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Avaya Unveils New Services BusinessPartner Programme in EMEA toSupport Evolving Channel Business Opportunities

08-06-2003
  • New Programme Draws on Strengths of Avaya's Existing Programmein EMEA, which Consists of some 1,000 BusinessPartners across theRegion

Avaya (NYSE:AV), a leading global provider of communicationsnetworks and services for businesses, today unveiled a new channelprogramme to extend the reach and breadth of the Avaya GlobalServices portfolio in Europe, the Middle East and Africa (EMEA).The new programme will mean a greater number of businesses in EMEAcan benefit from Avaya's extensive services offerings, eitherworking directly with Avaya or through an enlarged group ofapproved BusinessPartners throughout the region.

Avaya (NYSE:AV), a leading global provider of communicationsnetworks and services for businesses, today unveiled a new channelprogramme to extend the reach and breadth of the Avaya GlobalServices portfolio in Europe, the Middle East and Africa (EMEA).The new programme will mean a greater number of businesses in EMEAcan benefit from Avaya's extensive services offerings, eitherworking directly with Avaya or through an enlarged group ofapproved BusinessPartners throughout the region.

The new channel programme will maintain and develop Avaya GlobalServices direct relationships with designated accounts but offernew and existing BusinessPartners greater flexibility and choice inthe way they work with their services customers. To increase thenumber of channels to customers, Avaya Global Services will drawfrom the strengths of the company's existing BusinessPartnerprogramme in EMEA, where more than half the region's business isgenerated through these partners. The new channel programme forservices will operate alongside Avaya's comprehensive existingchannel programmes in EMEA, offering all partners access to leadingAvaya Services features, such as Avaya EXPERT SystemsSMDiagnostic Tools, Remote Control capabilities and Return onInvestment (ROI) tools.

Avaya Global Services' EMEA channel programme will strengthenthe role of BusinessPartners, enabling them to deliver morecomplete solutions to their customers. Partners will be providedwith options to work with Avaya on either a sell-through or back-upbasis, or both. The sell-through model is targeted atBusinessPartners with less developed services capabilities. Thesepartners gain the opportunity to resell rapidly deployable Avayaservices, typically in the areas of maintenance, implementation andconsulting, with Avaya Global Services responsible for deliveringthe acquired support to the end customer. This model is availableto all Authorised Avaya BusinessPartners, which number some 1,000companies in EMEA. Providing sell-through services helps partnersto offer their customers more comprehensive support as well asdeveloping additional revenue streams for their own success.

The back-up model is attractive to BusinessPartners withexisting services capabilities but wanting to add further value tocustomers by turning to Avaya's expertise for more extensiveservices. After training, these partners benefit from enhancedbusiness engagement with Avaya specialists and focus on morecomprehensive levels of support and consultancy to the customer. Byadding value to service contracts to their customers these partnerswill develop reputations for providing extensive support serviceswith the backing of Avaya.

Currently, Avaya's services customers in EMEA are supported by ateam of 400 services specialists that draw from Avaya'sindustry-leading technology and, at a global level, a total of7,000 services employees around the world. In addition, the EMEAAvaya Global Services team works alongside existing localBusinessPartners to ensure customers' converged communicationsnetworks are effectively designed, built and managed to the higheststandards.

BusinessPartners have access to comprehensive educationprogrammes as they develop their relationship with Avaya, withdifferent tiers of certification available. To achieve service andsupport specialist accreditation to benefit from the back-up model,BusinessPartners are required to pass a number of conditions toentry that include the successful completion of specified trainingand a commitment to agreed revenue targets for Avaya servicesbusiness. To support the development of their customers' servicesbusiness, partners enjoy access to Avaya's sales and marketingtools such as sales promotions, programme guides, ROI tools anddedicated marketing funds.

"As we strive to maximise the business performance of ourcustomers we are committed to aggressively growing our servicesBusinessPartner community in EMEA," said Libor Voncina, EMEA vicepresident of Avaya Global Services. "Today's announcement signalsour plans to attract new BusinessPartners that want to activelywork with Avaya to develop the services market. We now servedirectly more than 700 customers across 25 markets in EMEA and thisnew multichannel programme is demonstration of our strategy toinvest in and build the leading global multi-vendor servicesbusiness."

Klaas van Dieren, commercial and sales director at Avaya's Goldaccredited BusinessPartner, A&T Communications in theNetherlands commented, "Our customers want reassurance that we areable to monitor and maintain the effectiveness of their convergednetworks. Avaya's focus on the Services sector here in EMEA and thenew channel programme offers us access to a comprehensive set ofServices offerings. The flexibility of the programme is veryattractive, presenting us with the opportunity to work with Avayain a variety of ways to satisfy our customers needs."

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

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