View All News

Avaya Invests Over 3% of Channel Revenues in EnhancedConvergence-focussed Business Partner Programme in Europe, theMiddle East & Africa

10-21-2003
  • Strengthened Business Partner Programme offers resources,education and support needed to raise the bar in convergencechannel

Avaya Inc. (NYSE:AV), a leading global provider of communicationsnetworks and services for businesses, reinforced its commitment tothe channel today at its Avaya Forum* in Barcelona for over 400customers and business partners. Building on existing success,Avaya announced the evolution of its enhanced Business PartnerProgramme. The programme will strengthen and drive Avaya's businesspartners to develop applications and services with which to buildfurther the market for convergence. Enhancements to thecertification system actively encourage business partners toimprove their skills across the broad area required to design,deploy, service and support converged voice and data networks. Theprogramme is effective from January 2004.

Avaya Inc. (NYSE:AV), a leading global provider ofcommunications networks and services for businesses, reinforced itscommitment to the channel today at its Avaya Forum* in Barcelonafor over 400 customers and business partners. Building on existingsuccess, Avaya announced the evolution of its enhanced BusinessPartner Programme. The programme will strengthen and drive Avaya'sbusiness partners to develop applications and services with whichto build further the market for convergence. Enhancements to thecertification system actively encourage business partners toimprove their skills across the broad area required to design,deploy, service and support converged voice and data networks. Theprogramme is effective from January 2004.

Organisations investing in convergence face a complex myriad ofproducts and applications, leading to reliance on a highly-skilledchannel for advice on designing, implementing and supporting thesystem that suits their needs. To ensure customers maximiseproductivity and cost benefits, Avaya recognises the importance ofcontinual support and development of its partners through benefitsin areas such as marketing and customer service as well as productauthorisation.

The enhanced business partner programme provides flexibility andbalance, allowing partners to tailor participation to theirspecific business needs. It can be viewed and managed from the newAvaya Certification Calculator which depicts a business partner'scertification status on a single page of the company's BusinessPartner Portal.

The Calculator determines the number of 'points' a businesspartner has accrued across different areas from sales, productauthorisation and customer service. Also, points can be accruedacross the new areas of marketing support, customer satisfactionand professional certification. Greater accumulation of pointsallows business partners to achieve higher certification bringingbenefits such as increased funding from Avaya. To ensure a breadthand balance of skills development, no more than 35 percent ofcertification allocation may come from one area.

The programme encourages business partners to reassessthemselves regularly and look proactively for ways to score higherpoints in all certification areas. Also, on the Business PartnerPortal, there is a simple and tailored, inpidual Avaya MarketingFund (AMF) 'bank statement' for business partners. This presentsthem with an instant view of marketing activity as well as fundingavailable for utilisation. Both the Certification Calculator andthe AMF ensure transparency and motivation for the channel as wellas efficient account management for Avaya.

"As demand for converged networks continues to grow, so does theneed for business partners who are highly-skilled and roundedexperts in this field," comments Leahanne Hobson, vice-president ofmarketing for Avaya in Europe, the Middle East and Africa. ⬓To takeadvantage of this growing market, business partners must cultivatetheir skills to offer customers the services and applications thatensure the best value is derived from converged networks. Byenhancing our existing business partner programme we are drivingour partners to achieve convergence excellence."

Riordan Maynard, founding partner of Touchbase comments, ⬓As thefirst Avaya Platinum Business Partner in Europe, Touchbase iswell-positioned to compare the old and the newly-enhanced businesspartner programme. We have found it easy to work with the newCertification Calculator. The reduction of previous multiple pagesto a single page guide has meant that we can clearly view areasthat need improvement and thereby work towards a highercertification recognised by customers. This initiative sets thebenchmark for simpler partner relationship management."

Business partners are supported fully as they work towards thenext certification level by a number of services such as the AvayaUniversity, Avaya's training organisation. This includes on andoffline training courses to boost professional and technicalknowledge. Candidates are offered self-testing programmes onlinethat act as 'practise examinations'.

This means that candidates are better prepared and are morelikely to pass the final professional examination, saving them andtheir organisation time and money. Also, there is a dedicated helpdesk to answer queries about the programme from productauthorisation and marketing planning to the improvement andmeasurement of customer satisfaction.

*Avaya Forum — a bi-annual event for over 300 business partnersat customers. This event is entitled 'Optimising your BusinessPerformance' and is held in Barcelona from Tuesday 21st – Wednesday22nd October.

About Avaya
Avaya Inc. designs, builds and manages communications networks formore than 1 million businesses worldwide, including 90 percent ofthe FORTUNE 500®. Focused on businesses large to small, Avaya is aworld leader in secure and reliable Internet Protocol (IP)telephony systems and communications software applications andservices.

Driving the convergence of voice and data communications withbusiness applications — and distinguished by comprehensiveworldwide services — Avaya helps customers leverage existing andnew networks to achieve superior business results. For moreinformation visit the Avaya Web site: http://www.avaya.com

AboutTouchbase
Touchbase is a global solutions integrator specialising incustomer interaction solutions, managed services and convergedvoice and data solutions. We have full capabilities across Europe,Australasia, Asia and North America — with offices in Madrid,London, Edinburgh, Manchester, Frankfurt, Paris, Amsterdam, Zurich,Dublin, Cork, New York, San Francisco, Sydney, Melbourne, Brisbane,Adelaide and Canberra.

Touchbase works with clients to drive tangible and measurablebusiness improvement through technology utilisation. Central is thepremise that to realise return from any technology investment, itmust be linked to tangible business drivers and constantly measuredagainst them. Touchbase's global coverage, consistent proposition,proven methodologies and unique attitude all contribute to ensuringan exceptional client experience. For more information aboutTouchbase visit www.touchbaseglobal.com

Categories: Press Releases
View All News