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05 Nov 2009
Avaya is to launch its first standardised global channel programme next year and claims its efforts to get closer to the channel have been successful so far.
Details of the programme were unveiled at Avaya´s partner conference, which is being held in Prague this week. Last year, in Madrid, the vendor launched its drive to become channel-centric, including plans to increase indirect business from 55 to 85 per cent.
The firm claims almost two-thirds of revenue came through partners in 2009's opening half. Resellers contributed 31 per cent, systems integrators 23 per cent and service providers about a tenth.
Further reading
The Connect programme will divide VARs into Authorised, Silver, Gold and Platinum levels. Ascension through the ranks will be contingent on a mix of technical competencies and revenue targets.
Partner staff will be able to train towards four levels of accreditation: Sales Specialist, Design Specialist, Solutions Specilalist and Solutions Expert - the highest level.
Vice president of worldwide channels Jeremy Butt said 136 training tracks have been cut to just 13 - three in the sales badge, two for design, six for solutions and a further two for Expert.
The programme will also contain three partner specialisations: SME, Services and Data. The latter has been introduced following Avaya´s acquisition of Nortel, which is set to close next month.
Avaya´s EMEA channel chief Jan Lawford told partners: "We are really committed to you and to your success."
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