Keen to make its presence felt in the data market, Avaya has signed a deal with Ingram Micro to distribute its MultiService Network Infrastructure (MSNI) product portfolio to the wider reseller community.
Avaya hopes to sign up at least 50 data resellers under Ingram Micro's management by the end of the year. The vendor will continue its relationship with IPL Communication, and will rely on Ingram to provide volume time-and-place data distribution, according to Avaya South Pacific channel director Peter Dillon.
"IPL comes more from the convergence side," he said. "But this is the first time we have had a time-and-place distributor."
Avaya has distribution arrangements with Ingram Micro in the US and throughout Asia, but the Australian arrangement has been tailored to the local market.
Avaya will source between 50 and 100 resellers from Ingram's customers, hoping to entice the channel away from competing vendors with its products and support.
"I think if we get somewhere between 50 and 100 in 12 months we'd be pretty happy. If we have 50 very good resellers, we will be very happy," Dillon said. "A number [of resellers] already have relationships with vendors and we believe our product solutions are better. So we will put a value proposition to them."
The distributor has two full-time staff dedicated to the Avaya range, which include data switches, wireless data products, VPN solutions and security and network management products.
Avaya hopes to build awareness of its products and branding, which has been one of the biggest issues for the vendor. "We are a relatively new company in that respect and we are hoping the World Cup branding will help develop more awareness," Dillon said. "To be recognised as a data vendor is a challenge -- we have a strong convergence and IP story and we must make known that our data products also stack up."
The range will complement Ingram's fast-growing networking group, said Steve Rust, Ingram Micro Australia's managing director.