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Avaya sets new channel agenda
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FCS puts heat on Openreach
THE Federation of Communi- cations Services has engaged with Openreach on its service levels, which are currently the biggest concern for FCS fixed service members.
The outcome of a meeting with Openreach’s service man- agement chief Chris Smith early this month will enable the FCS to articulate the recovery plan to its members.
Smith took on the job at a time when lesser men would have baulked at the prospect. “I certainly picked the right time to join!” he said. See page 16
AVAYA’S Vice President for Worldwide Channels Jeremy Butt has rallied channel partners behind the vendor’s evolving go to market strategy.
Addressing 280 resellers
at the Avaya PartnerConnect conference – staged at the Barceló Hinckley Island Hotel, Leicestershire on March 1st – he set out ‘New Avaya’s’ mid-term priorities and outlined changes to the vendor’s channel engage- ment model. Butt’s strident articulation has become a trademark when expounding new strategies and in characteristic form he under- scored the vendor’s resolve to accelerate partner growth through a belts and braces lever- aging of the Avaya Connect global programme.
“The channel has to keep evolving,” he commented. “We need to push the engagement button harder.”
Butt is set to drive new spe- cialisations that mirror growth in the video and data markets and he will oversee a transi- tion of the Connect programme away from a volume-based model to one centred on com- petency where the breadth and
determine how much resource we put into each segment.” Butt also pledged to ‘take
out’ the bottom end of Avaya’s partner community in a bid to protect growth areas from what he calls ‘ambulance chasers’. Other headline changes to
the Avaya Connect programme include a shift to discretionary funding and a well muscled leg- up to the adoption of new and emerging technologies.
Jeremy Butt
“The channel has to keep evolving. We need to push the engagement button harder.”
depth of a reseller’s skill sets become paramount.
Under the new channel framework, set to be rolled out next year, customer satisfaction surveys will also play a role in the way Avaya profiles and rates its partners.
Knowledge of a partner’s skills enables Avaya to intro- duce another big change to the programme, a focus on cus- tomer segmentation. “We will segment our cus- tomers and align them with the right partners when they have no preferred choice,” said Butt. “The five grouping levels will
Butt also hammered home his commitment to leverage Avaya’s networking arm and extend its reach into the data market. “Avaya aims to maintain or increase its channel centricity,” added Butt. “We want all part- ners to be brand stewards.” Avaya Special next month
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