Lucent's spin-off enterprise division Avaya signalled an attempt to rectify its struggling channel model last night importing New Zealand distributor Agile to service Avaya's SME market.
Under the terms of the agreement, Agile will be working initially out of Avaya's premises in the Sydney suburb of North Ryde to distribute the networking vendor's Express suite of products including its INDeX and Alchemy range. The distribution role was formerly undertaken by South African giant Siltek Communications.
"Their model just wasn't working, and I think Siltek weren't [satisfied] either," said one industry pundit close to the announcement.
Avaya's South Pacific managing director Steve Weeks, claims the company will continue working with Siltek. But the extent to which this occurs has not been revealed.
"The close relationship between Avaya and Siltek will remain and we will look for other business opportunities to combine our areas of expertise," Weeks said in a prepared statement yesterday.
Agile has big plans for the vendor in Australia having growing its business across the water into the second largest supplier in the SME networking space, according to David Charlesworth managing director of Agile.
Charlesworth is out to quadruple Avaya's market share for its INDeX and Alchemy product lines. Under Siltek's reign Avaya is struggling to hit one per cent market share and Agile hopes to secure 4 per cent within the next 12 months Charlesworth said in an interview with ARN.
Weeks has been championing the channel of late with statements claiming Avaya will conduct 40-50 per cent of its business through business partners within two years - compared to around 10 per cent now. This announcement, he said, is reflective of that strategy.
While Agile takes over Avaya's lower end voice and data products, the vendor will continue to sell direct its Definity range of eBusiness and voice offerings.