Avaya is hoping its new global channel program will improve partners’ balance sheets and lift skill sets across different market sectors.
The Avaya Connect offering will include additional financial benefits and a single, tiered global pricing list, enhanced technical, marketing and sales support and streamlined training and certifications.
Partners will now be provided with credits at the time of sale, rather than post-sales rebates, signifi - cantly reducing processing times, the vendor said. The networking player claimed to have reduced partner application times to under two hours.
Avaya has also paired down its training program tracks from 97 learning and certification options to 13 solutions-based courses focused on unified communications, contact centre and the SMB solution lifecycle. These will cover design and sales through to integration and maintenance. The vendor said training sessions had been reduced by up to 50 per cent, and new virtual education tools would further cut down the time needed to complete qualifications.
Other initiatives include harmonising requirements for its Platinum, Gold, Silver and Authorised levels globally, as well as new Service Experts and SME Experts specialisations. The higher partners go up the competency scale, the more discounts and benefits available, Avaya said.
Asia-Pacific partner manager, Rosemary Durand, confirmed all elements of the program would be coming to Australia including the range of specialisation tracks and SME tier.
“Specialisation provides SME partners with customised certification, training and onboarding programs that are specifically designed for the SME solutions and market,” she said. “The target reseller market is any channel with SME experience and presence.”
Avaya Connect was unveiled at the vendor’s partner conference in the US and will come into effect on February 1, 2010. The overhauled structure would allow it to better recognise partners operating in different market segments, such as SMB and mid-market, Avaya claimed.
The new program comes a month after Avaya secured Nortel’s enterprise solutions business for $US900 million following a bidding war. Durand said Avaya expected to integrate all Nortel partners into the new framework over time.
“This will happen through a transition process,” she said.