For Immediate Release:05 Dec 2012
- Financial incentives for distributors and revenue rewards for partners will help drive successful FY13 for Avaya
- Holistic approach to on boarding and training to help partners grow Avaya portfolio and profitability
- New programme puts distributors at the heart of Avaya’s go-to-market strategy
Avaya, a global provider of business collaboration and communications solutions and services, today launched a new Avaya Connect channel partner on boarding and development programme aimed at helping new EMEA-based partners achieve revenue in as little as 60 days. The new programme puts distributors at the heart of Avaya’s go-to-market strategy, with incentives and rewards to drive profitability for both channel partners and Avaya.
The ROADS (Recruit, Onboard, Authorise, Develop & Sustain) initiative will support channel partners through their lifecycle with Avaya and Avaya’s distribution channel will provide a key role in new partner recruitment, onboarding and authorisation. Distributors will be rewarded for every new partner that achieves key training and revenue milestones within the first twelve months up to a total of $3,000 per partner.
Once authorised to sell, new channel partners will be given ongoing support including access to the new Avaya Learning Virtual Campus, an avatar-based university campus for partners to share knowledge and gain technical training and accreditation, and access to research materials and marketing resources all aimed at making it easier for partners to expand their Avaya sales portfolio and generate additional revenue.
Initially, Avaya will focus on on-boarding and developing SME, networking and video partners with the goal of bringing 60 percent of newly recruited partners to revenue within the first year. Key to this initiative is providing new partners with a dedicated distribution partner who is as motivated as they are to help ensure they are ready to sell Avaya products as quickly and successfully as possible. This targeted approach to developing and sustaining the growth of both new and existing partners will be instrumental in building a comprehensive network of channel partners who are able to sell Avaya’s complete portfolio across EMEA.
Avaya’s decision to put distributors at the heart of its go-to-market strategy will deliver numerous partner benefits including improved support and local language capabilities across all geographies. New partners will be able to quickly monetize their investment as an Avaya channel partner as well as delivering an additional revenue stream to participating Avaya distributors.
“ROADS is an holistic approach to maximizing revenues for partners across their entire lifecycle with Avaya. Getting partners authorised to sell as quickly and as efficiently as possible is a big part of the initiative but once with us we want to be sure they stick with us; that they develop expertise to complement our portfolio and that they can deliver a complete solution to customers. By putting our distributers at the heart of this initiative we can deliver a depth and breadth of support that will help us achieve that goal.”
CLAIRE MACLAND, VP GO-TO-MARKET AND MARKETING, EMEA, AVAYA
“Avaya’s initiative is impressive. It delivers the right mix of incentive, support and access to compelling products which should guarantee that a committed partner will be on the road to revenue very rapidly. It’s one of the most comprehensive on boarding programmes we’ve seen and the extensive background consultation and preparation Avaya has carried out is testimony to its on-going promise to be easier to do business with.”
DAVID GRANT, SENIOR VICE PRESIDENT, WESTCON CONVERGENCE
Companies interested in becoming an Avaya partner should visit www.avaya.com/connect
Avaya, ROADS, partners, on boarding
Avaya is a global provider of business collaboration and communications solutions, providing unified communications, contact centers, networking and related services to companies of all sizes around the world. For more information please visit www.avaya.com/uk/
Certain statements contained in this press release are forward-looking statements. These statements may be identified by the use of forward-looking terminology such as "anticipate," "believe," "continue," "could," "estimate," "expect," "intend," "may," "might," "plan," "potential," "predict," "should" or "will" or other similar terminology. We have based these forward-looking statements on our current expectations, assumptions, estimates and projections. While we believe these expectations, assumptions, estimates and projections are reasonable, such forward looking statements are only predictions and involve known and unknown risks and uncertainties, many of which are beyond our control. These and other important factors may cause our actual results, performance or achievements to differ materially from any future results, performance or achievements expressed or implied by these forward-looking statements. For a list and description of such risks and uncertainties, please refer to Avaya's filings with the SEC that are available at www.sec.gov . Avaya disclaims any intention or obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise.