Avaya ramps up channel play

Avaya ramps up channel play

Vendor makes new hires as it plans to adopt a complete channel-centric model

Communications vendor, Avaya, has promoted Yvette McEnearney to head up its newly created high touch team within its channel business.

South Pacific regional channels director, Andy Hurt, said the vendor was trying to take a more channel-centric approach; about 65 to 70 per cent of Avaya’s business is indirect through 85 partners.

“As a company, we’re becoming a lot more channel-centric in our approach and we’re making sure our customers understand that as well,” he said. “It’s not just in our sales effort that we’re making this change, we’re also changing the focus in our pre-sales support team and our services model to help our channel partners engage correctly.

“Previously, we’ve had a lot of our internal infrastructure geared at our direct business, and that’s turning to a much more channel-centric support model.”

McEnearney, who spent five years with Avaya as a senior executive, will focus on the vendor’s top 80 customers.

“She’s going to be ensuring her team has a plan with each of those customers and making sure they clearly understand what choice they have in the business partner community,” he said.

The vendor has also appointed Sally Rowe and Sigi Hill to the team. Rowe will be based in Melbourne and has previously worked for Telstra. Hill comes from Express Data and will focus on the needs of Avaya’s service providers.

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