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Avaya investigates expert resellers

Avaya investigates expert resellers

Fresh from running its resellers through a new batch of product authorisation courses, Avaya is considering the introduction of a new, US-inspired reseller designation in 2007.

Its South Pacific SMB channel manager, Gavin Milton-White, said the Expert accreditation would be aimed at a select band of resellers.

Recent authorisation training had seen about 15 per cent of partners drop off the books, according to Milton-White. It now has about 60 resellers in Australia.

"Now that we've got all partners to the minimum training level, we'll look at launching SMB Expert, or something similar, next year," he said. "It will be for the top 10 per cent of partners and will help them differentiate themselves from other Avaya business partners."

SMB Expert was recently launched in North America. It has minimum sales targets and requires proficiency across areas including sales, customer support, marketing and technical knowledge.

"Accreditation is important because higher skilled partners require less support from the distributor," Milton-White said. "They become more self-sufficient, which means distributors can reward them with greater purchasing power or marketing support."


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