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INSIDE AVAYA
S OUTLINE KEY STRATEGIES
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Kevin Hall, Sales Leader, South East
Glen Farrelly, Sales Leader, South West
his year will see Avaya become a key player in the data networking
market. We launched a range of data solutions in April that provide some unique market differentiators for us and our partners. In fact, we’re one of only two companies that can provide a converged solution under one logo.
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Our community of partners can now offer energy and cost savings from desktop to data centre and the advantages of this won’t be lost on the channel, particularly those involved
he financial sector still holds some great opportunities for the IT
community. Compliance continues to be the biggest consideration for the sector. With big global brands already using Avaya technology we have great heritage in this space. Our partners benefit from the fact that Avaya technology can even make calls to and from mobiles compliant, simply by routing them through the traditional PBX network.
The cost savings alone make this a worthwhile investment. The ROI figures look good in just 12-18 months; a compelling business case in these cost conscious times. As new legislation and guidelines such as PCI (Payment Card Industry) Compliance come into play we expect to see even greater need for technology, such as Avaya’s, that helps financial institutions keep pace with legislative requirements without requiring the rip and replace approach of old. n
Gartner’s Contact Center Infrastructure Worldwide Magic Quadrant. With a strong heritage, our Contact Centre technology is used by customer and employee service and support centres, inbound and outbound telemarketing services, help-desk services, government-operated support centres and a whole host of other communication operations. It is so much more, and in so many more places, that the traditional call centre systems of old.
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The fact that our efforts are being continuously recognised by third parties is a good sign that, even after all this time, we continue to innovate and to lead the pack in this increasingly important space. We’re committed to open standards and to building
upon the application layer of the Avaya Aura™ SIP architecture and, in doing this, we are giving our customers increased flexibility, future proofed technology and a lower cost of ownership. These are significant and compelling buy incentives in the current market. n
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COMMS DEALER JUNE 2010 41
in more complex systems integration projects. Data will continue to be a key growth engine for us in the year ahead, providing Avaya, and our channel partners, with a diversified revenue stream.
Steve Cosgrove, Sales Leader, Central East
vaya is
positioned in the Leaders Quadrant of
Barry Tuffs, Sales Leader, Medal Channels
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are companies comprised of 20 employees or less. That’s a huge potential pool of customers for resellers focused on selling to small and medium sized enterprises. Trends show that these companies are optimistic about the future but the downturn has left its scars, particularly around communications. In fact, we commissioned our own research and found that 55 percent of companies admit that their internal communications have deteriorated and 52 percent acknowledge customer communications have suffered during the downturn.
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With the forecast beginning to look brighter for business generally, SMEs are now more inclined to look at
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ccording to a recent IDC survey 90 per cent of small businesses
investing in new technology than they have been for some time. Of course their communications needs are very different from those of an enterprise yet their still looking at long term technology investments that can expand and flex to suit their growth ambitions and value for money remains paramount. This is a market that is often overlooked by the channel but to ignore them is to miss out on one of the largest pools of customers in the UK.
Glenn Cracknell, Leader, Technical Operations
cross Europe we’re seeing an inevitable movement
towards a more flexible approach to work. Unified Communications technologies are the obvious solution for businesses who want to adopt a more flexible working policy but it’s choosing the right ones, and adopting them correctly, which will see a business succeed or fail.
Right now we’re having a lot of conversations with Network Managers and CIOs concerned about the time involved in maintaining a huge range of communications applications. It’s the
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partners that can
demonstrate that the UC we offer really is a joined up communications system which are convincing the IT department and winning the business. They’re working with customers to address scalability, security and manageability concerns, and not just sell UC off the shelf. These channel players will be the long-term winners in what is a burgeoning market.” n
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