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Avaya VP: ‘Fit for Purpose’ Rules Technology Space

Avaya has built its product portfolio around the mantra of ‘Fit for Purpose,’ a strategy which the company’s president and CEO said can help Avaya’s partners craft a more compelling sales message.

“Over the past year, we have invested heavily in research and development and our product roadmap, and every one of those products solves a customer problem,” said Kevin Kennedy, president and CEO, at the Avaya 2011 Americas Partner Conference in Las Vegas. “Each was generated from the point of view of Fit for Purpose.

“Every offering we have, no matter what the technology, is built for one specific purpose solving a customer issue,” he continued. “From our unified communications to our contact center offering to our data products, they are all Fit for Purpose.”

As such, the solutions make a better fit and ostensibly an easier sell for partners than one-size-fits-all technologies offered by Avaya’s competitors, Kennedy said. And moving forward, all of Avaya’s technologies will focus on solving problems as the company moves closer to its vision of being an innovation-driven company.

“It’s no longer about building technology for technology’s sake,” he said.

Channel partners that embrace the new vision and migrate their sales strategy to one of solving customer problems will be the most successful, Kennedy noted.

“We have a few critical priorities, and one is to continue to tune our sales and channel engagement model so the customer is served better,” he said. “Customer-aligned engagements are the main focus moving forward. Innovation drives demand.”


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