Avaya Upgrades Channel Program

By Craig Galbraith Comments
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**Editor's Note: Click here for a list of recent channel-program changes you should know.**

One day after naming a new U.S. channel chief, Avaya is out with improvements to its channel program that it hopes will help partners better sell Avaya Collaboration technologies.

Changes to the Avaya Connect Partner Program include revisions to the requirements for achieving Silver, Gold and Platinum level status, and the introduction of six new Solution Experts designations: enterprise unified communications and contact center, midmarket unified communications and contact center, networking and video.

To achieve the Solution Expert designation in any one of these areas, partners need to earn credentials in sales and design, achieve certain revenue thresholds as proof of their experience, and demonstrate customer satisfaction. The Silver, Gold and Platinum level status will be determined based on the number of Solution Expert designations achieved by each partner company.

Avaya expects the changes will make it easier for channel partners to achieve a higher-level status for their chosen business model and to distinguish themselves based on their expertise. The program supports both CapEx and OpEx sales models, which Avaya says allows its partners to support premises, cloud and hybrid cloud models. They can also take a “full stack" approach to the Avaya solution portfolio, or they can focus on a particular area such as networking or contact center and still differentiate their expertise and gain the financial benefits for their solution area. 

The program changes go into effect on Oct. 1, allowing partners a transition year during which they can earn their status levels based on current or new requirements, whichever works in their favor.

"Business challenges require the expertise of a trusted partner who understands how technology can be applied to achieve the desired business outcome," said Richard Steranka, VP, worldwide channels, Avaya. “It's rare that a customer will require a single isolated product. The changes to Avaya Connect address what we as a vendor need to do to encourage our channel partners to develop the expertise to help ensure customer needs are met to the highest level of their satisfaction and reward them for doing so."

Follow senior online managing editor @Craig_Galbraith on Twitter.

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