BUSINESS INTERVIEW
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Avaya revamps training
VENDOR IN FOCUS
Avaya has announced big changes to its training and competency programmes, simplifying the model and making it more relevant to reseller partners.
vaya has reaffirmed its channel-centricity and revamped the Connect Channel Training Model to better meet the needs of channel partners. The solutions-based Avaya Connect Professional Credentials programme streamlines the total number of certifications to 36 and reduces the total number of hours required to complete courses by 84 per cent. The new schemes provide more comprehensive solutions-based training in less time at a more affordable and predictable cost. The model includes Avaya’s first solutions- based competency model, a channel training subscription fee model and the SIP Communications Architect certification.
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According to Jeremy Butt, VP, Worldwide Channels, Avaya, channel partners can quickly build a broader, more holistic set of skills. He said: “Avaya’s training and credentials model will enable our partners to build a more capable, well trained workforce at a lower investment cost.”
Butt noted that partners are working through the programme changes, adding that Nortel channel account managers are now fully on board. “In the last quarter everyone was busy doing business and getting to grips with the new company. We had all the FUD and nonsense from the competition about us not going
ahead with some products. The myths and rumours are going away and people are spending their time selling,” said Butt.
Peter Polizzi, Senior Director, Worldwide Channel Technical Operations at Avaya, commented: “The intention was always to simplify the model, to make it relevant to the marketplace and to really maximise the investment in time and capital of our partners. This was not exclusively driven by economies, but to get our partners to go out and get market share. We looked at the marketplace, the coverage and the skill sets and it was all turned into a competency.”
The new scheme is multi-layer with implementation at the first level, followed by sales and design, maintenance and security knowledge, and at the top level full consulting, a professional service practice weighted towards the Avaya Aura IP communication platform.
Polizzi added: “We needed to make sure the market knew the products, the competitive landscape and to allow the sales population to understand what we offer, where and how. We also wanted to ensure that the technical and sales community had the skills set to win the business, and know what to propose and how to design it, on spec, on target, and on budget.”
Our intent is to grow revenue, not to be a training company
18 COMMS DEALER JUNE 2010
Jeremy Butt
“Our partners can build a more capable, well trained workforce at a lower investment cost”
From an attribute perspective there is complete test out at every level. “Anyone who feels competent can take the test,” noted Polizzi. “The idea is to reduce the time out of the field for our channel and get competency without compromising quality.
“We’ve put together this model from the numerous certifications that came out of the Nortel business. We counted up to 165 certifications in the two companies. In the channel, getting an individual to skill up on 165 different products was just not feasible, so we have a solutions-based philosophy where 75 per cent of the curriculum is around the business Avaya and our partners operate in.”
Avaya has also reduced the requirement from a time dedication point of view: “We’ve stripped out all the nonessential stuff and really optimised the time,” added Polizzi. “Our intent is to grow revenue, not to be a training company. And we’ve built pricing
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Peter Polizzi
“The intention was always to simplify the model, to make it more relevant to the marketplace”
around it so as not to be a barrier. Some of the feedback we’ve heard from our channel is that their investment was not linear, so they did not know what to invest and where. So we’ve built a model that is not courseware or a product- based model but time-based. Partners can buy a subscription for access in 12-18 month periods. Within that one time, they get access to all the content that is associated with that environment.”
Alastair Edwards, Principal Analyst for Canalys, says this is ‘another positive step’ by Avaya and a further proof point of its commitment to a more channel- centric model. “Avaya is creating the right framework to support partners and reward investment by the channel,” he commented. “Vendor training is often too time- intensive and costly, and diverts partners from the business of selling. A simplified and more cost- effective training model will be welcomed by the channel, and will also help Avaya as it brings new partners on board.”
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