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Avaya channel team largely complete

Alex Scroxton

Avaya worldwide channel boss Jeremy Butt says that after seven months in the role he has largely completed building his channel team.

Last week MicroScope revealed that Bell Microproducts European commercial director Jan Lawford was heading for Avaya as senior director of EMEA channel, where she will take responsibility for product-based dealers.

She joins several other high profile names who have swelled Butt's team at Avaya in recent months - many of them from Cisco and Symbol backgrounds - including ex-SonicWall and Cisco man Thomas Veit, Hubert da Costa, formerly of Juniper, Symbol and Motorola, Andy Simpson, who also did time with Motorola and Paul Riordan.

Butt insisted the intent behind reassembling his old cohorts was to make the process of building out Avaya's global channel strategy easier.

"The intent is not to challenge Cisco [or Motorola] but to get our own house in order," Butt said. "Our channel programme has a solid base but it's inconsistent around the world and needs a refresh. We have to rework that, and that's easier if you've all done it before."

Avaya has made much of the fact that it wants to remodel its channel approach having repeatedly spoken out to this effect, and Butt believes the firm will now be able to tackle this task head on.

"When you move to a channel-centric approach you can't just rock up to your customers and say 'right, you're going to resellers now'," Butt explained. "We've spoken a lot about becoming more channel-oriented over the years and I think we meant it, but it's hard to execute that change if you don't fully understand it.

Butt told MicroScope last week that he wanted to increase the role its channel plays across Europe increasing the indirect share of its business.

"Give it another six months and I think you'll see a significant difference," he added.

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