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Avaya UK Partners Capitalise on Mid-Market Opportunity with Launch of Avaya iConnect

  • Sales, marketing and technical training enables Avaya partners to target mid-market segment with constant support
  • Programme designed to streamline market entry, empower selling, and encourage partner expansion in this critical segment for Avaya partners
  • Open to new and existing Avaya partners as part of the award-winning Avaya Connect channel programme

Avaya, a global provider of business collaboration and communications solutions and services, today launches Avaya iConnect, a new mid-market programme designed to rapidly increase support for partners in targeting this dynamic market opportunity in the UK.

The packaged programme, which will be rolled out across selected European markets throughout the end of 2013 and into 2014, bundles targeted sales, marketing and technical training and support, speeds up the process of getting partners trained, certified and selling to customers in this segment.

With Avaya iConnect, Avaya has adapted its go-to-market channel support model to help partners focus on profitable UK market segments. This programme is designed to streamline partner entry into this segment and ensure that Avaya partners are equipped to deliver the broadest possible solution sets to UK customers that demand sophisticated technologies at a competitive price point.

Avaya iConnect enables partners to complete 16 Avaya certifications at the end of a week’s training and includes:

  • Sales training conducted by regional Avaya and distribution sales gurus: topics include solution selling, sales tools to address the midmarket and market trends and sizing
  • Support for vertical positioning: in healthcare, education, manufacturing and professional services
  • Technical training: on-site and hands-on training with working demo kits ready for deployment at the end of the session
  • Marketing support: exclusive marketing and training tools along with website content syndication and access to premium content and end users events organised by Avaya

Avaya has invested significantly in developing the iConnect programme, which is available to partners for a small investment, as it dramatically reduces the time it takes to do the same training on an “a la carte” model.

Existing partners such as Aurora Networks, Capstone, G3, iQual limited and Pennine Telecom Limited have already signed up to the programme to tap into the growing potential of the mid-market.

“As dynamic organisations, mid-market companies have been emerging as ripe opportunity for some time now. While markets have been flattening more generally, the mid-market continues to defy the downturn. It’s widely known that medium-sized businesses offer high growth opportunity with faster time to cash, but this market continues to be underserved. We’ve created Avaya iConnect to give partners quick and easy access to all the training they need in one place so that they can really take advantage of this lucrative market opportunity.”


“The mid-market is a special sector and it has many distinct characteristics associated with growth by innovation. For the channel, it not only presents a large opportunity with good return on effort and shorter sales cycles, but it’s also more resilient to economic recession. For me, iConnect has the clear focus and solid execution plan required to help partners penetrate this market. It has given us an effective decision-making framework, which is then underpinned by investment in new resources and programmes.”


“The concept and vision behind iConnect is brilliantly simple and unique in that it has forced us to have our entire business involved in the programme. The folks who will design, install and then support the mid-market technology stack, for example, are actively involved in the training and configuration of the demo equipment. Meanwhile, our sales and pre-sales teams are working with the iConnect account team to carve up a vertical and geographical plan that will drive activity and ultimately revenue for both Capstone and Avaya.”


Avaya, Avaya iConnect, Avaya Channels, G3, Capstone, Mid Market, UK Plc

About Avaya
Avaya is a global provider of business collaboration and communications software and services, providing unified communications, contact centers, networking and related services to companies of all sizes around the world. For more information please visit

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