ADVERTORIAL
A Andrew Shepperd
vaya is once again sponsoring the Comms National Awards, an evening dedicated to recognising excellence in the industry. Avaya is committed to channel engagement, with 90% of our UK and Ireland business conducted through our partners, which is why Avaya is proud to support this industry awards celebration.
Avaya recognises the power of collaboration and team work as captured in our brand – The Power of We. We work to successfully engage with partners and bring this brand philosophy to life as we jointly share the commercial benefits of long-term collaboration.
The Comms National Awards are based on quality of solutions, customer experience and vendor support for the channel. Avaya endorses these values. Avaya’s go-to-market strategy is a customer-centric, partner-led approach with technology solutions. As markets change from traditional PBX solutions, Avaya is delivering new technologies for partners to implement. Avaya Aura and Flare are just two examples of technologies that we believe are innovative, commercially compelling and an ideal platform for partners to wrap value-added services around.
Success for Avaya’s partners in the coming year will lie in their ability to understand the changing priorities of UK and Irish customers and, as partners, their ability to demonstrate how best to leverage Avaya’s architecture to optimise gains for the customer. To us, the Comms National Awards represent a major recognition of partners, both nominees and award winners alike, and we believe it provides the channel with the ambition and impetus to achieve more.
Best of luck to all the finalists of the Comms National Awards 2011.
Andrew Shepperd Managing Director UK & Ireland Avaya
Think Avaya think Avnet
A key focus on enabling Avnet partners to win with solutions from Avaya has seen substantial investment in Avnet’s Avaya business team.
technologies and gained a track record in enabling channel partners to win with solutions from Avaya.
Tony McNish, Avaya & ShoreTel Business Unit Manager, Avnet Technology Solutions
Avaya’s acquisition of Nortel Networks. In my opinion, our success has stemmed from a collaborative supplier/ distributor relationship.
O
www.comms-dealer.com
Avnet has invested heavily over the years in building up skill and expertise in Avaya
ur partnership with Avaya stretches back over 10 years via
Avnet recognises Avaya as one of the global leaders in enterprise communications. Avnet’s vendor portfolio is aligned to leading and bleeding-edge technologies, providing partners with access to the latest products and solutions in the market. Avaya has achieved worldwide leadership positions based on completeness of vision and ability to execute in all areas of its portfolio, hence Avnet holding the relationship is of such key strategic importance. Avnet’s experience and in-depth knowledge of the Avaya portfolio means Business Partners can expect service with particular specialisation in data, Unified Communications and SME.
This, coupled with a strong and open partnership with Business Partners, supporting them with an array of value –added services, including our “Advocate Programme”, modular training, seeding units, boot camps, bid management, lead generation as well as northern, southern and mobile demonstration facilities, aims to ensure Avnet’s Business Partners are equipped with the tools that they need to win with solutions from Avaya and forms Avnet’s cornerstone for helping them drive profitable growth.
Solutions Path is a key example of the innovative approach Avnet is taking to support partners moving into 2012. It is a methodology to help partners achieve growth in key technology and vertical markets by arming them with solutions-
based information tied to the specific business challenges organisations face, for example, new hosted/cloud solutions or embracing mobile data solutions.
Solutions Path playbooks provide sales support tools, including hardware, software and services that address key business pains and opportunities, downloadable profiling tools, key questions and objection responses, industry statistics, online training and demand generation campaigns.
This support to our Business Partners helps them to deliver greater value to their customers at each stage of the sales cycle.
Come and talk to us today about partnering with Avnet for your Avaya business needs, call 01925 856900 or email
avaya@avnet.com
COMMS DEALER OCTOBER 2011 45
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