Unified communications vendor, Avaya, is looking to plug the gap in its Australian mid-market foothold and has partnered with Sydney-based Nexon to drive the move.
Nexon is a managed communications solutions provider of IT solutions to medium to large enterprises and public sector organisations.
The agreement will give the MSP the ability to procure, purchase, invest in, and service around the vendor’s full portfolio in Australia.
According to Avaya Australia and New Zealand (A/NZ) acting managing director, Luke Power, Nexon was brought on to assist the vendor with maintaining 36 per cent year-over-year (YoY) growth in the mid-market.
Nexon Asia-Pacific unified communications business manager, David Russell, told ARN the company partnered with Avaya for its mid-market contact centre story and the breadth of its portfolio, therefore developing its own footprint in that particular market while expanding weaker verticals.
“A lot of the conversation [Avaya] was having with us was about bringing some of the traditional multimedia features it has in its enterprise-level contact centre into the mid-market,” he said. “That allows us to present a new set of solutions that perhaps some of the other players cannot do.”
Russell claims that the benefit to Avaya lies in Nexon’s ability “to provide tailored private networks for clients and then wrapping up multiple services as part of the underlying services infrastructure.”
“Mid-market is Nexon’s bread and butter as that is where we can provide most value to customers,” he said.
“That makes us conjugate to Avaya into a whole bunch of mid-market accounts where they perhaps would not have been able to have conversations.”
This agreement expands Nexon’s vendor portfolio which contains an existing “strong relationship” with Alcatel Lucent, particularly in the enterprise, healthcare, government sectors. The MSP also works with Cisco, IBM, Microsoft, Elcom, and CheckPoint.
Reinforce the ranks
The decision to partner with Nexon is part of Avaya’s wider mid-market strategy which places particular emphasis on bolstering internal operations.
From a personnel point of view, the vendor has structurally shifted its mid-market team to focus on end user accounts rather than channel. Power claims this was done as the company feels its distributor base is strong enough to allow staff to address other fronts.
Avaya has also addressed its product base, taking its enterprise-grade IP Office solution and reworking it to cater for the contact centre space. Power said the vendor is witnessing significant growth in demand from mid-market companies – including law firms, manufacturing, and healthcare – for contact centre specific solutions, and launched its IP Office Contact Centre rather than just applying the existing product to a smaller playing field.