innovation?

"It could be as big as any vertical, but will take nothing away from them," he added.

Although still very much in the early stages, midmarket customers will be classified by a more in-depth method than simply putting a revenue or headcount figure to them, and Culmer said that partners would be key to making that work.

"We will work with channels to help inform those decisions; it maybe that they have existing relationships with those customers, and they will often know the market better than us," he said.

In related news, former Mitel boss Enda Kenneally, who joined Avaya in December 2011 as head of BT sales, is understood to be taking control of the vendor's channel ops in the UK and Ireland, replacing Niall Anderson, who left the firm in January.

Read ComputerWeekly.com's interview with Avaya EMEA president Michael Bayer.


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